High Ticket Mastery with Chad Thibodeaux

It rap sam sa sam me. Wait. It ram. Check 1, 2. Check 1, 2. Sam 2. Check 1, 2. There. It's our problem right there. Okay, check 1, 2. There we go. Come bring that down. All right, we got it. Audio's back. There we go. So we're going to start over. Hey, how much time has. What time is it right now? So our editor guy can know what time to cut this. Crystal, what time is it right now? 4:05. Okay. All right, everybody. Well, here we are. Welcome to High Ticket Mastery. Want to welcome everybody who is watching us from around the world in our. In our classroom tonight. So glad that you guys are here. Just below the video, you're going to see a chat room. It's a minute chat room. M I N N U T chat room. I want you to be able to click on that and engage with me and communicate with me. Let me know what's going on in your world. Anytime you hear something that really resonates with you, let us know that. Let us know who you are, where you're watching from. In just a minute, we're going to do some interactive things. Okay, I'm going to give you the lay of the land, what we're doing over the next four days together. And I just really want to welcome you guys. I want to know where you're watching from. I think I saw like 11 countries or something like that. People who are coming in. Lots of people from around the world. And we consider California a country. We consider Texas a country and consider New York a country. Okay? So just so you know. Okay, Dee, that was funny. I told a joke just for you, and you're not even paying attention. Goodness gracious. Come on now. Okay, so good stuff tonight. Hey, let me give you the lay of the land. And we're just going to jump right into it. Akilah, I'm going to need, like, some drinks or something to, like, keep me awake. Okay, so here we go. You guys should have been able to download a schedule. Okay, download a schedule. If you want to know where this is, if you go to highticket.net, upper right hand corner, there's two buttons that are really important for you throughout the next four days. One is enter the classroom. You can click that button. Enter this classroom. You guys should have been emailed a password. It's just high ticket, all caps, all one word. Okay? You can use that to get in the room. Please don't share that with the world. Okay? Make them go through and pay the dollar like you did. Okay? Just so we have. We know who they are, we can follow up with them, and we can help them in their journey as well. So that's going to get you in. Just to the left of that button is a button that says schedule. And you can watch what we're doing now. What we're going to try to do is we'll try to do a pretty good job of putting countdowns on so you know when we are, when we're live and et cetera. But let me just give you a lay of the land over the next four days, and then we're going to get all the preliminaries out of the way, and we're going to jump into some. We're going to make sure that you guys are. You guys are good to go. For those of you who are watching online, I really want you guys to take this seriously. One of the problems with taking a $5,000 seminar, which is what people typically pay for this over the course of five days and giving it to you basically for free, is you don't take it seriously. And I just want to sort of get in your face, if I can, right at the beginning and just encourage you guys who are watching us, take it seriously. Take it seriously. I know all the people in the room here. We'll be taking it seriously. We have another crew of people coming tomorrow, okay? They'll be taking it seriously. But I want to know about you, okay? Because I know we're competing tonight with so many things on television. I think the RNC is on tonight. I would say there's sports on tonight, but I don't think they're doing any sports tonight. We got all kinds of news stories going on. You probably got family over. You know, you got home, you got all kinds of stuff going on. And it's easy to just let me be a talking head in the background. But I want to encourage you, if you listen to what we got to say over the next four days, I'm pretty confident that we're going to be able to help you get to a whole nother level, okay? And so take me seriously, okay? Take me seriously. Pretend as if you paid $5,000, okay? Pretend that it hurt. Because those who pay, pay attention. So I want you to pay attention to me tonight as we do that. So you guys make sure you have a pencil and a notepad, and we are going to be ready to go. For those of you if you're not 100% sure that you're going to be able to be live with us the entire Time. You may want to consider purchasing the notes and replay upgrade. Okay, everybody here gets that automatically, but you may want to get the notes and replay upgrade. We have a special bonus for you. For those of you who get that, it's 99 bucks. It's normally $2.49. Okay, it's 99 bucks for you. Get all my notes. So all the notes that I use to prep the lectures that you're going to be hearing, I'm going to give you my notes, and then the replay things, everything that we're recording here, we're recording it as we speak right now. And you're going to be able to get access to those replays. Now, we have a little bonus for you. Those of you who've already bought it today, you'll notice that the little bonus that we added today, and that is we're actually giving you the entire high ticket mastery online course, something we've sold for 997 bucks. We're going to just sort of give it to you as a gift. The reason why we're doing that is because I was trying to figure out, like, where can I put these videos and where can I put these notes where I don't have to do all this work? I'm like, you know what? The frame's already built for the online course. What if I just put it in there as a bonus? So that's what I said. So you're going to get the bonus for 99 bucks, and then you get the entire online course for free. The teaching and the online course. Some of the titles are very similar to what we're doing, but I go in depth a lot inside that program. So you guys are going to. You guys are going to want to. Want to do that. Well, you guys ready? Everybody ready? All right. All right, you guys, stand up. Stand up, stand up, stand up, stand up. Okay, here we go. Here we go. Okay, if you guys are watching online, I want you to stand up. I want you to participate. Pretend I'm Tony Robbins. That's right. So if I'm Tony Robbins, I gotta talk to you like this or however he talks. Okay. That was the black Tony Robbins day. I don't know what that was. I have no idea what that was. So the Tony Robbins. How do you talk? Like Tony. Are you good at impressions? I can do his clap. You can do the clap. Yeah. Yeah. All right. That's right. So is Molly and Rosalind not here? Not yet. Okay. They got to get here because they're my front row people. I need Somebody to spit on. Okay. Okay, so here's what I want you. I want you to take your hands like this. I just want you to put them on your temples. Find the temples of your, of your head and I just want you to rotate them forward. Okay? Now rotate them backwards. Take your right hand and drop it. Take your left hand and drop it. Now. Why did y' all just do that? Why did you just do that? Because I told you to. Because I told you to. Right? Such a dynamic principle just happened in this particular moment. I told you to do something that really had no bearing, had no importance, had nothing to do with anything. You had no idea why you're rubbing your temples. You're just rubbing your temples. Why am I dropping my right hand? Why am I dropping my left hand? The reason is, is because a leader, someone that you consider an expert in a particular field, gave you a set of instructions. And we are pre framed and pre wired to do what he or she says. Now the great thing about this is, is if we can get you guys to the point where you can elevate yourself as a leader, elevate yourself as an expert in your particular field, you too will be able to make suggestions. Excuse me, to give instructions. You too will be able to give instructions to a particular audience. They're going to execute those instructions and when they execute those instructions, something's going to happen. Okay? Something's going to happen. And what's going to happen is you're going to be able to get a result. The people who can give a set of instructions, have an audience execute those instructions and then get a result at the end. Well, those are the people who typically make money. Those who give a set of instructions, people listen to them and then nothing happens. Those are typically the people who don't make a lot of money over the end of the long run. You gain something very quickly when you get, when you give a set of instructions to an audience, they listen to you and apply it. They get some kind of result. You get something on the end of that that propels you to long term sustained financial well being. And that's called social proof. Social proof. So the two things I want you to do, if you're taking notes, you guys can write this down as well. There is a correlation between an expert and social proof. Money. There's a correlation between those three. So if there are three pillars tonight that I was going to say you've got to have in order to create a business where you have high ticket potential is you have to have an Expert, you have to have social proof. That's awesome. And the way you get that is by getting a result. When you have that money flows, they have no choice but to flow. And just as I did this little goofy exercise with you where I told you to put your hands on your temples and do things, most of the audience that you lead will do things just because you're an expert. So it's a huge responsibility. It's a huge responsibility because if you're going to give instructions to a group of people and they're going to follow those instructions, they better be thought out, they better be logical, they better be linear, they better be helpful so they can get a result. So what my job is over the next four days is to help you do those things, to help elevate you as an expert, to be able to help you give a set of instructions that follow a logical and linear path, help you give them to a group of people so we'll find that group of people, help them gain a result so you can get social proof. Does that make sense? Are you with me? So those are our five steps. So give me the five steps. Step number one is, is we want to help elevate you as an expert, okay? That's the most. Not the most important thing, but it's an important thing. Number two is we need to help you find an audience. Number three, we need to give you logical and linear steps, okay? Number four, we need to be able to help them get results. So number five, you can get social proof. Are you with me? And at the end of the day, you get money. Are you with me? That's it. That's it. It's really that simple. So as you guys are with me today and you're looking, I want you to just think about that. It really is that simple. If you're looking for something really complex and complicated and you know, you like, like, you know, you want your. Are you with me? That's it. That's it. It's really that simple. So as you guys are with me today and you're looking, I want you to just think about that. It really is that simple. If you're looking for something really complex and complicated and you know, you like, like, you know, you want your brain to split, okay, you've probably come to the wrong place because I'm a guy who brain to split. Okay, you've probably come to the wrong place because I'm a guy who has been relatively successful in business. I lead thousands and thousands of people literally all around the world. By being very simple. So if you're looking for really complex and really confusing and, you know, you just want to go to bed tonight and be like, oh, my God, I have no idea what has been relatively successful in business. I lead thousands and thousands of people literally all around the world by being very simple. So if you're looking for really complex and really confusing and, you know, you just want to go to bed tonight and be like, oh, my God, I have no idea what the hell he said, but it was so good. Okay, you probably got the wrong guy. Okay, the hell he said, but it was so good. Okay, you probably got the wrong guy. Okay, if you want to have some fun tonight, you want to laugh a little bit, you want to say, oh, my God, yeah, that makes a lot of sense. Hey, I think I can do that. Then you probably. If you want to have some fun tonight, you want to laugh a little bit, you want to say, oh, my God, Yeah, that makes a lot of sense. I got the right guy. Okay, so, so excited for you guys tonight. Now we're going to do something tomorrow that's a lot of fun that we don't have on the schedule today, but tomorrow during breaks, we're going to give this, hey, I think I can do that. Then you probably got the right guy. Okay, so, so excited for you guys tonight. Now we're going to do something tomorrow, you guys, an opportunity to jump in a Zoom room, and when all these guys are in there, you know, having drinks and enjoying their break, I'm going to jump on a Zoom Room with you guys tomorrow. I'm going to let you guys ask specific questions, and I'm going to be able to give you specific answers. We'll do that twice tomorrow, twice on Saturday and once on Sunday. Okay. And so we'll let you guys know how to log in. That's a lot of fun that we don't have on the schedule today. But tomorrow during breaks, we're going to give you guys an opportunity to jump in a Zoom room. And when all these guys are. How to do that. So take great notes, write down your questions, because I want to be able to answer those questions, and I'm going to be able to in there, you know, having drinks and enjoying their break. I'm going to jump on a Zoom Room with you guys tomorrow. I'm going to let you guys ask specific questions, and I'm going to be able to give you specific answers. We'll do that twice. Do that live with you, I think, five times throughout the weekend on Zoom. And so we'll give you the. We'll give you the zoom room on that. So you. And we'll tell you the times and when we're going to do that so you guys can join us live. You guys ready? You guys ready? Okay, I want you to. Before we sit down, I want you to think about something, okay? I want you to think about something. I want tomorrow twice on Saturday and once on Sunday, okay? And so we'll let you guys know how to log in. I want you to think about a dollar amount, okay? Just a dollar amount. But 12 months from now, if you could have generated this much rev now to do that. So take great notes, write down your questions, because I want to be able to answer those questions, and I'm going to be able to do a new. Okay, what is that dollar amount? Okay, 12 months from now, do that live with you, I think, five times throughout the weekend on Zoom. And so we'll give you the. We'll give you the zoom room on that. So you. And we'll tell you the times. And if everything works well and you could generate X amount of dollars in revenue, I want you guys to write it down, and I want you guys to write that number down. And in just a minute, I'm going to take a poll and we're going to see what that number is, okay? So 12 months from now, your business is firing on all cylinders. How much revenue? Be realistic, okay? How much revenue do you. I'm going to do that so you guys can join us live. You guys ready? You guys ready? Okay, I want you to. Before we sit down, I want you to think about something, okay? I want you to think about something I want generate in your business over the next 12 months. Write that number down. I want you to think about a dollar amount, okay? Just a dollar amount. But 12 months from now, if you could have generated this much revenue. All right, here we go. Let's get it. Let's get it. Let's get Russ. 250. 200,000. 250,000. 5 million. 150,000. 2.4 million. 150,000. You can't just be the pretty girl in the back. You got to participate. How much? 2000-001000-00100,000. I want you guys to let me know in the new. Okay, what is that dollar amount? Okay, 12 months from now, if everything works well, you could generate X amount of dollars in revenue. I want you guys to write it down, and I want you guys to write that number down. And in just a minute, I'M going to take a poll and we're going to see what that number is. Okay? So 12 months from now, your business is firing an awesome minute chat room. And Akilah, if you can monitor that chat room for me, I want you guys to let me know. How much money did you write down? What are some of the numbers, Heather? 250,000. Huffman put 1.5 million. Who put 1.5? Huffman. Huffman. And then Barbara put 100K. Barbara, 100K. Matea put 100K. Matea, 100K. Mattea is watching cylinders. How much revenue? Be realistic, okay? How much revenue do you generate in your business over the next 12 months? Write that number down from the other side of the world. It's like one o' clock in the morning there. Oh, half a million. Okay, that's it. So go, Carlos. 120,000. 120,000. So here's what I want you to see. You guys can grab a seat. You guys can be up and down all night. What I want you to see here is if you guys are watching me on this camera here. No, Crystal, Crystal, you got to put that camera up. You know what I'm saying? So you're prepped. Put that camera up. Now hit quick play. Okay. All right, so if you're watching on, hopefully you guys can see this. Hopefully you guys can see this. But I just want to show you this here, just for a little bit. Okay? Ross, what was your number? All right, here we go. Let's get it, let's get it. Let's get Ross. 250. 200,000. 250,000. 5 million, 150,000. 2.4 million. 150,000. You can't just be the pretty girl in the back. You got to participate. How much? 250. Okay, let's make it. Let's take an easy number because I can do math. Let's just say 100,000. Remember, 100,000 used to be a lot of money. Okay, we do think of that, but let's just say just take 100,000 just for the sake of this. Okay, so let's say that. Let's just say that you want to make $100,000. Okay. Okay, this is 2000-001000-00100,000. I want you guys to let me know in the minute chat room. And Akilah, if you can monitor that chat room for me, I want you guys to let me know. How much money did you write down? What are some of the numbers, Heather? 250,000. Who put 1.5 Huffman, zip. You want to make $100,000. Oops. You want to make $100000 in your business, and I don't know why this is not. There we go. You want to make $100,000 in your business? Okay. Well, you could do it a few ways. So one of the ways that we get taught is we get taught to come here and create what's called a lead magnet, a tripwire, and a core offer, right? So we create this little thing called a. Called a value ladder. And in this value ladder, we come up here and we create these things like this. Barbara, 100k Mattea. 100k Mattea's watching. Anybody ever seen this before? Okay, so what we say is we come over here and. And we create this little thing, and it's called a lead magnet, right? Okay. And from the other side of the world, it's like one o' clock in the morning there. Nicole, put 500,000. Nicole, half a million. Okay, that's it. Carlos, 120,000. Carlos, 120. 120,000. So here's what I want you to see. You guys can grab a seat. You guys are going to be up and down all night. What I want you to see here, point of a lead magnet, is as we exchange an item of value, typically some kind of PDF download. And in exchange, we get their name and email address. Everybody with me. You guys have seen that? Okay? You've seen that. And we say, okay, you got to go build your database. Then what we do is we come up here and we say, okay, well, let's create what's called a trip wire, okay? And the trip wire here is if you guys are watching me on this camera here. No, Crystal, Crystal, you got to put that camera up, understand? So you're prepped. Put that camera up. Now hit quick play. Okay? All right. So if you're watching on, okay, the tripwire here, for those of you who are watching the tripwire is something where you just charge on. Hopefully you guys can see this. Hopefully you guys can see this. But I just want to show you this. A little bit of money to get people over that psychological hurdle, that very first psychological hurdle where people spend a little bit of money with you. We do free plus shipping offers things where, like, we give them a book for, like, seven bucks. They pay shipping, we send them the free book. Some of us, you may have a $17, $27 little master class or something like this, but it's all designed to get them over their first psychological hurdle, and so they can make money. And what's nice about this in the digital marketing space is you have like a little ecosystem, right? Because the money you make from the tripwire pays for the lead magnet. And you got a nice little ecosystem. We're like, whoa. And we're like, oh, that is so amazing. Here, just for a little bit. Okay, Ross, what was your number? 250. Okay, let's make it. Let's take an easy number because I can do math. Let's just say 100,000. Remember, 100,000 used to be a lot of money. Okay, we do think of that. But let's just say. Let's just take 100,000 just for the sake of this. Okay? So let's say that. Let's just say so amazing. And this is how we learn to do it, right? There's books out there that showed you exactly how to do this. Lots of people do. And there's not necessarily anything wrong with this, but I just want to show you a better way. And then they said, you have to come up here and you have to have a core product. Now, what is a core product? Core product is sort of what you become known for. This is what you sell. So this could be a membership site where you want to make $100,000. Okay. Okay, this is it. You want to make $100,000. Oops. You want to make $100000, you get residual income. This could be an online course. Okay. This could be some kind of big product that you're just sort of known for. But you're just going to sell this. Okay? And it may be somewhere between, you know, 50 bucks and 5,000 bucks, but it's sort of in that one here. And then we in your business. And I don't know why this is not. There we go. You want to make $100,000 in your business? Okay. Well, you could do it a few ways. So one of the ways that we get taught, come up here and we have an upsell. Okay? An upsell is like, okay. These people say, okay, well, what else do you have? Right. What else do I need? And then you come up here and you may have like an upsell too. Like where you may have a second upsell. Okay? And then we finally, one day we get here and we say, oh, when I get good enough, then I could create a high ticket offer. When I get good enough, I can create a high ticket offer. Okay? Now is we get taught to come here and create what's called a lead magnet, a tripwire and a core offer, right? So we Create this little thing called a, called a value ladder. And in this value ladder, we come up here and we create these things like this. Has anybody ever seen this before? Okay, so what we say is, we come over. The thing with this is there's nothing wrong with this. This is a traditional value ladder. Okay? Traditional value ladders say these. Okay, Traditional value ladder says that the more time, okay, the more time or the more value that you give, the more money it costs. Right? So here. And we create this little thing and it's called a lead magnet. Right? Okay. And the point of a lead magnet is we exchange an item of value. We come up here and we say, we give these little things here. Well, this is low money. Then as you go up the value ladder, you spend more time, more value. Obviously the cost goes higher. There's nothing wrong. Typically some kind of PDF download. And in exchange, we get their name and email address. Everybody with me, you guys have seen that? Okay, You've seen that. And we say, okay, you got to go build your database. Then what we do is we come with that. But let's just take our hundred thousand dollar number just for a second, and let's say that we're really good and we came here and we created an online course. Okay? An online course. And let's say that that online course cost 197 bucks. Okay, $197. Now, $197 is nothing to sneeze at. Okay? When you think about $197, you know, and Kristal, you're going to want to keep that one on me, like nice and tight and don't up here. And we say, okay, well, let's create what's called a trip wireless. Okay? And the trip wire here. Okay, the trip wire here, for those of you who are watching, the trip wire is something where you just charge. Touch it. I come in really close on that one. Okay, let me come back here. So I'm in the other camera. Nice and touch. A little bit of money to get people over that psychological hurdle, that very first psychological hurdle where people spend a little bit of money with you. We do free plus shipping offers things where like, we give them a book for like night and then take my headroom out and then you just want to leave it. Does that make sense? What? What? Say what you're writing. Oh, so they can't see these colors. I bet they can now, seven bucks, they pay shipping. We send them the free book. Some of us, you may have a $17, $27 little master class or something like this, but it's all designed to get them over their first. What do you mean? No, what now you can. Okay, okay. We'll see. We'll figure it out. Okay, so they can't see the green. Well, we'll figure it out. Psychological hurdle. And so they can make money. And what's nice about this in the digital marketing space is you have, like, a little ecosystem, right? Because the money you make from the tripwire pays for the. Okay, it's beta, remember? They paid a buck. All right? That's what you get for a dollar. Okay? You want to see it? Pay a little bit more money. Come here. Okay? We'll feed you, put you up in my house. That's right. That's what you get. It's a dollar. You can't see green because you didn't spend any green to get here. Okay, that's all I'm saying. That's all I'm saying. Okay. Lead magnet. And you got a nice little ecosystem, like, whoa. And we're like, oh, that is so amazing. So amazing. And this is how we learned to do it. Right. There's books out there that show you. Okay? So here. Here we go. Okay, so let's just take this little thing, $197, exactly how to do this. Lots of people do. And there's not necessarily anything wrong with this, but I just want to show you a better way. And then they said, you have to come up here and you have to have a core product. Now, what is a core product? I'm going to come over here, and I'm going to take. And I'm going to grab the only girl that listens to me, okay? And I'm going to ask her about this. Okay? So if you want to make $100,000, what's 100,000 divided by 197? It's about 507.6142. So you have to sell five. Core product is sort of what you become known for. This is what you sell. So this could be a membership site where you have 107 of those bad boys. Okay. Right. So if you have a course, if you're trying to make $100,000, okay. Get residual income. This could be an online course. Okay. This could be. And Crystal Hunt. That left one. You're going to have to. I'm like a little smurf in it. You got to make me nice and big in it. No, that's the right. That's the left. Okay. So when you go over, make it nice and big. That makes sense. They don't care, don't care. Some kind of big product that you're just sort of known for, but you're just going to sell this, okay? And it may be somewhere between, you know, 50 bucks and 5,000 bucks, but it's sort of in that one here. And then we worry about the screen on that one. Just worry about me, okay? So if you're trying to make 100k, how many do you have to sell? You have to sell 507. You have to sell 507 of these bad boys, okay? I forgot. They can't see the colors. So we come in here, they got to sell 507 of those. Nothing wrong with that, right? 507, that's 10 a week. That's two. We come up here and we have an upsell, okay? An upsell is like, okay. These people say, okay, well, what else do you have? Right? What else do I need a day? Right? Okay. Or one and a half a day, okay? If you take the weekdays off, okay, you gotta sell two. And then you come up here and you may have like an upsell. Two, like, where you may have a second upsell, okay? And then we finally, one day we get here and we say, oh, when I get good enough, then I could create a high ticket, two of those things every single day in order to make $100,000. The problem with that is, is it's going to cost you a lot of money. Maybe somewhere between 100, 150,000 bucks or $150 just to sell one. Does that make sense? So even though you, you know, 197 into 100,000 is 507. You got costs, you have expenses. And not only that, you have 507 custom offer. When I get good enough, I can create a high ticket offer. Okay? Now, the thing with this is, there's nothing wrong with this. This is a traditional value ladder, okay? Traditional vendors who are driving you nuts every time a link doesn't work, okay? Every time something happens, whatever. This is not a great route to go. But let's say that we were able to come up here and we were able to create you a high ticket offer, okay? We were able to create you a high ticket offer value ladder. Say these. Okay. Traditional value ladder says that the more time, okay, the more time or the more value in this high ticket offer. We were able to come up here and we were able to help you create. Oops. We were able to help you create a $5,000 program. Okay? A $5,000 program. Right? Now, let's not stress this Too much. How many products do you need to sell in order to hit 100,000? You need to sell 20 that you give. The more money it costs. Right? So we come up here and we say we give these little things here. Well, this is low money. Then as you go up the value ladder, you spend more time, more value. Obviously, the cost goes higher, then there's nothing wrong. 20. Right. What do you think is easier? 20 or 507? 20. 20 is easier. Okay, right. 20 is much easier. 20 is much easier with that. But let's just take our $100,000 number just for a second, and let's say that we're easier than 507. If you're trying to make a living, make a $100,000 living. And I told you, you have to sell 20 products over the course of 365 days, or you have to sell 507 products over the course of 365 days. Well, logic tells us that 20 is easier than 365. Okay? And it is easier. So one of the reasons why we spend so much time on high ticket. Okay, if you want to go ahead and hit quick play and come back to the other camera for me. Okay, really good. And we came here and we created an online course. Okay. An online course. And let's just hit quick play the mouse. There you go. Is because. And you should never have to touch the joystick. Say that that online course cost 197 bucks. Okay, $197. Now, $197 is nothing to sneeze at. Okay. When you think about $197, you know, and Crystal, you're going to want to keep that one on me, like nice and tight. And don't crystal. Okay, 100,000 bucks, guys. $5,000 product. If I can sell 20 of those, I can make 100,000. Okay, that sounds easier to me. But here's the problem. The problem is that even though we understand the logic behind high ticket. Touch it. I come in really close on that one. Okay, let me come back here. Some in the other camera. Nice and tight. We don't always believe the logic behind high ticket. So I want to show you that just here in just a little bit. Because I got bamboozled into thinking that I had to sell little bitty low ticket products forever. And I. And then didn't take my headroom out. And then you just gonna leave it. Does that make sense? We need you to change the white background. What? They can't see what you're writing. What? Say they cannot see what you're writing. Oh, so they can't see these colors. I wasn't getting any traction. I wasn't making any money. But once I got to the point where I started selling high ticket, I bet they can now. And then, we started selling a lot of them. Hmm. And something I noticed about this as well, for those of you who are interested in this, is I noticed that when I began selling high ticket that the quality of clients that I got selling high tickets was much better than. What do you mean? No. What? Okay, okay, we'll see. We'll figure it out. Okay. So they can't see the green. Well, we'll figure it out. The quality of clients I got selling low ticket. And I noticed that those people who were paying 35,000 bucks for coaching weren't complaining when a link on a website broke, but those people were paying $97 when a link on a website broke. They wanted all their money back. Okay, it's beta, remember? They paid a buck, and then they wanted to give you a negative review on Yelp, and they wanted to tell you how crappy the program is. Those people paying $35,000 for coaching when you told them to do something. D, that's what you get for a dollar. Okay? You want to see it? Pay a little bit more money. Come here. Okay. We'll feed you, put you up at my house. That's right. It's what you get. It's a dollar. You can't see green because you didn't spend any green to get here. Okay? That's all I'm saying. That's all I'm saying. Okay? You did it. Those people that paid $97 for coaching, you told them to do something. They didn't do it. And then they said your program was crap because it doesn't work. So the reason why I'm so passionate about high ticket is not just because it's easier, not just because you have to sell. You can sell fewer. Okay? So here. Here we go. Okay? So let's just take this little thing. $197. But because the quality of people you get to work with increases, and not only that, but your quality. Now, I'm going to come over here, and I'm going to take and I'm going to grab the only girl that listens to me increases as well, you begin to think, okay, And I'm going to ask her about this, okay? So if you want to make $100,000, what's 100,000 divided by 197 differently about yourself, okay? And I want to just show you a couple things on here. Okay. I just want to show you a couple things. Okay. The things that I want to show you is this. The reason why high ticket is so important is number one. Not only is it easier. It is. Okay. And Crystal Hunt, if you can take all that space, it's about 507.6142. So you have to sell five gone. Okay. But you can only edit it when it's in the left. Okay. So I'll come back here so you can edit it. There you go. Okay. You got to put that on 107 of those bad boys. Okay. Right. So if you have a course, if you're trying to make $100,000. Okay. And Crystal Hunt, that left one, you're going to have to. I'm like a little smurf in it. You got to make me nice and big in it. No, that's the right. That's the left. Okay. So when you go over, make it nice and big. Does that make sense? They don't care. Don't care. No left, hon. You can't move. There you go. Perfect. Okay. There you go. High ticket. Not only is it easier because you have to sell fewer of them. Not only is it easier because typically the quality of clients that you gain are better. Not only is it easier because in the end, you have to worry about the screen on that one. Just worry about me. Okay? So if you're trying to make 100k, how many do less work, not more. I'll show you that in a little bit. But in my opinion, do you have to sell. You have to sell 507. You have to sell 507 of these bad boys. The biggest shift that changed for me was I was. Okay. I forgot they can't see the colors. So we'll come in here. They got to sell 507 of them. Different. I was different. I was showing up differently for my audience. When it was 97 bucks, I worked my tail off. Of course I did. When it was 97 bucks, I put a lot of effort and energy into things to make them. Well, of course I did. But when I was selling low ticket, and some of you guys are getting caught in this trap, I felt when I was selling low ticket that I was always on a performance machine because I always had to sell. So I was always, always going, always. Nothing wrong with that. Right? 507, that's 10 a week. That's two a day. Right? Okay. Or one and a half a day. Okay. If you take the weekdays off, okay? You got to sell two of those things every single day in order to make $100,000. The problem with that is, is it's going to cost you a lot of money. Maybe somewhere between 100, 150,000 bucks or $150 just to sell one. Always giving, always, always doing, always, always perfecting, et cetera. And what I learned was, because I deal with a little better client at a higher end, people who are more, listen to me, they're more interested in payoff than process. They're more interested in the result than the functionality of things, the form of things, so to speak, that they weren't always down my throat and it gave me permission. Does that make sense? So even though you, you know, 197 into 100,000 is 507, you got costs, you have expenses. And not only that, you have 507 customers who are driving you nuts every time a link doesn't work. Okay, every time something happens, whatever. This is not a great route to go. But let's say that we were able to come up in freedom to just chill out and just be me. That makes sense. And there was something very freeing about that. So why high ticket? Let's spend a little bit time on this. Why high ticket? The reason is because in the end, it's just ultimately easier. It's just easier. Now, let's get into this a little bit. If you have a peer and we were able to create you a high ticket offer, okay. We were able to create you a high ticket offer. And in this high ticket offer, we were able to come up here and we were able to help you create. Oops. We were able to help you create a $5,000 program. Okay? A $5,000 program. Right? Now, let's not stress this too much. $20,000 program, and you want to make a million dollars, you only have to sell 40 of those or 50 of those $20,000. 50. You only have to sell 50 means you're only 50 transactions away from being a millionaire. When you have a high ticket product. That makes sense. And so I want to get into some nitty gritty with you. I want to get in some down and dirty with you. I want to get into some foundational principles with you. How many products do you need to sell in order to hit 100,000? You need to sell 20, right? What do you think is easier, 20 or 507? 20. 20 is easier. Okay. Right. 20 is much easier. 20 is much easier than 507. If you're trying to make a living, make a $100,000 living because. And I want you to just think about that. If you have a $20,000 program, if I can talk you in to let me help you design a $20,000 coaching program, you're 50 transactions away from being a millionaire. You're less than one sale a week from being a millionaire. I want you to think about that. I want you to think about that. And I told you, you have to sell 20 products over the course of 365 days or you have to sell 500. Okay? Now here's a principle I want you to write down, and I want you to pin this on your refrigerator. 107 products over the course of 365 days. Well, logic tells us that 20 is easier than 365. Okay? And it is easier. So one of the reasons why we spend so much time on high ticket. Okay? If you want to go ahead and hit quick play and come back to the other camera for me, okay? Pin this in your heart. Pin this on your car. Pin this everywhere you can. And I want you to believe me when I tell you this because I'm living proof of it, and I've helped tons and tons of people do this. It is easier to sell a $20,000 product than it is to sell a $200 product. No way, Chad. No way. That's easier. No, no. I promise you, it's easier to sell a $20,000 product than it is to just hit quick play the mouse. There you go. Is because. And you shouldn't ever have to touch the joystick crystal. Okay? 100,000 bucks, guys. $5,000 product. If I can sell 20 of those, I can make 100,000. Okay, that sounds easier to me. But here's the problem. The problem is. Is sell a $20 product now. I just don't believe you. That's okay. How many of you have an iPhone? Have an iPhone? Okay, this iPhone, is it more expensive or less expensive than those cheapy little flip phones? More expensive. What do you think there are more in the market? Is that even though we understand the logic behind high ticket, do you think more people have bought the expensive $1,500 iPhone? We don't always believe the logic behind high ticket. So I want to show you that just here in just a little bit. Because I got bamboozled into thinking that I had to sell little bitty low ticket products forever. Or if they bought the little $39 flip phone, it's like 100 to 1. In fact, I think my mom is the only person living that still has a flip phone. Yeah. I think she's the only one living. She has a black and white screen on her phone. She. She cannot get pictures. She cannot. She doesn't. I wasn't getting any traction. I wasn't making any money. But once I got to the point where I started selling high ticket, and then we started selling a lot of them. Hmm. And something I noticed about this as well, for those of you who are interested in this is I noticed that when I began selling high ticket that the quality. Ross, there's actually a phone that doesn't have Internet on it. I can't believe it. I know. But the point is, this one is more expensive by 200 times than the little flip phone. But you can't see a flip phone anywhere unless you're at my mom's house. And you can see these things everywhere. The reason is it's easier to sell the expensive iPhone than it is to sell the little flip phone because people like the write this down. They like the status they get when they have an iPhone. The clients that I got selling high tickets was much better than the quality of clients I got selling low ticket. And I noticed that those people who were paying 35,000 bucks for coaching weren't complaining when link on a website broke. And they feel below status when they have a flip phone. Therefore, if I'm selling, if I'm going to race to 100, which one can I sell more, the $39 phone or the $1,500 phone? Which one am I? Who's going to win that race? The 1500 is going to win that race. So what do I have to do? Listen to me. What do I have to do to be able to align myself to the point that where my. Prof. But those people were paying $97 when a link on a website broke. They wanted all their money back. And then they wanted to give you negative review on yelp and they wanted to tell you how crappy the program is. Those people, the iPhone, not the little flip phone. So many of you guys are out trying to sell $39 flip, paying $35,000 for coaching. When you told them to do something D. You did it. Those people that paid $97 for coaching, you told them to do flip phones, and you can't get any traction in your business. The reason is because you don't give anybody status in your business. You're not doing anything to elevate anybody in your business. The reason why I've only got 70 people on a $5,000 something they didn't do it. And then they said your program was crap because it doesn't work. So the reason why I'm so passionate about High Ticket is not just event. It's because I sold it for a dollar. Why don't I have 7,000 people on? Because you don't take it seriously at a dollar. And what I want to tell you is we've had events of 40, 50, 60 people that have paid 22,000 because it's easier. Not just because you have to sell, you can sell fewer, but because the quality of people you get to work with increases. And not only that, but your quality $58 all the way up to $5029 and paid it happily. And yet it's really hard for me to get people to buy it for a dollar. The reason it increases as well. You began to think differently about yourself. Okay? And I want to just show you this is because you don't think you'd have any status with a dollar. You don't think it's going to elevate you at all for a dollar. And what you're going to be blown away over the next four weeks is I'm going to pretend like you paid five grand and I'm going to blow you freaking away. But I want you to think about status. You don't give anybody status when you're selling low. Tick a couple things on here, okay? I just want to show you a couple things. Okay? The things that I want to show you is this. The reason why High Ticket is so important is no kids. Like, Nobody downloaded a PDF, okay? Nobody paid $17 to download a PDF and said, Whoa, I made it. This is going to change my life. Nobody says, I can't wait to get that little. That little $3. Not only is it easier, it is okay? And Crystal Hunt, if you can take all that space thing you got for sale, because I really think it's going to help me get to the whole. Nobody says that gone. Okay? But you can only edit it when it's in the left. Okay? Nobody says that. You know what? Let me give you. Let me give you an example, okay? D. How much is my Kavu coaching? $36,000. Okay. Dee's in my CAVU, this program that Dee's in. So I'll come back here so you can edit it. There you go. Okay. You got to put that on the left hand. You can't move. There you go. Perfect. Okay. There you go. I wanted to do an experiment for my last class of people coming through this Class high ticket mastery. And I was trying high ticket. Not only is it easier because you kind of show them that it's easier to sell high ticket than it is low ticket. I wanted to show them that. They didn't believe it. I took Kavu. Now you're going to regret not jumping on this offer. Okay, I took Kavu. You have to sell fewer of them. Not only is it easier, because typically the quality of clients that you gain are better. Not only is it easier, because in the end, you have to. Okay, I took it. And for the last two weeks of December, I do less work, not more. I'll show you that in a little bit. But in my opinion, did a program called Launch It 2020, where I took my Kavu program. I made it available to the world. I did Facebook lives. Everything was just like I normally do when I sell it. I offered Kavu what I Normally sell for 36 grand. I sold it for 3,000. The biggest shift that changed for me was I was different. I was different. I was showing up differently for my audience. Okay, during the month of December. And I did everything like a promoted, marketed everything like that. Okay, how many did I sell? Well, you guys heard my story before, okay? When it was 97 bucks, I worked my tail off. Of course I did. When it was 97 bucks, I put a lot of effort and energy into things to make them. Well, of course I did. Oklahoma. Yeah, he's the only one estate I sold three. One, two, three. I couldn't get anybody to buy it. You know what's worse? Two people canceled. Out of the three that I sold, two people canceled. Now let's back up. Let's go back to this time last year. Last year, we started Kavu, and between the first week of February, the second week of May, we sold six. But when I was selling low ticket, and some of you guys are getting caught in this trap, I felt when I was selling low ticket that I was always on a performance machine because I always had to sell. So I was always, always going, always a fee, two at full price, always giving, always, always doing, always, always perfecting, etc. Why didn't I sell 62 in the month of December when I was selling it from for three grand? Because people didn't believe me. They didn't believe that it would do what I said it would do. Guys, I've had 15 people come through our program that have walked across the stage and. And got their 2 comma club award in the last two years. 15 of us. We can make some millionaires we can help people build their businesses, grow their businesses. We can help. We can do that. Does it work for everybody? No. Does it work for a lot of people? And what I learned was because I deal with a little better client at a higher end, people who are more interested, listen to me. They're more interested in payoff than process. They're more interested in the result than heck, yeah, why did I only sell three and two of them canceled? So, in other words, the functionality of things, the form of things, so to speak. They only sell one when it was three grand, but we sold 62 when it was 10 times more. Because people believe you when you have a high ticket product. The number one thing that people tell me when I'm walking around and they're, chad, I can't wait till I can afford to get into capital. I can't wait till I want to get into that one. I want to get into that one. That they weren't always down my throat and it gave me permission and freedom to just chill out and just be me. That make sense? Yes. And there was something very freeing about that. So why high ticket? Let's spend a little bit of time on this. Why high ticket? The reason is because in the. We did a training 14, which is a 14 day quick launch. People pay, what, 83 bucks a month to be in training. We did our initial one. When do we do the initial? In March, we did the initial one. We had five, six, seven, eight people. And I can't remember. Then we did a second one and then we started pitching people. You were in that. You were one of the ones in that. And then what we did was we created. That was 83 bucks a month. And we created a land. It's just ultimately easier. It's just easier now. Lower ticket stepping stone for them with the hopes that maybe in a year or two they would come to Caboo. And what we found was really interesting was everybody that upgraded. In fact, I don't think. Let's get into this a little bit. If you have a $20,000 program and you want to make a million dollars, you only have to sell before we've ever had somebody take our lower ticket item. Have we had anybody take the $10,000 launch accelerator? I don't think we ever have. Everybody skips it and goes right to the $36,000 cab of coaching. Why? It's more expensive? It's a lot more expensive. It's $26,000 more expensive. Why? The reason is, is because when people give those or 50 of those $20,000 50 you only have to sell 50 means you're only 50 transactions away from being a millionaire. People invest that kind of money with you. It does a couple things, okay? Number one, it elevates your status, right? It elevates your status as an expert, okay? The very fact that I have a $36,000 when you have a high ticket product, that makes sense. And so I want to get into some nitty gritty with you. I want to get in some down and dirty with you. I want to get into some foundational principles with you. Program makes me more of an expert than someone who does not. It may not be true. Does that make sense? But the fact that I have it on the menu, right? You guys ever had wagyu steak? That stuff that's 2 to 300 bucks a pound, okay? It's expensive. But you go to a restaurant that's serving that, you just feel like it's nicer because. And I want you to just think about that. If you have a $20,000 program, if I can talk you in to let me help you design a $20,000 coaching program, you're 50 trans and more elegant. What do you feel like when you go to a really nice restaurant? You feel elegant and you feel elite. And then you feel like the people at that place are more elegant and elite than if you go down to Smashburger, where you guys went today, right? Is the food better at Smash Burger? Heck, yeah, it's better at Smash Burger. I'll pound me a Smashburger all day. But what are you paying for when you go to the restaurants? No, there's a word. Status. Actions away from being a millionaire. You're less than one sale a week from being a millionaire. I want you to think about that. I want you to think about that, okay? Now here's a principle I want you to write down and I want you to pin this on your refrigerator. You're paying for status, okay? So let me walk you through this process. You get elevated as an expert, okay? You get elevated as an expert when you have high ticket, okay? The people around you get elevated when you have high ticket. Pin this in your heart. Pin this on your car. Pin this everywhere you can. And I want you to believe, even if it's not true, that you're more of an expert. What's up, ladies? Even if it's not true that you're more of an expert, you feel as if you're more of an expert, and those people around you feel more of an expert. So when you elevate yourself, things begin shifting. Okay, now I'm going to just do this bit a little, little bit because I don't think Kris is gonna be able to hang with me on this one here. Okay? Believe me when I tell you this because I'm living proof of it and I've helped tons and tons of people do this. It is easier to sell a 20. I'm just gonna do it anyway. And if you can't hang, you can't hang. Okay, now watch. Okay? We do. Those of you been to Cavoo events, Ross could tell you. You girls could tell you as well. I always have people stand up on their chair. Right? You guys remember this? Okay? Now you guys are probably not going to be able to see me and I'm sorry for probably what you're seeing right now. You're probably focusing in this area right here. So. Yeah, take them up, baby. Take them up. Careful, baby, careful. Okay. Notice what just happened. Notice what just happened. Ok. When I elevated, okay, are you looking down or are you looking up? You're looking up. Okay. When I elevated everything elevated with me. My status elevated. My shoes came, my pants came, my shirt came, all that stuff came. Why? Because I made a decision to elevate. And then when I'm up here, I can see things a little bit differently. I see them a lot differently. I can see the route that I need to go. You know, it's just easier when you're up and so when you have a high ticket product program, everything goes up. And Crystal, will you look at the TV behind you, your little job? I've given Crystal 100 jobs today. Yeah. So everything elevates, right? Okay. Everything elevates when you go up. So this is the same thing when you have a high ticket product. So I want you guys who are watching me, 70 of you guys that are watching me, I, I want you guys to make a decision today. You can stay low if you want to. You're welcome to stay low and sell 2747 $97 product and you can work your tail off or you can make a choice to elevate and say I'm going to change my status and I'm going to take a risk on me and I'm going to go for it. Okay, two ladies in the front, Rosalind and Molly. Okay. We did that exact thing with you guys, right? We just said why are we going to stay in the weeds selling how much was you were selling like? And I'm going to take a risk on me and I'm going to go for it. Okay, Two ladies in the front, Roslyn and Molly. Okay. We did that exact thing with you guys, right? We just said, why are we going to stay in the weeds selling how much was selling? Like, why are we going to stay in the weeds selling a $197 product now, how much is that product? Why are we going to stay in the weeds selling a $197 product now, how much is that product? 5,000 down, 3,500amonth. 5,000 down, 3500amonth for a year. So if you, if you do the math on that, what's the total amount? So 10 months is 35,000. You add another seven. That's 42. That's. That's 40. That's a $47,000 product, right? So we decided to elevate, move from $197 per month for a year. So if you, if you do the math on that, what's the total amount? So 10 months is 35,000. You add another seven. That's 42. That's. That's 40. That's a $47,000. Okay? How many 197 products would you have to sell just to make 47,000? A whole hell of a lot of them, right? Does that make sense? But you're elevating. Everything is going up. And so the reason why we're going to spend four days together, the reason why I'm spending so much time with you at the beginning, $47,000 product, right? So we decided to elevate, move from $197 to $47,000. Okay? How many 197 products would you have to sell? Before I get into the principles of all this is I'm trying to just convince you that everything's easier and everything's better just to make 47,000. A whole hell of a lot of them, right? Does that make sense? But you're elevating. You get up, okay? I promise you it is okay. Elevating, everything is going up. And so the reason why we're going to spend four days together and the reason why I'm spending so much time with you at the beginning, before I get into the principles of all this, is I'm trying to just convince you that everything's easier and everything's better when you get up, okay? I promise you it is okay? And you got to make a choice, though, right now. What keeps us from making a choice? Okay? And this is where I want to get you into some mindset. What keeps you from making a choice. So here I'm going to come back down. Here we go. You ready? So what keeps you from making a choice? I think I can only do that for another year and then my knees are going to give out. What keeps us from making a choice? Here it is. We have got mindset that many times is lacking and we have mindset two different mindsets. Number one, we have a negative mindset about us. We're not sure we're worthy. We're not sure we're capable of selling a high ticket product. Well, Chad, I haven't done all that work. Okay, Somebody remind me to talk about experience in a minute. Chad, I haven't done all that work. Okay? And then the second thing is, is we've got a corporate America mindset where we are pre dispositioned to believe that 25,000 or $30,000 is a lot of. And you got to make a choice though, right now. What keeps us from making a choice? Okay. And this is, this is where I want to get you into some mindset. What keeps you from making a choice? So here I'm going to come back down. Here we go. You ready? So what keeps you from making a choice? I think I can only do that for another year and then my knees are going to give out. What keeps us from making a choice? Here it is. We have got a mindset that many times is lacking and we have mindset two different mindsets. Number one, we have a negative mindset about us. We're not sure we're worthy. We're not sure we're capable of selling a high ticket product. Well, Chad, I haven't done all that work. Okay, somebody remind me to talk about experience in a minute. Chad, I haven't done all that work. Okay? And then the second thing is, is we've got a corporate America mindset where we are pre dispar positioned to believe that 25,000 or $30,000 is a lot of money. Okay. Is a lot of money. So let's take that one first. Just for math's sake. Our main product is going to be 25,000. Okay? Just I can do the math easily. Four goes into 100,000. I can do that really easy. Okay? So. So let's just get our mind right around money just for a second. Okay? Those of you who've been to Cabo, you know I get this one a lot. So I'm in Dallas, Texas and I'm sitting across the table from a gal that came up through our design academy just like Rosalind did. Came up through Our design academy. And I was in Dallas. She wanted to know if I could spend some time with her, help her out with some stuff. And she was in the same boat you guys were, where she was trying to sell low ticket, and I was trying to move her from low ticket to high ticket. And we happened to be in her restaurant, okay? Her and her husband had owned this restaurant. We happened to be in this restaurant. And she was like, man, Jed. She's like, I could never sell. What would I even sell for $25,000, okay? And I just. It just hit me, came to me, and here was the illustration. I said, what's her name over there? And I think it was Emily. She goes, it's Emily. I said, what's Emily's title here? She goes, emily is our maitre d. I said, okay, your maitre d. I said, what does Emily do? She goes, oh, she greets our guests, and, you know, she brings them and she seats them at their table and gets them their menu and, you know, just makes them feel good before the waiter comes. I said, okay, hang on. Wait. Wait a second. So basically she says, hi, welcome to your restaurant. How many is in your party? Would you like a table or booth? Would you have any kids? Menus? Right this way. Please be seated, and John will be with you momentarily. She goes, yeah, that's basically her job. I said, okay, how much money do you pay her? She says, well, she makes about $12 an hour. I said, okay, 12 bucks an hour. I said, roughly how long is your restaurant open? And she goes, we're open about 40 to 50 hours a week. I said, okay. I said, you always have a hostess. She goes, we always have a hostess. I said, let's just say it's open 40 hours. And I grabbed my girlfriend here. I said, okay, girlfriend, tell me this, okay? So I took those numbers that she used. I said, what's 12 times 40 times 52? I'm on it. The answer is 24,000, 960. 24,000, 960. So can we just Up. Can we just round up to 25,000? Okay, so in other words, what she was telling me is this girl who basically says, welcome to our restaurant. How many in your party do you want any kids meals? Would you like a table or booth? Come over here. John will be right with you. Have a nice day. And then goes back over and files her nails and does hand sanitizer and pretends to be busy. That girl is bold enough to have created a $25,000 product for herself. And you Pay it. I was like, do you add more or less value to your clients than a girl who says, welcome to the restaurant? How many in your party would you like a table or booth? Right this way. And John will be right over. She goes, well, obviously I add more. I said, well, then why don't you charge the same amount of money she's charging you? You know what she said? She goes, yeah, yeah, but we pay her throughout the entire year. Her exact words. Yeah, but we pay her throughout the entire year. How often do you pay me throughout the entire year? And then we came up with an idea that. Not an idea, but a concept that said, okay, okay, listen. What if I could help you understand what value. Write this word down. What value do you actually provide your client? The reason why you guys who are watching me and those of you in here, for many of you do not have a high ticket product. Number one, you do not know the value that you have to offer to your clients. Or number two, you yourself do not appreciate the value that you offer to your clients. And we're going to get to that one in a minute. But number one, we got to get over this mindset. It's not. Okay, Brian. Right. Okay, Brian, you said you want to make a ton of money next year, right? Okay, so let's just take you just for a second and let's just say. Let's just say that I have. I was selling you $100,000 product, okay? A lot of money, right? Okay. Most of us don't go around buying $100,000 products. Okay? A few of you have some Teslas, but it's a lot of money. But what if I had a program that I sold you that cost $100,000, and all I said was, hey, Brian, you want to buy my coaching program that cost $100,000? Your response would be, probably not right now. Why not? It's too expensive. Why is it too expensive? Okay, now this is so perfect. I've never had somebody give me all my answers exactly like I want them. So, Brian, thank you. Remind me to pay you a little bit later. Okay, the first thing he said, I said, why not? And he said, it's too expensive. Everybody collectively write this in the minute chat room. Everybody say this together. It's. It's too expensive. What is it? It's too expensive. Those two words is the human default response to everything in life. I don't care if it's $197 or $19,700. We are programmed by default to say, it's too Expensive. On day three, I'm going to show you how to get around that. Okay, now you say it's too expensive. What if my coaching program, I had 30 people go through it last year and 27 of the 30 people profited $1 million. So we had 37 people, 40 people go through it and 37 of them hit a million dollars. You want to be in my coaching program? Sure. Maybe. Right? A little bit closer. Right. Wouldn't. Why? Because there's some social proof there. What if I said last year we had 40 people go through it, 37 people made a million dollars. Okay? And I guarantee you that you'll be in the 37 group, not the 3 group. And if you're not, then I'll give you all $100,000 back. Do you buy my program? More than likely, right? More than likely. Okay, what if I said my program costs $100,000? 37 out of 40 people made a million dollars last year. I will personally guarantee that you'll be in the 37 range, not the 3 range. If not, I'll give you your money back and I guarantee that that will happen in the next 90 days. Do you do it? Yes. Of course. It's not you don't even think about it now. Right. Okay, now watch the dynamics. Watch the dynamics of what just happened. Okay, the first words out of his mouth were too expensive. Then it was like sure. Then it was like maybe, and then it was yes. What changed? What's the progression of change? Okay, those of you, you guys probably can't hear what he said on the video, but what was the progression that took him from it's too expensive to hell yeah. What was that progression? Now watch. Okay, the program was coaching. Ok? You don't even know what kind of coaching I'm offering because I didn't tell him. Some of you guys are trying to find value in your program by saying when you get 12 coaching calls and, and you get this little doohickey and that little doohickey. Oh, and here's my favorite one. You get my private VIP Facebook group, like, okay, that's exciting. Can't wait to get another group. Some of you guys are so busy selling your program and the reason why you can't sell high ticket is you're trying to sell your program. Stop selling your program. What did I sell you? I sold you the opportunity to profit a million bucks. So here's the thing with that. If you want your value to increase, you have to understand, you sell the payoff. Who cares about your program? Sell the payoff. Don't sell the process. Sell the payoff. Sell the payoff. The P, p p P P Payoff. Okay? When you go to the dentist, the dentist doesn't sell you on his really long novocaine needles and sharp drills. He sells you on beautifully pearly white teeth and a pain free lifestyle. Sell the payoff. What are you selling? Sell the payoff. Who cares about your program? Who cares about your process? Who cares about your Facebook group? He cares about your 12 coaching calls. Sell the payoff. Right. People want a payoff. So if you want your value to increase, what you got to spend some time on with me over the next few days is we have to create a payoff that people want. If you create a payoff that people want, what do they do? They give you money. If the payoff that you create, nobody wants, what's going to happen? Nothing's going to happen. Okay? So the difference between $197 product and a $19,700 product is your ability to communicate the payoff. Are you with me? The more clear you can get on the payoff. So first mindset thing we got to get over is $25,000 is a lot of money. I proved you it's not a lot of money. We pay that to the girl who seats you at the restaurant. It's not a lot of money. As long as the payoff is worth it. How much should the payoff be over what you're charging? It should be 10 times. Okay, so you want to be able to. If I can help you create a $250,000 source of revenue, which is what Ross wanted. Okay, right, got that Right. Then you can charge $25,000. You can charge about 10% of the projected payoff. You got to spend some time on the payoff. Okay, so the first thing is $25,000 is not a lot of money. Second thing is, is you're worthy of charging that. Now why are you worthy of charging that? Okay, now let me ask you guys a question. How many of you have ever had a job? Okay. A job. Raise your hand. Job. Raise your hands. Okay, inside the chat room. Let me know. And somebody's going to have to monitor this chat room because Akilah's not here. So will you monitor the chat room for me? Ok, I want to know answers. How much money? Okay. Are you with me? How much money did you make in your last job? How much money did you make in your last job? Melinda, how much money did you make in your last job? $60,000. $60,000. 60. You mean somebody thought you were so valuable to their organization that they would invest 60. 60,000. Listen to this. $60,000 into you. Did you have health benefits? Did you have 401k? Were you a 1099 or W2? 1099. Okay, so they invested 60,000 into you. Okay? That's a lot of money. Do you have a $60,000 product you're selling right now? Not yet, no. But think about it. Why not? Because I'm not worthy, man. Nobody would buy a $60,000 product from me. Somebody already has. Are you with me? Somebody already has if you've made minimum wage, okay? People like, you know, minimum wage today, like in California, is, what, 15 bucks an hour? Okay? If you work 40 hours, that's like 35, 36,000 bucks. Somebody's already invested that much money into you. You've already proved to somebody that you're worth that much. The difference is you're trading time for dollars, which isn't a bad thing. I'm going to debunk that myth in a minute. But what's happening is, when you made that money, you said my time was valuable, but you didn't spend any money saying my result was valuable. The difference between getting paid $60,000 and a job which says my time is valuable, and the difference between you getting $60,000 from a client is the difference between me saying my time is valuable and my result is valuable. If you guys ever seen that thing that says, you know, you know, whatever, like, I spent 12 years doing this. I did this school, this school, this school, and because of that, I can do this job and four hours. Like, don't you know, I'm not gonna bill you for the four hours it took me. I'm gonna bill you for the 18 years it took me to. You guys ever heard that little thing? I sound like a presidential candidate right now because I can't clearly speak. But the thing is, as you get better, you get faster, but they don't pay you anymore. They expect more, right? When you're at a job and you get better at what you do and you can do the job faster than you used to do, they don't pay you anymore. Now you just have more free time, and so they put more responsibility on you. Are you with me? We got to stop paying. We have to stop charging for the time we spend and start charging for the result we get, okay? There's nothing wrong with trading time for dollars. I believe in it, okay? I'm trading my time for dollars right now. Only A dollar. But I'm trading it, right? Okay, stop selling your time and start selling the result. You're already worthy of it. People have already paid. Paid you a lot of money. They've already paid you a lot of money. Now it's your job just to repackage it, reposition it into something different so people can see the value. I never told you how much time you were going to get with me when you paid me 100,000, by the way. Will you write up that on voice, please? When I never told you how much time you were going to get. I never even told you what you were getting. I just told you what the result was. And I said, would you pay $100,000 for my coaching if 37 out of 40 people made a million dollars? I can guarantee you that you're in the 37, not the 3, or give you money back and I can do it in the next 90 days. What was the most interesting thing about that for you? It created certainty. Huh? But out of those perks that I offered, the 90 days. The 90 days, okay, so listen to me. You can charge a lot of money and I'm going to blow your mind. Stop putting people into programs that take them a year to get a result with me. If I could make you a million dollars. So if I said, okay, will you pay $100,000 for my coaching? And you said, no. You said, no. And then you said it was too expensive. And then I said, yeah, but the last 40 people that went through it, 37 of them made a million dollars. You said, maybe. And I said, I can guarantee you that you'll be the 37, not the 3. You said, sure, sure. And then I said, I can do it in 90 days. You said, hell yeah. Right now if I went through that exact process. And I said, I think I can get you a result and it will only take you 40 years. What do you do? No, thanks. No, thanks. Right? Of course not. Right, so you can make a million bucks, but it's the time that people want it. Okay, so what you want to do is you want to be able to create a program that gets people a good result in a short amount of time. Now, this is opposite of what you've learned. Well, don't we have to have like a year coaching program? Well, yeah, but dude, you got to get a result quickly. If you don't get a result quickly, nobody wants it. Okay? Because when you work with high value people, high value people want quick results. So this is. Write a couple things down. I'm going to blow your mind. This is why high value people don't want to sit on a two hour webinar, okay? Because there's only two things they value. They value their time or they value their money. Which one do you want to work with? What type of people do you want to work with? People who value their time or their money? You want to work with people who value their time because money they don't care about. So then they'll take it and they'll take it out of their pocket and put it in your pocket if you can save them some. So here we go. Here's the idea. So Molly, you're going to be. We're going to make Molly out. Molly runs a $20 million high level virtual assistant firm. Okay? That's your role. High level, extraordinarily busy. A couple nights a week. You're being interviewed on tv. Your calendar is full with keynote speeches. You do a ton of presentations, jobs, interviews. You, you get really, really, really, really, really busy life. Okay? Ross, on the other hand, Ross is, you know, Ross runs a really slick book publishing agency, okay? And Ross promises that you can get your book published in a short amount of time for $5,000. Okay? $5,000. He's got a 2.5 review on Yelp. Okay? He's got a three star review on Uber. Because that's just the kind of guy that he is. But he's like Slick Willy over here. Okay, so you're a Slick Willy and you are Ms. Elite 20 million $. What do you do again? Virtual assistant agency. Right? You work with hundreds of organizations around the world helping them with virtual assistants, right? So you guys got the two. Okay, which one do you think he values? Does he value time or money? Money. Why does he value money? He doesn't have a lot. He's got some. He's got some. He may have 40, 50 grand in the bank. He's got some. What does she value? Time. Why? Because you look at the abundance. He has an abundance of time, but not an abundance of money. She has an abundance of money, but not an abundance of time. Therefore, she values time more than she values money. So if I come to her and say, hey, can I have an hour of your time? What is she most likely to say? Oh my God. And what she's thinking is, if I give you an hour of my time, you better be able to at least offer as much value back to me as my hour is worth. So if you offer a webinar, is she gonna watch it? She's Gonna have her assistant watch it. And then in next week's staff meeting somewhere, she's gonna get a four minute briefing on it or a 40 second briefing on it. Does that make sense? Okay, but that's who you want to work with. You don't want to work with him, you want to work with her. Why do you want to work with her? Because she'll give you the 40 grand. But what is she looking for? Okay, now write this down. I'm going to use these guys as your example and we're going to knock this out. This is where you've got to position yourself. If I, as the high ticket salesperson, can save her what she values most, she'll give you what you value most. Do I want her time? Listen to me. Do I want her time or do I want her money? I don't want her time. Yeah, she's a nice gal, but I don't want her time. What do I want? I want her money. I want her to write me a check, okay? In exchange for that check, what do I have to give her? I have to give her time, okay? So what she's going to look at is she's going to look at my program. So she's going to look at my program and say, okay, if his coaching program, okay, if I don't have to do this or do this or this or this, it's going to save me 15, 18, 20 hours over the course of the year. It's worth it. Let's go for it. If I can get this result in this little bit of time as opposed to that little bit of time, it's worth it. Does that make sense? So when you're communicating with her, your high ticket level, you have to think of things in increments. Short, small, quick, spurting, if that's a word, increments, okay? Sprinting increments. You got to go fast, got to go quick. She wants the result. She wants it right now. So Heather Quizzle, for those of you guys who know who Heather is, Heather was in our CAVU program last year. Heather, this is how it went. So she called me one day, okay, Heather is Molly, okay? High power, high level female, single mom. Her husband died. She's trying to run a bunch of kids around, trying to run a huge Rodan Fields company. Trying to get out of that, trying to break into the coaching world. Crazy, crazy, crazy busy. What does she not have time? What does she have? Money? What does she need? More time. So they say. Here's how it works. I'm in My house. Pick up the phone. It rings. I look at it. It's a Boise number. I'm like, well, maybe Russell Brunson. Let's see. So I answer it. Hi, this is Chad. This is exactly how the conversation went. Hi, Chad. You don't know me, but my name is Heather Quizzle. Oh, hi, Heather. How are you? I've heard of you. I think we're Facebook friends. Yeah, I think we are, too. Hey, will you do me a favor? Will you text me over your bank account information? I need to wire you $25,000. Okay, well, why are you going to do that? Well, I need a coach, and I heard you're the best, and so I just. I'm just going to do it. So can you text me over your bank account numbers and I'm going to wire you money because I want to be in your caboot program. Okay, well, do you want me to tell you a little bit about the program? Nope, nope, nope. You know, this particular person said you were the best, and I believe her. So just send me your account number and we'll get started on Monday. Okay. Have a good day. So I texted her the information and like 13 minutes later, I had 25k in my bank account. Okay, next Monday rolls around. Cavu coaching. Oh, I can't wait till Heather's on our cavity coaching call. Heather wasn't there. Oh, she'll be on the Thursday when I bet the Q and A went. No. Oh, I bet. I bet she. I bet she's booked a call. So go. She hasn't booked a call. Hey, Heather. That's Chad. Hey. Just wanted to make sure that we're all good to go. I don't know if you got the onboarding letter, you know, but, you know, the way it works. Works is, you know, I'm not going to chase you. You do all the booking, you know, you got my schedule link. You got this. You got this. Just wanted to make sure you got that. And she writes back. Yep. And with, like, a little thumbs up. Okay, then we have a live event in my house. Look on the rsvp. Guess who's not on it. She's not on it. So as the story goes with her friends, they were pissed because she wasn't coming. So what did they do? The day of the event, they were getting ready to leave Boise. They went and grabbed her and said, I don't care, come hack or high water, you're getting on an airplane and you're coming to Arizona with us. They drug her, put her on the airplane. She comes in and she sits in my house. I'm not going to go through the whole story. I'll save that for a little bit later on. She goes, in my story, she comes, crazy breakthroughs. She takes the information we gave. She gets up, she goes back home, she leaves. She implemented it. Two weeks later, she run an event. She put $100,000 cash in her pocket. Oh, man, she's gonna be on the next call, I bet. To this day, I have done one coaching call with her. She's been to three events, and she has made millions of dollars. What doesn't she need from me? She needs a lot. She doesn't need my time because she doesn't want to spend her time. What she needs is a process that saves her time and gets her financial results. And she has done one coaching call and three events and she has written me the greatest testimonials that anybody will ever write me, ever. And she still does. I speak at her on her stage all the time. And when she introduces me, she always introduces me the same way. I want to introduce you to the smartest man I've ever met. She always introduces me that way. You girls are in. Because you get a huge female tribe. She goes, you girls are in for the treat of your life. I went to Chad's thing. He taught me this. He blew my mind. I took it, I implemented it. I got massive results. Massive results. Why? Because you realize when you're selling High Ticket, you guys need to pay attention to me. You're not selling time, you're not selling money. You're selling payoff. And the payoff has got to be around what they need most. Do they need time? If so, create a program that gives them more time. Do they need money? If so, create a program that gets them more money when they need both. Listen to me. When they need both time and money and your product can save them time and build their bottom line, baby. Game over. Does that make sense? Game over. So everything that we're going to be building over the next four days is going to be with that premise. You're going to invest a little bit of your time into helping them save time so they can make more money in a short amount of time with the least amount of effort. Are you with me? When you get that? You got that? Okay. So if I can, you're going to help them save time, make money in the least amount of time. Okay. Got to get them a quick result. This is what high Ticket is all about. Okay? And if you can do that, you can charge a ton of money. Does that make sense? So that's the mindset that you have to have. Okay. Mindset you have to have is money is not. $25,000 is not a lot of money. I am worthy of it. Why? Because people have already paid me for it. Okay. And I will invest my greatest asset, which is my time, in order to save them time so they can get more money in the least amount of time. Does that make sense? So because of that, we're not trying to add value to our programs by stacking the deck. Okay. Jessica Yarbrough, if you're watching, she can attest to this. Jessica came and she started working with me back in December of last year. Jessica, very successful girl, brilliant coach, great person, even better person. Okay. Jessica is just. She's awesome. Like, she's got a very gifted mind. Single mom, lives in the most expensive city in North America. At least I think it is San Diego. Probably more expensive, but San Diego. Okay. Single mom, month of December. She's coaching. She has 12 calls. She goes over 12. She calls me Chad. I need some help. Been watching you online. Been following you for a while. I had never met Jessica. She had just interacted with me online. I need some help. So I looked at her program. Tell me what you do. Well, you get this, and you get this, and you get this, and you get this, and you get. I mean, I literally had a headache after she told me what was in her 70, I think it was $7200. Program got so many things like this and this and this and this and this and this and this and this and this. Oh. And then if you buy now, then I give you this, and then you do this. And then I'm like, good God. I mean, that, like, took a whole year of my life just for you to explain that program to me. It was, like, a lot, right? And then I just said, you know, to be honest with you, Jessica, I said, you're actually devaluing your program by offering too much. There comes a point in your business where the amount of offerings saturates the offering and makes it too heavy, therefore, unvaluable. Because if your offering overwhelms the potential client, they will not buy from you. You're not trying to overwhelm. So what do we do with Jessica? Okay, we went down to the payoff. Why? Because people buy the what? Buy the payoff. So I asked them, what's the payoff? And she basically was, well, like, really? In the end, what I do is I help coaches Be able to create $36,000 products. Okay, how much you charge for that? 7200. What was the disconnect? If they made one sale, they would have 5x their ROI, right? I think I did the math right. I think 72, 100 times 5 is 36,000. Okay? So not only was her offer overwhelming because it has too much stuff in it, but two, it wasn't believable because it was too low. That makes sense. So what we did with Jessica, who's brilliant, okay, I take no credit for her ability to coach. She's great coach, but I take all kinds of credit for what we did with her business. We took that stack of like 20 things and we threw away like 18 of them. Just took away and said, what we're gonna do is we're not gonna sell all that crap. We're gonna sell your payoff. We're gonna sell the bill. You come and you work with me, and I will help you create a high ticket program and sell $36,000 products. She did. We rewrote it all stuff like that. Month of January comes, she does 12 phone calls. She did 12 in December, she did 12 in January. Now she's not selling a $200 product. She's selling a $36,000 product. Okay? This $36,000 product promises a payoff. And that payoff is what? How to create a $36,000 product. Okay. And how many do you have to sell to break even? 1. Okay. She did 12 coaching calls, discovery calls in the month of January, and she sold nine. Okay? I don't know what the math is on that, but I think it's 75%, right? She had a 75% close rate selling a $36,000 product. She sold nine. I don't know about you, but if you're a single mom living in San Diego in the month of January, okay, kicking off your 20. 19. Okay. That's a lot of money to put in your bank account. Jessica has gone on to build an incredible business. She moved out of this little house condo that she was in. She now lives in her dream home in San Diego that she paid for. She's become sort of world renowned. She's very well known. And what is she known for? She's known for what? Selling high ticket. Why? Because she got rid of the crap and she elevated her value. Are you with me? You got to do that. Are you getting the idea? Okay, so how do you get paid? How do you get paid to do this? So let's look at this Real quick, we're going to go in and we're going to do six ways to get paid. Okay? Six ways to get paid. So here we go. So there's basically. How do I want to do this? There's basically six ways that if you're going to get paid, where'd my little pin go? There's six ways you're going to get paid and six ways that you can do this. Okay? And I think I want to show you how to do it like this. Okay? So here we go. So number one, I'll try to use black. For those of you I hate, I don't like black, but I'll try to try to use it just in case we do it. Okay? So number one is you can get paid as a client coach. Okay? Number one, you can get paid as a coach. Okay? So if you want to do some kind of coach now, what is a coaching program? Now I want to see if I can explain this to you. And the best way that I can explain this to you is through some cups. So don't let me mix them up. But can I borrow your cups? Okay, so on your cup, on the bottom of it, okay, I'll give you a new bottle if you want it. But right here, will you just write a big C for coach? Okay. On your water bottle, can you write a big co for consultant? On your water bottle, can you write a big S for strategist? Okay, we're just going to take those three, okay? So we're going to go with coach, consultant and strategist. Okay? Now watch. Now there's six. We're only going to touch on three right now. Okay? Six. We got it. Okay, so this bucket right here, this is the coaching bucket. Ok? The coaching bucket. Ok. I don't know if you guys can be able to see this. You can't see my stool, can you? Ok, I may need one of you guys help in just a minute, okay? What? Well, as long as I hold it up right. As long as I'm holding it, I'm wondering if I can bring that stool over here. So coaching. Okay, D, I'm going to use you. Come up here. Okay, so D, you're going to be my coach. Now what I'm going to do is I'm going to show you if you're going to get paid high ticket. The reason why I'm going to stick with these three is these are three biggies. Ok? So come over here. You're my coach. Ok? Ross, you want to come up, be my strategist? Molly, come up with my consultant, okay? So as a coach, okay, what I got to think of is at the end of the day, okay, right here, am I getting paid for my consultation? Am I getting paid for my strategy, or am I getting paid for my coaching? Am I getting paid for those things? Yes or no? Am I getting paid for my strategy? Am I getting paid for my consulting? And am I getting paid for my coaching? Am I getting paid for that? The answer is no. What do I get paid for? Result. I only pay. I only get paid if those things get a result. So what I'm going to do then is I'm going to look at a potential client, okay? At a potential client, and I'm going to figure out what is the payoff or result that I'm trying to get them. So let's come up with a really simple result. Let's go elementary. Simple, okay? So let's say that the result that I want to get somebody is, you know, I want to help them make $10,000 this next year. Okay? Is that a result? That's a result. Okay. I want to help them lose 15 pounds. Is that a result? Okay. I want to help them clean out their pantry and get really organized. Is that a result? I want to help them find a significant other. Is that a result? Okay, those are results. Now let me ask you this. Is this a result? Okay, so if the result is I want to help them make $10,000, is the result. I want to help them design a coaching program, is that a result? No, that's a pathway to a result. That makes sense. It's a pathway to a result. We get stuck selling the pathway or process. We don't sell that. So what is the result? The result is I want to help them make $10,000. The vehicle. Listen to me. The vehicle that I'm going to use is a, they're going to a program, okay? And all I'm going to ask is, what gasoline can I put in this vehicle to make it move to get the result faster? So then I'm going to come and I'm going to ask from a coaching standpoint, okay? So D is my coach, okay? What is a coach? A coach is somebody, let's put it in athletic terms. A coach is somebody who assesses talent, says, are you good or are you not good? Do you have a skill set? Do you not have a skill set? Now, what talent do you need to have in order? I've not really ever taught this before. So this is all brand new for you guys. What talent do you have to have in order to be a great coach, a great strategist, a great consultant that makes a lot of money, the three W's, you have to have woo, okay? You have to have woo. In other words, you have to have some kind of magnetism around you. Okay? So you're wooing people to you. You have to be not attractive as in good looking, but you have to have a good personality, good, charismatic. You have to have something that attracts people to you. Second thing is you have to have wow. Ok? What is wow? Wow is a person process, okay? It's a process that you put people through that gets results. Okay? And then number three, you have to have win. Now what is win? Win is your ability to motivate someone to get the result that your process is designed to gain them. Does that make sense? Okay, so let's put it in cooking, okay? So until you're a cook, okay, if you have wow, okay, well, this person could be a good chef. Okay? No, I'm sorry. Woo. This person can be a good chef. You have wow. Okay, here's my process to cook, okay? And win is your ability then to push them to the point where they get a win using the process you gave them. Does that make sense? So you're looking at that talent. So a good coach looks at the audience and says, hmm, you have woo. Wow. When I think I could help you get a result. Make sense? So they assess the talent. Number two, they create a game plan, okay? A game plan for that talent to move them from woo to win. Does that make sense? They create a game plan. Third thing they do with them is they rehearse it, they practice it, they go over it, they discuss it, okay? They develop it. Then what do they do? They put them in the game. So now we're going to execute it. They make in course corrections, okay? So as the game goes, they hold them accountable and they're with them long term from preseason to the playoffs. Does that make sense? That's what a coach is. So a coach, as a business owner, you're all business owners, you're looking at your potential client and saying, okay, hold on a second. If I'm going to get them a result, 10,000 bucks. And the vehicle that I'm going to use, okay, is my coaching business, okay, or whatever it is you're selling my product, what gasoline am I going to put in that to get them a result? Am I going to put a coach, a strategist or a consultant? Which one am I going to use? Well, coaching, Coaching now watch how this works. Coaching is the fuel that I use to move the car down the field. I am a terrible coach. I get bored with coaching. But what I know is in order to get somebody the result that they want, they need coaching. They don't need just strategy. So what is strategy? Strategy is the ability to create a 35,000 foot view over something. To be able to create flexible principles that can be applied regardless of the industry, that if somebody applies it, they will get a win. That's what a strategist is. Flexible principles. What does that mean? That means I can teach a strategy and as a cook, she can use it. Okay, as an author, you can use it. As a therapist, you can use it. As a consultant, you can use it. As a marketer, you can use it. See, this is what strategy is. Tony Robbins is a great strategist. Russell Brunson is a great strategy. Strategists are people that create these flexible principles. So if I'm going to try to get somebody a $10,000 result and my program is going to sell them something, I need to ask myself the question, well, do I need to fill that gas tank up with strategy? Is that what they need to get on the result? Okay. Or is it consulting? Consulting is the ability to come in and assess reality. What's really going on. Put it in an assessment report, give them a set of prescriptions for change, give them a timeline to implement the prescriptions, hold them accountable, and they're in and out in a short amount of time. Do I need to put consulting in there? Okay, so when you're looking at getting a result high ticket out of everybody that I've coached, these are the three buckets. Now there's other buckets that I'm going to show you in a minute, but these are the three biggies. So chances are if you're going to create a six or seven figure business and you're going to create it quickly, you need to be a consultant, a strategist, or a coach. Does this make sense? Now watch how this works. The fourth bucket is teaching. So just write this down. I'm not gonna go to the board. It's teaching. Okay, yeah, sure, it's teaching. A teacher has got the ability to take complex things and make them simple. Okay, But I've never heard of a seven figure teacher. Maybe. And there may be a few of them, but I don't think if I went out there and said, hey guys, I want you to pay me $100,000 and I'm going to help you Be a teacher. You guys would think I was asu, right? That was another funny joke that nobody got. Okay, okay, Right. But I've never heard of a seven figure teacher. There probably are, but I've not really ever heard of them. So what I have to do is I have to take that and I have to marry it to one of these. So I say, let's say that I have the gift of teaching, okay? Teaching is going to put gas in the car, but it's probably not going to get somebody a result. So then what I'm going to say is, I'm going to say, okay, I want to use my gift of teaching, but I know it's not going to get the result that I want. So then what I have to do is I have to partner it with a coach, a strategy, or a consultant. So for me, I'm a strategist. Okay? I'm a strategist. All my stuff is strategy. But I'm also a teacher. So I take strategist and I take part teaching and I marry those two bad boys together. But what I know about these two strategists don't make a ton of money until they get really good and really well known because they make money speaking on stages, they make money writing books, etc. Teachers don't make a lot of money either. But if I'm good with a strategist and I'm good with teaching, I marry those two things and we birth a little coaching Betty, right? And so I'm a coach, I offer coaching, and I'm not a coach. Does it make sense? What am I? I'm a teacher and I'm a strategist that sells a coaching program. Does that make sense? So, so if you are, you got, you got to think through this. These are the three things that make money, okay? These things are the three things that make money. The fifth one, so fourth one is teacher. Fifth one is a mentor. A mentor. This is somebody who cares more about the individual than they do the organization. This person says if the individual is healthy, the organization will be by default healthy. So the individual being the leader, so he cares about his actual health, he cares about his relational health, he cares about his mental health, he cares about his financial health, he cares about his business health, he cares about the health. And a mentor will coach that person, mentor that person, love on that person. It's all about the person and has a carryover effect, right? I don't know any seven figure mentors. So what does a mentor do? A mentor comes and Says, okay, I got to grab one of these. Okay, I got to grab one of these. So let's say I grab consulting. Okay, grab consulting. And so mentor then says, okay, I'm a really good mentor, but I can't just sell mentorship. Nobody wants that. So what I'm going to do is I'm going to be a consultant, okay? I'm going to go into an organization, work with strategy, and as I rub shoulders with my ideal client, then I'm going to tell them I want to mentor them and sell them into my mentorship program. Does that make sense? But I can't get in the door that way. I get in the door and I make my money consulting. Are you with me? So the sixth one. Okay. Is implementer. Implementer. An implementer is someone who trades a talent for money. So if I'm a plumber, I have a talent of plumbing. I trade my talent of plumbing for money. If I'm a mechanic, I trade my ability to mechanic for money. If I'm a copywriter or if I'm a Facebook ad person, or if I'm a funnel builder or if I'm a website designer or if I'm a hairstylist or. Or a masseuse or whatever, I trade it, okay? I trade it. But once again, if it's just me, I'm not sure I'm going to make a ton of money. So I got to come in, I got to come look and say, okay, what you want to do? Sold in the stress. Okay, great. Well, I'm going to come over. I'm going to grab this one. You can grab any of them. I'm going to grab this one. Okay? What I'm going to do is I'm going to take my ability to write copy as a. Then I'm going to marry it with coaching. And now I'm going to coach other people how to write copy. That make sense. Or I'm going to take my ability to massage, and then I'm going to coach other people how to massage. That makes sense. Or what I'm going to do is I'm going to find my consulting hat or my strategy hat or whatever, and then what I'm going to do is I'm going to implement this. I'm going to marry it with one of those. I'm going to create a whole bunch of people on my team, and then we're going to create an agency. Does that make sense? An agency? So when you're thinking about high ticket, those of you guys who are watching me Online, when you're thinking about high ticket, these are the three buckets right here you want to focus on. Am I a consultant? Am I a strategist? Am I a coach? Why? Because this is where the money is. Okay? The other ones, the teacher, the mentor and the implementer are, those are good skill sets to have that you normally can get paid paid on, but if you don't marry them with something else, you're probably going to have a six figure business, not a seven figure business. Does that make sense? Because if you charge, you know, $2,500 a month to do Facebook ads for people, but it's just you, and you can get four, five, six clients, and you may make $150,000, but you're going to be working your tail off. But if you marry that skill set with a coaching program or strategy program, right? So now what you're doing is you're a great Facebook ads person, but you're teaching strategy to people on how they can, you know, 10x their ROI, or ROAs as they call it. Okay, then, boy, now you got a big program, okay? So you want to think about, like, which one am I going to marry it in? Does that make sense? Okay, so grab a seat. Somebody keep me accountable on time. What time is it? Five. What? So we get 20 minutes? We got 20 minutes. Okay, so does this make sense? So those are the six ways to get paid. So real quick, those of you in the chat room, let me know. And Akilah, if you can communicate with me in the chat room, this would be great. Which one would you say you are? A coach. Consultant. I'll read them up here. Coach, consultant. Strategist. Teacher, mentor, implementer. Which one are you? Somebody. Go ahead. Coach. Okay, which one are you? Teacher, implementer. Which one are you? Coach. Coach. Which one are you? Strategist. Mentor. Mentor. Mentor and strategist. Mentor and strategist. Strategist and teacher. Okay. Consultant and strategist. Consultant. Strategist. Strategist. Okay. Kayla, are you online? Are you? I'm a strategist. Strategist. And what are people online saying? We have Magnum or consultant. Consultant. Michael's a consultant. Consultant. Carlos says he has many traits, but he thinks he's a strategist and coach maybe. Okay, okay. Husband is a coach, strategist, and an implementer. Okay. Amani is a coach. Strategist. Nicole is a consultant and strategist. And then now Carl's the same as an implementer for sure. Okay, so, so what we gotta, we gotta, we gotta figure out here Is is we're trying to build a seven figure business. How high ticket? Not a six figure business, low ticket. Does that make sense? So there's a mindset shift that you have to have. Okay, now in the next session after we come back from break, we're going to talk about six elements of a group coaching program. You can create a group program and not be a coach. But what I want you to see here is when you get paid with these little guys here, when you get paid, there's some ways to do it, okay? There's some way. Get over there. There's some ways to do it, okay? So number one, you're going to get paid one to one, okay? This is where you work one on one with somebody to get whatever result they want. Second way is one to many. One to many is going to allow you to come here and charge about 60% of what you would charge one to one. Okay? What you would charge one to one. Okay? One to many. Then you have this one here, which is one to masses. Now watch this one to masses. Okay? This is somewhere between 10 and 20% of what you would charge high ticket. Then you have what's called one to strangers. Okay? One to strangers is not a lot of money. This is somewhere between $0 and probably $197. Okay, I'm going to show you this process. So using these six programs, coach, consultant, strategy, teacher, mentor, implementer, you need to decide, do I want to work one to one, one to many, one to mass, one to strangers. Okay. Well, what I want to show you is, is in this. What I want to show you is it doesn't really matter. Why is this not going down? So I guess it doesn't go any smaller than 60 something percent. Okay. What I want to show you is it doesn't really matter if you offer value. Right now there's three types of value that you can offer. Okay? The first type of value is what we call inspirational value. Inspirational value is when you give somebody something that moves them and motivates them to take action, right? You watch podcasts typically for inspirational value, right? We listen to Gary Vee for inspirational value. He inspires us, moves us to take action so we have inspirational value. The second one is what we call informational value. Informational value is when I give you strategy, I give you technique, I give you tools, resources, something to think about, something that actually helps you get information that you can apply and get a result. Okay? Which is great. So you have inspirational, you have informational. But this is the most powerful one. And it's transformational. What kind of value can I give people that transforms what it is that they're doing now? What kind of transformation am I looking at? Okay. What kind of transformation am I looking at? What kind of transformation am I looking at? Okay, well, there's three, ok? There's three buckets, okay? What I'm trying to do is I'm trying to transform health, wealth and relationship, okay? I want to make a positive difference in health, wealth and relationship. Health could be body, could be mind, could be soul, could be spirit. Wealth could be wealth as in money, quick money, long term money, okay? It's the accumulation of. And then relationships could be anything from job relationships to parental relationships to significant other relationships or relationship with oneself. Does that make sense? You want to be able to make a transformation in one of those three areas. When you can transform more than one of those areas with a singular product and a singular action, your value increases. Does this make sense? Okay, now, if all I do is give you inspirational value, how much money are you going to pay me, huh? Little, maybe none, right? If I give you informational value, how much money are you going to pay me? Little, maybe none. But if I give you transformational value that helps you get results in the three buckets of life that you believe matter. Health, wealth and relationship, how much money are you willing to pay me? A lot. A lot. If I can tie these together and transform multitudes of these, you pay more. So what we're going to do in a break is we're going to understand our true value because this is really where it's at, okay? You have to understand your true value because some of you guys are doing a really good job. But you don't understand. You don't understand your true value. So let's talk about this and how much time I got left before break. So I got 14 minutes, okay? So hang in there with me for 14 minutes and we're going to help you figure out your true value, okay? And what I'm going to do is I'm going to take that whiteboard off so it doesn't mess up our cameras. There we go. And then I'm going to put a picture on there that's guaranteed to mess up the cameras, okay? All right, so here we go. Let's talk about your true value. Okay? So what kind of value is most profitable? Inspirational, informational, transformational, transformational value. Do you have the ability to bring transformation to somebody? Okay? How do you know that you've achieved that? The number one characteristic that you can create that increases value is measurability. Measurability. You have got to be able to create something that can be measured. If what you're offering cannot be measured, then you don't know whether you're bringing transformation to someone or not. That makes sense. You may be bringing massive transformation, but if you can't measure it, you don't know if it's happening or not. But the other thing too is if you can't measure it, you can't value it, therefore you don't know what to charge. Does that make sense? So you want your transformational value as you guys are putting your businesses together. Figuring out whether I want to be a coach, consultant, strategy teacher, mentor, implementer. I want to figure out whether I want to work one to one, one of many, one to mass, one to strangers. Want to figure out whether I'm going to do inspirational, informational or transformational value. Want to figure out whether I'm going to help with health, wealth and relationship. The question is, can you measure it? Can you measure it? Because if I can't measure it, then I can't put a dollar amount to it or can't put a value to it. If I can't put a dollar amount of value to it, then I don't know what to charge. Therefore I can't charge a lot of money because I don't know if I can help somebody. Does that make sense? So you got a. Am I going there? Okay, so we talk about understanding your true value. The first one is, is you have to go through that process and ask yourself, what am I? Strategist, teacher, mentor, implementer, coach, Am I, do I want to work one to one, one to many, one to masses, one to strangers? Am I inspirational, informational, transformational? Am I in health, wealth or relationship? And can I measure my outcome? If you can, maybe I can get you a seven figure business quickly. But you have to be able to do that. Okay? All of those things combined, when you marry those things, it creates a payoff, Right? That people pay for. Right. And the way you price that payoff is based upon 10 to 20% of the value, the transformational value you believe you can create. Are you with me? So if we say that we can create a $10,000 business for somebody and we figured out that we're going to use the vehicle of, you know, coaching, but we're going to fuel that bad boy with strategy, okay? And we're going to work one to one and we're going to make give informational and transformational Value. And at the end of the day, he's going to be able to put 10 grand in his pocket. How much can I charge for that? No. How much can I charge for that? No, he's going to put $10,000 in his pocket. How much can I charge for that? 1,000 to $2,000. 10%. 10 to 20% of the payoff. Does that make sense? So, because I can measure it, I can do. I can work backwards. I can do a formula, and I know that I can charge 1 to 2000 for that. Does that make sense? So now let's do the math. What if I can help somebody create a 10, $10,000 product, but I can also help them sell 10 of those, and I can help them put $100,000 in his pocket in the next year? How much can I charge him? 10 to 20. Why? Because it's measurable, so I know what to price. Does that make sense? Okay, are you with me now? What if I can help him do that? But I don't have to work with him one to one Now I can figure out how to work with him one to many. Okay? I can work with him one to many. And because I want to work with more people and I want to work with him directly less, how much can I charge him? 60% of that, which would be $6,000, right? Or 6 to 12,000 bucks. Okay, is that particular? So then I know I can charge 6 to 12,000, but at that price point and that payoff, I should be able to work with 24 people as opposed to one person. So at the end of the day, am I putting more money or less money in my pocket? I'm putting more money in my pocket even though I'm charging less for the product. Does that make sense? Okay. Did I just lose you guys or did it make sense? Okay, So I know this is all foundational. I know it's. You're like, okay, Jay, give me some stuff I didn't know. But this is. Honestly, this is where it's at. So you need to understand your value. Number one, you need to understand that you're worthy. You are enough, okay? You're worthy. You are enough. And I can prove it to you. Because people have already paid you more money than you're probably ever going to charge for your programs, okay? If you've never made more than $25,000 in your life, you probably shouldn't be charging $100,000 for coaching, okay? But people have already paid you more than you're ever going to charge. So you are valuable, you are worthy. Okay? Number two, your value is increased when you understand what role you play. Are you a coach, consultant, strategist, teacher, mentor, implementer? I am a teacher strategist. That happens to sell coaching. Okay? I know that I want to work with one to many. I don't do a ton of one to one. I do some, but I like to work one to many, okay? I know that I can help people create six and seven figure businesses. Therefore my coaching is somewhere between 10,000 and and $40,000. Okay? Depending on which one we're rolling out and what type of payoff we believe that we can get somebody for that. We have tons of social proof, tons of social proof. And so it's easier for me to sell it. Does that make sense? So because of that, I know that I'm valuable, therefore I charge the amount of money that I do and I get the results that we do. We have a good business. Does that make sense to you? Okay, at the beginning of the day, let's see how good you get. Note takers we are. At the beginning of the day, I said there were five basic pillars we were working through. What was pillar number one? Remember the five pillars? Say it again. You got to elevate yourself as an expert. Number two, audience. It's create an audience. Logical steps. You have to. Logical, linear steps to get a payoff, get results and gain social proof. Right? Okay, so when we come back from a break, what we're going to do is we're going to jump right into creating an offer. And when you go, when you guys leave tonight at 9, okay, you should have an offer done. You should be ready to go with an offer. Okay? I know it's crazy. And then we're going to spend the next three days building it as a business and selling it. Okay? But I'm going to show you guys how to do this in quickly. But you have to check off box number one. Okay? And I think I help you do this in session four, I'm going to show you how to guarantee you're an expert. But tonight you have to just sort of self declare yourself as an expert. Okay? So here's what, here's what we're going to do. How much time do we have left? You have six minutes. I want you to spend the next six minutes. If you guys are at home, don't go anywhere. If you guys are home, I want you to stay focused for me. If you guys are here, stay in your seats and don't talk. Just work among yourself. I Want you to take the next five minutes, and I want you to do nothing, but I want you to write something to yourself, proving to yourself that you are an expert and you do have value and you are valuable. And I want you to use. You can use these, what I put on the screen, if you would like. You can use that if you want. If you need something, you can say, I am. Here's what I want to do. Here's the value that I'm going to bring. Here's what bucket I want to. Want to go in. You can do that if you want to, or you can be a little bit more inspirational, and you can just talk yourself into being an expert. But I want you to prove to yourself that you have value. Okay? So take four minutes. I think we're down to four minutes now. Take the next four minutes, if you don't mind, and then just spend some time proving to yourself that you have value. When we come back from a break in an hour, we're going to jump in and we're going to build you an offer. Okay? Hey, we. Put the big screen screen on for me. I want to see what this looks like. Can you show it to me? Well, I can't because you're. Can you put the whole screen on? No. Well, you just got to move it down. No, that's right here. See, this is what the click of this. Go. Click clip by. But you can't see a screen. You only see that, so. Oh, you can't see that red at all. You can't see that red at all. Okay, that's good to know. Did my pen go over there? Tell me if you can see this crystal. Well, I. I erased something. I haven't put anything on. Hang on. Sa it la for me. Sa way for me. Way for me. Way from me. Wait for me. Sa sam. Sa Sa Ram Sam It Ra. Ram. Wait. Ram Sam. Ram Ram. Sa. Sa. Sa Sam. Sa Sam. Sa Sa Ra it it. Sa Check 1, 2. Check. Check. 1, 2. There we go. Good. All right. Here we go, guys. Y' all ready? Oh, thanks for matching my energy. I really appreciate that. Wow. How are you guys? Welcome, welcome, welcome. Akilah, if you can kill that music, it'd be great. I'm the only one dancing today as well. Water. All right, guys. So, hey, let's go. This is session number two of high ticket mastery. So glad that you guys are here. Welcome back from your break. Hope you guys spent some time figuring out your value. So tonight, this is sort of like the fundamentals, right? This is where we put all the foundational blocks in and then we're going to be building our house upon this over the next several days. So what I want to do today though is I'm taking something out of order. The reason is, is because normally I don't do the offer until we've built a couple other things, but I've got ADD and I get bored really easily. And so I like always want to see the end result first. So what I thought I would do tonight is I would switch up the order a little bit and we're just going to jump right into the offer. We're just going to jump right into it. We're going to go back and fill in a bunch of gaps over the next couple of days. But if I was you and I was sitting in a seminar like this, you know what I would want is I just want to sort of know where I'm going, right? I want to know what the end game is and etc. Etc. And so we're just going to jump. We're literally just going to jump right into it. So here's what we're going to cover in session number two. Now, session number two is creating your high, high ticket offer. Okay? Creating your high ticket offer. And what we're going to do in just a minute is we're going to go over six elements of a group coaching program. Because as I told you earlier, most of you, in order to scale from where you are to where you want to go, you're going to end up having some kind of group coaching. Now, you may not have it at first first, but you're ultimately going to get that. You say, well, wait a second, Chad, I'm not a coach and I'm going to just tell you, well, I'm not either, but yet I still sell coaching programs. The reason is, is because when it comes time for selling high ticket, okay, as a consultant, as a strategist, as a teacher, nothing gets you to where you want to go faster than coaching. Why is that? The reason is, is because in our society we have trained ourselves so many times that we can go faster with a guide. Okay, think about this. How many of you around town use GPS on your phone? I've lived in Phoenix for, since 1993. I know this town like the back of my hand. Before Siri, before gps, I never used it. I could get anywhere I wanted to go relatively easy, okay? Easily. I've been in this town forever and now I don't go anywhere without asking Siri which way to go. Why? Because even though I know how to get there, I'm looking for a few things. Like when I'll go from North Scottsdale to here, I'm like, I wonder if there's a faster way. So, hey, Siri, bring me home the fastest route, right? And it's amazing the different ways that she'll tell you to go. Our society, because of gps, because of technology, because of websites, because of done for you, how to that type of thing. Oh my gosh, we have created a dependency upon a guide, okay? Went to Karchner Caverns, okay? Carstair Caverns, you have a guide, you go white water rafting, there's a guide, you go to some advanced trails, there's guides, right? You go to a big city, you can buy a tour guide or tour bus, right? We love guides. And so what's happened in our society, we've become accustomed to it. So for us, if we want to go further, faster, for so many of us, we believe that if we have a guide to get us there, that person can get us there faster. Now I want to give you a principle that is going to just sort of percolate, hover, so to speak, over the environment of all of this. And here is this. Do not ever, ever work with someone who cannot get a result without you. Make sense. You only want to work with people who've got the talent, the skill set and the ability to get a result without you. All you do is, is you get them there further and faster. You save them time, energy, headache. The reason is, is because if you work with somebody who does not have the talent or the skill set or the ability to get where they want to go without you, and you get them there. It was all their idea. But if you don't, it's all your fault. And what you do is you end up creating negative codependency upon somebody. And you don't want that. Nobody needs code. I mean, come on, we know how codependent relationships are, right? They are no fun, right? And that's what you build when you work with people who can't get results without you. So first and foremost we want to talk about who do we want to work with? Well, the person that we want to work with, okay, our perfect client, so to speak, is someone who has the woo wow win ability. And all you do is get them there faster and ultimately more efficient and more affordable, right? So you're looking for the woo wow win. So let's talk a little bit about our perfect client, okay? Because clients are the people who are going to pay us. But just because somebody has the financial means to afford us doesn't mean that we necessarily want to work with them. How many of you guys, if you guys are back from your break, what I want is before we get into this section, I want to know, like, what were your breakthroughs? Okay. What were your aha moments? What was that one thing that you're like, whoa, I really enjoyed that. I really, really, really, really like that. Okay, what was that one thing? Kris, here's what we're going to do. I'm going to have you take this camera right here, this one here, and I want you to turn it just to these two rows. I'm going to bring my microphone over so people can hear me. Okay. And what we're going to do in just a minute is I'm going to let you guys talk about like an aha moment or a breakthrough or just one little nugget that you're like, okay, I really, I like that. Or maybe I didn't know that before, but this was whatever, whatever it is. Ok. And so we're going to see if we can get a little crowd in our action here. And we don't have the overhead mic plugged in, so we'll use this mic right here and we'll see. We'll see what we got. So we're going to come over here. We're going to go ahead and start with Ross. If you want to click that over. We're going to go ahead and start with Ross. So, Ross, I'm sorry to get so close, but you need to be able to use my microphone here. What was an aha moment or breakthrough moment or. Well, I like that. So to sell the result. Yeah. Not the process. Right. You know, I think that's huge. And I think it's, it's too easy. Even if we know that it's so easy just to talk about the process and result because that's kind of what's natural. Right? I love that. Okay, so if you guys are online, tell me, tell me what was an aha moment. And Akilah, when you got one, let me know. Okay? All right. Molly. Mine was coach, consultant, strategist. Coach, consultant, strategist. Which one were you? So I was a strategist, but also I feel like I'm the coach and the consultant. You're sort of merging them. Right. And I really liked which tool you bring out of the toolbox when with the helper. Yeah. The teacher teaching. I really love that. I love that. Awesome. Ross. Yeah. Mine was the same thing. The six ways to get paid. Okay. Okay. And at first I said I was thinking that I was a strategist and a teacher, but now that I'm thinking about it more like I just have been thinking about it, and I feel like I'm the strategist and the implementer. Okay, I love that. Let's go here. Let's come to Brian. Brian Schreiner. What's up, Brian? Hey. Doing good. You know, as he said, sell the process or don't sell the process. Sell the end result, sell the payoff. Yeah. Because, you know, everyone tell you the journey, you know, what we're gonna do for them, and they don't really care. They just want the end result. Right. And if that can save them time and generate revenue at the same time, it's a win. Win. Have you ever gone to get your car fixed and, you know, let's say that your alternator wasn't working, and you go in there and you're like, dude, my alternator's not working. And they give you this huge bid, and then they go fix the alternator, and you come back and what's the first question you ask them? Can you tell me step by step of exactly how you change my alternator? No. And then when they start in that, like. Like, they. I don't know if you guys have ever done that. They'll get into that. Well, you know, I had to get in here to this little. Little flux capacitor and tank dance. I'm like, dude, I don't care. Honestly, I don't care. What do I care about? I cared that my alternator got fixed. Right. And that's the thing. At the end of the day, they don't care about those steps. They care about, is my alternator fixed. So I love it. Melinda, when you got up on the chair and you said that you get elevated as an expert. Yeah. With a high ticket, it elevates you, and everything goes up. You have to come. And it was, like, so simple, but yet, I don't know, you just don't think of it like that. You got up on the chair and you're like, look, everything is elevated. Yeah. I love it. So you have to come to a Cavoo event when we start breaking boards and start dancing and getting up on our chairs, and we'll get you motivated, inspired. We'll have a little fun with that. Renee. That it's way more advantageous to work with high ticket clients because you don't want all the headaches and not only that, they won't do it. Right? Yeah. You don't want that. Sorry to get so close, but they need. No, you're good. I'm not that big. Yeah. Asunta. Just realizing that someone has already invested $60,000 or more a year in me. And so if someone else has done it, then obviously I can charge for it because I'm valuable and I am worth it. What I forgot to mention is these people are actually getting you for pennies on the dollar. You think about it, you know, if you. If, you know, I've been paid at J O B, I've been paid $200,000 a year before. So somebody hires me for 25,000, they're getting me for like 10%, so they're getting me for pennies on the dollar. So it's a mindset shift when we go sell high ticket, it's a mindset shift that says I can do it for you for only this huge shift. What you got? So I got Sonia, okay. And she says, defining if I'm a coach, consultant, or strategist, okay? And then you have Magda, she says the measurability of the results. And then Mattea is definitely. You're selling the status. Yeah, Selling the status. That's the only three that's coming. Yeah. Okay. Awesome. That's okay. Nothing wrong with that. So, guys, as you can see, okay, all of you guys got some kind of payoff, some kind of aha. Some kind of whatever, right? Now, here's the nice thing. Every one of you have the ability to teach and communicate something to an audience where they can get some kind of aha. Some kind of breakthrough as well. Every one of you can. And so what I want to do is I just want to make sure that as we get into this, you guys are working with the right people. So let's come up here and. And let's talk about. Let's talk about the right people who are the right people, okay? Now if you put this here. Let me do this. Let me get a little bigger so our crowd can see this. Okay? Right. So if you get. If you get. Oh, look at that. See what it did? Do you guys see how talented I am? Can you draw a square or a rectangle of that? It's perfect. See, when you start selling high ticket items, you too. Okay. I didn't even know it did that. That was pretty cool. Whoa. You can't see the square line. Yeah. You say you're not fancy online, stupid. Yeah. Okay, so here we go. So let's Talk about perfect clients, okay? So when it comes time for when it comes time for your clients trying to figure out, like, who you want to work with, okay? There's a few things. So the first thing is, is you want to be able to work with people who bring you energy, okay? Who bring you energy. So you need to sort of like, these people, okay? When I talk with people, like, when I first got into coaching, I was working with people who just sort of drugged me down, and I'm like, oh, dear God. And I'd call my sister. I'm like, can you just make some kind of excuse up for why I can't do that coaching call this week? Like, it was so terrible. Now I don't have to do that anymore. Now I get to work with people that I want to talk with, and I get to talk with. Except for Rosalind. That's a whole other story. But these people should bring you energy. Now, the second thing is these people should be able to bring you significance. Now I want to show you this, okay? Come on. Now that thing is aggravating me. Significance? Is that how you spell that? Okay, they need an auto spell check on this thing. Significance, okay? So here's the thing. When you work with people and you can make an impact with them, okay? Then your significance is elevated. So there's three things that we're looking for, okay? So with significance, you want to be able to make income, right? So you want people who can afford you income. Second thing you want is you want impact, okay? These are people that if you can get them some kind of result, then good things are going to happen. And then the third one is influence, okay? You want your influence to be expanded. So in other words, you want these people to have or to be able to create some kind of following. So when you work with them and you help them, you're not just helping them, but you're helping a multitude of people, right? And that's where the significance comes from. I get a lot of significance that now, over the last three and a half years, we've been able to work with well over 3,000 people in 54 countries, six continents of the world. Come on, Antarctica. We can pull through. Got to get a penguin on board. Okay? Okay. But we've been able to help a ton of people. Okay? How many of you guys saw that, Saw that Tony Robbins thing? Like, we had all those people, right? So we built a funnel for that, okay? And in a weird way, it just makes me feel good that we did something for Tony. We've done it for Russell. We built 13 funnels for ClickFunnels and Russell Brunson. It just makes me feel significant when we do that. Okay. Dan Henry. We built the funnels for his. For three of his two comma club awards. He's helped thousands and thousands of people. And so we've been able to work with tons of nonprofits, raised thousands of dollars, almost a million dollars now for single moms and nonprofits through our design academy. Just all kinds of things, right? There's all kinds of things that I have income, impact, and influence on. Well, when I'm working with the right client, it's going to bring me those three things, okay? So I need to be able to have energy. I need to be able to find the significance. But then here's another one, okay? I need to be able to get these people results, okay? So I want to work with people that I can get some kind of result for. Okay? And so if I can't get these people a result, then what's the point of working with them? Okay? There are some people that, when you look for the woo, wow, win. There's just some people that don't have it. Okay? Quite honestly, you've got to be. I don't know any other way to say this. You have to be courageous and ballsy enough to say no, because there are just some people that you can't get them a result. You just can't. And it's robbery to be able to take their money knowing you can't get them a result. Okay? So don't do it. Okay? Don't do it. So when I look for clients, when I look for perfect clients, I'm like, okay, which clients bring me energy? Okay, which clients? When I work with them, I get jacked up about, okay, I get jacked up about which clients can I find significance in? So in other words, can I make income impact and influence which ones? And then which clients now can I get. Can I get results for? Okay. When I've got that, then I'm like, okay, wow. Now I know that I've got the perfect client. The reason why the perfect client is important is because these are the easiest ones to sell. Okay? These are the easiest people to sell. If I know that these people can bring me energy, I'm going to be energized by them and they're going to be energized by me. Okay? Well, I know that's a good thing. I don't want to work with people who dread having to work with me. Like God, that's no fun. I mean, gosh. And you guys, weekly staff meeting, you're like, oh, God, that Chad, he's a drag. Like, that's not any fun. And I don't want to do it either. Right? And so the energy, though, there's another way to measure energy. A second way to measure energy, okay, is not just the give and take of an emotion or of a feeling, that type of thing, but an energy that says that motivates you to do more. Right? So in other words, when I give you homework or give you something to do, I want you guys to be able to say, dang, I can't wait to jump into this and dive into this, right? I just can't wait. And then another energy says, man, I can't wait to see what they did with that. Does that make sense? So the energy is positive when it goes. Time for high tickets. If you don't have the right kind of clientele, if you don't go find the right people, then what's going to happen is you may get some money, but it's going to be short term. Here's what the perfect client does for you, okay? When you have the perfect client, like when you find this person for your business, okay, you know them, here's what happens. So when they get energy, when there's energy, an energetic relationship that goes two ways, it moves. I'm going to use the word transcend because I don't know of another word to use here. You transcend relationship. Okay? Now what do I mean by that? Can you guys see what word comes up when I push that? It says win. Is it listening to me? Like, my woo. Wow. Win. That's. That's really weird. I've never seen that before. It hasn't been on there before, so. But it transcends relationships. So in other words, when there's an energy, you move out of client and more into a personal relationship. And that's fun. It's awesome. That's why I have you guys spend the night at my home. Okay? I was speaking with someone this week that wanted to know. They're like, chad, you're a single guy. Why do you need a house that big? You just gaudy. You just want attention. I'm like, no, I got energetic. Relationships I got to build, right? I want you here, I want you hanging out here. Why do I have you here in my studio as opposed to like a storefront? I'm trying to. I get energy when you guys come here, right? I get energy when my kids hang Out. And they love hanging out with your. You guys. And so what I'm trying to do is I'm trying to create a transcendent relationship, because I know that the perfect clients are the ones that pay me. So if I can have energy that transcends clients. Okay, now what do I mean by that? Clients. Here's what happens. So from here, then what they do is it creates a referral. Okay? It creates a. What's the word I'm looking for? A referral culture. Okay. Creates a referral culture. A culture that says, okay, I've got energy. It transcends a relationship. Now what's happening is, is now I have a. Oh, man, you guys should really think about working with. With Chad. Does that make sense? So you create some kind of referral culture, which is super awesome, okay? And then when you have a referral culture, then your conversions go way up, your marketing costs go way down. Okay? And then from when you get a referral culture, which is other people doing your marketing work, your marketing business, whatever it is that you. What you call it, then what you do is then you can have increased rates. Now, why can you have increased rates? Because you hit an elite status. That makes sense. And so this is what happens. This is why you want it. So when you have energy, it transcends relationships. Okay? And then when you have significance, it helps you create referral contact from your. From your results. And when you get this and you can have increased rates, why, because of the elite status. Are you with me on this? So this is why, when we get into the types of programs we're gonna go, it all starts with the clients. Like, you can have the best program in the world, but if you got crappy clients, it's not gonna matter. Okay? It's not gonna matter. Okay. Are you guys with me? Are you guys with me on this? Any of this helpful? You guys getting it? Okay, so what I'm going to do is I am going to. If I can remember how to do this, I am going to hit this little button right here, and I am going to post this here. So if you guys want this whiteboard later, you can have it. There we go. Perfect. Okay. You guys got it? You guys got it? Okay, so now let's. There's a way to clear this, and I can't remember how to do it. Oh, there's a way to clear this whiteboard, and I can't remember. Akilah, can you go outside and please relax that gate? Okay, thank you. All right, let's go with. There you go, okay, so now what I want to do is I want to jump into this next part which is six elements of a group coaching program. Okay? Six elements of a group coaching program. So if we have our perfect client, we're trying to get a result for our client. Does that make sense? We communicate that result in the form of a payoff. We sell the payoff, we don't sell the process. Right. But now let's get into the nitty gritty. Let's get into the process. Okay, what are six elements of a group coaching program? Here's how this is going to work. Okay, so the way it starts is over here. You're going to start with one on one. Okay. You're going to start with a one to one. Okay. This is when you're first starting out. You're going to start with a one to one relationship. It's very difficult to kick off with a group. We don't sell the process. Right. But now let's get into the nitty gritty. Let's get into the process. Okay, what are six elements of a group coaching program? Here's how this is going to work. Okay, so the way it starts is over here. You're going to start with one on one, okay. You're going to start with a one to one, okay. This is when you're first coaching program, okay. Because you don't have a ton of people, you don't have anybody. So it's hard to go kick off with a group coaching program without having clients. And so what we do is we use one on one. So there's five processes. If I can do this here, there's five processes that were. Can I type that? Starting out, you're going to start with a one to one relationship. It's very difficult to kick off with a group coaching program, okay. Because you don't have a ton of people, you don't have anybody. So it's hard to go kick off with a group coaching program. We don't have any clients and so what we do is we use one on one. So there's five processes. If I can do this here. No, there's five processes that are five structures that go like this. Alpha, beta, launch, scale, automate. Okay, so this is alpha. This is beta. There's five processes that were. Can I type that? No, there's five processes that are five. This is launch, this is scale. Structures that go like this. Alpha, beta, launch, scale, automate. Okay, so this is automate. So this is the process that our business goes in and it's best if it starts right here, okay? If you're creating a coaching process program or consulting program or strategy type program, okay, so here's what it works. Okay, so alpha. The gist of it is that, okay, this is alpha, this is beta, this is launch, this is scale. I am going to create some kind, this is automate. So this is the process that our business goes in and it's best if it starts right here. Okay, if you're of idea, I'm going to come up with an idea. Oh, I have an idea. I want to help people start businesses. Oh, I have an idea. I want to help people use Facebook ads to get more money. Oh, I have an idea. Whatever, whatever your idea is, everything starts with, with an idea. Creating a coaching program or consulting program or strategy type program. Okay, so here's what it works. Okay. Oh, I have an idea. I want to help people have great stay at home dates. So alpha, the gist of it is that, okay, I am going to create some kind of idea. I'm going to come up with an idea. I have an idea. I want to help people. Whatever, whatever your idea is, it starts with an idea. In this idea phase, in this alpha phase, so to speak, okay, this is where the goodies come, right? Because in this idea, you think of a payoff, right? Like, you think of like, what is it? What kind of result do I want to get start businesses? Oh, I have an idea. I want to help people use Facebook ads to get more money. Oh, I have an idea. Whatever, whatever your idea is, everything starts with an idea, okay? Oh, I have an idea. I want to help people have great stay at home dates. Whatever, whatever your idea is, it starts with an idea. In this idea phase, when I have an idea, then you think of like the platform. Okay, how do I want to deliver that? Do I want to deliver it as a coach, consultant, strategist, teacher, mentor or implementer? How do I, you know, how do I, how do I want to show up in this, you know, in this world right here? And in the end of the day, that's really all you need in the alpha state, in this alpha phase, so to speak. Okay, this is where the goodies come, right? Because in this idea, you think of a payoff. All you need is like, like, what do I want to do and what's the result if I get there, right? Like you think of like, what is it? What kind of result do I want to get? When I have an idea, then you think of like the platform. Okay, how do I then once you have the idea, you're going to come in here and you're going to move to beta, okay? You're going to move to beta. Now, beta is you want to deliver that. Do I want to deliver it as a coach, consultant, strategist, teacher, mentor, or best friend? Beta allows you to launch ugly. Beta allows you to launch with problems. Okay, so. Or implement or how do I, you know, how do I, how do I want to show up in this, you know, in this world right here? And in the end of the day, that's really all you need in the alpha state. What beta is. A beta allows you to, to introduce your platform and introduce your payoff and put it in the form of a program, okay? Put it in the form of a program, okay? And this program here, all you need is like, what do I want to do? And what's the result if I get there? This program that you're looking at right here is one that all you have to do is have the alpha figured out before it is done. So what do you need to sell a beta? Well, you need a program, you need the payoff, you need a process or what we call a pathway. Okay? So you need a program, you need a payoff, you need a pathway, and you're going to put that together in what's called a syllabus, okay? This is all you need. So you need a program of pathway, you need a program pathway, and you put it in the form of a syllabus. Now, what's a syllabus? A syllabus is a piece of paper that communicates your program. You go to college, you sign up for psych 101, okay? You go to every class, you do the homework, you get the result, and if you like it, then you can choose to pay the college, right? That's exactly how that works, right? In college, you get to go to class first, right? And see if you like the program and like the performance and liked everything. And if you liked it, then you get to pay them, right? How does that work? You pay them first, and then what do they give you in exchange for payment? It's a syllabus. They give you a syllabus. They give you a sheet of paper that says, for this 20 grand you gave me, here's what you're going to learn, right? Here's the name of your professor, here's when the class is, here's what time it is, here's where it is. That's all you get, right? That's all you get. In exchange, you give money well, this is what happens in beta. We're going to follow. Excuse me, apologize online. Excuse me, excuse me. We're going to follow the same path and all we're going to do is we're going to create a syllabus. That's it. We're going to create a syllabus that communicates a program, a path and a pathway. That's it. Okay? And then we have beta. Okay, this is better. Best done 101. It's best done 101. Okay? Because once you have a syllabus, you can go pitch it and sell it. You can even sell it for a lot of money if you want to. But because you're going to do it one on one, you're trading a little tiny time for dollars. People are a little bit more apt to pay you because of the amount of time you're going to spend with them. That make sense? Okay, so one on one, then once we get there, then we're going to move to launch. Okay, now what's launch? Launch is all you have to do to launch your program is you have to have. You need to have a. Not a perfected, but a more improved. That's what we're looking for. You have to have an improved program. Okay, so in other words, you learned what worked and what didn't work. Okay? You have to have an improved payoff, you have to have an improved pathway. But here's really what you have to have. You have to have social proof and a way for people to pay. Okay, so that's. So you have. So the launch right here, okay, you have to have it. You haven't have it. You have to have an improved payoff. You have to have an improved pathway. But here's really what you have to have. You have to have social proof and a way for people to pay. Okay, so that's. So you have. So the launch right here, you're going to come here. You have to have an improved program, you have to have improved payoff, improved pathway. Because we did our beta and now we learn from them. Now what we have to do is we have to have social proof. Where do we get the social proof? Who's our social proof? From the clients in our beta program. Social proof. And then we have to have a way where people pay us. Right here. Send me a check, wire me some money. Here's gonna come here. You have to have an improved program, you have to have improved payoff, improved pathway. Because we did our beta and now we learn from them. Now what we have to do Is we have to have social program. Where do we get the social proof? Who's our social proof? From the clients in our beta program. Social proof. And then we have to have a way for people to pay us right here. Send me a check, wire me some money. Here's a PayPal link, here's a Venmo link. Here's whatever. Okay, now here. Here. You got to be a little more sophisticated. Once you sell okay, once you sell several of these launch programs, then it's time to scale. Now, what we're going to do is we're going to take this program and we're going to throw some money behind it. PayPal link. Here's a Venmo link. Here's whatever. Okay, now here, here. You got to be a little more sophisticated. Once you sell okay, once you sell several of these launch programs, then it's time to scale. Now, what we're going to do is we're going to take this program and we're going to throw some money behind it. Okay, we're going to throw some money behind it, and what we're going to do now is we're going to scale. We're going to have money and we're going to have a team. Okay, we're going to have money and team, and now what we're going to try to do is we're going to try to expand this don't throw money at ads and don't throw money at team until you get to this level, okay? Figure out the program first. Do the hard work. Okay, we're going to throw some money behind it, and what we're going to do now is we're going to scale. We're going to have money and we're going to have a team. Okay, we're going to money a team. And now what we're going to try to do is we're going to try to expand this don't throw money at ads and don't throw money at team until you get to this level, okay? Figure out the program first. Do the hard work first. Come up with the idea, launch it in beta, Then improve it. Launch it. Sell a few. Take the money that you make now, scale it now. Put money in ads and put money in teams and scale it. Once you've sold a few more and you know that your scaling system is right. Now what you want to do is you want to automate the thing and you're going to automate it with webinars first. Come up with the idea, launch it in beta, okay? Then improve it, launch it, sell a few, take the money that you make now, scale it now. Put money in ads and put money in teams and scale it. Once you've sold a few more and you know that your scaling system is right now what you want to do is you want to automate the thing and you're going to automate it with webinars calls, what we call an enrollment coach, okay? And then ads to funnel, which lead you to a call or to an enrollment coach, okay? So this is the automate calls what we call an enrollment coach, okay? And then adds to funnel, which lead you to a call or to an enrollment coach, okay? So this is the automate, but you want to do that 24, 7, 365, right? You don't want people to. You don't want to do all the work after this, right? So you do all the work up to here. Bam. Once you get it here, you get a team. As soon as your team is proved that they can do the job, bam, you start throwing a ton of money at it. You go webinars calls, enrollment coach, and the way you lead. But you want to do that 24, 365, right? You don't want people to. You don't want to do all the work after this, right? So you do all the work up to here. Bam. Once you get it here, you get a team. As soon as your team is proved that they can do the job, bam. You start throwing a ton of money at it. You go webinars calls, enrollment coach, and the way you lead shifts a lot. This right here, Alpha beta, definitely need to be done one on one and probably even launch. You need to do one on one. Okay, so this is one on one. So let's talk a little bit about this. So one on one. Are you guys okay? You guys getting this? Am I giving you too much information? You sure shifts a lot. This right here, Alpha beta, definitely need to be done 101 and probably even launch. You need to do one on one. Okay, so this is one on one. So let's talk a little bit about this. So 101. Are you guys okay? You guys getting this? Am I giving you too much information? You sure? Too late. Do we need to take a break? Dee, we need to take a break. You're at New York time. I'm good. You good New Yorkers. You guys don't even start until 10 o'. Clock. You guys want to go to dinner? Too late. Do we need to take a break? Dee, we need to take a Break. You're at New York time. You good New Yorkers. You guys don't even start until 10 o'. Clock. Yeah, no, 11. You guys want to go to dinner at 11 tonight? Good God, wake me up. I'd have been asleep for two hours. Cleveland's on the same side. Yeah, Cleveland. Don't get me started by Cleveland. You got seven tonight. Good God, wake me up. But I've been asleep for two hours. Cleveland's on the same side. Yeah, Cleveland. Don't get me started by Cleveland. You guys want to go see the Indians lose tonight? Oh, sorry, is that too. You guys want to go see the Indians lose tonight? Oh, sorry. Is that too. That poor town. Well, at least you guys. You guys said LeBron James, so at least you won one. He went to LA. He's gone. @ least she got one championship out of it. One. Okay, so one to one, let's talk about what goes in this program. Okay, so we have to have six elements of a group program. We're going to start with the one on one in mind. Okay, so here they are. So number one, you're going to have a product or a payoff. So in other words, this is. You're getting this for your client. Okay, you're going to have to have a product. Okay, where'd my little square go? I need a nice, pretty little square right there. You know, this is like the worst thing to give a dude with add, right? Okay, so product or payoff? Okay, so in other words, you're going to help somebody create a product or you're going to help them get a result, like some kind of payoff. Okay, I'm going to help you make 10 grand or I'm going to help you build a coaching program, whatever it is. Okay, so what is the product payoff? Number two. Number two, There we go. Is pathway. Do you have a logical and linear pathway to get people from where they are to where they want to go? We're going to talk about this tomorrow. Third thing you need is you need access. Okay? You need to figure this out. Your program should have some kind of access. What happens when they get stuck? How do they get ahold of you? Do they get one on one? Do they which in our one on one program, they are. Do they get one on one? Do they get voxer assets? Do they get your phone number? Do they get to come hang out at your house? Do they get to spend a night at your house? How do they get access to you? Okay, number four, what are the teachings? Teaching and coaching. Okay, so what's the information, what's the information that you're going to give them that moves the ball down the field or that, excuse me, that broadens their horizon? Number five, what are the tools and resources? What are the tools and resources that you can give them that accelerates and expedites their payoff? Number six, community. What kind of community can you give them? Okay, so let's break these down one at a time. Okay, you guys with me now I'm going to. We're going to start with 101. Okay? We're going to start with 101. Okay? But let's go to product. Payoff. Okay, let's go to product and payoff. Okay, so product, okay, the product here needs to have a name, needs to have a description, needs to have an outcome. Okay? I know I'm going really fast. For those of you guys online, hang in there. Hopefully you guys got the notes and replay upgrade because you're going to want all this stuff, okay? And so if you, if you want it, I think there's a button in the email I sent you today. If not, you can just go to highticket.net htm, which stands for high ticket mastery, dash notes, replay, go on there. It's 99 bucks. You get all the, all the videos, plus you get the online course, plus you get all my notes and everything like that. You're going to want it because I'm going out here. Needs to have a name, needs to have a description, needs to have an outcome. Okay? I know I'm going really fast. For those of you guys online, hang in there. Hopefully you guys got the notes and replay upgrade because you're going to want all this stuff. Stuff, okay. Fast, giving you a ton of information. Okay? Some of you guys are used to these little challenges, these little five day challenges. It's not a challenge. Okay? We're throwing information at you tonight. We want to help you build a full blown business. Okay, so let's keep going. So product is a name, a description and outcome. Okay? Now really with the product, there's a few more things, okay? It has a price and it has a way to. And so if you want it, I think there's a button in the email I sent you today. If not, you can just go to high ticket, purchase it. Okay? So this is what you need in order to have a product. Even in the beta mode. Right here, even in beta, okay? Your program needs to have a name, a description, outcome, okay? So up here the payoff. If you're going for the payoff right here.nethtm which stands for high ticket, mastery-notes- replay. Go on there, it's 99 bucks. You get all the, all the videos, plus you get the online course, plus you get all my notes and everything like that. You're going to want it because I'm going. This needs to have a measurable result. Okay, so you're going to help them with a product, so they're going to create something with a name, description, outcome, price and purchase. Or you can help them get a measured result or you can help them do both. So your program, your coaching program starts with ask, giving a ton of information. Okay? Some of you guys are used to these little challenges, these little five day challenges. It's not a challenge. Okay, we're throwing information at you tonight. We want to help you build a full blown business. Okay? So let's keep going. So product is a name, a description and outcome. Okay? Now really with the product, there's a few more things. It has a price and it has a way to that. Okay, so what kind of product do you have? What kind of payoff do you have? We're going to let you guys break your businesses down tomorrow, but what do you have? Okay, now let's go to Pathway. Are you guys good on that? You guys got this? You understand this? Okay, let's get this out of the way here. So pathway, purchase it. Okay, so this is what you need in order to have a product. Even in the beta mode. Right here, even in beta. Okay, your program needs to have a name, a description and outcome. Okay, so up here, the payoff, if you're going for the payoff. Right here, okay, pathway. Okay, so the pathway looks like this. Oh, look at that, look at that. See that's pretty good right there. Impressing myself. Pathways says, what is the current reality of your client? This needs to have a measurable result. Okay, so you're going to help them with a product. So they're going to create something with a name, description, outcome, price and purchase. Or you can help them get a measured result or you can help them do both. So your program, your coaching program starts with. And then where do they want to go? Where do they want to go? So where are they and where do they want to go? So if they're broke and they want to put ten grand a month in their business, if they're, you know, have a fledgling business, but they really want a thriving business, if they got, you know, no traffic and they want a lot of traffic, like what is the current Reality and what is their hopeful desire? You got to figure that out. And then what you have to do is you have to come here and you have to create a logical and linear system to get them from where they are to where they want to go. In my business, it's called the pointer system. So I help people launch business that. Okay, so what kind of product do you have? What kind of payoff do you have? We're going to let you guys break your businesses down tomorrow, but what do you have? Okay, now let's go to Pathway. Are you guys good on that? You guys got this? You understand this? Okay, let's get this out of the way here. So Pathway businesses, right? So the current reality is they're stuck, they're overwhelmed, they don't know what to do first. All they have is idea, but they can't go much further than that. And then really what they want is they want a six or seven figure business. So I put together what's called the pointer system. Seven steps that if you do these seven logical steps from left to right, at the end of the day, you have a business. Okay, that's my system. Go up there. Okay. Pathway. Okay, so the pathway looks like this. It's called a process or a pathway. What is your pathway to get people from where they are to where they want to go? When you do your homework over the next couple days, I'm going to push you a lot on this process because these ultimately are the pillars to getting somebody successful. If you don't have these, if you don't know these, then you're going to be starting from scratch every time. It's going to be really hard. Access number three. Access. Okay. Oh, look at that, look at that. See, it's pretty good right there. I'm impressing myself. Pathway says, what is the correct current reality of your client? And then where do they want to go? Where do they want to go? So where are they and where do they want to go? So if they're broke and they want to put ten grand a month in their business, if they're, you know, have a fledgling business, but they really want a thriving business, if they got, you know, so access is interesting because there's all kinds of ways to get people. Okay, access. Right now we're going to do one on one. Okay. Access is when people get stuck, what happens? Okay, so in my business, people get access to me a lot. I give a little too much access, but I don't mind it. It's just what, what I do. So to me, for me, they get almost everybody in here, I think has my phone number, okay? Or they at least have a walkie talkie voxer access to me. Or they can get a hold of the Keela or they get a hold of Nancy. I mean, I'm a pretty easy guy to get a hold of, okay. My gatekeeper's pretty liberal, right? You know, it's pretty simple, okay? There are other people that you can't get a hold of them, okay? I'm pretty easy to find, okay? No traffic. And they want a lot of traffic. Like what is the current reality and what is their hopeful desire? But that's not the only way people have access to me. Not everybody wants that. Some people want figure that out. And then what you have to do is you have to come here and you have to create a logical and linear system to get them from where they are to where they want that. I find that people who need that kind of access to you all the time, they little codependent want to go. In my business, it's called the pointer system. So I help people launch business, okay? So I have access when they need it, they know they got it. But most people don't abuse it, okay? But they also get access to me on weekly calls. You know, I have every Thursday I do a Q and A call every Thursday. First Monday of every month is coming Monday, I'll have another one. I do a businesses, right? So the current reality is they're stuck, they're overwhelmed. They don't know what to do first. All they have is idea, but they can't go much further than that. And then really what they want is they want a six or seven figure business. So I put together what's called the pointer system, seven steps that if you do these seven logical steps from left to right, at the end of the day you have a business, okay? That's my 6 system, actually. A week from Monday, huh? Because this is 31st on Monday. Yeah. So a week from Monday I'll do a coaching session. Every Monday morning, I'll do a Monday morning mentor. So they know when and how to access me. But I thought about it, it's deliberate. So you need to think about like what kind of access do I want to give people to me? And what I would tell you is at the beginning, with one on one, give them a lot of access to you. That's called a process or a pathway. What is your pathway to get people make it easy for people to get a hold of you. The reason is, is because their access to you actually is for your benefit, not theirs, because they're going to help you go from where they are to where they want to go. When you do your homework over the next couple days, I'm going to push you a lot on this process because these ultimately are the pillars to getting somebody success. If you don't have these, if you don't know these, then you're going to be starting from scratch. Every time you create and design your program, your product, why? Because they have a need, you have a solution. They're going to contact you and every time they ask you a question, you write it down. Why? Why do you want to write it down? Other people have that same question. Okay. Every time they have a struggle, it's going to be really hard. Access number three. Access. Okay? Every time you teach something, they don't get it, you'll write it down. Okay. Why? So access is interesting because there's all kinds of ways to get people, okay, access. Right now we're going to do one on one. Okay? Access is when people get stuck so you can go back and get better. Okay. Every time you do something, and even if you think it's insignificant, but they get a result, you'll write it down because you're going to transfer. You're in the beta portion of your business, baby. You're in the figure out mode. That's all you're trying to do is figure it out, okay? And so you figure that out. So you want to give them a lot of access to you at the beginning. But what happens, okay, so in my business, people get. Because you want to learn from them, okay, you want to learn from them, because everybody else is going to be just like them. And then what? Access to me a lot. I give a little too much access, but I don't mind it. It's just what I do. So it's going to happen is throughout your process, you can get ahead of the curve. Okay? 12 people have asked me the same question. Okay, I'm going to answer before it's asked next time. Does that make sense? So you can get ahead of the curve. Okay. Fourth one, Teaching and coaching. Okay, Teaching and coaching. This ultimately is your. To me. For me, they get almost everybody in here, I think has my phone number. Okay. Or they at least have a walkie talkie box for access to me. Or they can get a whole pathway that you're going to teach. I really recommend that. Okay. Module one is this. Module two is this. Module three is this. Module four is this. Module five is this. Okay. This ultimate is your pathway that you teach. Later on, I'm going to show you the kilo they get a hold of, Nancy. I mean, I'm a pretty easy guy to get a hold of. Okay, how to break that down where you only have to do it once and then you don't have to do it again. My gatekeeper's pretty liberal, right? You know, it's pretty simple. Okay, I'll show you how to do that later on. But with 101, it's a little awkward to get somebody on the phone and lecture them for two hours. Okay. So you want to think about, like, how is it that you're going to teach? So I try to incorporate teaching into my coaching calls. There are other people that you can't get a hold of them. Okay. I'm pretty easy to find. Okay. But that's not the only way people have access to me. Not everybody wants that. Some people want. Okay. Can't always do it. Sometimes we have problems we have solved. Okay. Tamale and raz. Okay. I find that people who need that kind of access to you all the time, they little codependent. Okay? So I have access. When they need it, they know they got it. But most people. Guys, next time. What did I tell you all the time? Next time, no problems. We're just teaching. Right. Because sometimes you need teaching. Right. But it's all important. It's all important. But you got to figure out a way to get teaching in there, especially if they don't have a lot of time. Okay? Especially with a lot of time. So you're gonna have to figure this out. What I love to do is I love to teach. I love. Don't abuse it. Okay? But they also get access to me on weekly calls. You know, I have every Thursday, I do a Q and A call every Thursday. First Monday, I have to record it. I love to put it in the back office. Okay, number five, tools and resources. For every step of your pathway, you should have at least one tool and one resource that people can use. Now, what kind of tools and resources are we looking for? Okay, what kind of tools do I have every month? This coming Monday, I'll have another one. I do a. Actually, a week from Monday. Huh? Because this is 31st on Monday. Yeah. So a week from Monday, I'll do. What resources are we looking for? There's three of them. Okay. There's step by step coaching session. Every Monday morning, I'll do a Monday morning mentor. So they know when and how to access me. But I thought about it it's deliberate. So you need to think about, like what there's done for you. There's how to let me walk, walk you through these step by step. This is do this, do this, do this kind of access. Do I want to give people to me? And what I would tell you is at the beginning with one on one, give them a lot of access to you. Do this, do this, do this. When you're done, you got a result. Okay? Step by step done for you in a resource is like, hey, here's my email template. That worked really, really, really well. Got me great results. Okay? I highlighted this stuff. Just take my yellow highlighted stuff and replace it with yours. Okay? But I did all the work. You can just do it. Those are great. Okay. Make it easy for people to get a hold of you. The reason is, is because their access to you actually is for your benefit, not theirs. Because they're going to help you. How to is more like a technical thing. Like, you know, hey, how do I set up my email and create and design your program, your product? Why? Because they have a need integration and click funnels. Hey, how do I this or how do I write? That's more technical stuff. Okay? So step by step is more theoretical. How to is more technical. You have a solution, they're going to contact you. And every time they ask, does that make sense? You need to have those types of resources. Now let me tell you something, okay? Heed my word. This is what people pay for. Ask you a question, you write it down. Why? Why do you want to write it down? Other people have that same question, okay? Every time they have a struggle. Are your tools. A few years ago, clickfunnels came out with this two CCX training, okay? And the first time they pitched it, it was 1800amonth or $18,000. Okay? And every time you teach something, they don't get it, you'll write it down, okay. Why? So you can go back and get better. Okay. Every time you do something, and none of it interested me until James P. Frill got up and started talking about this one particular trello board that he uses. And they showed it to me and I just started salivating. I'm like, that's everything I need. I didn't care for any of the training and I almost paid $18,000 to get my hand on that one tool. And even if you think it's insignificant, but they get a result, you'll write it down because you're going to transfer. You're in the beta portion of your business, baby. You're in the figure out mode. That's all you're trying to do is figure. Tools and resources is where it's at. Okay, we just did a launch. They may be watching. Trevor, you guys may be watching. We just did a thing with Trevor and Lindsey up in Buffalo. Buffalo, New York. They run a program called Gym Follow up. And now they've got Cairo Follow up and a couple other follow ups that they're beginning to launch. And we wanted it to create a lead magnet that would help them get leads. It was just starting out. So what we did was we created a tool and this tool was they're a gym. So we created the perfect email to send to clients to get them back to your business. They sent that out to all their gym owners and holy heck, their opt ins just started going through the roof. Okay, like crazy. Tools and resources are not only great things to give your clients, but they're also great things to attract an audience. For instance, if I said, if I said, hey, I have a done for you Facebook template that I built for Tony Robbins that he used to get 20,000 people on a webinar. You want it? Yes. Of course you do. If I said, hey, I have a seven part email sequence, okay, that we use to go from broke to 250,000 bucks, I'll give you this word for word. You can just change a few things and you can own it. You want it? Of course. Right? So resources are actually one of the most valuable assets that you have on the board. Okay? So don't overthink this. Figure it out. Okay? And so you figure that out. So you want to give them a lot of access to you at the beginning because you want to learn from them. Okay? You want to learn from them because everybody else is going to be just like them. And then what's going to happen is throughout your process, you can get ahead of the curve. Okay? 12 people have asked me the same question. Okay? I'm going to answer it before it's asked next time. Does that make sense so you can get ahead of the curve? Okay, Fourth one, teaching and coaching. Okay, teaching and coaching. This ultimately is your pathway that you're going to teach. I really recommend that. Okay, Module one is this. Module two is this. Module three is this. Module four is this. Module five is this. Okay, this ultimately is your pathway that you teach. Later on, I'm going to show you, in fact, a guy by the name of Justin Wise, you guys can look him up on Facebook. He runs a program or used to run a program Called thinkdigital Co. Not com, but co Thinkdigital Co. It was the very first online course that I had. And here was the entire how to break that down where you only have to do it once. Okay. And then you don't have to do it again. I'll show you how to do that later on. But with one on one, it's a little awkward to get somebody course. I paid $1,997 for it. Here's the entire course he was teaching people how to do on the phone and lecture them for two hours. Okay. So you want to think about, like, how would Facebook ads. It was him on a microphone just like this. And his camera was up in the corner of his room and he looked at his screen so all you could see is the top of his head. It was a terrible quality. Hi, everybody. Justin Wise here. And he would lecture for about 90. Is it that you're going to teach? So I try to incorporate teaching into my coaching calls, seconds. That's it. Well, what I want to do is I want to walk you through. And then he gave you a tool. I want to walk you through the Facebook algorithm worksheet that I created. He's also related to Jimmy Stewart. Okay. And he would go do that and he would just walk you the tool. You can't always do it. Sometimes we have problems we have to solve. Okay. Molly and Raj. Okay. Okay, guys, next time. What did I tell you all the time? Next time, no problems or just 1900 bucks. 2000 bucks for this whole thing. It was like seven 90 second to two minute lectures and seven tools. Whole thing, start to finish. That was it. Teaching. Right? Because sometimes you need teaching. Right? But it's all important. It's all important. And I loved it. One of the best courses I've ever had. It was all tools. Okay? All tools. But you got to figure out a way to get teaching in there, especially if they don't have a lot of time. Is it okay, tools and resources. Where's that? Okay. Spend some time. If you have to ask me what do I build first, Teaching or tools? I would say go build the tool. Go build the tool. That's where it's at. Tools is what where it's at. Russell Brunson. Okay. Especially with a lot of time. So you're going to have to figure this out. What I love to do is I love to teach. I love to record it. I love to put it in the back office. Okay, Number five, tools and resources for every step. If he comes up Tomorrow and says, hey, guys, tomorrow I have a four of your pathway. You should have at least one tool and one resource that people can use for our webinar that you can watch or if he says, hey, guys, I got the exact Trello board that Tony Robins, Dean Grazioski and I use to do this mastermind.com build your brand challenge. Now, what kind of tools and resources are we looking for? Okay, what kind of tools and you guys want it? Which one's more valuable to you? Trello board, right? Tools and resources where it's at? Okay, Number five or number six? Excuse me. Resources are we looking for? There's three of them. Community. Okay. Community. I believe there's step by step. As much as I make fun of these little Facebook groups, I believe that community is the most powerful asset you have. Okay. I'm pretty lucky. Okay. There's done for you. I don't know how, I don't know why, but we just. I don't know, we have. There's. How to. Let me walk you through these step by step. Just been able to build some of the coolest communities I've ever seen in the online marketing space. We just have great people. The people in our Cavoo program. You just can't beat it. You know, this is do this, do this, do this, this Kavu 2.0 that we're doing. What's this? Do this, do this, do this. When you're done, you got a result. Okay, step by step done for you. What's that? Virus is going on right now. Covid. I'm losing my mind. I wasn't saying that thing again, Covid. Yeah, Covid has sort of come killed the cavalry. Community in a resource is like, hey, here's my email template. That worked. Really? Really. It's been hard to get everybody together, you know, so we're trying to do a reunion. But before that, like, man, our events is where it was at. People would come to these events and then they build life really well. Got me great results. Okay. I highlighted this stuff. Just take my yellow. Lifelong relationships and lifelong partnership. And they still to this day, they just like they're attached to the hip with each other. And so I believe Heather Quizzle highlighted stuff and replace it with yours. Okay. But I did all the work. You can just do it. Those are great. Heather actually said it best. Heather Quizzle was like, chad, you could not even be part of the program. And your community would be how two is more like a technical thing. Like, you know, hey, how do I set up my email in worth $25,000. Greg Atkins down in Australia said the same exact thing because we have great people integration and click funnels. Hey, how do I this or how do I write? That's more technical in our, in our community, especially when you can rub shoulders with people. But it's not accidental stuff, okay? So step by step is more theoretical. How to is more technical. Like you don't build culture by accident. You build culture intentionally. So when you're first starting your your program, okay, when you're first starting this, okay, you got to come up here and you start with one on one. Say, okay, here's the six things that I'm building. Okay, here's the six things that I'm building. I got to build a product pathway, access, teaching tools. Does that make sense? You need to have those types of resources. Now let me tell you something, okay? When those six things come together, then I have my program, okay? Heed my word. This is what people pay for are your tools. A few years ago, clickfunnels came out with this. Now can I cheat a little bit? Okay, now what I want to do now is I want to come up here and I want to go one to many UCCX training, okay? And the first time they pitched it, it was 1800amonth, right? Now who did I build this with? I built this six with who? My one on one, okay? Now when I want to go one to many, all I month or $18,000, okay? And none of it interested me until James P. Frill got up and started talking about do is I change a few things, okay? I change a few things, okay? Access. Do I give these people one on one access? No, I move it from one on one to what? To group, okay? So now they get me on a zoom as opposed to on this one particular trello board that he uses and a song, okay? And so. So the only thing that shifts here showed it to me and I just started salivating. I'm like, that's everything I need. I didn't care for any of the training. Is really the access, okay? Is really that how they communicate with you, okay, Is really the access. Now I can move them from one to many, okay? And what I said here, and I almost paid $18,000 to get my hand on that one tool, is that I could charge 60%. Okay? I could charge 60. Tools and resources is where it's at, okay? We just did a launch. They made me 1% what I was charging 1 to 1. But you can really work with something. Trevor, you guys May be watching. We just did a thing with Trevor and Lindsay or between 24 and 48 people. Before you max out up in Buffalo. Buffalo, New York they run a program called Gym follow up. Okay. Before you max out. So when we get to pricing the product, you're going to see this in just a minute. Then from here I'm going to move up. So once I build my one on one I'm going to move up now. I'm going to make a group program. I'm going to reduce the rate, change the access. Now what I'm going to do is I'm going to come up here now they've got Cairo follow up. A couple other follow ups that they're beginning to launch. And we wanted it to create a lead magnet that would help them get leads. They were just starting out. So what we did was we created a and I'm going to go one to masses. What am I going to do here? When am I shifting? What am I shifting here? Okay, I'm just shifting my access right now. How do they and this tool was they're a gym. So we created the perfect email to send to clients. Get access to me. Well this is like a group, this is like an online course. They're probably not going to have access to get them back to your your business. They sent that out to all their gym owners and holy heck there to me right. And they get my teaching all recorded. Everything's on demand. So the access here with one of masses is on demand. So this I said we said we could charge 10. Their opt ins just started going through the roof. Okay. Like like crazy Tools and resources 20% now here we go. Here's the magic. If you guys are dozing off or you're hanging out with the kids, come back. I'm getting ready to give you the best thing I'm going to give you all night right here. Okay, Come back to me. They're not only great things to give your clients but they're also great things to attract an audience. This is the best thing you hear all night. What time is it? Okay, perfect. The best thing you hear all night. For instance, if I said, if I said, hey, I have a done for you. Okay, you start with one to one in your alpha beta Facebook template that I built for Tony Robbins that he used to get 20,000 people. While you're in beta you move to one to many your group coaching. Okay. Once you launch then you launch with the masses. Now watch on a webinar. You want it? Yes, of course you do what I teach is you take these three things and I wish I could use a different color. You take these three things right here. Said, hey, I have a seven part email sequence, okay, that we use to go from. And you create a hybrid program. And this program is your high from broke to 250,000 bucks. I'll give you this word for word. You can just change a few things. Ticket mastery product. This is what you. This is what you grow. And you can own it. You want it, of course, right? So resources are. And this is what you launch. And scale is a hybrid program. Now watch this. So you have a little bit of one on one. They may have like an introductory actually the. One of the most valuable assets that you have on the board. Okay? So don't overthink this. A call or a yellow brick road call or maybe even up to four of them at the beginning. Okay? But the many. But in fact a guy by the name of Justin Wise, you guys can look him up on Facebook. He runs a program or used the coaching happens on run a program called thinkdigital. Co. Not com, but co Think every week throughout the month or throughout 90 days or throughout the year. However long your program is, your coaching happens at ngdigital Co. It was the very first online course that I had. And here was the entire group setting where you go and you teach a little bit. And then they can ask specific questions, you can give them specific answers. The teaching is all in the back office. In an online course. Okay, in an online course. I paid $1,997 for it. Here's the entire course. He was teaching people how to do Facebook ads. It was him on a microphone just like this. Of course, it's all back there so they can have access to it all the time. Like right now, you're high ticket master. You're getting me live. When you go to the high ticket mastery portal, you can get all the stuff you want in there. Okay? Same with small event Big profit. You've been to both the live and the virtual, right? You go to small event Big. And his camera was up in the corner of his room. And he looked at his screen so all you can see is the top of his head. Profit lied. You come here, we'll pack it out, 20, 30 people. We'll have a time of our life. It was a terrible quality. Hi, everybody. Justin Wise here. And he would lecture for about 90, but you can also go online. You watch all the lectures, you get all the tools, all the resources, seconds. That's it? Well, what I want to do is I want to walk you through. And then he gave you a tool. You have everything that you want online. Right. When you merge those things now you've created a powerful product that's focused on payoff. I want to walk you through the Facebook algorithm worksheet that I created, and you deliver it in ways that all of your perfect clients need. He's also related to Jimmy Stewart. Okay. And he would go do that and he would just walk you the tool. So if they need a little one on one, you got it built in. If they do good with group, you got it built in. 1900 bucks. 2000 bucks for this whole thing. It was like 7 92nd. If they do good with community, you got it built in. You scratch all the itches. Okay. Dee told me just a while ago, I don't really do good with what? I don't really do good with the videos. I don't really do good with the videos. I do good with you. Right? Give a minute lectures and seven tools. Whole thing, start to finish. That was it. So great. So we can scratch that itch. Other people. Chad, I don't care if I ever talk to you. And I loved it. One of the best courses I've ever had. It was all tools. Okay? All tools. I don't care if I ever talked to you. I get we had a little running joke there for a while because my group coaching programs are a little pathetic. Okay. We probably have two to 300 people, I guess, at Tribal Hunter. That's it. Okay. Tools and resources. Where's that? Okay. Spend some time. 100. That could jump on my Thursday group calls. Maybe 300 people in there. You ever been on a Thursday group call with me? Yeah. Neither has anybody else. Okay. If you have to ask me what do I build first, teaching or tools, I would say go build the tool. No, Nobody comes home there for a while there. For a while it was Sal and Ginger. Every Thursday, Sal and Ginger would be on. And now Sal and Ginger don't even come on. Best to sell the hell out of that program. You get a whole year access to me. Anytime you have a question, you jump on. Go build the tool. That's where it's at. Tools is where it's at. Russell Brunson, if he comes up tomorrow and says, hey guys, tomorrow I have a full on ask me specific question. I give you a specific answer. Like, really? I'm like, every Thursday? Or our webinar that you can watch. Or if he says, hey, guys, I got the exact Trello board. 9:30am you get stuck, nobody takes it until they need it. The other day Alyssa came on. God, Alyssa, I haven't seen you forever. Helped Alyssa out. I was on that call. You were on that call. That Tony Robbins, Dean Grazioski and I used to do this mastermind.com build your brand challenge. You guys want it. Which one's more valuable to you? Trello board, right? Yeah, yeah. Are you talking about the one in the TRI 100 tools and resources where it's at? Okay. Number five or number six? Excuse me? Yeah, yeah. And so what I'm saying is you do this and then you scratch all the itches. And what's simple is you build it with your one on one. Then you do a small group program and then you build your course and then you merge them to Community. Okay. Community I believe together and you got a program product that scales to the masses. This is what people want. They don't want just group coaching where they can't ever talk to you. But at the same time they're not going to be able. As much as I make fun of these little Facebook groups, I believe that community is afford to hire you one on one. Online courses are dead. The most powerful asset you have. Okay. I'm pretty lucky. Okay. Right. The hybrid program is where it's at. So I don't know how, I don't know why, but we just. I don't know, we have. Let me tell you about this. There is a sweet spot in just been able to build some of the coolest communities I've ever seen in the online marketing space. We just have the in this coaching right here. A sweet spot. When I help people sell create online courses and sell them, I tell them don't sell it for 997. It's saturated. 1997. Really saturated. You know what great people, the people in our Cavoo program. You just can't beat it. You know this Cavoo 2.0 that we're doing, what's this market is wide open? 5,000. 5,000. What's that virus going on right now? Covid? I'm losing my mind. I would say that thing dollars is wide open. Okay. You look at Dan Henry. Dan Henry, his sold out courses. How much is it? 5,000. What's it look like? Covid? Yeah, Covid has sort of killed the cafe community. Look a little bit like that. Yeah. Looks a little bit like that. Right. But he doesn't do this, he doesn't do that. It's been hard to get everybody together, you know, so we're trying to do a reunion, but before that, like man, our events is where it was at. People would come to these events and then they build. If you want that, you can have that. It's 30 grand. Okay, so what he does his hybrid. His. He's got a hybrid program. He does a call at the beginning, a call at the beginning with one of his coaches. And then you do the one to month long relationships and lifelong partnerships. And they still to this day, they just like any of them. You got his online course, you got all the tools, resources, everything. Access to everything. It's community. You got a couple, they're attached to the hip with each other. And so I believe Heather Quiz virtual events. And then you can add this piece for 30 grand. It's this piece plus four live events. Okay. You can add it to that program. Okay. It'll actually set it best. Heather Quizzle was like, Chad, you could not even be part of the program and your community would be the perfect hybrid program. Okay. Does a really good job. He does a really good job with that. Worth $25,000. Greg Atkins down in Australia said the same exact thing because we have great people. It's what's allowed him to make just millions and millions of dollars the last couple years. Okay. When he was selling a coral in our. In our community. Especially when you can rub shoulders with people. But it's not accident. Worse, he made hundreds of thousands of dollars when he was selling group coaching program. He made a couple million dollars when he went to the hybrid program. He hit. He's over a million dollars a month right now. What he did in one hour. Yeah, he did like you don't build culture by accident. You build culture intentionally. So when you're first starting your. Well, he added this. He added this component. He added this component and he's your program. Okay. When you're first starting this, okay, you got to come up here and you start with one on one. Say, okay, he sold 30. How many? $30,000. 30. $30,000 packages in a 90 minute webinar. Here's the six things that I'm building. Okay, here's the six things that I'm building. I got to build a product pathway, access, teaching tools. Right? Because he did this program. So this is where it's at. So when those six things come together, then I have my program. Okay, well guys go ahead and I'm going to come close so they can hear. So at what point do you do the one. Now can I cheat a Little bit. Okay, now what I want to do now. Yeah. So when you first start your program, let's just say you're a newbie. You're a newbie, you got nothing. I'm going to find one client right now. I don't care if that client is free. I'm going to find somebody and I'm finding them right now is I want to come up here and I want to go one to many right now. Who did I build this with? I built this six. What I'm doing is, remember, let's go back down here in alpha. All I got is I got a peg with who? My one on one, okay? Now when I want to go one to many, all I pay off in a platform, okay? So I know I'm going to coach and I know I'm going to help somebody do X. That's all I got. How am I going to do that? Oh, no, I'll figure it out. I'll figure it out. That makes sense. Okay. I'm just going to be a little bit ahead of them. I'm going to figure it out. Right? But they. Come on. Hey, listen, Mr. Johnny, what I do is I change a few things, okay? I change a few things, okay? Access. Do I give these people one on one access? No, I move it from one on one to what? To group, okay? So now they get me on a zoom as opposed to on a phone, okay? And so the only thing that shifts here is really the access, okay? Is really how they communicate with you, okay? Is really the access. Now I can move them from one to many, okay? And what I said here was that I could charge 60%. Okay? I could charge 60% of what I was charging one to one. But you can really work with somewhere between 24 and 48 people before you max out, okay? Before you max out. So when we get the price on the product, you're going to see this in just a minute. Then from here I'm going to move, I want you to come on and listen. You don't have to pay me. All they ask is when you're done and you make a ton of money, you got to go on camera and give me a sweet little video. Perfect. Okay? I don't care. I'm working with somebody as quickly as possible so I can figure that out. I got 1, 2, 3 under my belt. I'm going right here. Okay? Now can I tell you guys something? I'm going to cheat a little bit. I'm going to give you guys a little secret sauce because you Guys have been good tonight. Anybody commenting online, anybody saying anything? Guys, give me any online energy tonight. Who cares about Dan Henry? If you come to my. Hey, listen, if you come to my High Ticket Mastery program and go buy Dan Henry's program, you and I are going to have an issue. So don't be talking about Dan Henry. The guy's losing his house at the end of the year. So once I build my one on one, I'm going to move up now. I'm going to make a group. So you kind of have multiple programs, right? Yeah. Do you just do your coaching, Call every program? I'm going to reduce the rate, change the access. Now what I'm going to do is I'm going to come up here, you just do one and anybody in any program, every program, come into it. So you're only doing one, and I'm going to go one to masses. What am I going to do here? When am I shifting? Two hours a week, basically. Yeah. And it doesn't. So you don't have like different calls for each program? I just do one call. And I learned that when I found out. What am I shifting here? Okay. I'm just shifting my access right now. How do they get access to me? Well, this is like a group. This is like an online course. They're probably not going to have access that everybody loves to pay for group coaching. Nobody loves to go to group coaching. It's like a state, huh? It's a safety net. Yeah. It's like cricket. Yeah. You got to be there. You got to show up. Because at one time, you don't show up, like, everybody's going to be dead. It's like when you go boating, you gotta have your life Jack to me, right? And they get my teaching all recorded. Everything's on demand. So the access here with one of masses is on demand. So this. We said we could charge 10 to 20%. Now here we go. Here's the magic. If you guys are dozing off or you're hanging out with the kids, come back. I'm getting ready to give you the best thing, gonna give you all night right here. Okay, Come back to me. Right? But see what's nice about that. So not a lot of people like to come on live, but it actually blows my mind how many people watch the call. Yeah, yeah. Lots of people watch it. Not everybody participates. So I do it in my Facebook group because I'm the worst person in the world hitting record. So I learned to just do it in the Facebook group. So I. This is the best thing you hear all night. What time is it? Okay, perfect. The best thing you hear all night. Okay. You start with one to one in your alpha beta. While you're in beta, you move to one to many. Your group coaching. Okay. Once you do it in a zoom, put in the Facebook group. And so a lot of people watch on Facebook. I don't even know they're on. But launch, then you launch with the masses. Now watch automatically record so it's there. And then you come back three weeks later and you're like 112 views. Like how did 112 people watch that? I have no idea. Right. And so there are a lot of people do it. But group coaching, what I teach is you take these three things. Is really good. The group coaching program now. And I'm going to show you how to structure this in just a second. Okay. Because I wish I could use a different color. You take these three things right here. You create a hybrid program. And this program is your high. How many of you guys are asking any questions from the gallery? No, but you got comments. Oh, let's see what they're saying. Magnus says, amazing chat. Thank you. Nicola says for comparison, not how she's laughing. Huffman said we're just checking. We just chilling. Yeah. Faz says he's loving it. Huffman says he's chilling and listening. Ticket Mastery product. This is what you. This is what you grow and this is what you launch. And scale is a hybrid program. Now watch it. And then Cindy, the training is amazing. Thanks, Cindy. Sonia said, Chad, always be bringing the fire. So good. Chad, bring it. And Nicola says she's loving it. Love it, love it. Awesome, guys. But you guys. Okay, you guys, I got four more bullet points in here. So you have a little bit of one on one. They may have like an introductory. We just finished one, you guys. Okay, we need to take a break. Yes, ma'. Am. Or a yellow brick road call call. Or maybe even up to four of them at the beginning. Okay. But the many. But right here the coaching happens on. Yep. Any way that they can pay you as long as you got it figured out. Yeah, as long as you got it figured out. Yes, ma'. Am. Every week, throughout the month or throughout 90 days or throughout the year, however long your program is, your coaching happens. Ross and I kind of go back and forth on this. If you are a beta group setting where you go and you teach a little bit and then they can ask specific questions, you can give them specific answers. The teaching is all in the back. Office. In an online course. Okay. In an online course, Is it okay to use that term and tell people that, you know, it's better? Okay, let me tell you why I didn't do a lot of talk about beta tonight, but let me tell you why. Beta is great. Everybody loves a deal. They always love a deal. Okay. Of course it's all back there, so they can have access to it all the time. Like right now, your high Ticketmaster, you're getting me live. So when I was pitching beta, I was doing it like this. So, like when I created my get paid to podcast course, when you go to the high ticket mastery portal, you can get all the stuff you want in there. Okay? Same with small event big profit. You've been to both the live and the virtual, right? You go to small event big, which was the very first course I ever did and I was trying to sell it. We got people on. I said, hey, here's what I'm going to do is I'm going to teach live in a beta program. You're going to come on Prophet lied, you come here, we'll pack it out, 20, 30 people, we'll have a time of our life. I'm going to teach, and when I'm done teaching, you're going to be able to ask me specific. But you can also go online. You can watch all the lectures you get all the tools, all the resources, questions, specific answers, and we would help you out personally. And next time I do it, it's all going to be, you have everything that you want online, right? When you merge those things. Things. Now you've created a powerful product that's focused on payoff on demand. So not only do you get to come for half price, but you also get to engage with me. So you get twice the, twice the profit for half the price. Right? So I would always push it or I tell them like, you know, like when I do it. And you deliver it in ways that all of your perfect clients, clients need. So if they need a little one on one, you got it built in. If they do good with group, you got it built in. Do this. Like, this is where I put all my effort, all my energy, all my everything into it. And so, you know, if they do good with community, you got it built in. You scratch all the itches. Okay. Dee told me just a while ago, you know, I don't really do good with what I don't really do good with a video that goes live. You know, I'll have it all figured out. So I'm not going to spend all the time with him. With you. Because in the beta program, I'm going to be able to spend more time with you. So I sell the beta as a God. It's the best program ever. You better get in before it's over. And to incentivize you videos. I don't really do good with the videos. I do good with you. Right. Okay. So great. So we can scratch that itch other people. Chad, I don't care if I ever talk to you, I give it you to you for half price or whatever, you're going to charge. Right? I don't care if I ever talk to you. I get it. We had a little running joke there for a while because my cat. My group coaching programs are a little pathetic. Okay. We probably have two to 300 people. I guess that tribe would hunt you incentivize them. Or some people need to do it for free. Some people. Listen, if you're just beginning and you don't know how to get somebody a result, don't charge. Just go figure it out. 100. That could jump on my Thursday group calls. Maybe 300 people in there. You ever been on a Thursday group call with me? Yeah. Neither has anybody else. Okay? Let that be your schooling. Let that be your college. Okay? Just do that, okay? And then you'll figure it out quickly. You guys want to know how to get. No, no, wait. Come on. There For a while there. For a while it was salad and ginger. Every Thursday, salad and ginger would be on. And now salad and ginger don't even. Come on. Best to sell the hell out of that program. You get a whole year access to me. Anytime you have a question, you jump it. Because when you do beta programs, you want testimonials. You guys want to know how to get a quick little pun. Ask me specific questions, I'll give you a specific answer. Like really? I'm like every Thursday testimonial. Okay. It's sort of cheating, just so you know. But it's a little cheat code. Okay, here's how. Here's how we do it. On your very first coaching call with somebody, 9:30am you get stuck. Nobody takes it. The law diminishing returns says that until they need it. The other day Alyssa came on. God, Alyssa, I haven't seen you forever. Helped Alyssa out. You're on that call on the Facebook thing. Yeah, yeah. Are you talking about the one in the chi? That's as good as it's going to be. And then is you going to have law diminishing Returns. Right? Because familiarity, habituation, all kinds of things chime in. Right? Okay. And so what I do or did, I don't do it anymore because I have plenty. But when I first got started. Yeah, yeah. And so what I'm saying is you do this and then I would go on and I would teach someone like a Cree or a Jen or a Chris or something. You scratch all the itches and what's simple is you build it with your one on one. Then you do a small group program and then you build your course and then you merge them. I would teach them and I'd blow their mind on the call and you could just tell they were geeking out. Oh, my God, I had so many aha moments. Okay. Just sort of like if I wanted to do this tonight, I could do it tonight. And I would say, hey, Cree, hey. Together. And you've got a product that scales to the masses. This is what people want. They don't want just group coaching where they can't ever talk to you, but at the same time, they're not going to be able. Did you really like that? Did you get. Oh, my God, Chad, this, this, this awesome. Hey, hey. Will you do me a favor? Afford to hire you one on one. Online courses are dead, right? The hybrid program is where it's at. So I'm going to teach you. In order to grow your business, you have to have testimonials. So what I'm going to do is I'm going to. Let me tell you about this. There is a sweet spot in. Camera's running right now. It's recording right now. So I'm going to run upstairs for like four minutes and will you just look in that case, as soon as I leave, I'm gonna put the camera on you. Will you just look in that camera, in this coaching right here, a sweet spot. And for the next couple of minutes, will you just introduce yourself? Hi, my name is Cree. This is what I do. And then when I help people sell, create online courses and sell them, I tell them, don't sell it for 997. It's saturated. 1997, really saturated. You know what market is wide open? 5,000. 5,000. And hey, I just got off a coaching call with Chad and then talk about your aha moment and then shift it and say, hey, if you're thinking about working with Chad, I would say, no way, Jose. Or you got to do it. Will you just do it? Right? And so I would leave for three minutes. They'd get on there and I tell Them don't stop. Just let it be rough. Thousand dollars is wide open. Okay? You look at Dan Henry, Dan Henry, his sold out courses. How much is it? 5,000. What's it look like? Let it be ugly, whatever. And they'd get on there and be like, hi guys. You know, remember, it's the first call, right? It's the first. Look a little bit like that. Yeah, looks a little bit like that, right? But he call so they. Everything's up here. They'd get on there and they say, hi, guys. You know, cree gentile here, he doesn't do this, he doesn't do that. I'm a beauty brand consultant, blah, blah. I do this and this and. Oh my gosh, I just got off a call with Chad. If you want that, you can have that. It's 30 grand. Ad and holy smokes. This, this, this, this, this, this, this, this, this, this, this, this. Okay? He so what he does, he's got a hybrid program. He does a call at the beginning, a call at the beginning with one of his coaches and then you do the one to many. Then you got his online course. You got all the tools, resources, everything. Access to everything. It's community. You got a couple this. And listen, if you guys are thinking about hiring a coach, I 100% recommend Chad. He'll blow your mind just like he blew mine. You download it, you chop it up and you got a video testimonial. How long do you have to wait for that? 4 minutes on virtual events and then you can add this piece for 30 grand. It's this piece plus four. One call so you can get your testimony. You don't have to wait to the end live events. Okay. You can add it to that program. Okay. It's the perfect hybrid program. Okay. Does a really good job. He does a really good job with that. It's what's allowed him to make just millions and millions of dollars the last couple years. Okay. When he was selling a cool. Does it make sense? Because they don't necessarily. All testimonials don't have to be about the payoff. It could be about the environment. It could be about their experience. It could be because let's just be brutally honest, okay? Let's be brutally honest. When we go eat someplace where he made hundreds of thousands of dollars when he was selling group coaching, we check Yelp. Okay. When you go. He made a couple million dollars when he went to the hybrid program. He hit. He's over a million dollars a month right now. What? Yeah, he did it well. He added this. He added this component. He added this component and he paid 30 grand for a coach. What do you go check? Huh? You go to some websites and you're looking for some stuff, right? Do you really sit down and watch all 13 videos? You do. You're the rare one. He sold 30. How many? 30,000. Oh, good God. I don't ever watch 30. 30,000 dollar packages in a 90 minute webinar. Right. Because he did this program. So this is where it's at. So guys go ahead and I'm gonna come close so they can hear. So at what point do you do the ones I don't watch? The ones people give me? I'm bored with that. Yeah. So when you first start your program, let's just say you're new, but I put them up, up, Right? You follow me? So the very fact that you have them is enough. Okay. And so we'll talk. Hey, how you guys doing? Everybody doing okay? Okay, let's. Let's stand up. Yes, ma'. Am. Heck yeah. Well, you know, on this high ticket mastery one, I was too lazy to redo the funnel like these. Newbie, you're a newbie. You got nothing. I'm going to find one client right now. I don't care if that client is free. I'm going to find somebody and I'm finding them right now. What I'm doing is, remember, let's go back down here in alpha. All I got is I got a payoff and a platform, okay? So I know I'm going to coach and I know I'm going to help somebody do X testimonial from like I had hair back then. Like, it's like, it's really bad. Yeah. All right, here we go. You guys want. You guys ready to create an offer? You guys got that in you tonight? That's all I got. How am I going to do that? I don't know. I'll figure it out. I'll figure it out. That makes sense. Okay. I'm just going to be a little. You get that in tonight. Ms. Melinda bit ahead of them. I'm going to figure it out. Right? But they. Come on. Hey, listen, Mr. Johnny, I want you to come on and listen. You don't have to pay me. All they ask is when you're done and you make a ton of money, you gotta go. Okay, okay. How about online? Everybody ready to create an offer? Sonya said, let's do it. Let's do it, baby. Why is Sonya not here on camera? And give me a sweet little video yeah, perfect. Okay. I don't care. I'm working with somebody as quickly as possible so I can figure that out. I got one. She got kids? Yeah, she got like 38 of them. One, two, three. Under my belt. I'm going right here. Okay. Now can I tell you guys something? I'm gonna cheat a little bit. I'm gonna give you guys a little secret sauce because you guys have been good tonight. How did you get so lucky? How many kids does Sonya have? Ask her. How many kids you. I think it's seven. I remember seven. Anybody commenting online? Anybody saying anything? Guys, give me any online energy tonight. Who cares about Dan Henry? If you come to my. Hey, listen, if you come to my high ticket. Okay, here we go. So I'm clearing this. We got a post that I got it saved and this mastery program. And go by Dan Henry's program. You and I are gonna have an issue. So don't be talking about Dan Henry. The guy's losing his house at the end of the year. Do you just do your coaching call every week? Do you just do one? And anybody in any program, Every program come into it. So you're only doing one. So now we can take. I gotta remember Sonia said the lucky number is seven. Lucky seven, baby. Lucky seven. All right, so here we go. Okay. What time is it? What time is it? Eight. Thirteen. We're gonna do. We're gonna do this. We're gonna get you done. We're gonna get you done by nine. You guys. Okay, you have eight. Okay. We got some two hours a week, basically. Yeah. And it doesn't. So you don't have like different calls for each person. I just do one call. And I learned that when I found out that everybody loves to pay for group coaching. Nobody loves to go to group coaching. Huh? It's a safety net. Yeah, yeah. You got to be there. You got to have some. I need some. I need some adult vitamins. We got Akilah. You're slipping, darl. Where's my. Where's my wine? And where's my M and M's and what? Heck yeah, I want some wine. You said you needed caffeine. Show up, cuz the one time you don't show up, like, everybody's gonna be dead. It's like when you go boating, you gotta have your life. Jack, there's some Dr. Pepper. Right, right. But see what's nice about that. So not a lot of people like to come on live, but it actually blows my mind how many people watch the call. Yeah, yeah. Lots of People watch it. Not everybody participates. So I do it in my Facebook group because I'm the worst person in the world. Hitting record. So I learned to just do it in the Facebook group. So I do it in zoom, put it in the Facebook group. And so a lot of people watching Facebook, I don't even know they're on, but it automatically records which there. And then you come back three weeks later and you're like 112 views. Like, how did 112 people watch that? I have no idea. Right. And so there are a lot of people do it. But group coaching is really good. The group coaching program now. And I'm going to show you how to structure this in just a second. Okay. Because some of you guys are asking any questions from the gallery. No. But you got comments. Oh, let's see what they're saying. Nicole, you thank. We're just chilling. Yeah. Do you guys know the trick? You guys. You guys know the trick behind these? See, guys, this is why you need to be in person. We give M and M's, baby. We give wine. M and M's and wine. So at my event, just so you know, everybody always tries to get me a little tipsy. Yeah. Says he's loving it. Huffman says he's chilling. Chilling and listening. And then Cindy, the training is amazing. Thanks, Cindy. Sonia said Chad always. Because the more tipsy I get, the more funny I get. Nobody got me yet, huh? Yeah, baby. The forms of crown. Hey, tell her. Thank her. Thank her for the gift. I found it in my cabinet. All right, here we go. Bringing the fire. So good. Chaz, bring it. And Nicola says she's loving it. Love it, love it. Awesome, guys. You guys. Okay, you guys, I got four more bullet points in here. If you guys don't say anything online, I'm going to write in that color. Got that? We just finished one. You guys. Okay, we need to take a break. Yes, ma'. Am. So on the pay part, when we have the pay under the launch right here, would click funnels come constitute for that? Yep. Any way that they can pay you any. As long as you. As long as you got it figured out. Yeah. As long as you got it figured out. Yes, ma'. Am. Where my. Where my black go to an event one day soon? Yeah, he been telling me that for three. Go back and forth on this if you hit Aaron Beta. Yeah, Carl, you've been telling me that for three years. What's your favorite candy recipe? Is it okay to use that term and tell people that, you know, it's better. Okay, let me tell you why I didn't do a lot of talk about beta tonight, but let me tell you why. Beta is great. Everybody loves a deal. They always love a deal. Okay, so when I was pitching beta, I was doing it like this. So, like when I created my get paid to podcast course, peanut butter cups. And I like the big ones. The big cups, you can buy them on Amazon. They come in packs of 48. I give you my address, which was the very first course I ever did. And I was trying to sell it. We got people on. I said, hey, here's what I'm gonna do, is I'm gonna teach live in a beta program. You're going to. Come on. All right. Oh, yeah, see, no, I'm going to teach. And when I'm done teaching, you're going to be able to ask me specific questions, specific answers and be able to help you out personally. And next time I do it, it's all going to be thanks for the purified water Nazi God on demand. So not only do you get to come for half price, but you also get to engage with me. So you get twice the profit for half the price. Turned it into wine. Whoa. He did right. So I would always push it or I tell them, like, you know, like when I do it. Whoa. Chart's about to break out right now. Cheers. Cheers. By the way, do this. Like, this is where I put all my effort, all my energy, all my everything into it. And so, you know, when it goes live, you know, I'll have it all figured out. And so I'm not gonna spend all the time with him, with you. Cheers. Cheers. Cheers. Because in the beta program, I'm gonna be able to spend more time with you. So I sell the beta as a. All right, here we go, guys. Let's go. Offer. Okay. God, it's the best program ever. You better get in before it's over. And to incentivize you and make this a little bigger for our friends at home, I give it to you for half price or whatever, you're going to charge, right? Come on. You don't incentivize them or. Some people need to do it for free. Some people. Listen, if you're just beginning and you don't know how to get somebody a result, don't charge. Just go figure it out. Okay, here we go. So we're going to create this tonight, okay? So the offer that we want to create, let that be your schooling, let that be your college. Okay? Just do that. Okay. Is we want to look at it in a few different buckets. Okay. Okay. And then you'll figure it out quickly. You guys want to know how to get. So we're looking at. Because when you do beta programs, you want testimonials. You guys want to know how to get a quick little looking at the product. We're going to look at the price or the pathway. I'm sorry, not testimonial. Okay. It's sort of cheating, just so you know. But it's a little cheat code. Okay. Here's how we do it. On your very first coaching call with somebody, not an offer. That's tomorrow product, the payoff and the price. Okay? So what we want to do is we want to take the law diminishing returns says that that's as good as it's going to be. And then you're gonna have law diminishing returns. Right. Because familiarity, habituation, all kinds of things chime in. Right. Okay. And so this. And then ultimately tomorrow we're gonna work on this. Put in a syllabus. Okay. So you can see where we're going. Okay. And then now what we want to do is we want to come over what I do or did. I don't do it anymore because I have plenty. But when I first got started. And we want to sell it. Right. Okay. So when you create an offer, I would go on and I would teach someone, like a Cree or a Jen or Kris or. Offers are so powerful because in our society, nobody wants to be. I would teach them, and I'd blow their mind on the call, and you could just tell they were geeking out. Oh, my God. I've had so many aha moments. Okay. Just sort of like, if I wanted to do this tonight, I could do it tonight. Sold to. Okay. In fact, this poor lady came to the door today, and I was driving or whatever, and it rang up on my phone, and I'm talking to her, and I would say, hey, Cree. Hey. I thought she was trying to sell me something, so I don't know what I was doing. I think I was pretending. Did you really like that? Did you get. Oh, my God, Chad, this, this, this. Awesome. Hey. Hey, will you do me a favor? Speak Spanish or something, I don't know. And I'm trying to get her to go away. And she finally went away. Shooed her away. When I come back, actually, it was just a gal trying to take our census. Right, the census gal. And the reason I'm going to teach you, in order to grow your business, you have to have Testimonials. So what I'm going to do is I'm going to. The camera's running right now. It's recording right now. So I'm going to run upstairs for. For like four minutes. Then is our initial reaction when somebody comes to the door, we don't know them, is what are they trying to do? And will you just look in that case? As soon as I leave, I'm going to put the camera on you. Will you just look in that camera? Do to us. What are they trying to do? Sell us. They're trying to sell us something. And nobody wants to be sold to. But for some reason, we spend thousands of dollars every year, so obviously we all love to buy, right? It's just a. It's a common principle. Okay? Nobody. Nobody likes. For the next couple of minutes, we just introduce yourself. Hi, my name is cree. This is what I do. And then, hey, I just got off a coaching call with chad. And then talk about your aha moment. And then shift it and say, hey, if you're thinking about working with chad, I would say, no way, Jose, or you got to do it. Will you just do it? Right? And so I would leave for it to be sold, but everybody likes to be buy. So how do we do that? The way we do that is we create an offer that makes a lot of sense to a lot of people. Now, on this offer, there are some components, okay? There are some components that we have to figure out. So the price, okay, the price, three minutes. They'd get on there, and I tell them, don't stop. Just let it be rough, let it be ugly, whatever. And they'd get on there and be like, hi, guys. Remember, it's the first call, right? It's the first call. So everything's up here. They'd get on there and they'd say, hi, guys, Cree gentile here. I'm a beauty brand consultant, blah, blah. I do this and this and. Oh, my gosh, I just got off a call with chad. Actually, in this order is powerful, but it's not as powerful as a payoff. So what I want to do is I want to create an offer that people cannot say no to, okay? When we create an offer that people cannot say no to, then we make some money. Add and holy smokes, this, this, this, this, this, this, this, this, this, this, this, this. So let's go and do that. Okay? So what is our product? So we're just going to call this, you know, this. And listen, if you guys are thinking about hiring a coach, I 100% recommend Chad. He'll blow your mind just like he blew mine. You download it, you check, and you got a video testimonial. How long do you have to wait for that? Four minutes on Hybrid 101. Okay? You're going to sell some kind of a hybrid program, some kind of hybrid coaching program where they get a little one on one one call so you can get your testimony. You don't have to wait to the end. One little group, little online course, all that stuff you're going to sell hybrid program. Then what you're going to do is you're going to spend time that makes sense because they don't necessarily. All testimonials don't have to be about the payoff. It could be about the environment. It could be about their experience. It could be because let's just be brutally honest, okay? Let's be brutally honest. When we go eat someplace, we're working on the payoff statement, okay? And spend time working on the payoff statement. So the product we check Yelp. Okay? When you go product is. The name of it is Hybrid 101. The description here is what it is just really simple. A 30 grand for a coach. Where do you go check, huh? You go to some websites and you're looking for some stuff, right? Do you really sit down and watch all 13 videos? You do. You're the rare one. And what it does, okay, it's got time, time in it. So it's. You know what it is? Let's say it's a coaching program. So it's a 90 day coaching program. Program, right? It's the time element. And what it is, okay? It's also good if you say who it's for. Oh, good God. I don't ever watch them. I don't watch the ones people give me. I'm bored with that. So it's a 90 day coaching program for speakers, pastors, coaches, consultants and authors. But I put them up, right? You follow me? So the very fact that you have them is enough. Okay? And so we'll talk. Hey, how you guys doing? Everybody doing okay? Okay, let's start. Let's stand up. Yes, ma'. Am. Okay. And then what does it do that helps them create whatever that helps them create an irresistible offer. Okay, so that's the description. So the description. So the product. Heck yeah. Well, you know, on this high ticket mastery one, I was too lazy to redo the funnel like these. This is the name. The name right here. The description is. What is it? What does it do? Is there A time element. And who is it? Okay, and then after the description, this is all under the testimonial from, Like, I had hair back then. Like, it's like. It's really bad. Yeah. All right, here we go. You guys want. You guys ready to create an offer? You guys get that in you tonight? Product. It's all under product. Now we need the outcome. The outcome. You get that in tonight, Ms. Melinda is best told in threes. Okay. Outcome number one, outcome number two, outcome number three. It's called the power of thirds. Okay. If you study this in the High Ticket Master online course, I do an entire hour on this. It's really good. You should go watch. Okay. Okay. How about online? Everybody ready to create an offer? Sonia said let's do it. Let's do it, baby. Why is Sonia not here? Watch it. I'm going to spend two minutes on this. Now we are structured as human beings. She got kids? Yeah, she got like 38 of them to resonate in threes. Thirds. You guys ever watch Play by Play? Ever listen to Play by Play on the radio? Like, listen to sports game on the radio? Okay, so growing up, I listened to a. How did you get so lucky? How many kids Sonya have? Ask her how many kids she got. I think it's seven. Seven. Guy by name of Bill Shonley. Bill was the voice of the Portland Trailblazers. Okay, here we go. So I'm clearing this. We got a post that I got it saved, and this. I was a huge Blazer fan. And in 1992, the best team ever assembled that has not won a championship was the 1992 Port Latin Trailblazers. And they had guys like Clyde Drexler, Terry Porter, Buck Williams, Kevin Duckworth, Jerome Kerso. Now we can take. I gotta remember, lucky seven, baby. Lucky seven. All right, so here we go. Okay. What time is it? What time is it? 8:13. We're gonna do. We're gonna do. These guys are brilliant. Great team. So fun, fast paced, awesome. Do this. We're gonna get you done. We're gonna get you done by nine. You guys okay? Yeah. Okay, we got some. I would listen to Bill Shonley and here's how he would call the game. We have some. I need some. I need some adult vitamins. We got Akilah. You're slipping, darling. Where's my. Where's my wine? And where's my M and M's and what? Heck, yeah, I want some wine. You said you needed caffeine. There's some Dr. Pepper. Okay. Do you guys know the trick. Do you guys know the trick behind these? See, guys, this is why you need to be in person. Porter to Drexler, Dribble drive. Over to Kersey, down to Duckworth. He shoots it up, rebounded Kersey out to Williams, over to Porter. Three on its way. Rip city, baby. What did you hear there? What was that rhythm? Drexler to Porter, right? Everything was in three. Da, da. Give M and M's, baby. We give wine. M and M's and wine. So at my event, just so you know, everybody always tries to get me a little tipsy, because the more tipsy I get, the more funny I get. Nobody got rejected, huh? Yeah, baby. Da, da, da, da, da, da, da, da, da, da, da, da. And what I learned was, oh, my gosh, we're accustomed to hearing things in thirds. When I went and took stand up comedy and I started putting comedy routines together, what I learned was, is you have to tell a joke and follow it up with two more jokes in order for that joke to be maximized. Why? Because everything's power of thirds, okay? Da, da, da. You have to have thirds. Well, the same thing without. Hey, tell her. Thank her for the gift. I found it in my cabinet. All right, here we go. Outcomes. Three outcomes is better than one outcome. But the three outcomes, if you guys don't say anything online, I'm going to write in that color. Got that? Have to be married to your one payoff. Okay, so when you say things like, where'd my black go? Yeah, he didn't tell me that. For three. You know, come to Hybrid 101. You know, it's a 90 day coaching program for speakers, pastor, coaches, consultants, and authors. You know, that helps them create an irresistible offer that, you know, builds their tribe. Carl, you've been telling me that for three years. Whatever gains trust and makes a million bucks, whatever, you're putting your outcomes in thirds. Does this make sense? So I want you to think about this as you're writing your offer. What's your favorite candy? Reese's Peanut butter cups. And I like the big ones. The big cups. You can buy them on Amazon. They come in packs of 48. I'll give you my address, the front of your offer. Okay, the product description has got. All right. Oh, yeah. See? Got a rhythm to it. It's got a name, it's got a description, it's got an outcome. How many is that? It's got a name, it's got a description, it's got an outcome that's three. And then the outcome has three. Bam, bam, bam. I know it sounds goofy, but psychologically, this works. No. Thanks for the purified water, Nancy. God turned it into wine. Whoa. He did. Whoa. It works in everything. You're being sold. Everything is always given to you in thirds. The reason is, is because not only does it fit with the rhythm that we think, but also if you have shirts about to break out right now. Cheers. Cheers. By the way, three outcomes. And this one doesn't resonate, and that one doesn't resonate, but if that one does, you've given yourself a 66% greater chance. Cheers. All right, here we go, guys. Let's go. Offer. Okay? Make sense of selling somebody. So what if I said, hey, buy my hair care product that allows your hair to be restored to its natural blonde, but you don't want blonde. But I say it reaches a little bigger for our friends at home. Restores your natural blonde and regains wave. Come on. Okay, here we go. So we're going to create this tonight. Okay, but you say it restores your natural blonde, regains wave, and gives you a head full of hair and regrows everything she had lost and makes you get the woman of your dreams. Blah, blah, right? So one may not resonate, two may not resonate, but chances are the third one will. Okay, and so this is why you want to do three, but really why you want to do three. Now, listen to me online. Really, the reason why you want to. So the offer that we want to create, okay, is we want to look at it in a few different buckets, okay? So we're looking at. We're looking at the product. We're going to do threes because I want you to work. I want you to really think about what your product does. Don't give me tech. Look at the price or the pathway. I'm sorry, not no babble. I don't care about the system and the process. I care about the outcome. What does the. So we're looking at. We're looking at the product. We're going to look at the price or the pathway. I'm sorry, not an offer, that's tomorrow product, the payoff and the price. Not an offer, that's tomorrow product, the payoff and the price. Okay? So what we want to do is we want to take this, and then ultimately, tomorrow we're going to work on this. Put it in a syllabus. Okay? Outcome, actually do. Okay. What does it actually do? So take some time. If you're creating an irresistible offer. Give it a name, give it a description. Give it an outcome. Does that make sense? Okay, so what we want to do is we want to take. So you can see where we're going, okay? And then now what we want to do is we want to come over this. And then ultimately tomorrow we're going to work on this. Put it in a syllabus, okay, so you can see where we're going, okay? And then now what we want to do is we want to come over and we want to sell it, right? Okay? So when you create an offer, okay? Now the second part of this is payoff, okay? Payoff. Payoff is if you offers are so powerful, because in our society, nobody wants to be sold to, okay? In fact, this poor lady came to the door today, and I was driving or whatever, and it rang up on my phone, and I'm talking to her, and I thought she was trying to sell me something. So I don't know what I was doing. I think I was pretending to get these three outcomes. What happens? Okay, if you get the outcome, one of the outcomes, what happens? Okay, what happens? This is what people pay you for, is the payoff, right? It's what people pay you for. Speak Spanish or something, I don't know. And I'm trying to get her to go away. And she finally went away. Shooed her away when I come back. Actually, it was just a gal trying to take our census, right? The census gal. And the reason is our initial reaction when somebody comes to the dorm, we don't know them, is what are they trying to do? So you guys took high ticket mastery. Come to high ticket mastery, where we'll teach you what are they trying to do? They're trying to sell us something, and nobody wants to be sold to. But for some reason, we spend thousands of dollars every year. So obviously we all love to buy, right? It's just a common principle. Okay? Nobody. Nobody likes to be sold, but everybody likes to buy. So how do we do that? How? To create your very own product between 10 and $25,000 and create systems to sell three to five in the next 90 days is that outcome. The way we do that is we create an offer that makes a lot of sense to a lot of people. Now, on this offer, there's some components. There are some components that we have to figure out. So the price, okay, the price actually in this order is powerful, but it's not or a payoff. You create your own product between 10 and 25,000 and you'll create systems to sell three to five in the next 90 days, is that an outcome or is that a payment? Payoff? As powerful as a payoff. So what I want to do is I want to create an offer that people cannot say no to. It's a payoff. Okay? Now what are some outcomes? Outcomes could be you're going to design, okay? When we create an offer that people cannot say no to, then we make some money. So let's go and do that. Okay? So what is our product? So we're just going to call this, you know, hybrid 101, okay? You're going to sell some kind, your very own coaching program. You're going to create a $20,000 product, okay? Those are outcomes, payoff, kind of a hybrid program. Some kind of hybrid coaching program where they get a little one on one and we want to sell it, right? Okay. So when you create an offer on little group, little online course, all that stuff you're going to sell hybrid program, then what you're going to do is you're going to spend time working on the payoff statement, okay? You're going to spend time working on the payoff statement. So the problem is what happens if it happens? Does that make sense? The payoff is where the money is. The payoff is what you're paying for. Okay? Does that make sense? So your product at the beginning offers are so powerful because in our society, nobody wants to be sold to, okay? In fact, this poor lady came to the door today and I was driving or whatever and it rang up on my phone and I'm talking to her and I thought she was trying to sell me something. So I don't know what I was doing. I think I was pretending to. The product is, the name of it is Hybrid 101. The description here is what it is just really simple and what it does, okay? If you're going to create an irresistible offer, you got to get really good at this, okay? You got to get really good at this, okay? The price then is 10 to 20% of the payoff, okay? This is why your payoff has got to be measurable. Are you with me? So this is where it starts in the offer. Now let's get into the fun stuff, okay? The fun stuff is this. It's got time, time in it. So it's, you know what it is? Let's say it's a coaching program. So it's a 90 day coaching program, right? It's the time element. And what it is, okay? It's also good if you say who it's for. So it's a 90 day coaching program for Speakers, pastors, coaches, consultants and authors. Once you figure this out, okay, even if you don't have price, speak Spanish or something, I don't know. And I'm trying to get her to go away. And she finally went away. Okay, and then what does it do that helps them create? Whatever that helps. Okay. Even if you don't have price, which you do, but even if you don't have price, here's what you got to do. Okay? So I'm going to create an irresistible offer. Okay? So that's the description. So the description. So the product. This is the name. The name right here. The description is, what is it? What does it do? Is there a time element? And who is it? Okay, and then after the description, this is all under the shooter away when I come back, actually with just a gal. What you have to do now is once you get this, now we create what's called expensively affordable. Expensively a product. It's all under product. Now we need the outcome. The outcome is best told in threes. Okay? Outcome number one, outcome number two, outcome number three. It's called the power of thirds. Okay. If you study this in the High ticket master online course, I do an entire hour on this. It's really good. You should go watch it. Okay. Expensively affordable. What is expensively affordable? Watch it. I'm going to spend two minutes on this. Now, we are structured as human beings to resonate in threes thirds. You guys ever watch play by play? Ever listen to play by play on the radio? Like listen to a sports game on the radio? Okay, so growing up, I listened to a guy by name of Bill Shonley. Bill was the voice of the Portland Trailblazers. Your product has got to be expensive enough. Okay? It's got to be expensive. I was a huge Blazer fan, and in 1992, the best team ever assembled that has not won a championship was enough where you could make a full time living. Okay? It's the 1992 Portland Trailblazers. And they had guys like Clyde Drexler, Terry Porter, Buck Williams, Kevin Duckworth, Jerome Kersey. These guys were brilliant. Great team. So fun, fast paced, awesome. Gotta be expensive enough, but it's got to be affordable enough, okay? Affordable enough where your little guys over here can pay for it. Okay? This I would listen to Bill Shonley and here's how he would call the game. This is what expensively affordable is. So it's expensive enough for you to make a living, affordable enough for Porter to Drexler, dribble drive over to Kersey down to Duckworth. He shoots it up, rebounded Kersey out to Williams, over to Porter. Three on its way. Rip city, baby. What did you hear there? What was that rhythm? People can pay for it. Your job in creating your irresistible offer is to think about Drexler to Porter. Right? Everything was in three. Da, da da, da, da, da da da da da da da, da, da, da. And what I learned was, oh, my gosh, we're accustomed to hearing things in thirds. This first. Your clients should not have to figure out how they're going to afford your program. You should have already done that for you, for them. Okay? When I went and took stand up comedy and I started putting comedy routines together, it's got to be expensive. You don't want to go seller. What I learned was, is you have to tell a joke and follow it up with two more jokes in order for that joke to be maximized. Why? Because everything's power of thirds. Okay? Da, da, da. You have to have thirds. Well, the same thing with $197. Course, it's not expensive. You want minimum five. Okay? Outcomes. Three outcomes is better than one outcome. But the three outcomes. If you were to come to me and say, hey, create a $5,000 program, great, I'll help you. 10 would be better. 25 would be even better. Okay? It's got to be expensive. Have to be married to your one payoff. Okay? So when you. When you say things like, be it affordable at the same time, because people want that payoff, you know, come to Hybrid 101. You know, it's a 90 day coaching program for speakers, pastors, coaches, consultants, and authors. You know, that helps them create an irresistible offer that, you know, builds their tribe. How many times have you heard somebody say, man, I'd really love to do that. I just can't afford it. Whatever gains trust and makes a million bucks, whatever, you're putting your outcomes in thirds. Does this make sense? So I want you to think about this as you're writing your offer. The. I really want that, but I just. I just can't afford that. You don't want that to be you. Okay? You don't want that to be the front of your offer. Okay? The product description has got. So how can you make it expensively affordable? Well, the way you make it, it's got a rhythm to it. It's got a name, it's got a description. It's got an outcome. How many is that? It's expensively affordable. There's a few ways. Okay, The Easiest way through a payment plan, a name, it's got a description, it's got a outcome. It's three and then the outcome has three. Bam, bam, bam. I know it sounds goofy, but psychologically this works. It works in everything. You're being sold. Everything is always given to you in thirds. The reason, okay, through a payment plan is because not only does it fit with the rhythm that we think, but also if you have. So if it's 25,000, okay, they can pay three down, three outcomes. And this one doesn't resonate, and that one doesn't resonate, but that one does, you've given yourself a 66% greater chance and they can pay 2k per month chance of selling somebody. So like what if I said, hey, buy my hair care product that allows your hair to be restored to its natural blonde for a year? Okay, that's one way. Okay, you can create some kind of. But you don't want blonde. But I say it restores your natural blonde and regains wave. Okay, but you say it restores your natural blonde, regains wave and payment plan. Okay, you could do some kind of incentive plan, which I don't recommend you do that, not right now. Eventually you will incentive plan where it's result based and gives you a head full of hair and regrows everything she had lost and makes you get the woman of your dreams, blah, blah, right? Where they pay a little bit of money and then they get results based on your coaching, they pay a higher fee. So one may not resonate, two may not resonate, but chances are the third one will. Okay, and so this is why you want to do three, but really why you want to do three. Now listen to me online, really the reason why you want to do three is because I want you to work, I want you to really think about. But right now the easiest way to do expensive, affordable is through some kind of payment plan. What your product does, don't give me tech. Or you could do some kind of credit. Like there's programs like PayPal credit, there's programs like Affirm, I don't know if you're familiar with Affirm, those organ. No, Babel, I don't care about the system and the process. I care about the outcome. What does the outcome actually do? Okay, what does it actually do? So take some time. Organizations, they will pay you all your money and then they will handle the payment option. If you're creating irresistible offer, give it a name, give it a description, give it an outcome. Does that make sense for you? Okay, paypal credit and affirm. You can look at those. Okay, now the second part of this is, is payoff. Okay? Payoff. Payoff is if you get these three outcomes, what happens? Take a little take so you can do a payment plan or some kind of, some kind of credit. Okay. There's other ways, but that's really how I recommend you do it. Okay, if you get the outcome, one of the outcomes, what hope once again, if it's 25,000, how. What kind of RO happens? Okay, what happens? This is what people pay you for is the payoff, right? It's what people pay you for. So you guys took a. Why do they need to get high ticket mastery? Come to high ticket mastery where we'll teach you 10 times. So they're going to have to get. You're going to have to put them on a pathway to get a quarter million. They don't have to get in the first year, but they need to be on the pathway to get it. How to create your very own product between 10 and $25,000 and create systems to sell three to five in the next 90 days. Is that an outcome or a payoff? Here's what's so funny. We did a little poll in the Click Funnels room. I don't know. You create your own product between 10 and 25,000 and you'll create systems maybe a year ago, year and a half ago. And I put in there, hey, guys, if. If you were to Pay to sell 3 to 5 in the next 90 days, is that an outcome or is that a payoff? It's a payoff. Okay, now what are some outcomes? Outcomes could be you're going to design your very own coaching program. You're going to create $25,000. Okay? If you were to pay $25,000 for a coaching program, what would you want your ROI to be? Okay, $20,000 product, okay? Those are outcomes. Payoff. What do you think the result was? The overwhelming result is what happens if it happens. Does that make sense? The payoff is where the money is. The payoff is what you're paying for. Okay? Does that make sense? So your product at the beginning, if you're going to create an irresistible offer, you got to get really good at this, okay? 250,000, 100,000. You got to get really good at this. Okay? The price then is 10 to 20%. What do you think? Two, comma, Club of the payoff, okay? This is why your payoff has got to be measurable. You will. That's what they want. You know what almost everybody said if I could just break even with me. So this is where it starts in the offer. Now let's get into the fun stuff. Okay? The fun stuff is this. Once you figure this out, okay, even if you don't have price, it's a break even. I want to put 10%. What? Okay, even if you don't have price, which you do, but even if you don't have price, here's what you got to do, okay? What you have to do now is once you get this, now we create what's called. Yeah, break even. Almost everybody said if I could just break Expensively affordable. Expensively affordable. Break even. If I paid 25,000 and you can show me how to get my money back would feel like it was worth it. Why? Because they can take that knowledge and then go places with it. That makes sense. Once I understood that, everything shifted for me. Okay, Expensively affordable. What is expensively affordable? Your product has got to be expensive enough, okay? It's got to be expensive because I was trying to build people quarter million dollar businesses enough where you can make a full time living. Okay? Now I just like, I just got to figure out a way for them to get their money back. You got to be expensive enough, but it's got to be affordable enough, okay? Affordable enough. I just gotta figure out a way to get their money back. I gotta figure that out where your little guys over here can pay for it. Okay? This is what expensively affordable is. So it's expensive enough for you to make a living. Affordable enough. And so I did and I'll show you that in a second. But it takes the pressure off. So really people pay for it. Your job creating your irresistible offer is to think about this first. Your clients should not have to figure out how they're going to afford your program when you do all this. We say 10x but really you should have already done that for you, for them. Okay. Research tells us is if we could just get our money back. Okay, it's got to be expensive. You don't want to go sell. Let me prove it to you. When you go to make an investment in something and you start running numbers in your head, what numbers do you run in your head? How long? $197 course is not expensive. You want minimum five. Okay? If you were to come to me and say, hey, create a $5,000 program, great, I'll help you. 10 would be better. Trying to take our census, right? The, the census gal. And the reason is our initial reaction when somebody comes to the dorm we don't know them is what are they trying to do. 25 would be even better. Okay. It's got to be expensive, but yet affordable at the same time because people want that payoff. How long will it take me to. That's the number we run in our head. When you go do Facebook ads. How many times have you heard somebody say, man, I'd really love to do that, I just can't afford it. God, I really want that, but I just can't afford that. You don't want that to be you. Okay. You don't want that to be a question they're asking. What do I. Well, shoot, I only need to. So how can you make it expensively affordable? Well, the way you make it expensively affordable is a few ways. Okay, the easiest way is through a payment plan. Two clients, then I get my money back. Does that make sense? That's the default. Okay. Through a payment plan. So if it's 25,000 in our head, nobody says, I mean, they want it, but they're willing to risk it. Okay, they can pay three down. They're willing to risk it if they can get break even. So this is expensive, affordable second part. And they can pay 2k per month. Who it is is this one here. What's the next one? Anybody remember? Cavours. Okay, we're going to show you that in a minute. Well, let's. We'll do it now. We'll do silly math now, okay, For a year. Okay, that's one way. Okay, you can create some kind of payment plan. Okay. You could do some kind of incentive plan, which I don't recommend you do that. Not right now. Eventually you will. But incentive plan where it's result based, where they pay a little bit of money and then they get results based on your coaching, they pay a higher fee. Silly math. Now what is silly math? So silly math. But right now the easiest way to do expensive affordable is through some kind of payment plan. Or you could do some kind of credit. Like there's programs like. Can you guys see this? Okay, okay, I'm right here, so I can see it. But PayPal credit, there's programs like Affirm, I don't know if you're familiar with Affirm. Those organizations, they will pay you all of your money and then they will handle the payment option. Okay, so silly math, what is silly math? Okay, Silly math is where for you, okay, PayPal credit and affirm, you can look at those particular things. So you can do a payment plan or some kind of. Some kind of you take the, you take credit. Okay. There's other ways, but that's really how I recommend you do it. So once again, if it's 25,000, what kind of the ROI of the program? Okay, so for instance, why do they need to get 10 times? So they're going to have to get. You're going to have to put them. So Ross, if I am trying to sell, I want a pathway to get a quarter million. They don't have to get in the first year, but they need to be on the pathway to get it. Here's what's so funny. We did a little poll in the clickfunnels room, I don't know, maybe a year ago, year and a half ago. And I put in there, hey, guys, if you were to pay $25,000, okay. If you were to pay $25,000 for a coach, a $10,000 program. Okay, okay, this is what I want to charge, $10,000. Then I got to come over to this side and I say, look, okay, I'm going to help you create a $5,000 product coaching program. What would you want your ROI to be? Okay, I'm going to make it up. I'm going to help you create a $5,000 product. I'm going to help you create a system. What do you think the result was? The overwhelming result? 250,000, 100,000. What do you think? Two comma club that get you, you know, three to four leads per month. Okay. So I'm gonna help you create a. You know what? Almost everybody said if I could just break even, 5,000 profit. But I'm gonna, we're gonna get three to four leads per month. Okay. Then what I could say is break even. What 10% or break even? Yeah, break even. Almost everybody said if I could just break even If I paid 25,000 and you can show me how to get my money back, I would feel like with those three to four leads, the industry average is one out of six. Okay. So for it was worth it. Why? Because they can take that knowledge and then go places with it. That makes sense. Once I understood that, everything shifted for me because I was trying to build people quarter million dollar businesses and now I just like, I just gotta figure out a way to, for them to get their money back. Every six leads you get, you're gonna close one this Internet, Internet average. Okay? But let's just say you're really good. Okay? I mean you're like super good. Okay. And you don't get like one out of six, but you're really good. So how many do you get? I just gotta figure out a way to get their money back. I gotta figure that out. You get one out of two. Okay, so let's say you get one out of two. And so we're gonna get you four. And so I did, and I'll show you that in a second. But it takes the pressure off. So really when you do all this, we say take 10x but really what research tells us is if we could just get our money back. Okay, leads per month. You're going to close two of those. So you're going to make two sales up. Not a month. Let me prove it to you. When you go to make an investment in something and you start. But weak. Forgive me. We're going to give you three to four leads per week and you're going to close one out of two. So let's say we get you four per week. How many sales per week? Are you running numbers in your head? What numbers do you run in your head? How long will it take me to. That's the number we run in our head. When you go do Facebook ads. What's that? You're going to get two sales. Okay. And those two sales is going to be how much? Question they're asking, what do I. Well, shoot, I only need two clients and I get my money back. Does that make sense? That's the default in our head. Nobody says, I mean they want it, but they're willing to risk it. They're willing to risk it if they can get break even. So this is expensive, affordable. Second part, too much money. 10,000. It's going to be $10,000. Okay, $10,000. Now we're going to do this. We're going to go hyper. We're going to do this every week for 90 days. So that's 12 weeks. Okay, so for 12 weeks. Who it is? Is this one here. What's the next one? Anybody remember cavours? We're going to get you this. So at the end of 12 weeks, you should have somewhere between 36 and 40. Okay, we're going to show you that in a minute. Well, let's. We'll do it now. We'll do silly math now. Okay, silly math. Now what is silly math? So silly math, 48 leads. Okay, 36 and 48 leads. If you close one out of two. Can you guys see this? Okay. Yep. Okay, I'm right here so I can see it, but okay. So silly math. What is silly math? Okay, silly math is where, let's say a 48. Okay, you're going to have 24 sales. And out of those 24 sales at $5,000, you're going to generate. You take the. You take. What is that? $120,000. That makes sense. Okay, see? ROI of the program. Okay? So for instance. So, Ross, if I am trying to sell a $10,000 program. Okay, okay, this is called silly math where I show them how much their product is. I show them what we're trying to do. And I start with the 1 to 2 so they can see this number. 120K. Would you trade me $10,000 for $120,000? Yes. You would? Okay, this is what I want to charge, $10,000. Then I got to come over to this side and I say, look, okay, I'm going to help you create a $5,000 product. Okay? But let's say you suck. And you can't do one out of two, but you do make it up. I'm going to help you create a $5,000 product. I'm going to help you create a system that gets you three to four leads per month. So I'm going to help you create a $5,000 product, but we're going to get three to four leads per month. Okay, Then what I can say is one out of four, you do one out of four. So out of 48. Out of 48, you sell 12, right? You sell 12 at $5,000 and you sell 60K. Would you trade me 10K with those three to four leads? The industry average is one out of six. Okay? So for every six leads you get, you're gonna close one. This is the Internet average. Okay? But let's just say you're really good, okay? I mean, you're like super good. Okay, for 60k. Yes. Let's say that you suckity, suck, suck, suck. And you can't. And you don't get like one out of six, but you're really good. And so how many do you get? You get one out of two. Okay, so let's say you get one out of two. And so we're going to get you four leads per month. You're going to close two of those. So you're going to make two sales up. Not a month. You're like the bottom of the barrel, and you do one of six. Okay, one out of six. Okay, so now you come in here and now you're eight. You make eight sales at 5,000 and you make 40k. Would you trade me 10,000 for 40,000? Okay, so what I. Per week. Forgive me. We're going to get you three to four leads per week, and you're going to close one out of two. So let's say we get you four per week. How many sales per week are you going to get? 2 sales. Okay. And those 2 sales is going to be how much money? It's going to be $10,000. Okay. $10,000 can show them. Is that even if they suck. Now we're going to do this. We're going to go hyper. We're going to do this every week for 90 days. So that's 12 weeks. Okay, so for 12 weeks, they're still going to put $1 in and take $4 out. Does that make sense? Okay, how many of you would make that trade all day long? Right? You're going to do that. So what silly math is is the ability to do the mathematic form. We're going to get you this. So at the end of 12 weeks, you should have somewhere between 36 and 48 leads. Okay, 36 and 48 leads. If you close one out of two, let's say a 48, okay, you're going to have 24 sales. And out of the formula to show them that there's really no risk at what they're doing at all. Because even if they set those 24 sales at $5,000, you're going to generate. What is that? $120,000. That makes sense. Okay, so this is called silly math where I show them how much their product is. I show them what we're going to suck, suck, suck. They're still going to come out ahead. Does that make sense? So that's silly math. What math are they doing in their head? They're like, really? Like, oh, this, this, this, this, this. But their contingency says, okay, 5,000 bucks. 2. So then I ask them this question we're trying to do, and I start with the 1 to 2 so they can see this number. 120K. Would you trade me $10,000 for $120,000? Yes. Yes, you would. Okay, but let's say you suck and you can't do one out of two. But you do one out of four. You do one out of four. So out of 48 out of 40. Ross, let's just be honest. How many? How many? Okay, then we go to part two. How many hours are there in a week? You sell 12, right? You sell 12 at $5,000. Work hours. How many work hours? And you sell 60k. Would you trade me? Would you trade me 10k? Let's say we work 40 hours. Okay. Which means in a month there's 160 hours. Right. And in the 90 days that means they're for 60k. Yes. Let's say that you suckity, suck, suck, suck. And you can't. You're like the bottom of the barrel and you do one of six. Okay, one out of six. Okay. So now you come in here and now you're eight. Make eight sales at 5,000 and you make 40k. Would you trade me 10,000 for 40,000? Okay, so what? I are 520 hours. You with me? Let me ask you in the next 90 days you can show them is that even if they suck, they're still going to put $1 in and take $4 out. If you worked for 520 hours and I could give you a sale, does that make sense? Okay. How many of you would make that trade all day? Process that was tried and true and I could help you generate leads. Do you think in 520 hours do you belong? Right. You're going to do that? So what silly math is, is the ability to do the mathematic formula to show them that there's really no risk at what they're doing at all. Because even if they suckity, suck, suck, suck, they're still going to come out ahead. Does that make sense? So that you think that you could make two sales in 520 hours worth of work? That's silly math. What math are they doing in their head? They're like really like oh, this, this, this, this. Could you make two sales? Okay, so what did I just do that? Who did I put the pressure on? Me or him? Him. So what Sillymath does is it shifts the responsibility off of this. But their contingency says, okay, 5,000 bucks. 2. So then I ask him this question. Ross, let's just be honest. How many? Okay, then we go to part two. How many hours are there in a week? Work hours? Hours. How many work hours? Me and puts it onto him. And now he's not questioning whether I'm. Let's say we work 40 hours. OK? Which means in a month there's 100. Any good? What's he questioning? He's questioning whether he's any good. Does that make 60 hours? Right. And in the 90 days that means there are 520 hours. You with me? Let me ask you. In the next 90 days if you worked for 520 hours and I could give you a sales. So what Sillymath does. When I designed this, I used to just do this part. And then I started doing this part. And this is really. Ross, do you think if you work this many hours and I gave you a proven sales system process that was tried and true and I could help you generate leads? Do you think in 520 hours, do you think that you could make two sales? In 520 hours worth of work, could you make two sales? Okay, so what did I just do that? Who did I put them? Do you think you could do this? Do you think you could do this? Do you think you do that? Pressure on me or him? Him. So what Sillymath does is it shifts the response to off of me and puts it onto him. And now he's not questioning whether I'm. That makes sense. This is what silly math is. Silly math shows them the possibility, shows them the average, shows them the below average, then twists the responsibility and puts it back on them. Any good? What's he questioning? He's questioning whether he's any good. Does that make sense? So what silly math does. When I designed this, I used to just do this part. Does that make sense? How many of you guys online just had some freaking ahas? That's what I want to know. I want to know some ah. And then I started doing this part and this is really. Ross, do you think oz, you guys are going to be. You know what I need to do? I want to get a TV on a mount right back there so I can see the. If you work this many hours and I gave you a proven sales system, do you think you could do this? Do you think you could do this? Do you think you do that? Does that make sense? This is what silly math is. Silly math shows them the possibility, shows them the people. And I can see the comments. We may be going to Best Buy. That's what this room needs. It needs more TVs. Yeah. Average. Shows them the below average, then twists the responsibility and puts it back on them. Does that make sense? How many of you guys online just had some fun freaking ahas? That's what I want to know. I want to know some ahs for sure. Yeah. Wait. Say heck yes. Okay. Ahas you guys gonna be? You know what I need to do? I want to get a TV on a mount right back there so I can see the people and I can see the comments. We may be going to Best Buy. Yeah, but does this make sense? So the second part of an irresistible offer we need. That's what this room needs. It needs more TVs. Yeah. Is the silly math so or the third part. So the first part was we wrote it out, then we made more shelves. For sure. Yeah. Wait. Say heck yes. Okay. It is expensively affordable. Now we're doing silly math. Okay, now, you guys ready for the fun part? But does this make sense? So the second part of an irresistible offer is the silly math. So. Or the third part? So the first part was we wrote it out, then we made this. What's the fun part? The fun part is this one. Now we're going to make it stupidly made it expensively affordable. Now we're doing silly math. Okay, now you guys ready for the fun part? What? Affordable? Nope. We already did that. Stupidly irresistible. What's the fun part? The fun part is this one. Now we're going to make it stupidly what? Affordable. Nope, we already did that. Stupidly irresistible. Now we want to make it more Piston bull. Now we want to make it where people can't say no. Okay. Where we want to make it say no. So we've already given the description, they see what people can't say no. Okay. Where do you want to make it say no? So we've already given the description. They see what it is, they see what it does, they see what the outcomes are. They got the payoff. We made it expensively affordable. It is. They see what it does, they see what the outcomes are. They got the payoff, we made it expensively affordable. It's really expensive. But we give them some kind of pay plan, some kind of credit where they can afford it. We've done the silly math where they can see the numbers and all the numbers are inside their head. Okay. Now, affordable. It's really expensive. But we give them some kind of pay plan, some kind of credit where they can afford it. We definitely want to do is going to come in and we're going to make it to where they can't say no. Okay. We're going to make it to where they can't say no. The silly math where they can see the numbers and all the numbers are inside their head. Okay. Now. Okay. What I'm going to do with this is we do this with a risk reversal. What we're going to do is we're going to come in and we're going to make it to where they can't say no. Okay. We're going to make it to where they can't say no. What is a risk reversal? A risk reversal is the ability to take the risk off the table for them. Okay. What I'm going to do with this is we do this with a risk reversal to take their big objections, to make their big objections and make them small. Okay? That's all we're trying to do. We're going to take their big objections. We want to make them small. Okay, So a risk. What is a risk reversal? Risk reversal does this. Now I haven't. There's actually. Remind me there's one more piece, and after I'm done, you guys say there's one more piece. Okay, So a risk reversal says this. There's a couple different. A risk reversal is the ability to take the risk off the table for them to take their big objections to make their big objections and make them small ways. So we have money back guarantee, right? You have continue to work, right? This is going to work for you. And if it doesn't, I'll continue to work with you until it does. What other type of guarantees are there? Okay, that's all we're trying to do. We're going to take their big objections and we want to make them small. Okay? So a risk reversal does this. Now I haven't actually. Remind me there's one more piece and after I'm done, it's the pause your payment promise. And this is the one you guys save. There's one more piece. Okay, so risk reversal says this. There's a couple different ways. So we have money back guarantee, right? I personally use. Okay, okay, okay. So what I want is I go by the motto that if we can't, you have. I can't help you make money. I don't deserve yours. Okay? So when people come into Cavoo, if they take the expensively affordable route, they pay 3,000. It's 36,000. So they pay $3,000 down. Three thousand a month at that level. At my highest level, I believe that it's a lot of money. I'm not shy about that. That's a ton of money. Okay? $36,000 is more money than what I made an entire year until I was like, at a job till almost 30. Okay? So a lot of money. So I'm not shy about that. So what I do is they pay $3,000 down. And then I've got some rules. They have to launch at least a $5,000 product in the first 45 days following my formula. If they do and they show up to my. All my coaching calls continue to work, right? This is going to work for you. And if it doesn't, I'll continue to work with you until it does. What other type of guarantees are there? It's the pause your payment promise. And this is the one I personally use. Okay? Okay. They do the work. They do what they got to do, then they will have done. They will have billed. Okay? So what I want is, I go by the motto that if we key out least $36,000 in billable sales, not necessarily collectible sales, because you may do it over the course of a year, but they'll done at least $36,000 in billable sales. Can't help you make money. I don't deserve yours. Okay? So when people come in or I pause their payment and you get to work with me for. You know, just like you would if you're paying me until you do, that make sense? The reason is, is because it's hard. So what that does is it's a $9000 risk. It's not a $36000 risk. It's a $9000 risk. Okay? So now when they're looking at those numbers, they're looking at into Cavu. If they take the expensively affordable route, they pay $3,000. It's 36,000. So they pay $3,000 down. 3,000amonth at that level. At my highest level, I believe that that's a lot of money. I'm not shy about that. That's a ton of money. Okay, $36,000. 9,000. Dee, what did I tell you when I sold you? I said, what do you got to do? I said, d, you got to go find nine grand. I can't do anything about that. You got to go find nine grand, and I will work with you till the cows come home until we get you to where you got to go. What do you mean, nine grand? For the down payment and monthlies. Right? It's so in my pause, your pay is more money than what I made an entire year till I was like, payment. Okay? I can't do anything about the nine grand. They gotta have some skin in the game. If they don't have skin in the game, it's no bueno. But I also believe in me. I also believe in my job till almost 30. Okay? So a lot of money. So I'm not shy about that. So what I do is they pay $3,000 down, and then I've got process. I also believe in my system, but I have. But most importantly, I have to believe in them some rules. They have to launch at least a $5,000 product in the first 45 days following my formula. That makes sense, because if I don't think that D can do it, that makes Sense, Right? Yeah. And so, because I. Because here's the thing. If she gives me 36k and she goes and makes no money, the whole. If they do and they show up to my. All my coaching calls, world's gonna know about it. And who sucks? She does. They do the work. They do what they got to do, then they will have done. They will have billed out at least $36,000 in billable sales, not necessarily collectible sales, because you may do it over the course of a year, but they'll done at least $36,000 in billable sales. But who does everybody think. Who does. Everybody thinks does me. Right? Does that make sense? I. You know, nobody said, you know, you follow me? Like, hey, listen, the girl can't sell the save her life, right? No, nobody knows that. All they know is, like, that Chad is a crappy coach. Right? Well, these or I pause their payment and you get to work with me for. You know, just like you would. No, Dee and I have had this conversation. D and I go way back, don't we? Yeah. Okay. You're paying me until you do that make sense? The reason is, is because it's hard. So what that does is it's a $9,000 risk. It's not a $36,000 risk. It's a 9. So. But you get the idea, right? So. But this one, in my opinion, this pause your payment promise is the best thing. The $10,000 risk. Okay? So now when they're looking at those numbers, they're looking at 9,000. D, what did I tell you when I sold you? I said, what do you got to do? I said, d, you got to go find nine grand. I can't do anything about that. You got to go find nine grand. And I will work with you till the cows come home, until we get you to where you got to go. What do you mean, nine grand? For the down payment and monthlies. Right? So in my pause, your Payson is. Is because it puts ownership on both of you. They've got to come up with some money out of their pocket. They have to have skin in the game. 9,000 is a lot easier to come up with than 36,000. Okay? It's a lot easier than 36,000 if I promise that they're going to get it. If they do it, then I better be willing to put my money where my mouth is. Now, I don't give money back guarantees. I don't do that because I can't guarantee your result because you may suck. Okay? You may not do the work. Amen. Okay, I can't do anything about the nine grand. They gotta have some skin in the game. If they don't have skin in the game, it's no bueno. But I also believe in me. I also believe in my process. I also believe in my system. But most importantly, I have to believe in them. You may go have an affair with your client's wife. Getting some excitement going on here, right? I can't guarantee any of that. What I can guarantee is I'll bust my tail. I'll do everything I can. I'm not perfect. I'm human, just like you guys are. But I'm there. So I want you make sense. Because if I don't think that d can do it, dude. Oh, guys, listen. I know it's a lot of money. I know 36,000 bucks, a lot of money. But here's the deal. If you jump on board with me today, you got to come up with 3,000. 30 days from now, you got to come up 3,000 30 days from now, then you got to come with 3,000. But on day 91, you and I are going to look. And if you haven't done at least 36, that make sense? Yes. Right? Yeah. And so, because I. Because here's the thing. If she gives me 36k and she goes and makes no money, the whole world's going to know about it. And who sucks? She does. Thousand dollars in billable sales. So in other words, you haven't seen contracts out for at least 36,000. I'm going to go into the account, I'm going to push pause in that payment, and I'm still going to love you, I'm still going to appreciate you. And we're probably going to ramp up our work, okay? We're going to spend a little more time together. But I'm going to bust my. You know what? Until you. But who does. Everybody who does. Everybody thinks does me, Right? Does that make sense? You know, nobody said, you know, you follow me? Like, hey, listen, the girl can't say how to save her life, right? No, nobody knows that. All they know is, like, that Chad is a crappy coat. Get that money. And once you get that money, we're going to pop some bubbly and then I'm going to push start on the payment again. Right? That makes sense, guys. It makes it stupidly irresistible. Just like I was talking with you at the beginning. Hey, you buy my coaching program for 100k, you said, why? It's too expensive, Right? Well. And I said, yeah, but, you know, 37 of the last 40 people made a million bucks. You said, possibly. Then I said, I'll guarantee that you'll be the one of the 37, not the three. You said, sure. And then I said, I guarantee you'll do in the next 90 days. You said, yes. Okay, so no. Dee and I have had this conversation. Dee and I go way back, don't we? Yeah. Okay, so. But you get the idea, right? So. But this one, in my opinion, this pause your payment promise is the best thing. The reason is, is because it puts ownership on both of you. They've got to come up with some money out of their pocket. The money back guarantee. I gave him a money back guarantee. Okay. I recommend this one here, okay? If you guys are watching, okay? You're online, you're watching, and you're like, dang, Chad, I want to create this. I want to create a 15 to $25,000 program. I want to be part of CAVU. I want you to be my coach. Hey, I have to have skin in the game. 9,000 is a lot easier to come up with than 36,000. Okay? It's a lot easier than 36,000 if I promise that they're going to get it. If they do it, then I better be willing to put my money where my money. I want you to take it to the next level. Okay, well, this is what I would do. Okay? What I would do is I would come in and I would tell you all about Cavu, okay? The six things that we do, the payoff that we get, etcetera, I would. It's not 25. Okay? It's 36,000. Okay? You'd put three down this. Now, I don't give money back guarantees. I don't do that because I can't on three a month. I'd give it on your payment plan, okay? I'd make it expensively affordable for you. I would show you the silly math. I'd want to make sure that I can at least get you a quarter million bucks over the next 12 to 24 months. I'd want to do that math. I do silly math more for me than you. Okay. And then I'd make it stupidly irresistible. And I'd give you a pause your payment prompt. I can't guarantee your result because you may suck. Okay? You may not do the work. You may go have an affair with your client's wife. Getting some excitement going on here, right? I can't guarantee any. And I'd say, listen, I can't do anything about the first three payments, okay? But I make you a promise. After three payments, you've made 100% of your investment back. Not the 9,000 you paid, but all 36. You'll have billable sales of at least $36,000, or we push pause in your payment. Okay? Remember I said there was one more, right? What I can guarantee is I'll bust my tail. I'll do everything I can. You guys remember that. You guys are supposed to remind me of that. There's one more thing. And then what I would do, and I'm not perfect. I'm human, just like you guys are. But I'm there. So I want you is I would close the deal. You know, guys, listen. I know it's a lot of money. I know 36,000 bucks is a lot of money, but here's the deal with Social Proof. Let me tell you about Jessica. Let me tell you about Heather, tell you about Ryan. Let me tell you about Wes. I just go on and on. And I'd give you four, five, six stories, okay? And we've worked with enough people now where I can get people in their genre now, right? Wes is my favorite story. Not my favorite. It's one of my favorites. Wes was the very first person that we helped get a million dollars, and he was a lot of fun. I was so relatively new in the business. We were doing a lot of webinars back then. Webinars was the thing. And so much so that I had a little product called the Webinar Guy. And what I would do is I would. I was really good with the funnel and really good at structuring the webinar. But I noticed that a lot of my clients sucked on camera. They couldn't deliver anything. Their sales were awful. They sounded like Scooby Doo. It was awful. And so I made a deal with them that says, listen, I've got the structure. What if you and I do what's called a hybrid interview, where I come on and say, hey, everybody chats about a webinar guy. I'm here with Defrench, you know, and. And then, you know, D7 growth strategies. Actually, what's the name of it now with Speak, Write, Sell. Okay? And today, what we're going to do is we're going to do xyz, and I'll do the beginning. But first, hey, I want to welcome, you know, Molly from Colorado and Roslyn from California, and Brian from Phoenix. And, you know, Melinda. How's those horses going? You know, I do the beginning stuff, and I'D set all the rules, and I do everything, and then I would toss it to them, and I'd let them do what they were good at. They could teach. Then after they were to teach it, I said, man, Wes, that was awesome. Thank you so much. And I would go in and I would do the pitch, and I would do a cell for him. So Wes saw me do a webinar for this really weird guy up in San Francisco. Hope you're not watching. But a really weird guy, this guy. Well, he was so weird. Okay. And he was. I'm not joking. He was a. He did seances and Blessings for dogs, and they were $20,000. For real? Yeah, for real. In fact, if you go to my first funnel free.com thing, he gave me a testimonial. Like, you can see it. He's still one of my. I still use testimonials. I'm too lazy to recreate them. But. Yeah, but he does seance and Blessings for dogs. He's very gifted. Like, this guy's very gifted and so good at what he does. But he'll go into your house, and he does blessings and seances and blesses your dogs, and he keeps them alive for, like, two, three, four more years. It's amazing. And those dog lovers who love their dogs. That makes a lot of sense. And he charged a lot. He charged a lot of money for it. That's quite the risk reversal, right? I don't know if I can do that. So he saw a webinar that we did with this guy, and we sold a ton. Like, he got, like, seven, eight clients of that webinar. It was a ton. And so Wes sees this. So he calls me up and says, hey, here's what he did for a living. He goes, I'm former military, and I train people who are going into the special forces units. I train them how to be a sniper and how to pass that test. Now, only one out of 16 people who take that test pass it. And almost nine out of 10, 10 people that I train pass it. And so he had a product. It was 5,000 bucks. You would go to this little boot camp thing that he had, and he would train you how to be special force. And you go take the test, and you'd pass it. And his risk reversal was, you'd pass it, or you get to come back next time and do it again. And so he goes, so what I want you to do is I want you to build my funnels. I want you to do a webinar. And so we started talking. Talking about his audience. We did. So I'll never forget this. It was like the most traumatic and great experience of my life. So we get on. We're just a couple minutes away from the webinar going live, and he clicks on there. I don't know if you know these kind of military guys, like the ones that killed a bunch of people in their life, like, they will let you have it. What the. Blinkety blank. You got 31 people on this web. 31. I paid you all that money, and there's 31 people on this webinar. My dead grandma could have gotten 31 people on this webinar. What the hell? I'm not doing this. Blankety blank. There's 31 people on this webinar. And he was mad, like, well, dude, how many do you want? Like, how many people are trying to go. We should have at least 200 people. I paid for the thousand dollar max on go to. I'm like, dude, like, listen. Like, we're like two minutes away. I'm not doing this webinar. I'm like, dude, I'm like, you know, And I'm like, freaking out. Like, I am so broke at this moment. I'm like, this guy just paid me some money. He's gonna do it. Chargeback. I'm gonna be. I'm like, literally like, okay, come on now. So I'm like, okay, Satan. I mean, Wes, let's go. Here you go. I was like, let's just do the webinar. It's our first one together. If worse comes to worse, we'll do it. So we get on there and we do 31. And I go on. How you doing, everybody? My name is Chad Thibodeau, and welcome to. So glad that you guys are here. Now, listen, first things first. I got to tell you that I'm not a military guy, okay? So I'm probably going to say some stuff, and you're probably going to laugh your rear end off, but in a minute, I'm going to bring you on one of the best military guys in the world. What I wanted to say is I'm going to bring you guys on. Bring somebody on that obviously needs some psychiatric help, okay? But so I go on, I pitch, and Wes comes on and he does a little pitch. And then I get back on and say, awesome, Wes. Hey, listen, guys, being in the Special Forces has got some serious perks. And I went on and gave all the perks and stuff like that. And I did the pitch. We had 31 people on, he got 16 sales calls. I'd say 50% conversion rate. I'm like, holy freaking hell. And then out of those 16, I think he sold eight. Okay, so that was a $40,000 webinar. Okay. Now you have to understand that the last company that he hired, he made zero sales. They had several hundred people on the webinar. Made zero sales. I had 31. So he calmed down. Okay, he calmed down. So we did another webinar and we didn't get many. We had like 16, 17, 18 people on the entire webinar. He's still freaking out. He goes. And he closed half the room. And then I just like started noticing. You know what's so weird? All those other people that didn't buy, like, they're like booking appointments now, blah, blah, blah. And so anyway, so we go in and we did a webinar a week. So we did a live webinar every Thursday. Followed Russell Brunson's thing. Like after five or six of them, the dude sold a ton of them. And the guy did, I don't know, 1.2, $1.3 million in a matter of weeks. Okay, less than, less than. Less than three months. Yeah, the first. Whatever. I still have. Here's the thing. I still have his funnel because it's one of the best funnels I've ever built. It's really great. I'll show it to you. Okay. And I'm waiting because we signed a non disclosure and a non compete with him. And I'm waiting for this non compete to end because I want to give him this funnel like it's a kick. It's my favorite one I've ever used. Huh. Soon it was a three year. I'll have to look. It was a three year non compete. Yeah, I'll look at it. I don't know. We'll see. Yeah, we'll see. But it was awesome. So we made our thing. And so what I do is I'll tell these stories. I'll tell like the west stories, I'll tell the Jessica story. I'll just start telling stories, you know, I'll tell the Rachel Pekarek stories. You know, how she was a big multi level, and I just go through it and I'll just start pulling them out. But here's what you have to know about testimonials. Testimonials have got to be believable. They've got to be relevant. Okay, so Wes made a million plus in a short amount of time training people for special units as a sniper. But that doesn't relate to everybody. So then we go to John Swanson. I'll talk about John Swanson at the Granite Games. John Swanson hit me up two years ago at Funnel Hacking Live. We started talking with him. He had a $25 product. We built a funnel for him, showed him how we could take that funnel and. And turn it upside down, do all these upsells and stuff like that. And we worked with John in four months, selling a $25 product, we had two comma clubs, four months. It was my very first one that my name was on. Okay. Was the one with John. So I'll tell that story. Because some people have E Commerce low ticket, right? And so the thing with social proof is at the beginning, you just got to get it. You just got to get it as you advance, then you can take the social proof and you can relate it to your particular client. Does that make sense? So what you want to do is if you know who your perfect client is, if you know who your audience is, then what you can do is you can go after those people in your beta because their testimonial is more important than their cash, because they may give you five grand. If they give you testimony, you can turn that into 100 grand. Does that make sense? So the social proof in high ticket is more important than in the cash. So think about who is my perfect audience, who can I get a result for? Okay. And just understand at the beginning, as good as cash is, you really want that social proof. You really want that testimonial. Okay. Does that make sense? Okay. That's really awesome. Are we good there? Yes. Okay. So that's how you create your high ticket offer. So what I'd like for you guys to do tonight leading up to tomorrow, I'm not going to check it until the next day, but I'd like for you guys to take a shot at creating a. Creating an offer. Okay. Creating an offer. I'm going to leave this up here. If you guys want to come and screenshot it. I'm also going to email it to myself. I think we got a way to email you guys this stuff. We're going to try that. Try to do that. But you guys can come do that. But I want you to do this. I want you to come up here and start with a product payoff price. So give the name, get the description, give the outcome, make it expensively affordable, figure out the silly math, do it stupidly irresistible. Give me some social proof. And who wants to present in the morning? Okay. And Molly, you're going to show me yours tomorrow morning. Is that cool? Okay, awesome. And tomorrow, what we're going to do tomorrow, during the first break, which is at noon, tomorrow at noon Pacific time, I will sit right here on this desk with my computer and we will go zoom. Okay? We'll go zoom and you guys can come on board, we'll do some Q and A, you guys can ask me some questions. I'll look at your stuff. I'll help you guys out. Okay? So in the morning, when we come back tomorrow, we are going to be session three. We're going to learn how to attract the perfect client. So tomorrow we're going to do a deep dive into your pathway, but we're going to learn the 12 step strategic operation process or the 12 step marketing matrix. And we're going to learn your opportunity script. Okay, this is the video script that you're guys going to be recording and filming and you're going to be putting it in your funnel a little bit later. We're going to work on that and build that out tomorrow for you guys. Tomorrow is going to be awesome. Session four, tomorrow. Well, actually that's. We'll talk more about that tomorrow. Any questions? Yes, ma'. Am. Experience, probably. I forgot. Add. I remember. Okay, what else? Any questions you got? What about online guys? You guys got any questions for me before we head here? What time is it? It's 9. 9:01. Well, I tell you what, I said you're going to be out of here at nine, so love ya, hasta la visa. We'll see you in the morning at is IS because not only does it fit with the rhythm that we think, but also if you have three outcomes and this one doesn't resonate and that one doesn't resonate, but that one does, you've given yourself a 66% greater chance of selling somebody. So, like, what if I said, hey, buy my hair care product that allows your hair to be restored to its natural block, but you don't want blonde. But I say it restores your natural blonde and regains wave. Okay, but you say it restores your natural blonde, regains wave, and gives you a head full of hair and regrows everything she had lost and makes you get the woman of your dreams, blah, blah, Right? So one may not resonate, two may not resonate with, but chances are the third one will. Okay, and so this is why you want to do three, but really why you want to do three. Now listen to me online. Really the reason why you want to do three is because I want you to work. I want you to really think about what your product does. Don't give me technobabble. I don't care about the system and the process. I care about the outcome. What does the outcome actually do? Okay. What does it actually do? So take some time. If you're creating an irresistible offer, give it a name. Give it a description. Give it an outcome. Does that make sense? Okay, now, the second part of this is payoff. Okay? Payoff. Payoff is, if you get these three outcomes, what happens? Okay. If you get the outcome, one of the outcomes, what happens? Okay, what happens? This is what people pay you for, is the payoff, Right? It's what people pay you for. So you guys took.