Million Dollar Offers - How Idiots Get Rich w/ Travis Sago

I say the best conversion tool on the planet is your index finger, is when you're explaining something, can you actually point to it? Because there's lots of woo woo stuff out there that. But we need to say that so they can see, hear, feel, taste or touch. Right. So we need to get the offer down to those terms.

You're listening to Freedom Fast Lane presented by capitalism dot com. This is the show about building businesses and investing the profits so that you can live life on your terms. And now your host, the future owner of the Cleveland Indians, Ryan Daniel Moran.

Well, hey there fastlaners. Welcome to the show. Today we're going to be joined again by my mentor. The reason why I say I'm a multimillionaire. Travis Sago has had probably the biggest impact on me of any other person alive besides maybe my best friend, Mark Jenny. Between the two of them, they have had a tremendous impact on my life. I'm probably the love child of Mark Jennie and Travis Sago, even though I'm not sure the two of them have ever met. Travis is my longest standing mentor. He has been mentoring me for almost 10 years. I think it was 2009 when we first met. And he is the person who taught me how to make offers and how to think like an entrepreneur. He's the reason why I was ready to build multimillion dollar physical products brands when the opportunity presented itself. So I struggled for many years to have success as an entrepreneur. I worked with Travis to get through those struggles and by the time I had a few years under my belt, I was ready for success. And then the opportunity presented itself and I owe Travis a tremendous amount of gratitude, which is why you hear me thank him so publicly so often. Travis has been refining his message recently as he works with more and more entrepreneurs on developing million dollar offers. And the way that he presents it is so simple and it has given me such clarity on my next steps. Moving forward as an entrepreneur, even at my level and hearing him refine this piece and working with him as a mentee and I have really started to see what my career looks like moving forward. And I wanted to pass some of that knowledge onto the fastlaners. So in this episode we talk about what it looks like to put together million dollar offers and we talk about why when you have that dialed in.

Even idiots get rich.

This is applicable if you are selling physical products, digital products, if you are a consultant, it does not matter. At the end of the day, what you sell is an offer to a customer. So and Travis makes that simple, straightforward, and easy to understand. So that you are in the position to have an irresistible offer that makes you rich. It only takes one, and it just requires you to do one. Well, and you'll know how to do that after you listen to this episode with my mentor, Travis Sago.

What's up, Fast Laners? Ryan Daniel Pants Moran here. And today I am thrilled, honored, excited to be welcoming back to the show my mentor, my confidant, my dear friend, the person I want to be when I grow up, Travis Sako. Travis, welcome back to Freedom Fast Lane.

I'm already blushing, man. Thank you. I'm happy to be here.

You like to tell people that we all get into this game for freedom. We all got into this game because we wanted a better life. And every time I'm in my circle of influence and we say, gosh, what is that better life that we all wanted? We all go however Travis lives, because the guy just loves what he does, is happy, and does really well for himself. So thank you for being the example that we all strive to be, Travis.

Well, go on. Thank you.

Well, when people say word mentor, it kind of gets thrown around a lot. And, you know, I consider you my longest standing and probably my deepest mentor relationship. And there's a few lessons that have taken me a long time to learn that you've been, I think, probably happy to see me finally learn. And one of them is just the simplicity and specificity of offers. I know you've been talking about that quite a bit, and. And I like this term that you've been throwing around a lot lately of clear offers is how idiots get rich. I was hoping we could start there and kick things off there.

Yeah. So what part appeals to you most? The idiots getting rich part.

Yeah. So why don't we start by saying, Travis, how do idiots get rich?

Let's start with how the world thinks they get rich, maybe. And then we'll kind of contrast from there. But I think in our market, and just kind of what I see, that we think that, like a high IQ or a high intelligence, if we just have the high IQ and the high intelligence, then we'll be able to put together, like this business. And also great amounts of discipline. Right now, I'm not against any of those things. Right. But kind of there was a formula for business success. It's kind of what I figured out is it's offers times execution equals business success. So if you're not extremely intelligent or don't want to lean on the intelligence and you're not extremely disciplined, to go after the execution, you better be really, really, really good at your offer. You better have that clear offer that everybody wants but they can't seem to find. And again, I'm not saying that execution couldn't be helpful because it's in the formula, but just what I've seen, I've seen so many smart people come to me and. And they're struggling. I just had a guy last week. I won't mention his product. He's got a product out, he's spent a lot of money putting it together, and nobody wants to buy it. And I obviously see the offer, problems with it, and he's extremely intelligent person, got great discipline and execution. But what good does that do you if nobody wants to buy it?

Yeah, and I have struggled with this myself, where I have an idea. I think it's a great idea. I spent six months putting the idea together, and then I go to sell it, and then I get depressed because no one wants it. And I think that's common among entrepreneurs, whether they're selling physical products or digital products or consulting or what have you. So if that's the case, and I'm not alone on this, what do we do about it?

I think diabolically trying to figure it out in our heads is the wrong place to do it. So I call it going in a corner and mentally masturbating. So we try to go in the corner, we think, what do these people want? And we just sit in the corner without any market involvement, without going to the market and seeing what's happening in the market. And we just try to kind of mentally masturbate, right? And say, what would they want? I think the other thing, too is that part of it is. And I sound like I'm beating up on people, but I think part of it is, as we think about our product, that's where our attention goes, right? And that's not a good place to develop product or position your product. We want to be where the people are, right? So the example sometimes I kind of use is pretend we go to a farmer's market where they're selling vegetables and fruits and all that kind of stuff. And if we were just to sit there and observe and see what's happening, sometimes we'll see some breakthroughs, right? So if we're like observing tomato stand, right? We're watching the customers come up and they're squeezing the tomatoes and they're smelling them or whatever they're doing to them, and they ask the vendor, they're like, are these organic and the vendor says, no, they're not organic. And then they're like, is there any organic tomato sellers in this market? And they're like, no, there's not. And then if we keep seeing somebody coming up and they keep asking for organic tomatoes and there's nobody supplying it, it's like, like, ding, ding, ding, ding, ding, ding. Right? That might. That might be something there, right? I think your billionaire friend, like Mr. Hoffman, was kind of giving an example of this, standing inside of the airport, and everybody's standing in line. It was back in the 70s or 80s, right? And he's just like, this is ridiculous. And a lot of times it comes from frustration. It's ridiculous, right? And he just gets out of line and boldly and brashly, like an idiot might do. And he's no idiot by. But just. He just says, I'm curious if any of you guys would pay extra money if you didn't have to stand in this line, right? And everybody raises their hands, oh, hell yeah, we'd pay extra money if we didn't have to stand in this line. Right? So I think he came up with, like, the first computer kiosks for the airport, right? Now, he's an intelligent dude, but I've seen plenty of people. And the part about labeling this how idiots get rich is I don't really want to point to too many of my friends or associates, right?

You can point to me if I'm ever an example. Although there you go.

But I have somebody I can point to, and he's certainly not an idiot, But I wouldn't say he would consider himself to be extremely intelligent or a great executor, but he has a business in the stock trading and education space. And we realized that one of the things his people didn't like was they don't want to spend like four hours or eight hours a month or four hours or eight hours a day trading stocks. They kind of like the enjoyment and the excitement of it, and they want to make the money, but they don't want to spend that much time, right? So he had a trade that he liked to make, which was based off of, he calls it Fed Minutes. But whenever they announce interest rate hikes or decreases of what they're going to do at the interest rate once a month, and basically places a simple trade called a straddle or a strangle on options, which takes less than 24 hours to execute, and he's got like a 60, 70% win rate. And that really, really appealed to his audience because it gave him Everything they wanted. They could have some fun. It was interesting. It didn't take a long time to make the trade. 60, 70% success rate. And it just blew up, right? So those are kind of the things that we look for. And we want to see if people are going to pull out their wallets and buy.

And would you talk about that last piece, the pulling out their wallets and buy it? How do I know you have some strategies that you use that I've tested and seeing good results with of getting the gauge of the marketplace and the audience before we even go and develop the product. So how do you get those people who are standing in line to raise their hand?

It's a really good question because. And I didn't come up with this saying, but sometimes you might get the applause from the audience, right? But nobody wants to pull out their wallet, right? So they're two different things, right? A survey and I'll get political here, but this last election was a good example of what all the survey results said. And then it was different when they got to the polling station, right? So one of the things that I do, and I call it a guinea pig program, depends if you're selling, like bigger ticket stuff. And I'll just come out and call it a guinea pig program because that matches my personality. But some people call it a pilot program or something like that. Where mine is kind of different is usually my guinea pig program is way more expensive than the thing that I'm planning on coming out with. I'd rather work with fewer people on a deeper level because what I'm really trying to do is get inside of that farmer's marketplace, right? And see where they're having issues and challenges. But what I'll do is I'll get people to raise their hands first, right? And that's an indicator of interest. But that's kind of like the applause. Oh, yeah, that would be so great if you came out with that, right? And then I'm like, oh, cool. So would you like to buy it? Would you like to pre order? Would you like to? And basically that's the gist of it, right? And then we watch their reaction. It's like, whoa, whoa. You know, there is no wrong reaction, right? It's only data. We say, oh, so what are you thinking? Right? And then we can find the data that we need and either we can pivot and shift or we can can the idea, right? But that's what I like to see. I like to see wallets coming out. So if somebody says, oh, yeah, I think that's a great idea. Great. Ryan, would you like to buy it and watch what happens next? Right. I'd like to do that way before we put three months or three years into developing the product. Very often I can test ideas out or test things out and get confirmation. Or even if you're selling physical products, I know your people are in the physical products. You can say, would you be willing to pre order? I don't have anything yet. Would you be willing to pre order? I used to do this as a kid when I would do curb painting. I mowed lawns, but I also did curb painting, which was painting the curb numbers on the outside of people's residential houses so the pizza guy could find him and nine, one, one and all that kind of stuff. But sometimes, like, when you're a kid, you don't have the money to front your capital. Right. And you don't have the 10 bucks to go buy, paint, and brush it. So I would just go knock on doors until I found somebody that was interested. And I say, look, if you went down to. Of course, it wasn't a Lowe's back then, but I think it was Ace Hardware. If you go down to Ace Hardware and bought all this stuff, it'd be like 10 bucks and. And then you'd still have to paint it on, right? So I'd get them to give me the 10 bucks, and then I would go buy the materials, I would put it on there for them, and then I would have material left over for four or five or six jobs after that.

And do you take the rule then of you don't develop something until you've tested it in the marketplace, or is there a different approach that you take?

I can't remember a time now that I've actually invested very much money in anything that I don't know that it's going to work. I'll either test it out on an affiliate product or somebody else's product, or get them to actually raise their hand and say, yes, I'll be willing to give you money or put down a deposit or something before I actually put money into it anymore. Does that make sense?

Oh, it makes total sense. And I have done the opposite for a little bit too long and learn that lesson the hard way. And recently kind of had that braingasm of realizing that it didn't have to be that way. And my life feels a lot less stressful now. The example that comes to mind for me in the physical products world is I have a friend on Facebook who was this Kind of a health coach, a fitness coach. And he posted on Facebook, just his personal Facebook page, hey, I'm thinking of developing a supplement that would be aimed at doing X, Y and Z. And it wasn't made. And he said my cost for this would be this, so I would need this many people to buy it in order for me to justify making it. If you would want it, comment below. And then he just messaged all those people with an order link and you could be first in line to get it. And I don't know if he ended up developing it or not, but there were hundreds of comments of people who wanted this supplement. And so often, especially in the physical products world, people go and they develop the thing and then they put it on Amazon or Kickstarter and just hope people show up. It's like the hope and pray method. And what I'm hearing you say is that you always have some market intelligence before you spend any time or money developing the product.

I mean that's totally it. A lot of times I will look for demand in the marketplace that's already being fulfilled and what would I look for? That's probably the biggest breakthrough that I've had because I, I have a marketing agency and we're bragging about myself, but we're so damn good at what we do. We only work on a paid for performance basis, which means I get to see a lot of offers and I have to be very, very selective of either A, can I, is the offer going to work at all? Or B, and I position it so it's going to work right? So the biggest things that I've seen like for a little two step thing to, is this offer satiating something or giving somebody a way out of something that they're absolute up with. Are they fed up with something like, so if you have some new liquid form of pill and people are first, people who can't swallow pills or something like that, is it giving them a way out of something that they're fed up with? We call it a competitive advantage or a usp. But I just like to simplify it down to is it dramatically different? So we just finished up a quarter million dollar campaign for a client who only had 8,000 people on his email list. And what we figured out is like people are fed up with Facebook right now, they're fed up with Facebook ads, they're fed up with all these kind of different things. So we took an old product off of his shelf that was kind of collecting dust, that he wasn't really doing anything With. And I said, you know, this is perfect positioning for this market because this is a way out of Facebook. Right? It's an alternative. It's a way out. And it was dramatically different. So we run that to his list and absolutely crushed it even with an old product just because we positioned it there. So the biggest thing, like the shortcut that I look for is what are people absolutely fed up with? Frustrated is okay, Right? But is there demand in the market? And what is it they're fed up with? And then can we offer them something that's clearly different than that? Right? And what I love about this, Ryan, is that there's no perfect product. You can't see it. I always do this. But I'm looking at my iPhone right now as a wonderful piece of marvel of technology as it is. It's not perfect, right? People are fed up, probably with the high price. They're fed up with the high price of the service, or maybe fed up with how easy it is to break. Right? These are all different things. Are fed up with having to charge the damn thing. Right? So these are all areas for innovation that somebody will probably innovate and make a bundle on, whether regardless if they're smart or.

Have great execution or vice versa. Right?

So you're always, or at least most of the time, looking for a pain point that you can solve rather than an idea to bring to the marketplace. I'm probably on the extreme side of the spectrum, but I know you're at least like me, where you have a lot of ideas. And I think that all of my ideas are great ideas, and I fall in love with some of them and waste time on some of them. So what's your process for when you have that inspiration or you want to. You think your idea is really great. What's your process for either turning that into a pain point or finding the pain point that you might develop an offer around?

I'm so glad you asked that. I would try to answer it as briefly as I can, give you something really valuable for your audience. So I actually have a framework that I use. But let's take my agency, for example. I actually started my agency with one post on Facebook back in August 2015, and I haven't had to do any marketing other than referrals and stuff since then. But the reason being is I'm offering them a way out of something they're fed up with. So a lot of Facebook agencies, a lot of agencies now take big fat fricking retainers, right? They want a big retainer $5,000 a month, $10,000 a month retainer, but there's really no guarantee of results, right. And there's a lot of risk involved. So when I come out and said, hey, look, we're good enough, I don't get paid unless you get paid, right? Another reason why this works really, really well. And I use a acronym called timer, and timer stands for T is time, I is identity, M is money, E is energy, and R is reputation. So what I'm looking for, these are the five areas that people can be fed up with things or contrast things. So one of the things is they might be fed up with the time that it takes them to do something, right? So people, like for the email side, people don't want to. They're fed up with the time of doing that, right? So if I come in and do it for them, I've eliminated some of that time frustration or fed upness, right? Identity. I don't want to spend a ton of time on this, but identity is how we feel about ourself or how we view ourselves. A lot of them don't see themselves as great writers, right? So I can come in and say, hey, we can provide a writer fee that helps on the identity section. Money is the easy one to understand, right? So they're fed up in the market with having to pay big fat retainers or write out $25,000 or $50,000 checks to get something done and not really know know if that's going to happen or not, right? So I completely eliminate that one with my agency. E stands for energy. And a lot of times this is the pain for changing that we do. But what's the energy they're having to use with whatever they're currently using now? And can we eliminate some of that energy frustration? Right? This also if they're going to take you up on your offer, there's usually a pain or a cost of changing, right? But you have to contrast that with what they're going through. And then R is for reputation, and it's similar to identity. But identity is how we look at ourselves. Reputation is how other people look at us, right? So usually in the agency that we do, that's kind of the big. That's usually the last question is like, how am I going to look when you write our emails? Right? But usually they're worried about how they're going to look when they write their emails too, right? And that's some of the reasons why they don't hire other agencies or other copywriters. And so I Want to handle that as well. But that timer, anything that's out there, whether it's your own offer, like, I fully believe in what Mark Cuban says. You need to be figuring out how to kick your own ass. But look at where in our offer are they maybe frustrated or fed up with anything in those timers in those five areas. Time, identity, money, energy, or reputation.

And if one of your ideas does not meet one of those pain points, do you discard the idea or do you save it for later?

Yeah, I may float it out there, right? I may float it out there, but usually like, and I try to go for more than one, right? How can I eliminate more than one of those? Because the more you can do, the better your offer is going to work, right? Jim Rohn said, find something good to say, say it well and then say it often. I think a lot of people skip number one and a lot of people skip number two and they just do number three a lot, right? Just say something often, right? So like, I notice a lot of clients already have this clearly different thing that they just don't see it. They don't see it, but they already have it. A lot of times it's about eliminating something or making something simpler, not adding something to it that makes it powerful, right? So like when somebody hires my agency, all they have to do is do a couple interviews and then I handle everything else from the order form to the live chat to the putting it into their autoresponder because I'm trying to eliminate all of those timer issues for them.

Hey guys, this is Ryan.

We're going to take a quick break.

And we'll return to the show in a second.

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You know, the interesting thing about this is that so much of it has to do with that idea of eliminating things. Like, I know my tendency is to make it more and more complicated and to delay feedback and to what? Polish what I've heard referred to as a golden turd. You know, you just keep polishing the turd, it's gonna be perfect. At the end of the day, it's still a turd even though it's golden. And what I have seen you do so well is provide the solution. And the solution be simple. And because it is simple, it often sells for a premium because rather than getting the result in six months, you might get the result with one sentence, which can be positioned as speed rather than how much is in there. And I've had the tendency of, I put together products that I later called a big box of poop. There's a big box a lot, a lot of things. But nobody really wanted the box because there wasn't a clear result. I've heard you position pretty much everything as the clear results. In fact, we talk about what you've coined as the G3 order form that you give me this, I will give you this, and that is how you know when an offer is clear. Would you comment on how we know an offer is clear and how you position everything as results driven?

Well, I think my big. And again, it's almost too simple. But I say the best conversion tool on the planet is your index finger, is when you're explaining something, can you actually point to it? Because there's lots of woo woo stuff out there that. But we need to say they can see, hear, feel, taste or touch, right? So we need to get the offer down to those terms. So like one of my offers that does extremely well. Phoneless sales machine. Now, if you're not selling on the phone, that won't appeal to you at all. But if you're an expert or a coach that is absolutely fed up with hour long, hour and a half long strategy sessions and I can eliminate not even the whole phone thing for you, but just some of it, right? You'll gladly stroke out a check for five grand or ten grand, right? But you can point a finger to the phone, right? That's hell, right? At that point, that's hell. And you want to get away from hell, right? Kind of the same thing to your plan, right? What is the plan? Have you given your plan a dimensionalized enough structure where you can point to it? Right? So like the phoneless sales machine, it kind of says it all. There's no phone, it makes sales. It's like a machine, right? There's a little bit like, well, what is it? Right? But you want to be able to point to it. You basically want to point to what's the thing they're fed up with, what's the solution to get them out and what's the outcome that they will get. Infomercials do this wonderfully well. And part of like what I do before I start trying to write it, put it together, is what would the before and after picture be, Right. If I had to draw it out before you write words like try to figure out how would you draw this damn thing out, Right? Bowflex, right? They show the before is kind of the guy there with the belly that's hanging over his belt buckle, right? And he's looking all slouch shoulder and he's tired. And then the after is this Bowflex. They always put the machine inside of there. And he's got six pack abs and big shoulders, right? But that gives a really clear picture of the before, the after and the mechanism. And you can point to it, all right? It's like, oh, muffin top. Oh, six pack abs. Oh, Bowflex, right? And you can see the machine, right? So you want to have something that you can point a finger at or at least appeal to the five senses, right? And that's kind of making the offer super clear. And then it needs to be dramatically different like that, that Bowflex, right? Does that thing look different than everything else in the gyms when it first came out? Hell yeah. It's like, what the hell is that thing? Right? So that's kind of like what I do to take a look at all those things.

Would you talk a little bit about your order process or your sales process for these? Because I see the offer identified, testing it in the marketplace and then my brain goes, okay, what's the sales mechanism that we're going to use? And I know you keep that really simple too.

I'm not a very brief person, so I really like struggling to make how do I make this brief? So I really use marketing more than sales, right? So I always use the golf course as an example. So a lot of people try to drive all their sales golf balls in, in a hole. In one, right? And that's why we have such low conversion rates, right? Because we're trying to get holes in ones from 350 yards away with a great offer. It makes everything a lot simpler because we can see it. And they say, oh, man, this is what I've been waiting for. But still, we. Sometimes we'll need to drive the. Use the marketing to drive the ball to show them. Like that Bowflex thing, like, whoa, okay, that looks different. Like, but how is it. How is that difference going to help me? Right? But we put that inside of the marketing, and we drive the ball till it gets on the green, and then we just put it in. We don't need, like, a big, long strategy session. We don't need a big, long webinar. I'm not against those things, but those are putters, right? And then the closer we can get the ball of the hole, the less putting we need to do. And that's why I sell, in the agency 5,000, 8,000 on up to $42,000 things with no salespeople, no webinars, just because we methodically move that ball closer to the hole. And then when they get the piece, it's like, oh, man, I've been fed up with this. Right?

This is the answer to what I'm fed up with. And I can clearly see how this is different. And those are the two big things that I see that will tap that ball into the hole as long as we've kind of done the driving before that. So I don't know how good a job I did on that explanation, Ryan.

So I guess to make it a little bit more clear, how is it that you collect the order when you're ready? What's the sales process that you're putting them through that gets them to confirm I'm in? You've tested the offer. Now you know you have a winner because the orders came in through blank. I guess I'm wondering, how do you close the loop?

Well, I mean, just depends on, like, what we're doing. But usually it's just a probably what I call a detailed order form, which we call a G3 order form, which just means gimme, gimme, gimme. So we just use a simple order form, or we simple enough, we just say, hey, if you want this, let me know, and then I'll send you a link. And they're like, okay, I want it. And then I send them a link. It's really that simple. We use this a lot. So we use live chat a lot. That thing and then we also use email to close. And we just say, hey, if you want this, here's all the details. And then you don't have to send me money right now. Just let me know if you want it. And they'll say, yeah, I want it. Okay. And then we say, well, we're opening this up for enrollment. Would you like a payment link? And yes, I would. Right. And then we send them a payment link. And that payment link could be for typically anything from $2,000 to $42,000 is the most we've done so far without any salespeople or webinars, but just those simple sales processes.

I wanted you to say that explicitly because I have a tendency to overcomplicate that piece of it. Now, we take a rule. The first thing we develop whenever we have a new offer is, can we collect an order somewhere? Can we take the money? There's an idea. Let's go make the product. And then we worry about the sales piece. And now it's, can we collect an order? All right, let's test this. And then we worry about developing the product, which makes things a lot simpler.

Yeah, the people that are really, really mired in like webinars and VSLs and phone calls hardly can believe this is true. But if you're, if your offer is clear enough and you have a clear difference and you've done. If you killed some objections, like when you make the offer and people reach out, you can literally say, hey, are you ready to get this? Do you want this or do you have a question? And I will notice like 25 ish percent of the time people just said, just give me a link. Give me a payment link and tell me where to show up, or give me a payment link right now. Sometimes they'll have a question or two after that, but like, literally, like 25% of the time be like, no, I'm good. Just give me a link.

That's it.

It's like, oh, will PayPal work for you? Or would you rather put it on a credit card? Right, I'll put it on a credit card. Awesome. I mean, that's it.

I shouldn't say we as entrepreneurs. I'll just say I as an entrepreneur have a tendency to over complicate this so much. And I feel like when I work with physical products sellers, 80% of my job is getting people to not do most of the things that are on their to do list and just focus on things that are going to provide a result. And you, as somebody who works with entrepreneurs and People like me did the same exact thing for me of getting me to do 80% less and just do the things that matter. Is this a recurring theme or is just just me and people like me show up? Do you see this among, among most people and most of the entrepreneurs you work with?

I totally do. And it comes out from good intention. I think we get really wrapped up in the process and we forget what is the outcome that we want. So I was just having a talk with one of the guys in my mojo mastermind yesterday and he's like, you know, I want to get more customers. And so I'm wondering if I should lower the price on this. And I just said, let me ask you a serious question. There's not a right or wrong answer, but would you rather have one fifteen thousand dollars customer or ten fifteen hundred dollar customers? I'd rather have one fifteen thousand. Now that gives us a place to go to. Right? So, and that, but that changes the whole dynamic. So you're exactly right. It's like, what is it they want? What can we eliminate to get that even closer? One of the things I want to point out real quickly too, there's a whole other side to this equation, which is not just our customer side, but getting distribution is a lot easier when you have something that's dramatically different and clear and something the market wants. Because when I say distribution, what I mean for a lot of Internet marketers is jv, partners, affiliates, like when I come on the relationship advice space, nobody knew who the hell I was, but I had a dramatically different and clear offer. So everybody started promoting even though they didn't know who I was. So I didn't. You know, how do idiots get rich? It's not based off of reputation or intelligence. It's about being able to solve a problem that nobody else has solved yet. Right. Or solving it in a different way. Once you do that, nobody could give a tinker's damn who you are, how smart you are, or any of those things. Like if you can solve a problem for their audience or them, they're going to be glad to put you in that distribution. So not only from the customer side, but getting distribution is a lot easier once your offer is dialed in.

And when you say that, you mean the offer to the marketplace because the affiliate can out point their finger to the problem and say, my audience struggles with that pain point too.

Absolutely right. So I get people to send me out to their audience because, oh man, all my coaches and experts are sick of the phone. They would like to get off the phone, Right. I don't even have to ask them. Sometimes all of a sudden I just start. People reach out to me getting leads because it's just dramatically different. There's nobody else out there really helping them with that in that way. Right. At this point, at some point there probably will be and they'll have to go kick my own ass. Hopefully I'll kick my own ass before that gets to that point. Right. But this is not just about your customers. But it's so much easier to get press releases. I remember I had news stations calling me and all kinds of stuff. Right. It's easier to get news, it's easier to get distribution. All those things kind of open up once your offer is dramatically different. Solves a problem people are fed up with in a way that hasn't been solved before.

You've been doing some training that you've been calling the million dollar offer mojo. I actually wanted to ask you about the million dollar part of it. So I think the million is kind of a threshold that most entrepreneurs aim to cross and it's a goal that most of us have. And I know that by kind of following this process, you've seen offers get over that million dollar threshold. So I was hoping you could comment on either the speed of results or the impact of results when people really start to dial in the offer piece and thus cross that million dollar threshold.

Typically right now most of my agency and stuff that I'm doing is in like what they would consider to be the bigger or higher ticket space. But I've sold millions of dollars at the $37.

Space as well. So I don't know exactly how to put this without sounding hypey, but when you get your offer dialed in, I've got popcorn popping, right. It can get really fun, really. Now your offer is working. You go out and buy ads for it, you can get distribution and everything starts to work. Whereas trying to go the let's see if I can optimize my page 5% a month on visual website optimizer. That can be, I don't know, again, those really smart people out there that can make that happen over time. But I just want to like, what do people really want that they can't find? Right. And how can I position my stuff or how can I position something to answer that? And then you get 3x4x5x which I know everybody says that, right? So I'm a little bit leery to put that out there. But here's a really good example. So I just had A client who had an offer that he was selling by webinar, he sold it by webinar for five years. So we come in and not only did we triple the price of his offer, but we didn't sell it by webinar, we didn't sell it by phone, we just sold it straight by email. And we sold 50 more at triple the price that he sold prior to that. Right now, for us as an agency, it was kind of like a second base hit. It wasn't really a home run, but he was extremely happy. Right. So it's kind of those things. All we did was position it his offer differently. Right. I took out what he already had that was unique and clearly different, but he just wasn't talking about which luckily he already had it. So I don't know if that helps at all. That's what you're looking for or not.

But yeah, so just by changing the positioning of the offer, that one went dramatically up in price and your conversion rate was a lot higher and your sales mechanism was a lot faster and easier. So by eliminating a lot of the noise and just getting that offer positioned well, things started to pop really, really quickly. And that crosses the million dollar threshold for a lot of entrepreneurs just dialing in that one piece. One of the things that I've seen you do really well is you do those simple pieces quickly and then you just scale what works. And in our world, we tend to say, let's spend all this time doing this and all this time doing this, all this time doing this. And it seems to me that you just go out, you do it kind of a scrappy way. And I don't mean that in a negative sense. You just like, you do it once and do it well and then you keep doing the things that are working. And yeah, I don't know how to give someone that braingasm, but I at least wanted to give you the floor to be able to speak to that.

Well, I very often say, you know, sometimes I do wish I was smarter than I am, but if there's anything that I kind of do over and over again is if I'm throwing a bunch of spaghetti against the wall. Like, really, anybody can do that, right? Anybody can throw a bunch of spaghetti against the wall. I think the only thing that I kind of like what I think I do different than what I see other people do is like, what, once a noodle sticks, I'm like, oh, and I throw more of that kind of noodle where I think I see other people, my clients and Just other people, they'll. They'll have a noodle that sticks and they just go on to the next thing, right? Like, oh, that really worked. Like, I was just, Just had an intensive with one of my, One of my mojo men. And he's a really smart guy, right? And. But we were just talking about, like, how what's the. His, his best media for me, he's like, well, you know, like the best thing I've done was podcast, right? For his particular medium. Like, well, there you go. Why do you need more than that?

And he has a really high ticket business, so he probably doesn't need more than that to hit his goals, right? But drill down on what's working and then make your breakthroughs there. But that's kind of just what I do is like, oh, okay, so this spaghetti noodle sticking, let's just keep throwing more of that kind of spaghetti noodle. Let's learn more about that kind of spaghetti noodle and just go deeper there.

Travis, when people ask me about you, I say whatever the man does, do it. Whatever he wants, pay it, whatever you can find, listen to it and just dive in. And you don't do a whole lot of stuff public facing, but I know you just started doing some stuff on Facebook, particularly in Facebook groups, and you're finally doing video trainings and Facebook lives. And I keep waiting for the ask, and you just keep putting stuff in there. So I was wondering if you could share a little bit about where people can find and follow you and then eventually give you whatever money you want, because they should.

Well, thank you. What I usually say, and I don't know how braggadocious it sounds, but what I usually say is I make most of my money doing this stuff. I really only teach when I feel like it. So if I come out with a course or something, it's usually one of the ones I have. But I really only teach when I feel like it. But I have put a group together on Facebook, just a Facebook group, it's free, called Million Dollar Offer Mojo. If you just want to search for it on Facebook, that's cool. I put together redirect. If you don't trust that, just search it on Facebook. But if you would go to milliondollaroffermojo.com that will redirect you to the Facebook group and just put a join request in there and I will come in and approve it for you. But yeah, I'm putting that together. I probably will make some offers there. But just when I feel like it, what I really like, and you probably know this about me is I like small, intimate things because I really like seeing the light come on for people. So I don't like to do big audiences. I usually like prefer groups of two to six or something like that. Whether we do it by zoom. I like to see people's eyeballs and I like to work with them personally because that's the joy I get out of it for me when I do feel like doing it. So when I feel like doing something, I'll probably post it up in the Facebook group, but that's about all I got. Ryan.

Well, Travis, I think you are probably the wisest person I know. I feel proud to bring you to the fast lane audience and I'm really glad that you are having that impact on entrepreneurs like myself. And just publicly, I know I tell you all the time privately how much of an impact you've had on my life, but just publicly again, I'll say the two names when I think of who has changed my life the most dramatically are my best friend, Mark, Jenny and my mentor, Travis Sago. So thanks for having that impact on me. I think the whole fast lane audience owes you a thank you because I probably wouldn't do what I do if it wasn't for Travis. So thank you my friend.

Well, dude, thank you and you make it easy man. It's been my pleasure and honor. But you take my stuff and go out and run with it. So that makes it a pleasure for me. So thank you, sir.

Well, Travis Sago, whatever the man wants, pay it, whatever you can find, listen to it and whatever he says to do, do it because this stuff works. Travis, thanks for hanging out with us on Freedom Fast lane.

Thank you.

Travis has had an impact on me that I cannot even begin to communicate. The impact and it's the reason why I am successful is because I've been around mentors and if you don't have a mentor, if you don't have peers that are stretching you and helping you grow, I would like to offer to you to change that and to be around people who stretch you, who make you think bigger and who are several years ahead of you. If you don't have someone like that and your goals are to grow a seven or an eight figure business that you want to sell one day, I can fill the role as that mentor. I run a mentoring group called the Backroom which I even participate in investing in some of my students companies and I help them grow to the mid seven or eight figure level so that they can be sold for a big payday. It's the thing where I work closest with my students, apart apart from my one on one clients. And my one on one clients pay me as much as a quarter million dollars a year to talk to me once a month. And I know that's not most of you. So I do my group mentoring and some of my in person trainings inside of the back room. This is perfect if you have a physical products business or you have a large audience that you want to monetize, or if you've got something in the marketplace that is starting to show life and you want to build a scalable sellable business, but you don't want to sacrifice profit margins or your lifestyle in the process. That's where we are strongest. And as a result, we partner businesses together. We bring in private equity groups and investors and advisors to make the growth process faster and easier and save years off that learning curve. Curve. We're in a special window of opportunity right now where physical products brands have high valuations. There's a lot of private equity groups and buyers moving into the space. And that window of opportunity will not always be there. So we're working on doubling down on that opportunity, taking businesses to the point where they are sellable for the most money possible so that you're in a position to invest that for passive income and to sell. Set yourself up for your next opportunity, whether that's playing chess all day, retiring or working on the next project. And all kinds of opportunities show up when you're around the right people and the right people are in my mentoring group called the Backroom. You can get more@freedomfastlane.com backroom and that's where you can work with me more closely. Thanks for listening to the episode. I would encourage you to look up Travis's work and to do whatever he says because it has a meaningful impact as soon as you do it. Thanks for listening to the show. See you guys in the next episode.