Sales & Marketing To Abundance : Your Next Best Steps Forward

What I'm trying to help you do is find your next best steps forward. But what I'm finding is a consistent theme, is you running back to the short term and being in survival mode.

This is my. My new porno couch. This is a very blue couch. It did not look this blue.

In the photos, but anyway. Hey, guys.

I'm making this video for you because it's been four months since we hung out in Austin at the Brand Builder Summit, and I was so jazzed. I was talking with a tribe member this morning. They have doubled since Brand Builder Summit. They doubled revenue, and it's a significant amount. They were already doing six figures a month, and they have doubled since Brand Builder Summit. And the interesting thing that I think you will find about this is it was not because of additional stuff that they did. And this is a lesson that has been playing over my head more and more. I was just talking with my buddy Mike Dillard about this yesterday, and it's that the big spikes in revenue and growth almost never come from doing more. Tish. It comes from actually doing less and doing it better.

So, for example, one of the things.

I'm kicking around is I've realized that I have access to a lot of agencies who do things for brand builders. And at some point, I keep kicking around this idea of what if we just had a package of these are the people you should hire to take inventory off your plate, to take ads off your plate, to take Amazon off your plate. Because what I was talking with this tribe member today was, it was when they created a relationship with the right team member that everything doubled because it freed them up to be more creative or that right influencer. Like meeting the right influencer, that right person. My buddy Jeff woods says, when you're at a plateau, you're missing a person. Just so smart. It's so smart. Anyway, all of that to say, I hope at Brand Builder Summit you made some amazing contacts. I sure enjoyed hanging out with you. And we're getting together again in January for the Capitalism Conference. And.

It'S the thing I'm most proud of the. That we do here. Out of all the trainings we do, out of all the events we do, out of everything we do, the three days that we spend together at the Capitalism Conference are the most impactful for me and for everyone who comes. I wrote an email to my list this morning, and I was saying, you know, I started the Capitalism Conference because I wanted to be the dumbest person in the room. It wasn't because, like, for any other Reason, except I wanted to make the event where I was the dumbest person in the room.

And.

A lot of people wonder like, am I ready to go to that type of event? If you're not ready, it's exactly where you should be. There's two types of people in our little community. There's people who are killing it, who are all in on like focusing on.

Something.

And they're growing and they're excited and they want the next relationship. And this is an easy yes for them. It's the person who's like, I am in motion and I am motivated. So I'm gonna come to capcon because I just need one little insight or one person that changes everything. But there's another type of person, and it's the person that got beat up this year is the person who had a setback. They lost reviews, their product didn't go the way that they wanted, that employee didn't work out, cash flows were tight, their second product lost rank, and the first product is all they got right now. They hired that agency and it didn't go well. You got beat up this year and the temptation is to go into protection mode.

The temptation is to go into loss prevention mode. That's natural and normal. Because if you just had a loss, your brain goes, I don't want to do that again.

But it's right after a loss that you are.

Most.

It's most needed for you to be open to the next opportunity that gives you a win.

Hello?

Hey, is this Matthew?

It is Matthew.

Matthew, it's Ryan Moran calling. How are you?

What's up, Ryan? I'm doing pretty good.

Good, man. Did I catch you an okay time or is it super late where you are?

No, I'm in Texas.

I'm good. Alright, that's good. So tell me what's going on, man. Tell me what happened in your business and tell me where you're wanting to go now.

Sure.

Well, appreciate you giving me a call. You know, I enjoy watching your content. I definitely believe in your message in capitalism.com with, you know, entrepreneurs being a.

Better.

Solution than government. So we're on the same page.

Amen, brother.

Yeah. So appreciate what you're doing.

So you went to Capcom last year and that's where you met those guys. And you know, you want to go in that direction in 2019. I kind of feel like the idea of you saying your business not being systemized isn't what's keeping you back. Like we could talk about that, but I just, I get that. I get the Sense that that's like, that's your brain kicking into something.

Like.

No, no, no one lacks systems before they have a first product. You know what I mean? So do you feel like that's the case or is it something else? And, and you know better than me?

Yeah, no, no, I mean, it's a fair question.

I guess. I mean, I would say that is a problem, but maybe just not pulling the trigger, not trying things like sooner.

I got good news. The two things that you just outline have.

Extremely low downside.

One worst case scenario is you make a shitty hire for three months and you're out a thousand dollars.

And the other is you launch a product and it doesn't go the way you want and you're out $2,500. And in both cases you learn something.

A pretty sweet.

Safety net. Your downside, super low.

So if actually, let me ask you this, Matt. Were your parents poor?

I wouldn't say poor, but I would say lower middle class.

Yeah, same with me. So like we ate, but I was on the reduced lunch programs.

My parents had the mentality of scarcity, you know, like saving, you know, like you don't go out to eat, you, you know.

You save your money. This mentality of like my mentality now is I don't focus so much on my expenses. I focus on growing my income. The exact opposite. Growing up, they focus on expenses. And your job is just your job and you work one job and that's.

All good, good on you, man. But at the same time, like there's a huge shift that will, that will serve you and.

And your family very well for a long time. And at the same time, you're hesitant to hire a $350 a month free virtual assistant.

Which is playing to not lose. I mean, in your email to me, you said the number three thing that you wanted out of the next year was you want to take more things off your plate. And the number one thing was that you built everything yourself and it's too much for you. And you're also telling me that you could hire a VA for $350 a month. And one of the most game changing things about your business.

Do you see where I'm noticing.

Some.

Disconnection there?

Yeah, fair.

What I'm trying to help you do is find your next best steps forward. But what I'm finding is a consistent theme is you running back to the short term and being in survival mode. And.

What, I mean, what prompted me to reach out and ask for your number based on just what you were saying in your email and the emails we had back and forth, I just had this sense that there was like.

You stepping over opportunities to stay where you are.

And.

I could just sense it about you. And what you're telling me is that there's.

The solutions that you're looking for are in front of you, but you're running to safety. Mm, sure, sure. So it would, it would make total sense for you to be in scarcity mode right now. It's just not gonna serve you.

And you know that.

And when, and when you're, when you're.

When you're afraid to spend 350 bucks a month on a assistant or a 40 minute drive to an event that has the contacts that'll take you to where you want to go next, or when you've got a brand you want to build and you're just not doing it. Those are all telltale signs that you're in shrink mode and there's a time for you to be in shrink mode. I'm, I just, I'm hearing you also say that you want to not be in that mindset.

Yeah.

That'S true.

Okay, so problems identified.

How do you want to move forward?

Any other hooks come to mind?

I think it could be make more money and pay less taxes in 2019 than you did this year with a certain emphasis on pay less taxes. Could be really interesting for people.

Or right now, how many of you familiar with the T3 process?

Okay, so the T1 has to be a really clear benefit hook. Like.

Hey, I'm organizing a group of people at my house to work on this. Do you want to come like with it, with the idea being the whole thing is you get a reply. Yeah, I want that. So something that.

That requires or elicits an easy yes or no. Yes, yes.

So trying to say what it is or describe it is is not the hook. The hook is I help people scale from six to seven figures. That, that's, that's your hook. That's.

I help people pay zero tax. There's your hook.

And you wrap that with the offer.

Well then why couldn't you do. Do you want to save 50%? Well, maybe not a percentage of your taxes in 2019 and that be your yes or no response.

That's an easy yes.

Yeah.

Who doesn't want that? Like you know, do you want me to show you how to or whatever, like something like that?

I do like it. I like it better if that's like a lesson in the 1%. Like I don't know what the connection is then to take them from. You want to save on taxes. Great. We're doing an event with this person.

This person, this person and this person.

And one part of it is gonna be about paying less tax.

What if it was a little bit more like the golden age of Amazon is coming to an end for people who don't understand the changes. Do you wanna learn about what how to succeed in Amazon 2019?

They say yes, you follow up with. We have this speaker, this speaker, this speaker.

I like it for a bundle promotion.

But not an event.

So one person I would really love.

To sign up for this.

I'm strapped for capital.

Thanks for all that you do. That's a quick summary pays you confidence today, right?

Like 500 bucks. A well done response to that closes him. What he's saying is here's my objection and I'll buy if you overcome it.

Do you have an office in the uk?

I'd like to speak with you. No, no.

I don't know, maybe I'll go to Capcom, especially since you spend all this time talking to me. I appreciate it man, it's pretty cool.

Well, here's the thing man, I don't want you to do it for me. I want you to do it for you. If you feel obligated because I gave you a call at 9 o' clock at night that I chose to give you a call.

I mean, look, look, look dude, I'm, I'm sorry to be a prick, but I don't need your, I don't need your 1200 bucks or whatever the hell we have it priced at right now.

Sure, sure, I understand.

Like I, I, I genuinely appreciated the long email you sent me after the podcast and then our back and forth that we got and.

Whether you come to my events or not is immaterial to me. But when I hear somebody, you know, in this mindset who sounds like they have a lot of potential and is working really hard, it matters to me because.

You know what our events are like, you know, the opportunities that are created, you know, the connections that you make. And it sounds to me that like that's what you're looking for. And we happen to be 40 minutes from your house. It's one of the, one of those things where it's like I'm noticing very little downside for you and a hell of a lot of upside, which is a theme that we talked about consistently on this. And as.

Your digital advisor once in a while on the Internet, this is one of those moments where I would grab you by the shoulders and be like, like, dude, you're powerful. Quit selling yourself short.

Yeah.

That'S true.

Well, I appreciate you actually read, you know, all these comments I did. Everything I've done has always been based on building relationships and so I tried to focus on.

Quality relationships rather than quantity. So if I connected with just a couple people and a real significant way, I would consider that a win.

Do you have someone in mind for that or specific type of person in mind for that?

It would be cool if I could connect with someone that had some similar interests with me as me and was a little bit further along in their business journey than myself. I prefer to be the dumbest person in the room when possible.

If that's the case, I'm surprised there was ever any doubt that you weren't gonna come to this. It's pretty much what I pride myself on at this event. But here's, here's what I'll do.

Assuming that you decide to come through the link I'm gonna send you, I'll have my team reserve 15 minutes on my schedule and you can come into the green room and hang out with me and we can connect in person. How does that sound?

Awesome. That'd be cool. I appreciate it. I know. Hey, man, I appreciate your time.

Alright. Good to meet you, Matt. Talk to you soon.

Yes, sir. Bye.

So I predict that guy's life completely transforms in here. Yeah, I think so.

We'll have to document that. Fifteen minutes in the green room.

I. I predict he has a completely different life a year from now.

What was his name?

Matthew.

Also, that's how you turn a no into a yes.

Only took a lot of listening, 45 minutes.

I chose to. I mean, promoting events is the most.

Stressful thing in my life, which sucks because it's also the best thing you do. And it's one of those things where it's like, how do you grab somebody by the shoulder and the neck and be like, three years from now, this is gonna be the highest ROI thing that you do.

Something that's playing over my mind just in doing this. I do not enjoy promoting events. I don't enjoy sitting in front of you and trying to convince you to come. So I'm not gonna do that. I'm not going to try and twist your arm to come. If you want to come, come. I promise you it'll be the best ROI that you have all year. If you don't want to come, it's totally cool. But I know the impact that it makes and it would be unethical for me to not push you to come to this. So we had a hundred sales in the last four days.

So it absolutely will fill up. And so if you want to be there, it's time to come. Let's get the gang together. See you soon.

It.