Optimize Your Offer - Day #4 5x5 Business Growth Challenge

Every champion has felt it. Every victorious person has felt it. The urge to quit. Don't you give up on your dream. I don't care if you don't have the money. You don't have the help. And you don't have the family for it. And you don't have the friends for it. Don't you give up on your dream. Don't you do it. It may take you twice as long. You may have to take courses and classes. You might not read as fast, you might not move as quick. You have as much. But don't you quit. If you lay dead, even the animals won't bite you. The risk of being bitten is the cost of getting up. And you have to decide. Are you so concerned about being bitten that you're willing to spend the rest of your life laying dead? Or is there something pumping down inside of you that says, bite me or not? I'm getting up. I'm gonna be the best me. I'm gonna do all I can do. I'm going for it.

Anybody can do anything except their mind to it. Depends on how bad you want it.

With enough persistence, most things that seem impossible become possible.

You just have to show up and show at so often time. Another time you gotta wake up and you gotta drive. You gotta be driven to go get something done. Now you gotta be willing to stand on your beliefs because a lot of times you're the only one who can see it. And other people, they don't see it really. But you gotta really believe in what you got inside of you, telling you and driving you to a certain goal for something.

The very minute that you decide upon something, you know that's what you want, you know you're going to do it. All of these negatives that have been bothering you, they pick up their baggage and get out. They can't live in a positive mind. You have to move with courage, with faith, with determination. I don't care what it is. I don't care how difficult it is. Listen, you better put some strength in your that plant your feet and stand up. Don't you dare sit down. Don't you dare crumble under the weight of it. Don't you dare give in because of the nature of it. Don't you dare go home and raise the white flag of surrender. Because whatever's over you defines you. And whatever defines you limits you. This is not your season to die. This is not your season to quit. There's joy, there's peace, there's breakthrough, there's provision. But you'll never. If you don't stand up to it, your pain is going to be a part of your prize, a part of your product. I challenge you to never give up. Never give in. And finally, guys, you gotta want to succeed as bad as you wanna breathe.

Day four. Let's go. Here we are, day number four, my friends. That was awesome. That was one of my favorite ones. Determination. Determination, what defines us. Determination is what makes us live. How am I looking on here? I look pretty good. Pretty bright. All right. How you guys doing? Today is day number four, my friends. Four out of five. You are crushing this. If you can hear me, if you can see me, put into the comments. I can see you, Jesse. I can hear you, Jesse. Welcome to day number four. Here we go. This is a huge day. This is a big day because we've passed halfway already. We've passed halfway already. We're already into the final stretch. Imagine that. Did you think only four days ago that you would be here today? Think of how much you've learned. Think of how much you've done. Think of the person you've become in the last four days. The progress is probably so much bigger than so many of you actually have witnessed. And you know what's crazy is that these have been little incremental steps. So if you can do this and use this in your life of. Ok, I need to be consistently taking incremental steps towards success, then imagine 4 days, 16 days, 30 days, 60 days, 90 days, 180 days. Your mind is going to be blown with just the incremental steps that you take every single day. It's just the 1% better mentality. I can be 1% better than I was yesterday. Only 1 little percent better. Can you do that in your communication? Can you do that with your work ethic? Can you do that with your habits? Can you do that with how you show up today versus yesterday? And if you weren't 1% better, can you be 2% better the next day? If you can do that every single day until you at least reach your goal, until you at least reach your output for the 90 days, you're going to be one fulfilled, successful person. One person that loves the business that they love. So here we go. Yeah, I teach 10%, Ronald. 10%. Every single day is massive. So if you could do that, that's great. But I'm looking for one small doable thing. And 1% for most people is doable. 1% is doable. And here's the great thing about 1% is if you could do that, I think for 67 days you will double your capacity. So that is great. So welcome to day number four. Day number four of the five day challenge to grow your business. The 5x5 business growth challenge. We are growing a business that you love and you learning how to launch a business that launch and grow a business that you love. Excuse me. And we are making some waves in this group. The amount of people that are going live and sharing and really doing the work, that's the most important thing is like really showing up and really taking this seriously and just pushing themselves one step farther outside of their comfort zone, just being uncomfortable. And we talked about that in day zero, that it's okay to be uncomfortable, it's okay to do things that aren't in our norm because that's where the magic happens, that's where the growth happens, that's where the learning happens. That's where we really get to feel like we are becoming something, we are pushing towards something. And that's really important for us to harness is we want to become the person on the input, to take the actions, the throughput, to give us the results, the output. So I'm going to do a quick, quick, quick recap because last time it just took too long. But I'm going to do a recap for you guys so that we can go through today. Today's an exciting day. It's going to be really awesome and I'm really pumped for all of us. So day one, we talked about the machine, our business being a machine systematically, like we want it to produce results for us. There's three parts to the machine. Let me see it into the chats. Let me see it into the comments. What's the three parts of our machine? It starts with an I, O and I mean I, T and O. What are they? We got it on Input. Throughput. Output. Yes. Input. Throughput. Output. Input. Throughput. Output. So their input is the person we need to become that starts the machine. Without the person we need to become the consistent person, the focused person, the clear person, the courageous person, the bold person, whatever your three words are that you want to take on. Without that, the machine doesn't start. So let's throw the rest away if you're not going to be the person. Right. So first step is being the person. The second step is the throughput, the actions we take. And the third step is the output, the result we want. If we don't know what we want, we won't get what we want. So we had to define specifically the Output. The results that we want in the next 90 days. Specific results that either were a project we wanted to finish, they were either a number we wanted to achieve or a percentage that we wanted to go with. Okay, so that was the output. Then day two, we talked about the throughput. There's three major parts to growing a business. Let me see what they are. Three major parts to growing a business. Yeah. Cristy, this sexy machine. You got your sexy machine. So you got three parts to growing your business. What are the three parts Marcella says or Marcel says? Leads, sales, delivery. Right. Leads, sales, delivery. Remember Leads, sales, delivery. So simple. Don't over complicate it. You either are focusing on leads, you're focusing on sales, or you're focusing on delivery. You can focus on all of them, but some are gonna have a higher focus at a certain time depending where you are in your business. So are you not going to focus on sales if you're focusing on leads? No, you're always going to focus on all three parts. Your days, your weeks, your months are going to be weighted differently depending on what. What are your choices? How are you prioritizing? What is your decision making? Tell me, who's got this one, who's got this one? This is going to be a good one. How do you make your choices? Right. How are we choosing what we're putting our main focus in? What is our Charlotte? Good, good, good. Definitely a great answer. Your red, yellow or green? But the answer I was looking for was what are your 90 day goals? Yes, Brian, what? Your 90 day goals are your objectives. Your objectives are gonna define your prioritizing. Okay, so everyone's always like, how do I work on the right thing? Well, the right thing is dependent you want to do. So the right thing comes in like a little bit of a box where you at least have your roadmap now of your get leads, make sales, deliver your promise. That's your roadmap. Okay, so what Charlotte said was, well, on the get leads, make sales and deliver your promise, where are you struggling the most with your red, yellow and green markers? Okay, that's one way definitely to look at where do you want to put your focus to maybe come up with your 90 day objectives. But the way that you really want to prioritize and wait your weeks is you look at your 90 day objectives and you say, okay, I need more leads or I need more sales, which means that maybe I need more leads. Right. That's how we're gonna do it. So maybe the 80% or 60% of my day or week is filled with getting more leads, but the 40% is filled with making sales and delivering my promise. So you never want to let go of any three. You want to focus on all of them. But some are going to have stronger weight than others. Right. And they will all holistically work together. So that was day number two. Massive day. Day number three was yesterday. Felt like last week to me. Feels like so long ago. But day number three was so day number three was all about niching down. So a lot of you guys wanted to build your tribe, you wanted to build a tribe with a vibe, right? And one of the most important things before you build a tribe, before you go out and you start to move up your authority pathway, before you decide to get leads, is to define who you are helping, what problem you're solving, why they are going to buy your product and why they're gonna buy it from you. Right. Who are you specializing to? Right. Why are you specializing in some specific direction? So if you want to build your specific tribe, then you need to know who you're helping and you need to pick a niche because those who try to help all help none. So we need to get really good at talking to one specific person. One specific person to that we can help make a solution for and solve their problems. Right? That's what we want to do. We want to make sure that we are niching down. So we talked about a niche within a niche within a niche. So we've used the example of digital marketing. Digital marketing is the big niche Now. A niche within digital marketing is social media. That's another niche. Another niche within social media is Facebook. That's another niche. Another niche within Facebook is Facebook ads. That's a niche within a niche within a niche. So I want to help give one more quick exercise for you guys to help you with niching down and with help you getting clear and articulate the specific people that you can help. So I want you to think about this. There is something that you could totally fill out, ok? So if you're having a little bit of struggle of niching down, you can easily just do this. I help and then fill in the person with getting x result or I help fill in the person get this result with this strategy or I help this person fill in the blank with this person, overcome this problem and get this kind of result, make it really simple and clear. So I help business coaches start an online business using Facebook ads. Hey, was that really simple and clear? Yeah. I bet you if I put that on my Website. And the right person saw that, guess who they would think would be able to help them with their Facebook ads? If they're a business coach, right? If I said that, I'm gonna use you a quick example. Jen and I were. We saw this yesterday, and I was like, man, serendipity, like, crazy coincidence that this happened. So I'm in my office. It's my home office right now. I am about, I don't know, 15 yards away from the main house inside. And one of the things that I don't have in my home office is a bathroom. And so what I have to do right now especially is it's raining, and if I have to go to the bathroom, I have to run inside. And one of the things also is if it's wet, I have to take off my shoes, and I don't know where to put my shoes. And then it's gonna get wet, and it's just like a hassle. So one of the things that we're trying to do is we wanna add a bathroom to my office. One of the reasons we wanna do that is because we're gonna add value to the house. It becomes livable, square footage, but more of convenience for me so I don't have to come inside every single time. And then the alarm goes off. Bath, master bedroom, door open. So annoying. So basically, we've been thinking about putting a bathroom on. We're waiting for the right time. Randomly, we get something in the mail. Yesterday after Jen and I took our dog Dexter and Jordan for a walk in the afternoon to hang out. We get into the mail yesterday. It was like a home improvement thing. And we're flipping through the home improvement, and Jen goes, oh, look, these people specialize in room additions. Let me just repeat what just happened, Jesse. I don't know why that happened. So it just. What happened was Jen was flipping through the magazine full of ads, full of people. We went through maybe 10 pages and stopped and said, oh, these people specialize in room additions. Oh, look what they've done with different garages. Guess what happened? Jen ripped out the page. She threw out the pamphlet, and now we're calling that person. Do you guys understand the power in specializing now that this is what you need to do? Because right audience, right message, right time. I can't say that enough. Right message, right audience, right time. We were looking for that. We saw that, and now we might do business with this. There's a hundred different businesses we're in there, and we didn't pick any of them because they were not speaking to us in that specific moment for what we're going through right now. Does that make sense? Does that make sense? So basically understand that that's so, so huge is that we were going through that and we decided that now if you're a general contractor and you're helping every, like just home improvements, would you have got that job? Most likely it may be if I didn't see the specialty thing. But now that we saw the specialty thing, we're going to go with the specialty person. So, so, so huge. So think about this, make it clear, make it simple. I want you to think of. So there's this guy named Donald Miller. He's really great at storytelling. He's got this book called the Story Brand. I think, anyways, he's got a great podcast and he talks about if you confuse, you lose. Everyone write that down. If you confuse, you lose. So I should be able to go to your website or go to your Facebook profile or go to your social network and see really clearly who you help, how you help them and the result that you get in five seconds or less. If I can do the five second test, you win. If you can't do the five second test, you lose. Okay, so confuse, you lose. Making sure that you are clear to what you are doing and who you are helping. I help X get X result using this strategy. I help Y overcome this problem and get this result. Keep it super, super, super simple. Okay, so why don't you guys write a few of your examples in and I can read a few of them out. So I help this, get this people. Brian. I help young professionals fulfill their dreams and become financially free. I don't know, something like that. So what is yours? I help fitness. Here's a good one. I help newly pregnant women get exactly what they need during the nine months of pregnancy and then help them get their body back after they have their baby. Right. I help moms re enter the marketplace. Damn. That is simple and that is easy to understand. So I would also add, you might want to add Christy. I help moms reenter the market, the workplace and land the dream job they've always wanted. Right? So it's like that is the result that you're getting, right? We want to make sure that they understand like emotionally what the result is. Right. I help young moms do self care through visualization strategies. Love that. I help life coaches get high paying clients and have six figure businesses. Boom. So yeah, I, yeah, I help. That's great. I help photographers specialize in fashion and product Photography with practical classes and real life experiences, building and selling portfolios. Marcella, I love it. I think you could simplify it even more. So you can even go a little bit more probably, but still great. Great start. I help fitness newbies get their fit body. Love that. Daniel. I help moms whose kids love science get over their fears of the subject by making science simple. Margie. Awesome. I help moms make money using social media from home. Heidi. Amazing. I help couples go from pieces to piece. Great. James. I help men in their 30s and 40s gain financial literacy. Now James, go one deeper. Financial literacy with what strategy or with which strategies? Right? Or financial literacy to overcome what. So go a little bit deeper because it's still a little. That's a little general. Right. So we want to make sure we're at least being a little more specific to them. I help people who are struggling with poor health issues improve their immune system by consuming specialty coffee tea. Wow. Orlando, Huge. That's so cool. Right? You're unique with your coffee and tea specialty. Right? That's why you're unique. I help people with pain specialize in freeing the pain body. Awesome. It's going fast. I help career women break the glass ceiling and achieve the career growth they've been waiting for. I help business markets their product through voice over advertisements. So cool. I help passionate business owners launch their first powerful and profitable mastermind. Are you guys getting this? Like how now if I saw you now, if I am the right person now if you're trying to attract and build your network that if that network you're going out and reaching out to them by requesting them, meeting them and then you give them your contact information, they go to your website, they go to your profiles and they see I help this person do that, they're going to say that's me. They helped me. I'm in the right place. Right? Versus like them wondering am I really in the right place? Is this person really going to help me? Are they really going to be able to solve my problems? I help people get the best alkaline drinking water to boost their immune system. Love it. You guys are so great. Good job everyone. Killing it today. I help six plus kids and their parents get fit body with yoga. Awesome. Hannah. Thank you. I help business parents with individual strategies to boost their body, mind, soul and vitality. Very cool. I love that. See how she said business parents with individual strategies. I love it. So people are. Look how many amazing people are on this call. First of all, you guys are so awesome. Like how many people you are helping. Like, just think of the impact you're making on the world just by what you're stating. You're declaring who you're helping, how you're helping them. We're problem solvers, right? Entrepreneurs are problem solvers. We're solving problems for a profit, right? We do stuff for free. Like this challenge. We're helping start to gain some momentum. We're giving some great knowledge. You're getting some good insights, you're building some confidence. And then there's stuff that are paid premium stuff where you're going to get into the nitty gritty, the how to, the really making the tactical implementation part, right? So sometimes we like to talk about the free stuff is more the insights, the knowledge, the information that they need to know on the why and what side. And then the paid stuff is usually the implementation, the how to, the going deeper into something to get really, really bigger results, right? So the free stuff kickstarts it, the how to implements it. Pretty simple, pretty easy, good to go. Okay, so today, who's excited for day number four is training today. Day number four is training today. Today is a big one. Hannah says me. Yeah, says Charlotte. Michelle says yes. I love it. So excited. Says Brian. I love it. Thank you guys so much. Who else is excited for today's training? I am excited. Diana says go, says Marcella. Rupa says me. Irena says yes. Love it. Kenny says, yes, sir. I love it. Guys, thank you so much for your participation. You've been so awesome. Keep it up. Let's do it. So I want to talk to you today about something that so we talked about a little bit yesterday to kickstart the lead side. So there's three parts to business. There's get leads, make sales, deliver promise. We started a little bit on the lead side of before you start and get leads, like, don't make the mistake and not knowing who you're trying to attract, because if you attract the wrong person, you're just gonna backtrack. But I do want to mention again, picking the wrong niche is better than picking no niche. Okay? So I'd rather you pick the wrong niche and then start to pivot and then gain some traction because you've learned a lot about yourself than just being general and just never really knowing who your market is. So it's better to go narrow or deeper because narrower and deeper, you're a specialist and you can charge more as they go deeper with you versus wide and then wide. Because generalists don't really get. They can't really Help any people because they're generalists. Right. I can help you a little bit over here. I can help you a little bit here. But the amount of improvement that I'm actually going to give you is minute compared to what a specialist can do for you. Right. So it's like I'd rather. If I'm going to go to physical therapy and I hurt my shoulder, I'd rather go to a physical therapist that specializes in shoulder recovery than a physical therapist that just does everything. Can the physical therapist do everything? Yeah, but my preference would be go to the one who helps with the shoulder. Right. Okay. So today we're on the sales side, the make more sales side. And this is where I think probably 99.9999% of people flunk. So this is where I think a really big lever and easy optimization that so many of you can use. And just think of it, how you can use this for your business. Because what we're working on today is your offer. Your offer. And what I'm going to share with you is how to start to optimize your offer to make it more irresistible to your audience. So once you know your audience and you know their frustrations, their fears, their wants and aspirations, and you can talk to that, then you can start to optimize the irresistible offer to speak to their fears and frustrations, wants and aspirations. Does this all make sense? See how it all works together? So your goal is to create an offer that speaks to overcoming their fears and frustrations and gets them to what their wants and aspirations are. Right. So today we're talking about the. So today we're talking about the offer. So I'm gonna bring my iPad up. I am totally prepared today. It's only day number four. I'm ready to rock. Ready to go today. Oh, before I do that. There we go. All right, so I'm going to cancel my spotlight here and exit this so I can see all this awesome stuff. All right, cool. So here we go. I want to talk about this one more time because it's so important and I think the visual is really helpful. So why does someone want to give you their money? Remember, people are giving you their hard earned money. Why do they want to give you their money? Well, it's because you can solve a problem for them. So they're going through some sort of experience, whether it's a problem they're having or a pleasure that they want to have. Right. Something more. Right. So we talk about the problem solution because I think it's the Easiest to understand. So everyone has, let's think about it. The problems, the frustrations, the fears that they're having. This is the problem where they're at right now, right? And so when they're looking, so they're either. There's either three things, three ways that they're looking. So one is they're either not problem aware, so they're not even sure the problem they have, but your message gets to them in a certain point. So like, oh, maybe that's the issue that's causing it, right? Then so they're unaware of the problem. Then they become problem aware. So first is unaware of the problem. Second is problem aware. So now they understand that they have the problem but they don't know what to do about it. So first is unaware of the problem. Second is they are problem aware. So they know that they have a problem but they don't know how to solve it. And the third is their solution aware. So they understand the problem they're having, but now they are looking actively for a solution. So there's gonna be three different markets. Oh, getting assigned a lot of tasks right now from my good friend Shay. So I'm getting. So basically there's three different places, stages that people are going into and that's how you market differently to your niche, right? So what you're going to say to someone who is unaware of the problem is very different than what you're going to say to someone who's aware of the problem but now looking for the solution. Okay. The people who are looking for solution are trying to vet out content wise or competitor wise, who's the best person to go with. The person who's unaware of the problem, you're disrupting them and you're saying, hey, this is a problem you're probably having. If you're struggling with this, hopefully that makes sense. So the problem is where people start, right? And they have three, there's three phases where they start. The solution is where they we want them to get to. So the gap is what you can bridge you, your, your basically your steps to get to the solution. So the gap is the steps that you can provide to help them get a result or help them transform their life, make a transformation, right? So now your delivery is basically here, right? So to get them to make that decision of what we want them to go forward with, to make them buy with us or not make them buy, to help them make the buying decision, we want to present an offer. Now the number one reason that people make a mistake is because they Focus on one part of their offer and they focus on the product. Okay, you may have heard this before, you may have not. This could be new, this could be a refresher, but it's important to go through. Okay, so there's a product versus offer. So it's a product versus an offer. Okay, so an example of a product would be, So example of a product could be, hey, I can get your solution if you give me money for five coaching calls. Okay, that's an example of a product. Hey, if you give me $1,000, I'm going to give you five, five coaching calls. Now I want you to think about that really fast and like what's the gut reaction that happens when you think about, okay, $1,000 for five coaching calls. What are you doing? Well, you are stacking up the value of each call. So you're basically saying, okay, well if it's $1,000 for five coaching calls, that means that each coaching call is going to be, what is it, $200. Right, so, So you're basically now relating the price of the price of the product. $200 per call. Well, depending on what it is. And you're now relating it to different places. That's kind of expensive, right? It can be expensive. If you're thinking about it in the sense of the price of the product is $1,000. Each call is $200. Now I'm thinking about, is every call worth $200? I don't even know. So you're really only able to value it based off of the product that you're doing. Okay, so that's the product. Now if we were going to make an offer, we would say, okay, so we know that this person wants to get certain results and we know their fears and frustrations, we know their wants and aspirations. So I'm going to give them an offer that hopefully they can't refuse. Okay, so the offer could be. So when you join our program, you're going to get one, five coaching calls. Two, you're going to get, You're going to get also an assessment and a game plan with my team. Three, you're going to get, You're going to get a community of people who are all going through the same thing you're going through so that you can learn from them and they can, you know, you can increase and be around people who are like minded, who are on the same boat, be supportive. And I'm also in there monitoring. So you get some personal attention from me for. You're going to get a bonus. You're going to get a bonus template that I've used for the last 10 years to grow my business to a million dollars. And 5, I don't know, you're going to get a certificate for success that's going to say that you completed the program. So you can use and you could use for sharing your credibility with your, what you've done, how you've done it, and share with other people so that they know that you went through my training, which is well known. Okay? And for all of that, that's going to cost you $1,000. So which one makes more sense to you? Which one would you rather pay $1,000 for? I mean, it's pretty obvious, right? So why is everyone still stuck here? Why is everyone still just going on the product that they do? This is not really that much different than this, but it's really hard to take a value and say, okay, wow, holy crap. Not only do I get five calls, I get this and I get this and I get this and I get this and I get this. What part of this is $1,000? To me, this is easy. It's an easy decision. And I think that's the most important thing that you can take to this is you want to make the buying decision easy. You want to make the buying decision a no brainer. You want to make them think like you're crazy. Like for a thousand bucks. That's what I get. I seriously get all this. Like that's freaking awesome, right? You don't want it to be a hard one. Now when you're going more premium and you're going higher level, sometimes it's a little difficult to make it a no brainer. But usually the type of people that you're talking to are a little more, I would say, sophisticated and understanding their complete problem. And they understand that you know what, you're, you're the right person to it, to do it. So, you know, still you want to put together an offer always. So if for like my, one of my coaching programs, I'll share with you guys four things that we do. We do. Oh man, I'm trying to spell this. So the curriculum every single, so the curriculum every single month is either on mindset money improvement or impact improvement. The trainings. So the trainings is one time a month. You get a full on training with me on the mindset money or impact. Two, you get coaching calls with me. You get access to coaching calls to get unstuck. Three, we bring in expert speakers like my camera coach, Jesse last week where he did a skill session to teach people how to become more confident on camera, know what to say, and basically do things you know really well on camera. That's two, three. Personalization. So two things you get on personalization. One, when you join, you get a 90 minute game call with me to go over the three specific projects that we're working on over the next 90 days to get you to at least making $10,000 extra in your business. And two, you get a quarterly check in with either me or my team, depending on when you join. And then we go and talk about your game plan and come up with three new projects for the week. And four, Four, you get access to a private Facebook group that I'm in there and I answer everything within 24 hours. And two, when we do live and virtual events, you get obviously access to those. And then as a bonus, you get access to anything we do in the Harv Ecker academy or any new product or thing that I come out with. Guys, that's an offer, okay? Sorry if it's so messy. That's an offer so that people can clearly see they can't. So if I say that's $6,000, so they say, okay, so what part of that is $6,000? Well, I can't really dependent on $6,000. I can't really put a price tag to any part of that. The whole thing of the value of it is the price. Right. So you don't want to just do one thing. You want to make an offer, an attractive offer to make sense with it. Okay, so does everyone understand the offer part? Does everyone? Does everyone get that? Everyone get that? Everyone get the offer part of this? Yes. Yes. Awesome. Yep, yep. Yes. Bringing more value than what they're paying for. Yeah. So it's more of just like the mindset of like, they get more for what they do. So there's a really great principle that I learned from Mr. T. Harv Ekert, and it goes like this. Sell the sizzle, not the steak. Sell the sizzle, not the steak. Sell the sizzle, not the steak. So you can either sell the. Hey. And I'm sorry, for all my vegans or vegetarians, this is just an example. Okay? So think about this. Okay, so we have this Japanese wagyu steak. It's five a steak. We custom grill it to make sure that it's seared on all sides perfectly with custom sauce that our famous chef has made, and he garnishes it with something that's been soaking for 12 hours to enrich the taste of it and then it seeps into it so that when you do taste it, it melts in your mouth. Versus we have a wagyu steak, but they're the same price. Which one do you want? Right. Which one do you want? You want the one that has the sizzle. Amazing stuff. It sounds awesome. Like, if they're the same price, of course I'm gonna take that. How you describe it, I'll take how you describe it is as important. So how you talk about your offer, how you present your offer, how you make it irresistible, that goes with what you know your audience wants, is important for you to have a successful, irresistible offer. Right. So let's keep going with this. So we want to make sure that we make an offer. Now this, here's one really important part here to this. I'll share my screen again in a sec. I'll share my screen again in a second. So there's one really important part to this, and I'm going to get back on Spotlight Video. So the number one reason people don't buy your product is not because of price. Even though they say that. Okay. They always say price because that's the easiest thing to say. It's the easiest objection. Price or time, Right? I have other stuff going on or it's too expensive for me. Some people. I get it. Definitely price is a big objection for sure. But people can be resourceful, right? If they really want it bad enough. I'm gonna use a crazy example. Please don't be upset. Don't take it personally. But if I said to you, hey, I've kidnapped your kid or parents, I have a gun to their head, you need to give me $1,000, do you think that you would be able to do it? Most likely your motivation would be very high to get $2,000. Right? So, yeah. So price is not always the number one. It's the biggest excuse, but not the reason why people don't usually buy. The reason why most people don't buy most likely is because of the belief that they can't do it. Okay? It's the belief that they can't do it, that they're not the one. They're not good enough. They're not confident enough. They're not the person that can make that change, to do that transformation, get that result. They're smarter than me. They had different background than me. They are in a different position than me. Of course that person succeeded. So your goal when you are talking to people, when you are conversating with people, when you are qualifying people when you are adding value and building authority is to build obviously the trust factor with them. If they can trust you, then it's easier for them to make a decision with you. That's number one. The second is you want to give them some sort of win so that they can start to feel what it's like to work with you. Like, almost, like almost a result in advance, right? If I can give you a small little result, you're going to start to feel a lot better. So how many of you before the challenge thought you were gonna go live on Facebook? How many of you before the challenge thought you were gonna go live on Facebook, right? And if you have never gone live on Facebook and you now have gone live on Facebook, how are you feeling? Right? Pretty good, right? Confidence. Start to build that confidence, start to build that trust that, hey, maybe I can do this, maybe I can do this. Whether you're saying it consciously or subconsciously, that's what's happening. So you need to build the belief for your prospect that they can do this. One of the best ways you do that is you demonstrate that you're the person that can help them, right? You do these mini trainings, you do authority type value buildings. I'm saying a lot of great stuff here. So hopefully you guys are getting this. You are demonstrating that you can do this. You do that by you personally showing them through videos or helping them directly, or you do that by social proof who you've helped before. And the best way you can use someone you've used before is if they're exactly like your audience. So, hey, this person's going through this experience. Oh, I've helped a person like that before. Look at what they did. Oh, wow, that's really interesting. You helped them do that. Yeah, I did. So it's you showing up that you can help other people. Now if you don't have social proof, cool. If you're just getting started, no problem, right? Everyone starts somewhere. So social proof can come in different areas. One, so I'm wearing this thing called a whoop right now. A whoop is a tracker for like sleep, performance and strain for the day. And one of the ways that they got me to stick with it is they've showed athletes that I respect and really like wearing it. Credibility, right? So that's what got me, is like, well, I really look up to that person. So, like, that's a way of doing it. If there's an article that's written about the type of science that you're doing, Health experiments of doing people that are famous, that are doing this. That's a way of building proof and credibility that you can do this. So much value right there, guys. So much value. So, so much value. Okay, so, yeah, so going live. So we're building confidence, we're building belief that you can do this. So you guys, you came in to grow your business, to launch a business that you love. Launch or grow a business that you love. And a lot of you are probably really feeling great about the direction that you're starting to go in right now. And it's not by accident that we're making you feel that way, right? We're progressing you through something so that you can gain momentum, so you can gain confidence, so that you can love us and so that we can love you. Right? We want to serve you guys and you guys are being receptive to what we're doing and you're starting to get the rewards of doing it. So that's when you get to work with the best people that are motivated to make a change. That's what you're doing for them, right? So it's important to really understand that before we go into the next part. So the next part is simply we want to optimize our offer. And there's four ways that. Four of the easiest ways that I can talk about right now that you can look at optimizing your offer. Okay? So. Number one, the first way that you can optimize your offer is by breaking out your training. So looking at your training, let me make it a different color. So you're looking at your training as a whole. Like what includes your training. So when you're. So you are, again, the way that you're using the offer is you're clearly communicating what they get when they enroll with you, when they take a next step with you. So you're training. So some ways you can do that with your training is similar to like what I was showing you guys up here. Your training has different parts to it. So there may be templates, there may be coaching, there may be a community, there may be. What other things can we talk about? There may be like a hand holding, right? Or like a one to one factor. Whatever it is, break your training out. So if you have templates, if you have workbooks, if you have certain things that you already give them in the training that they don't know about, make them come out, make sure that they're highlighted, right? So, Marcella, you probably have so many people in your photography that you and your classes that they get so much. And you probably say, here's the classes. But you probably have so many different layers to your actual class that you can highlight in your offer, right? So you get 52 different templates, you get 37 different exercises, you get 14 do it together sessions, whatever it is, you're starting to break out everything. So they can see, holy crap, I get a lot when I join that. So the training is the first place that you can look at for optimizing your offer. The training meaning like training your delivery. So I'm gonna just put in brackets here for everyone that doesn't have a training. It's your delivery method. So how you deliver is how you can start to break things out, right? So how you can break this out? So Sherry, you do living wills. So living wills could be you not only get your living will done, you get a one on one consultation with me, you get two revisions to make sure that you're getting this. And I give you, even if you have a kid, I give you 50% off the next one. You get 24, 7 direct messaging from me. You get an extra expert case study that I use for someone who's in your position. So you can see that you can like everything that you already deliver. Not saying that you deliver all of these, you already just bring out so that people understand there's more value than just your delivery. Right? It's not boring anymore. It's. This is awesome now, right? Let's make it irresistible. So that's number one, the training. The training. So number two is bonuses. Bonuses. I love bonuses. So basically one of my favorite thing about bonuses is you look to, wow, I've gotten really bright. Am I really bright or am I good? Okay, so one of my favorite things about bonuses is you look for other problems that your people might be running into that can help them move forward, get the result better. So for example, if you are going to do a training with. And they also help overcome objections as well. They also help overcome beliefs as well. So if you were going to do like a home study course with us and you said you didn't have enough time, well, one of my bonuses would be like, hey, I have this specific method to give you an extra 10 hours in your calendar a week to make sure that you finish this so that you can use it in your life. See how that bonus, it comes out with the objection and something that's going to help them succeed. So what is a bonus that would help them succeed? Right. What would be a bonus is something that you like to give them that will just, you know, move them forward or just ease their buying decisions. Here's what's really important about bonuses, again, is the principle. Different strokes for different folks. Okay? Different strokes for different folks. So if you've guys watched any of the videos and you've taken note of different takeaways people have had, we've all experienced the same trainings, right? But different things have hit different people. So bonuses is another way to hit another person on a different perspective to move them over the top to making that buying decision easier for them. So one person got the biggest takeaway was, I'm a problem solver. The next person biggest takeaway was that I need to make more sales. The next person is that I need to delegate and elevate what I'm doing. The same training, three different things. So you start to say, okay, what is your biggest value that you're trying to get? What are you trying to overcome? What's the challenges, fears, frustrations that you're having? This all works together. So maybe your result helps them in one problem, but your bonus helps them another problem. Hopefully that makes sense. This is too. Marcella says, this is too much. I love it. Yes. This is great, right? You have your bonuses, right? So for objections, you have your bonuses for. You have your bonuses for beliefs, like overcoming certain beliefs. You have your bonuses for complementing your offer. So let's say, I know Charlotte and I were talking yesterday, she was talking that people want to learn a specific technique, and maybe one of the bonuses she would say is, I'm going to show you how to get your first 100 leads so that you can use.