How To Earn $100k Per Year Building Audiences Profitably

Hey, capitalists. Today we're sharing a conversation from our Sunday capitalism community, coffee in the 1%. This is church for entrepreneurs. And in this lesson, Ryan is leading us through various strategies to effectively build audiences that become profitable. This was a super popular lesson in the group and after the teaching portion, a few members hopped on the live video call to talk about how this could be applied to their own businesses. If you'd like to be in the hot seat and go live with the 1%, just visit capitalism.com1 for access to all of our courses, our monthly newsletter, and our community of collaborative capitalists who are creating change in the world.

Onto the show.

We are going to go through today how to earn $100,000 a year building audiences profitably now. And we can do it in 10 to 15 hours a week or so. We can do this in any market. We can do this in any niche. We can do this no matter what your business is. We can do this no matter where you are in the overall process of things. You're running a million dollar business. I know lots of people who sell a million dollars a year but, but do not have an audience and so they feel handcuffed. They can't promote things on their own terms. Covid happens and they go out of business. They have no way of pulling a lever to be able to grow the business. So I also know lots of people who have audiences, but they don't make 100k or have any profit at all. And so we're gonna talk about not just one of these because most entrepreneurs specialize in just one of these. They specialize in one, not the other and as a result they stay really stuck. Right. So we're gonna fix both of these. Let's go ahead and jump in now. If I were to lose everything.

This is all I would do. If you want to screenshot this Tish, go ahead and do so. First, I would build a giant email list in a, in a niche that excites me and or serves my long term financial interests. So that's all. I would just pick the market that I'm either interested in or I know I can make a lot of money in because I've got something to sell or I'm well connected or I have something to share or I'm just excited about. I'm just passionate about it. So first I would just decide on the market I was going to be in and I would build an email list. That's the audience I would build. I would not do anything else. I would just build an Email list. Next, I would nurture the giant email list with content that creates bonding. And we can do that in a multitude of different ways. This can be podcasts, YouTube, social media posts, but the nucleus of it all is the email list. So I would nurture the email list with sharing with them, with sending them more content, sending them to podcasts.

Anything that I wanted to do for bonding would be extra. But the primary focus is on the email list. The business is the building of the email list. Then I would use the email list to create bonding with additional content if I want to. Or I could just write to them and say, hey, that's bonding too. Number three, third step, I would promote or create products and services that only my ideal person would resonate with.

This is the three step model, if you will. So that third piece, I would only promote or create products that worked with my ideal people, not the whole list. My ideal segment of the list. What is ideal? Fun to work with, easy to work with, spends the most money, and it just so happens, most appreciative of your work as well. That makes it more fun. So I've told the story. I said this on a podcast this past week. Give me two people. I will give them the exact same step by step, 12 month plan to building a million dollar business. The exact same one. I'll teach it in the same way. I'll give them the same product recommendations, I'll give them the same feedback. I'll say the exact, exact same words, give them the same vocal inflection. One will build a million dollar business, go on to have a 5 million dollar business, going to have a 10 million dollar business. The other will call me a scam artist and a snake oil salesman. Same information.

Different person.

One is the ideal, one is the nightmare. Most people are trying to make products and services to appease their nightmare people rather than attract and amplify their ideal people.

What would be ideal? Person who pays me this much? What would be ideal? Someone who says thank you for selling, for taking my money. Person who gets amazing transformations from using the product or the service.

So this should, this should help align all of your decisions moving forward. Email list in the market that serves you or excites you, nurture it. Nurture it. Next, with content. Not content first, content to nurture the email list. Then promote or create products and services that serve your ideal person. That's the model. Now, we could sit here for the next two hours and go through two presentations. One was a presentation at the Capitalism Conference given by Joel Marion. Now you can now a note for the team see Money Sue. When we take these recordings and we put them in the members area, let's also put the recording of Joel's full presentation inside the members area because I couldn't find it anywhere. I don't think we've ever shared it on YouTube. We have, however, put the full podcast on the Brand builder podcast on capitalism.com that's hosted by myself and Max Kerwick. And you can grab that just by searching this title or looking for capitalism.com and Joel Marion. Just search for that. But this is on the Brand Builder podcast. We could spend the next hour going through this, just watching this presentation and it would be a great use of our time. Then with the second hour, we would watch this video, which you can find a little bit easier on YouTube. This is Russell Brunson's presentation at the Capitalism Conference about how to outspend your competitors and get all their customers from them and build a giant customer base. Now that looks like.

This right here.

No, you can't. You can't see this, can you? Nope. Hey, my name is Russell Brunson. Well, that's Russell Brunson talking.

But there is, There is this. There's a. There is a YouTube video of Russell Brunson speaking at the Capitalism Conference that would be equally, equally valuable for your time, for you to go through. So if you are deciding to go through that, through, through all this over the next 30 days or so, add these to your watch list for things to go through.

I love that. Jerry says Ryan and Russell is an amazing combination. That's why he wrote the foreword to my book, 12 months to 1 million.

Okay, so.

Put those two things on your watch list. Next, I can summarize all of this into two ideas.

The two ideas in the two steps of business are step one, get leads. Step two, sell things to those leads. Now, other business leaders have said this similarly, but with different words. Peter Drucker calls it the two functions of business. Get customers and keep customers. Heath Cunningham puts it a little bit differently. He says, find people who want things and sell it to them. But they come down to these two steps. Get leads, sell things to those leads. Make sense and sounds simple. So since it's so simple, we're gonna have a pop quiz ready. Here's your pop quiz, and I want you in the comments on this. Which function of the two functions of business?

Remember, the two functions are get customers and keep customers of these two functions. What is selling something on Amazon?

Go ahead and put it in the comments.

Chris, thank you for putting that link in the Facebook comments. Appreciate that.

If you take a sale on Amazon, are you getting a customer or are you keeping a customer? Away says get customers. Brad says keep customers.

Some of you are looking ahead.

Kudos.

You guys are mixed in it. This is fun. Okay, how about.

Getting a YouTube subscriber? This one here.

Of the two functions of business, getting customers and keeping customers, what is getting a YouTube customer or getting a YouTube subscriber?

Some of you are smarter than you look.

All right, you're mixed in it. We can go on all day. The other one I put on here was paying for an influencer.

What's paying for an influence? Is that getting customers or is that keeping customers?

Those are saying, wow, it is. It's 30, 30, 30 across the board. I didn't expect this. So let me give the answer. Neither.

Neither. None of those fall into the two functions of business.

Neither.

I sounded a little bit like a Monty Python character there. Neat. If you do these things without getting leads or. Or getting customers, I will knee at you.

Those who hear the word seldom live to tell the tale.

Most Internet entrepreneurs skip the first step of getting leads. And they do all of this stuff. They optimize on Amazon. They rank for keywords, they do a ton of content, they start a podcast, they do YouTube videos, they make viral content. They do all this stuff, but they skip step one, which is getting leads.

And so instead what they are doing is trying to get customers.

Without any idea of who their leads are, where they're coming from, how to nurture them, and so they can never build an actual business. Now, I have an important distinction that I'm gonna share with you in a second, but first let me give you the the how on this. The overall breakdown of building a profitable audience looks like this. If I can acquire leads and followers at break even of my costs, and I monetize it in a way that creates long term bonding, then I can build an audience quickly at scale forever. These are the things that we are solving for. There are lots of ways to acquire leads. There are lots of ways to acquire followers, but there are only a few ways to do it at break even of your costs. There are lots of ways to monetize an audience, lots of ways to create bonding, but only a few ways to create to monetize things in a way that creates bonding. But if you acquire leads and followers at break even and monetize them in a way that creates long term bonding, then you have an audience that can scale forever.

Are y' all getting this. Oasis getting a brain gasm. Andrew is getting a braingasm. Tiffany is getting a Nights of negasm.

Are you getting this? Josh Baker, are you getting this? I can see your face. Oh, yeah. I'm so pumped to talk to you, man.

Josh is my all star of the week. Wait until you see what he's working on.

There we go. Okay, you guys are getting starting to see this. Thank you, Josh Valentin.

Thank you, Greg Johnson. There you go. Brian Fitch. There we go. All right, you are. There's Adama. Adama is getting it. All right, so.

If you are doing all of this work without building a very clear.

Lead list, and if you are not monetizing in a way that creates bonding, and if you are not monetizing it in a way that only serves that ideal person.

Then you are wasting your time.

Now, how many of you, by the way, sell on Amazon? Give me a yes. If you sell on Amazon or plan to sell on Amazon, do you take sales on Amazon or is that the primary channel with which you are talking about?

Greg does a waste. Does. Amy does.

Herb does. Ron does.

Some of you aren't logged in, so I can't see your faces. Adrian does.

Hunter. Good. Okay, good. Daniel does.

So the reason I asked that question is because a few slides ago I said taking a sale on Amazon is not either of the functions of business.

So taking a sale on Amazon is not getting a customer. It is not keeping a customer.

It is one of the traffic sources for getting leads and customers.

So your work as an Amazon seller is to take your sales and treat them like leads.

And to nurture those leads so that they are monetized and bonded with you long term.

That is the. That I don't. I do not care if you sell. And I know somebody who sells 10,000 units a day of a single product on Amazon. That's crazy. By the way.

I don't care what your volume is. You do not have a scalable business if you are not able to take that traffic and momentum and bring it into a locus of control that gives you leads that you can nurture over time.

So the systems that you develop are about getting leads and selling things to those leads, not selling things on Amazon, not getting a lot of traffic, getting leads and selling things to those leads. So.

All of the other stuff that people like to talk about, influencers, content marketing, Amazon, search engine optimization, are all traffic. They're not leads.

Now, we need traffic to get leads, but all of these traffic sources are traffic sources, not leads. You can go to the traffic store of Facebook or Google or sponsored posts or affiliates. All of these are places to pay for traffic, but they're traffic, not leads. In fact, the way that you go viral, the way that you have a dollar shave club type of ad, is to have the ad that gets a lot of leads.

So that you can spend more money on making that ad spread.

That is, that is how the dollar shave clubs, the poo pouries, the Tai Lopez, the fast audiences that blast out of nowhere, that's how they are built. They're ads that become profitable enough for you to spend money on the traffic source.

I'm liking seeing the brain gasms come in good.

So that is what you need to know right now.

The only purpose of traffic is to generate leads. From a business standpoint, the only purpose of traffic is leads.

So when someone says I tried running Google Ads to my Amazon listing and it didn't work, it's because you were not getting the lead.

You were putting two traffic sources together.

Now this would make sense if.

Your lead acquisition strategy was to sell on Amazon and then to take your Amazon sale and turn them into a lead by getting their email address, by following up with them, by nurturing them. But most people take the sale on Amazon, say thank you very much, carry on, I will go sell my next thing.

But if your processes are set up in a way to where you aren't getting in front of that person over and over and over and over again.

And or your process is, get this.

That you're acquiring leads then sending them to Amazon or Shopify or your funnel or wherever.

Now we have the aspect of the business that we control and we can partner it with our sales channel. And now we are in real business. Now we have a way to scale things in a way. Now we have an easy, easy way to spread our content, to get reviews, to sell high end things, to make our content spread, now we've got an asset that is growing and serving our long term interest rather than just a presence on a channel that is getting us a lot of traffic. All exposure to channels is traffic.

A lead is something you control.

So when someone says I tried running Google Ads to my Amazon listing and it didn't work. I tried running Facebook traffic to my Amazon listing and it did not work. I tried sponsoring influencers and it did not work.

I tried affiliate marketing but it did not work. I tried blogging but it did not work. It is because you missed the first step. You put all of your attention on the traffic and none of your attention on the lead.

And most people even see their sales channel on traffic sources. That's why people, this is why, why I cringe when people say, I run an Amazon business. You're saying, I have a traffic business.

Or somebody says, I'm an SEO.

I have a Google, that's, I have a Google business.

I have a, I have an affiliate marketing business. I sell things through affiliates. There's plenty of people who say this but can go out of business at any time.

Because they don't have leads that they can nurture over time. Now, some people have leads and they don't know it. Like if you sell through retail, your lead is the person that you call and you're like, put my product on your shelf. If you sell things through affiliates, your leads are the affiliates that you communicate to.

Drew had just a few braingasms there.

So this is the missing piece for almost all Internet entrepreneurs is they're doing all of this work, but they're not using it to get leads. And so they have nothing that they can scale.

And that's why they struggle. So.

In order to acquire leads and have an audience profitably, we need two things. We need.

The direct response lead. And by this, I mean the lead that we can directly interact with. When someone follows you on Facebook, that is not a direct lead. Why? Because we can't control if they see our message or not. Facebook's algorithm is always changing.

So we cannot predict that someone is going to see our stuff if we post on Facebook. This is also true with YouTube subscribers.

Amazon listings. We can't guarantee that people will see our messages. So a lead is a direct response lead. We can reach out to them on our own will. This is email, many chat, text, phone number, direct mail, a way that we get to decide if this person sees the message. Most of the time, for Internet entrepreneurs, this is going to be email. I meant to put the slide here on the presentation, but still to this day, more buying decisions are done via email than any other direct platform. Now why is that? Because you have full control of your email box. So every single one of us still checks our email.

We don't have full control over what's on our Facebook feed.

So.

That is not a lead source. Email, text, manychat, a place where you can decide what people see at what time. That's a lead.

The other way, the other piece of this is a way to pay for the acquisition of the lead. Now that could be a low dollar info product. It can be an affiliate offer, it can be a book, it can be A paid consultation. It can be whatever the front end thing that you sell is. So I have a buddy here in town who helps gym owners and personal trainers grow their business and make more money. It is getting leads.

Selling them something that pays for the lead and then getting them to show up at the gym or right now book a call over the phone. So right now what he's teaching gym owners to do is go online or go in home so that they're getting their maximum dollar per customer, but also doing it in a way that gets leads, pays for the leads, and gets the highest end person on the other side of the whole process. So if you sell something online, you can pay for the acquisition or if you sell a physical product or if you have a funnel. Like right now we're building a funnel for 12 months to 1 million. Why? Because I want to be able to spend enough money to make millions of people know about this book. And still at that point, I consider this a traffic source. If someone buys my book and reads it, they're a traffic source. Most of the things that we do are traffic sources. They become ours when we have the direct response lead. We acquire them profitably or at least at break even by having some sort of low dollar or even easy way to monetize that lead. Are y' all getting this so far? Give me, give me some feedback in the comments. I will actually pause here if you've got specific questions. And I also want to address. If you are just starting out like you have no business, then the way you will do this is with affiliate offers. You'll promote someone else's stuff. And so if somebody else's stuff is a hundred bucks, you get a 50 commission, then your value is $50. Our job is to create a lead source that, let's say one out of five people buy.

That's $10 a lead that we have to spend on traffic to get break even leads. That's the goal.

Prem says. So many slides. Yes. So prepared.

Yes. Nicole. The content you make as a traffic source, when they give you their email address, they are a lead.

Thank you, Tom. Thank you, Yolanda. Thank you, Dustin.

So Ron says, do you consider Facebook groups a lead source? Kind of Facebook groups? Facebook groups really are a traffic source.

Because we're not in total control of that experience.

But they have a lot of engagement and there's a lot of bonding in there. So there, it's really good traffic. We can't always control what people see in there. So your magic formula is to have a great Facebook group That's an amazing, amazing traffic source. Some of the highest converting highest bonding traffic in the world comes from Facebook groups.

But it's not really yours until they transact with you or give you their contact information.

So it still needs to be married with some sort of lead acquisition source.

Sarb asks, if I sell something on Amazon, will Amazon give me the email list? No. That's why Amazon is a traffic source.

Someone buys this, I have bonded with them via a traffic source, but they are still not a lead. I have to do a really good job in this book and I do to make them want to work with me more and give them opportunities to find me elsewhere. I talk about the podcast, I talk about where I can download things. I provide resources in the book that genuinely help them and now get them into my locus of control.

So most of what we do is traffic.

The reason why we can do this in 10 hours a week and make six figures is because putting together the lead side of this takes the least amount of time.

It's not hard, it's not sexy, it's not labor intensive. It's so simple, we overlook it.

So deciding what you're going to give someone or where you're going to guide someone in order to get their contact information is very easy. When we ask the question, who is our ideal person that we're going to sell things to?

When you know that, then all of a sudden getting leads, real simple, real easy. And now we are freed up, we are liberated to go make the content we want, make the partnerships with influencers that we want, write the books we want, do the things we want that will put more people into the lead source, and then we will sell our products and services. If you sell on Amazon, Most of you, 80% energy is how do I rank better on Amazon? But you have missed the most important question, which is once somebody finds me on Amazon, how do I turn them into a lead?

How do I get them into my locus of control?

Or the opposite is true too. I'm going to take my sales on Amazon, but I'm going to develop great leads and then send them to Amazon. That's how you will always win.

Because you've got the group of people that you can sell wherever it is that you're selling things. Now you've got a business that you can scale. Maria says, should I not create any products before I have leads? That is not what I'm saying. You should not create any products until you know who your person is. But this is a great segue. Maria.

Sales are a great way to get leads.

Sales are a great way to get profitable, qualified leads. This is why Russell says in his presentation that he likes things like book funnels or low dollar acquisition.

Because if somebody spends five bucks with you, 20 bucks with you, and then that pays for the acquisition of that person, well, guess what, Now I can go back up the Brinks truck, go get as many customers and leads as I want. Here's the rub. Most of you are trying to make money in your lead acquisition.

Rather than knowing that all of the profit comes later down the road. When your customers and your leads back the next thing that you do, they back the next product release, they, they back the upsell, they back the year long membership.

That's where the money is made. Since I know gyms are struggling, it's in my mind the way that gyms make money.

Is not in the monthly membership, not in that foot in the door. It's getting that foot in the door to become a year long, upfront.

High paying customer and or signing up for the most expensive thing in the gym, which is usually personal training.

That's where the money is made. The lead is the person coming in the door, the person paying 20 bucks a month. The lead is the person who buys from you on Amazon. The lead is the book reader, the lead is the email address. And all of those things are acquired at Break Even so that you can put all of your attention on doing the ads, doing the content, doing the sponsorships that bring in leads. You make your money when you sell something to the leads and that comes later.

All right, good. You guys are getting this. You guys are getting this good.

That's why if you sell on Amazon but you don't have a list, you're stuck on Amazon. Or if you get all your traffic, like if you're an affiliate and you sell affiliate offers on Facebook but you don't have a list, you're stuck on Facebook.

It's the same thing.

If you don't have the lead, you are not in business.

So what do you do with this?

Well, I'm saying this assuming that you already know who your customer is and the business that you're in. If that's the case, the question becomes, what do you sell? Who do you want? Who is that ideal person that is going to pay for what we've got for a long time? And number three, how do we bond with them? How do we make them a really hot lead? So what do we sell? What.

And I mean really sell, like what transformation are you bringing someone along.

Who do you want that's going to go through this? So I said, if you sell personal training, who do you want in that? Do you want the person who is going through the personal transformation of losing 100 pounds, or do you want the person who is already in shape but you want to create a community of those people? Do you sell to new entrepreneurs who are going through the transformation of realizing that their life is in their own hands? Do you sell to the existing entrepreneur who is learning how to grow? What transformation do you want? So that's what you really sell and who do you want that's going through that transformation? Then number three, how do we bond with that person? How do we bond so that when we're doing our work, we're creating nurtured leads over time, we're creating trust or said differently, what do we give somebody up front? What do we sell them first and then how do we bond with them? This is a different way to ask the same thing for you to discover how you're going to get those leads, how you're going to nurture them, and how you're going to sell to those leads over time. This is a quick flow chart so that you can see how this works.

We have our traffic sources. This is where most people put their attention and they try to get famous, but they don't have leads or customers. The lead capture, email, many chat, phone, direct mail or front end customers, these are all leads. We then nurture these leads so that there are recurring sales. So most people put their emphasis in one of these two on the end, how do I sell more or how do I get more traffic? How do I sell more? How do I get more traffic? But the way you build an audience is to have the lead. And this is what most people miss. Now if you've got a lead, that is as simple as get the first product for free. Get the first product. Here's a coupon.

Here'S my best video.

Inside the book I use. Download our best podcast@capitalism.com best.

Even if your lead capture is really simple, that's enough to liberate you from to go make content, go make partnerships, go make Facebook posts that link to the lead and get more people through your flow. So if all you, if you sell.

Podcasting mics and all you've got, all you've got.

Is a microphone that you sell. There's a couple things you could do. You could say, all right, I'll do a 10% coupon. So then when I do content on YouTube about how to set up your mic. I can just finish by saying, thanks so much for watching. I sell the Yeti microphone. Go to yetimics.com 10 for a 10% off coupon. Please share this video with a friend. That's not great. That's not perfect, but it's a lot better than what most people are doing right now.

You could say. You could also say, hey, if you watched this video, I know you're thinking about starting a podcast. I put together a video for you that's going to show you a few things I wish I had known when I started podcasting. Just go over to yetimikes.com start and I'll send you the video for free. I hope you enjoy it. Now, that's a lead capture page that shows a video, and that video is going to teach them exactly what you promised. And guess what? You're probably going to recommend the Yeti mic. It is as simple as this.

It's whatever step you can give that ideal person to take a step closer to working with you in the transformation that you like having them experience.

That's lead acquisition.

Now, we're going to wrap by talking through a few examples. But before I go there, I want to take a few minutes.

Yes, Thomas? Then in that case, the give would be the coupon.

So before launching, I should turn my followers into leads. Yes, by nurturing them with content that helps them on the transformation journey. Close. Daniel, great question. You're so close. Let me modify this though. You turn your followers into leads by developing one give.

That gets their contact information.

The nurturing happens through the email list. You email that video on IGTV that you're really proud of. You email out your podcast. You email out new videos as they become available. That's the nurturing. The nurturing. The email, though the lead capture happens first. Always. You nurture the lead through the promotion of bonding content or whatever bonding you do. Sometimes bonding is just sending a followup email that says, haven't heard from you in a while. That's the bonding sequence. All right. Dana says it's so clear now. Good, good, good.

So let's go through a few examples.

And this will really solidify this.

So let me pull up my list of examples here.

There we go.

Now, I'm gonna have to.

Shift gears here for a second.

So the first example that I want to show you.

Here we go. There we go.

Now.

Maybe, maybe. Here we go. Okay, now, first thing I want to show you. Do you all see Russell Brunson's face right now?

Oh, let's try this again. Let's try this again. We're gonna get this right, ladies and gents.

Here we go. Now you see Russell Brunson's face.

So the first example I want to show you. This is a podcast from someone we know and love here@capitalism.com.

It'S Sean McCool is one of the guys behind a podcast called Persuasion by the Pinterest. You should listen to this podcast interview with Rich Sheffrin. And one of you can post the link in the. In the comments. It's also on YouTube. But I'll walk you through the overall model that Rich talks about, where what Rich did is he had a live summit or a. A webinar that he was promoting. The webinar was a way to get the lead.

And then when they opted in for the webinar. So now they're. Now they're a lead. Right. I have signed up for an upcoming webinar. I am now a lead. One of the ways I'm going to be nurtured by that is I'm going to be nurtured by the webinar. The webinars me something I show up live for. I'm now being nurtured and moved closer to the sale because.

I'm a lead and I'm attending the webinar. Right. So I'm now being nurtured towards a sale on the other side of the. Hey, you just signed up for the webinar is.

A page that is simply a sales video, the sales video being very vague for a specific $30 offer.

That is just there to pay for the traffic.

So I'm promoting a webinar. Come to my webinar. I have affiliates promote my webinar. I run advertising on my webinar. I sponsor Instagram influencers for people to come to my webinar. I'm gathering leads.

The landing page for the webinar is a thank you. I'm offering you a highly discounted version of this product for 30 bucks. Why? It's not made to make money. It's made to pay for the traffic. And the work goes into optimizing that first purchase so that you pay for the traffic. This is how you build a giant audience and a giant email list. Now, he will make his money when he has the webinar and he sells something on the webinar, not from selling the $30 thing from the webinar. So the webinar was the lead, and it's the sales mechanism. But you don't build big audiences by Having webinars.

There's no magic in webinars. There's no magic in anything except that it is traffic to leads to sales and doing that profitably enough to be sustainable. The next example that I want to show you is my dear friend, Brooke Castillo. Brooke Castillo. This link I believe is the life coach school.com 1o n e.

And this is her lead capture page. You can see that. You all can see this, right? Yep. This is her lead. How I earned an extra $700,000 with an emotion.

That's cool. That's a cool headline. I scroll on here. This is my lead capture page.

It's a summary of this free training that when I click on it.

I have to opt in for.

This is the video. 10 minute video. I click here to watch Brooke talk. I got what I opted in for. I can join her program.

At the end of the lead capture page, right? And this is her sales page.

That's it. This isn't complicated. This isn't hard. Guess what she's gonna do now? Send me emails about her podcast, emails about her videos, emails about her books, emails with the webinars that she has. Emails about everything that puts more people into into the sales process. But because this is a.

Simple quick video that warms me up for the offer, she can now spend advertising to put more people into the system, knowing that a certain percentage of people are going to join and it will pay for the front end of the business.

She makes all her money on the back end.

This is where most of you are selling yourself short. You're thinking about the short term and making that the business. You're thinking about lead acquisition as the business. My Amazon sales, my front end sales, my $99 sales. You think that's the business, but that's all there.

To pay for the traffic. It's as simple as that. It is as simple as that.

Hey team, if you enjoyed today's podcast, please let me know on Twitter or Instagram. I'm Ryan Moran on Twitter and RyanDaniel Moran over on Instagram. And if you're looking to start a business or you know somebody who's starting a new journey during this crazy time, you're wondering what, what am I going to do next? You're wondering, what do I do with my time? You're wondering, where's the world going? My new book, 12 months to 1 million is going to give you the clear plan to pick a winning product, to build a seven figure business and to become a successful entrepreneur. This is for those of you who want to live life on your own terms. For those of you who are struggling with a lack of clarity, who are wondering what am I going to do next, who are wondering what's the path to building a successful business so that I live life on my own terms, I can call my own shots, and and I don't have to go back to work after all of this craziness is over. If you're the type of person who has to be an entrepreneur, then you've got to read this book. You can get it on Amazon, or if you're in a position to order multiple copies, you can book that over@capitalism.com book I'm so proud of this. So proud of this community for all that it has done. Thank you so much. I hope you love the book.