The Truth About Online Challenges - CIFC Episode 156
Matt Ryder, Jeremy, and Kyle break down how they run online sales challenges, from advertising and conversion tactics to handling fraud and technical problems. They share what works, what doesn't, and the lessons they've learned running multiple events.
Hey, guys, what's up? Welcome to episode of Coffees for Closers. It's Matt and Pat. And Pat and Matt.
Yep, Yep.
We're going to talk about challenge. I want to know some stuff.
Yeah, let's talk about it. Ex special forces sniper turned entrepreneur, I've scaled numerous businesses to eight figures. My name is Matt Ryder. This is my podcast and I'm telling you to put that coffee down.
Down.
The seventh level challenge.
Okay.
We've signed up over 300 people, I think, so far.
So how many of those have you done?
I think that was our sixth.
Yeah.
So tell me about like the. The first one and why you chose that way. Like, where did that idea come from? Actually, before that, what is the challenge?
What.
What challenge?
We do like, it's always a different. A slightly different, I guess, theme like we've had. The first one was terrible. It was the unsellable challenge. I'll go into the first one and why. It was stupid and terrible, but it was like. It's almost like the worst things goes the more you learn.
Okay.
So you end up like all the mistakes you make compound into like doing things really well. Then we've done like fix your script. We've done. Objection. Handling ones. We've done like. I knew it's always a different theme, but the last two have been around scripting. Right. Just different words for scripting. And essentially we have a. We started off with three days and now we do five days.
Wow.
Five day event. It's about anywhere from 90 minutes to three hours a day we go over. It's very tactical. I think one of the big things that we do that most other people don't do in their challenge is they do like mindset. Woo. Stuff. We give like tons of tactical information.
Real world, actually tangible. Use this like, so go a step back from that. How do you feel that?
What is.
How do you advertise it on Facebook? You use your own email list. How's it.
Yeah, so I mean, I mean, our email list is getting up to 700, 000 now. So we have an organic component and we have a paid component. We usually spend anywhere from 150 to $200,000 on the ads.
Yeah.
In about. We start advertising like maybe 10 days out.
Okay.
Wow.
You. Yeah. All right.
So you're dropping more than ten grand a day on ads.
Yeah, but we test it. We test like seven different hooks about two months before.
Okay.
So we start testing to see which hook gets the best response.
So you're doing that with ads for other Things or for the challenge?
For the challenge. But there's no challenge.
Right.
So we just do, like, small bits of ad spend in different areas of market segments on different hooks. And then from there, like, say we put 20 or 30 grand towards that, like, months before we get the hook. And then we build a challenge around the hook that works.
Okay, perfect.
And then from there, like, it might be 14 days out, but I think it's anywhere from some 14 days out. And then we kind of titrate the spend towards the end. So, like, the first few days is a bit slower. And then like seven days out, it's buying 20, $30,000 a day. Like that. When the media buying is all kind of dialed in, stuff like that. And on Facebook, mainly Facebook. Because if we do it on other, we could get more people if we did it in other ones, but then, like, we'd have to. The business would have to stop. Like, we work with Sirhan, right? And, like, they do, like, a quarterly product launch. But the problem that they have, which I've told them so it's not like it's a secret, is that they put everything towards the product launch, so everything else stops. So they get this fake revenue. So they get this huge bump from, like, well, a huge. But they get a big bump from this one thing, but they're losing everything. They're not selling anything for, like, three weeks.
Right, right.
Whereas, like, our sales don't slow down, they speed up.
Right.
Because we're advertising stuff, so we only do meta. Actually, we only do Facebook. We don't even do Instagram.
Okay.
Because Instagram, like, feeds, book calls, YouTube feeds, book calls, all the other stuff. We do TikTok. We did do TikTok ads for this one, I think, for this challenge. Because TikTok ads, like, aren't. They're cheap, but not super effective. That makes sense. Like, the ROI isn't massive, but it's still worth doing. So it's mainly Facebook.
Okay.
And then so we have an organic and a paid thing. Organic is going to be like our emails and our Facebook group and like, like segmenting people into no shows, no sales, and all that. Kind of like cancellations, reschedules, and then try and get them in. And then. So we got about 2,000 organic registrations.
Okay.
None of them turned up.
Oh, really?
None of them. Like, it was really odd. I think we might have had 2,900. I think Marco said we had, like, 2,975 organic registrations. And, like, 17 showed up.
No.
Yeah.
Yeah.
So it's like opposite of what we thought. So that's a good lesson because we can figure out what did we up there. Like we messed up something.
Yeah.
We don't know what it is yet.
Didn't show the value somehow.
Somehow. But we have an after action review. Like, or maybe we can just segment all the people already done three challenges and like us same shit.
Yeah.
You know, and they kind of figured it out. They just didn't come. But we'll figure out why and then we can hopefully get half of them to come.
Yeah, yeah.
And then we had about 14,000 paid through paid advertising.
Okay.
And so, so you've got the email list. You, you, you do your organic, you've got your paid, you've got 20 odd thousand registration, something like that.
Would you have 16. 16,000 of that?
Okay.
So then in the meantime in the background, you guys have prepped the whole thing and it's gonna go for 90 minutes to three hours a day. And it's not. There's no pitching during it, is there? It's all like we start pitching day three.
Right.
Okay.
So.
But the first couple of days is all tactical.
Yeah.
And just delivering value. Do my question is, do you have many people who have already bought any PQ turning out for those challenges?
Yeah. Yeah.
Because like it's a lot of it's foundational any PQ stuff. So it's just a lot of them like it also a lot of them I think stay to watch us pitch.
Right.
We what we pitch day three. We clean up 20 to 30% of everyone who comes on that day. And so like that's a pretty big skill set in itself.
Yeah.
But we, there's lots of tons of seeding the whole way through it. Yeah, tons of it. And me and Jeremy have like the different roles and different things that we have to do throughout it, but it's all scripted. So it's a, like it's 100 and his 196 page script. Yeah. So like it's a very thought out exercise and we have a really good system. I won't go into the whole system, but we have a really good system as to how to get people to turn up and show up. And so like we had three and a half thousand on day one. Like unique people come in and out. Not everyone stays for the whole time. Sure. At any one time we had about 20, 200, 20, 100, something like that at any one time.
Okay.
But if you look at like unique signings, there's about 3, 500.
Okay.
So that's not bad. From, from 1670, which is not bad.
Yeah. Yeah.
Like the most you're going to get is like 20%. We haven't been able to sort of really crack that. But I like, I haven't heard anyone else of doing it either. Yeah, like if you have a small one like that's organic, you'll get like your first couple, you'll get a higher rate. But as soon as you introduce paid ads, and I'm talking like everyone who signs in gets a couple of calls.
Right.
Like every single person will be called multiple times to confirm their richest registration.
Really? Yeah.
All 16, 000 people called multiple times.
Wow. Yeah.
Cold, texted, emailed, spoken to.
Okay.
Sent free stuff.
So. So no doubt we'll get to like how much made from it or the ballpark kind of figure.
Yeah. Sales, it's still going.
Yeah.
Finishes at 5pm tonight.
But that number, when we talk about it, has to be held against. There's a big machine that gets those people in. Like you just said, you spent a couple hundred grand in ads, plus you have the work power like their employees to call 16,000 people multiple times. Yeah, that's a lot of people.
It's a lot of people.
Yeah, that's a lot of time. That's a lot of employees. That's a lot of cost.
Yeah. Which is why we keep all the other stuff going. Because if we just focused on that then yes, we would get more from the challenge, but we would then do nothing else.
Yeah.
So like what's, what's the point? Like, yeah, so we have, we have two metrics of revenue. We have baseline and impact. And impact is the challenges and the master classes and the events. And baseline is just like our day to day sales.
And so when you do an impact thing, it shouldn't affect baseline. That's what, that's your plan?
What? No, it shouldn't affect it. We thought it would affect it leading up. Turned out it doesn't, it helps it and then afterwards you see a bump. So instead of like the methodology that we have, it's. Instead of trying to like grow month on month, we try and grow quarter on quarter or we try and grow based on impact event.
So.
So we'll try and keep our baseline revenue. Say it's whatever, I don't know. Say it's at $1,000. Right. If you're at $1,000, you just stay at $1,000. So your sales and marketing chain is designed to make that money and your delivery machine is designed to make that money and Then every three months or four months we do this big event where we introduce a shitload of new people into the ecosystem and like tons of people watch the replays. Like we've one of our, like the day you know, to replay had like, you know, 7,000 views.
Okay.
You know, so people who don't come still watch the replays.
Yeah.
Because it's like two or three hours.
Yeah.
If you're PST, it's 3:00pm yeah. And if you're ESG, it's 6:00pm Right.
Right.
There's no good time to do it.
Yeah.
Like that. I think that's the issue with any kind of live event that for a worldwide product is you like, okay, like if we do it in the afternoon on the east coast of the US then that's sort of mid morning here. It's. It's a little bit earlier in the afternoon on the west coast, but the UK is a wipe off at that point.
Right. Off.
Like it's really hard to find timing for any of those kinds of things.
So we have the replays and we're making sales from the replays at the moment.
Perfect.
So like that works. We've made 42 sales today.
Where do you put those replays? Are they available?
Right, okay.
And then. So because in Wistia we can track everything.
That's right, yeah.
Okay.
So that's why I do it.
There's.
Yeah, so we send them out via email, but next time we're going to put that in a funnel.
Okay.
With like payment links and stuff like that in there. So like we just send out like emails with links in there.
So, okay, so if someone watches that replay now, they have to put themselves into the.
They'd have to go to like getanipq.com so getanipq.com is what we use.
Did you say that again?
Get any pq.com. it'll be. By the time this is out, it'll be dead link.
Okay.
It won't be dead. It'll just take them to a different. It'll take them to the vsl.
You're paying full price now.
Yeah. No, it just takes them to a VSL to book a call.
Right, okay, but.
But then like getting the piggy.com during challenges is transformed into a sales page.
Right, okay.
Yeah.
So but next time you're thinking putting that into a whole funnel itself so they could just buy off of watching the replay without having to speak to anyone. Just like, fuck, yeah, yeah, yeah.
Why not? Yeah, why not? I mean, most people buy without speaking to someone. So, like in terms of that, of that, like, for the challenges, we do have the sales team that takes calls and we book people through. I can go through that process. And then we have the finance team that's still working with people.
Right.
So like the cart closes midnight PST, which is 5pm today, our time as. As we record this. But we should get like financing deals through and people who have calls booked in and working stuff out probably until the end of the week.
And you told me this the other day, this is super interesting to me is that it's a discounted rate from the challenge and it goes to full price at 5:00pm today.
Oh, yeah. Just know.
And it, It's. That's legit.
Yeah. No one is allowed to sell it. As soon as that ticks over, nobody is allowed to sell. And if the sales team sells it, they get no comms.
Wow.
And so legit. If someone's a minute late, it's an actual cut off. And if people think that that's like false pricing.
No, it's gone.
Like, you know, false urgency, whatever. It's not. It's legit.
Yeah.
There aren't many people that do that.
Right.
Like that would be what's the point.
Of having it, you know, what's the point of having a deadline? Like the initial deadline we say is fake. Like we say it's like we change the deadline constantly throughout it.
Okay.
But the actual deadline is going to be Sunday, midnight pst, Right? That's the deadline. And then the moment that changes over bullet changes the link. It's already pre scheduled. Like it's already done.
Yeah, yeah, yeah.
So, yeah, because like they have to go on there and realize, oh, shit, I missed out.
Yeah.
And then it's like, oh, you pay full price now. And if they go onto a sales code, they won't be allowed as a salesperson sells at sweet. No comms.
Wow.
So I like that. Yeah, I like that. Nothing pisses me off more than when I click a sales link and there's a timer counting down. I'm like, fuck off with your timer.
How about I just hit refresh?
Yeah, I have a refresh. Exactly. I do that every time.
Yeah, yeah.
Makes me not want to buy that actually, like for sure causes true sales resistance on me because I do get the like, oh, limited time. And then like, hey, a minute. I've been duped.
Yeah, you six minute abs. That's insane.
So tell us a little bit about like the challenges and your learning process as you've been through those because. Oh, we should get to the end, actually.
You've.
How many sales that you can talk about? Like, how. How effective has this been? What's your ROI on this?
We always aim for, like, the KPI was 550 collected from the challenge. And I think we'll hit that. I think we'll hit that.
Okay.
So I think we're at. We're at over 300. Because it's like the challenge has like a. Has a wave effect. Right. So like I said, we have the baseline and the impact that. What we've found is that the baseline impact and then it goes down, but doesn't go back down all the way to the initial baseline. And the baseline kind of raises up because of that.
Nice.
So not only do. Not only the reason. One of the reasons we get recurrings from the challenge because people 3 pay it. Most people 1 pay it. Some people 3 pay. It's more expensive. 3 pay it to 3000 instead of 2, 4, 9, 3. But. So they do a 3 pay. But then from there, like, the upsells that we get.
All right.
Are awesome. So we go. Because we only sell 2.0. And then on day five, Jeremy repitches inner circle.
Okay.
We had, like, 10 or 15 people buy just straight inner circle, which is great. So they pay an additional 12,000, and they get inner circles, usually 18, but they got it for 15.
Perfect.
Essentially. Right. Because they get the 2.0 for 2.5- and then it's like another 12.5- and they get that's 15. So it's still a discount. And we credit them to 2.0, and then they buy it.
Nice.
Which is great, you know, because, like, they're already there, and we don't pay comms on it, and we didn't have to pay for a book, a call. So, like, the discount is made up for all that anyway.
Yeah.
Because on our inner circle, so we'd pay a couple grand in comms, regardless.
Sure.
So and then. And then a bunch of people who. Like all the buyers that get pitched. All the buyers get pitched in a circle, but a lot of them don't want to do in a circle. They want to do 3.0. So then those people go into sales calls next week for 3.0.
Perfect.
Just straight bump, sell them to keep.
We're ramping it up, ramping it up. Something that I suppose everybody listening to this is in sales and marketing or whatever, and they realize the numbers. But when you told me it was like 30% conversion, and I was like, oh, good.
For you.
And then you sort of put that in perspective.
Yeah.
I think Dean Grazios and Tony Robbins do three or four.
Yeah.
So, like, I didn't realize that. That's astronomical. To convert.
Yeah. They're crazy. Like, I think on this one, we'll do in the 20s.
Okay.
Right. But all said and done, we'll do in the twenties of conversion, which is like, ludicrous. Crazy towns.
Yeah.
Virtual stage pitching. The reason is, it's like, because, like, there's a big difference, I think, between people who spend their own money.
Yeah.
And, like, so me, Marco and Jeremy, all. We're all business partners. And so we're all, like, we all. And so does. And Anthony's not an equity owner, but he treats everything like it's his own money. Like, that's a very. It's a very good thing about him. And so we just. We aim for efficiency, not just gross numbers, because we could just spend more and get 50, 000 people into it. Like, we could probably do that. You know, we spend 500 grand. Like, why not? You know, or. Or do two challenges at once in different countries. But what we're looking for is efficiency. So we. We have a look at every single, like, client journey and bucket and everything. It's like, what. How do we get an extra 2% from every single metric? And I think it must be that a lot of people, they just go up there and pitch.
Yeah.
You know, like, they just go out there and, you know, but like, we. We can't really do that because, like, we're not. We're a pretty decent sized company, but we're not huge. Tony Robbins is huge. So he gets. He gets 80, 90,000 people, and they close, you know, like, they close a few hundred.
Yeah.
Or even a thousand. You know what I mean? It's like, oh, my God. It's like. Yeah, but, like, there's so. There must be so many holes in what they're doing, or maybe it just doesn't translate. Like, that could be it too. But we do much better than, like, Russell Brunson because we're in his mastermind, so we know their numbers. And again, their numbers are bigger than ours in terms of revenue and people, but not crazy bigger. They're not doing hundreds. They're doing, like, you know, a couple times bigger than us in terms of raw numbers. Like 50,000 people in a challenge. But they'll convert, like, 3, 5%. You know, they're super happy with that.
Yeah.
But for us, we really want to convert in the 20s.
Wow.
So like, I would rather keep it a little bit smaller and have it grow slowly.
Yeah.
But, like, be able to kind of just keep all the variables. And so, like, on this day, we had a disaster. Day one, somebody didn't upgrade the zoom.
So somebody.
Yeah, somebody. That somebody didn't upgrade the zoom.
This sickness is for people listening, watching. We are sick.
Yeah.
We have the sickness. This is what happens when you have.
Children and go home and do a cold plunge. I don't like it better.
It worked.
Probably make it worse.
Yeah, yeah.
So we had, like, somebody. We only had the Zoom registered for 500 people. And, like, you thought you could just click a button, upgrade. It turns out it's enterprise, so we have to call someone. We ended up starting at 35 minutes late, which is obviously a huge deal. We still had 3, 500 people. We would have had 5, 6, 7,000 people on probably.
Wow.
Day one if we had not done that. Like. Like, how many people would. Just how many people are going to wait around? If 3500 decided that they were going to wait around for 35 minutes, there's a lot more that didn't. Yeah, you'd almost think more than not.
Yeah.
So who knows what we could have done? But what that led to is, like, a scramble. And then we thought of more creative ways of how to get everyone back in. So then, like, oh, okay, now we have a playbook of all the creative things that we can do. So now we just make that part of the sop and that's what we've done on every single one. So. And this is the same as any sales process. Like, that's how you look at it. So on the first one, we hired some dude to help us. Fuck it. One of the worst contractor experiences I've ever had.
Really?
Yeah. Like, the challenge guy is supposed to be a guru. Everything was, like, knowing what I know now about challenges. Booberry. Sheer. Booberry.
Okay, on all, give me some examples of what. Like, things that just, like, just some.
Of the numbers were like, oh, we get 56, 50. At least sign up to our VIP. It's like, I don't. I don't know. I don't believe it. Like, because they, like, we are the only people that have a team calling everyone the only ones that do that, that I know of.
Right.
This guy has none of that. And, like, we can barely crack, like, 5% because, like, that it's just a VF. Like, it's just not going to happen. Right. We have people, like, selling it like that. And then when we, they, they wouldn't provide us with any actual like evidence of the stats. And then it was like, you know, they had these landing pa. They built the landing pages for us and they converted terribly like terrible astronomical lead cost for registration of challenge A. Our guys rebuilt them into being way simpler, way less pretty and like they're ten times more effective. The hook was the unsellable sales challenge. It was terrible hook. It made no sense. Unsellable sales. Like what does that mean? Yeah, yeah, there's no problem.
Yeah.
Like so that was shit. And then just like we were sort of promised for like 100k like a done for you challenge and none of it was done for you. And like I had extreme words which. Okay people about like just. You don't even, you don't have nothing for us to follow. Like it was supposed to be like, hey, this is the exact things that we do. Here's all the files, here's everything that we do. This is how you media buy everything. Right? Because high at that stage when we first started, we'd never done high spend media buying. So we got a high spend media buyer and Right. Turns out the guy wasn't very good and our guys were better.
Okay.
You know, so like there was just puts another zero. Terrible. The lead cost that we had on the first one, basically everyone that showed up was organic. Wow. So we did our own organic push and that was everyone. We had a couple thousand registrations and we had like 900 people. We were fucking amazed.
Right.
They're all organic and we, we made money out of it. We did really well. I don't remember what we did, but we did well. Basically the goal is always to get a 3x return of ad spend.
Okay.
That's always the goal. And the second one, like we just took all the mistakes that we made in the first one and we're like, well, let's, let's do it again, but let's fix it. So it wasn't the unsellable challenge. It was a better name.
The sellable challenge.
The sellable, yeah. The buy our challenge. And then from there we, we kept with three days and then we like the pitch has always been good. So we've never really had to change the pitch which is, which is good.
But I mean that's your bread and butter. That's the sales part of it.
Exactly.
Like if you. That I'd be disappointed in you.
Yeah. Like the challenge part. Like me and Jeremy doing that has always been pretty solid. It's gotten better and better and better every Time. Just because we're more used to it. Like, we don't rehearse it anymore. We just do it. Whereas we used to rehearse it all the time. And, like, where we put all the horns and everything, all that stuff's scripted, you know, like, there's, like, anchoring of certain horns and certain emotions. And, you know, Jeremy's just in his element in that. His ability to pause and do everything.
There's a lot of. I mean, that is Jeremy's bread and butter, but that's like. There's a lot of behavioral manipulation in that.
Right.
Like, you create a lot of conditioned responses to the horn that you use. Views and all that kind of.
Yeah. And then, like, my job is to be, like, the real talk person and, like, to use, like, talk that talk.
Matt.
Yeah, it's. It's like, my job is to, like, connect with the audience emotionally.
Okay. Right.
While Jeremy does a lot of the, like, sort of foreshadowing stuff, what I do is my job is to get rid of. Think about it. And time objections. That's really my job. And I do that through using, like, death frames and, you know, like, all that shit. Right. Like, I've been to more funerals and what, weddings and all kinds of.
Yeah, right.
You know.
Yeah.
So, like, all that about. About, like, being in the now and not waiting and I tell stories and maybe have a little, you know, shed a tear or two, stuff like that. Right. Be real vulnerable. Like, that's my job. And Jeremy's job is to show sales mastery the whole way through and then get them to sort of build gaps. Like, we have polls. All the polls are scripted out and are designed. Then, like, the poll results get sent to the sales team. It's got name, email, phone number, how much money they've lost. Not having these skills every year.
Yeah, right.
That gets sent out. They start messaging people, like, everything is. And, like, that poll came from. I just randomly did it one time.
Okay.
So in the process, what we'll do is we'll just kind of come up with stuff as you do in the moment, and you do it and then it works, and you go, okay, we'll put that in the script.
Okay.
There was one thing that I did this time. I can't remember what it is, but, like, it worked really well. And then I quickly put the reminder in the script and the time, and I was like, let's go back and watch that, because that worked well. And there was one time a couple. Couple challenges ago where I was, like, in Slack and I could tell people had tons of questions, so I just told the sales team. I said, hey, everyone, give me your. Give me your Zoom links. Hop on Zoom now. So I created a Google Doc with everyone Zoom. Like, I just was answering questions in the Q and A box, sending everyone to Zoom links with salespeople, and they were selling them.
So at this time, so they're leaving the challenge to go into a sales.
Wow. Yeah.
And then we had the finance managers on there as well. So this time we had, like, a master, a Zoom with, like, 10 sales reps and breakout rooms.
Yeah.
And then we had three receptionists. So you came into a Zoom room, and then from there they're like, hey, what's your question? Sweet. Go speak to him. And they could see how many people were in each room.
Wow.
So if it's finance, go here. If it's sales, go here. So it's, like, full. It's very organized.
And then how do you close those people? So, like, you've got the sales rep, he's got 10 people in the room. He's just handling finance, like, objections. And then, like, when someone goes, yeah.
I would like to buy it.
Yeah, fill out the link. Let me know when it's done.
Right, okay. So they just get sent something.
Yeah, yeah.
They just get the link, and then the person writes down the sales rep, writes in the name, and then puts all the sales forms for. So they get commas for that.
Y. Yeah.
You know?
Yeah, I was gonna say that's a.
Yeah, it's just like, hey, how long do I get access for? 12 months. Sweet. All right. Boom. Purchase. Like, that's. That's off of it, you know?
Yeah.
Then we have finance people, people who want financing like that. Like, so instead of. We used to just send out links to financing so they could apply, but now we have two finance managers. So we send them to them and they take them through the process. Because, like, 50% of, like, finance denials are, like, incorrect address compared to their id.
Right. Okay.
Just basic shit.
Just basic shit like that. So they make sure none of that happens. Which. Which should increase our conversion rate. But it should. It will. It'll decrease our initial sales but increase the overall sales.
Okay.
Because, like, those people used to be able to just hop on the sales page, press the financing link, apply, and get approved. You know what I mean?
Yeah.
Like, now we're extending the process, adding some more friction, but in the thought that it would be for the greater good.
Yeah.
Is that working, you reckon?
We've had 23 approved so far.
Okay.
We'll just have to wait probably to the end of the week, I would assume, because like they're still in. Yeah, still in financing.
Yeah.
So seems to be working well so far. But just all those little things, like they're all just things that were sort of added on each time because we've had an idea here and there and then tried it and it's like, oh, shit, that's worked or it hasn't worked. And then we figured out and go from there. But it's full time. It's crazy during it. All the stuff that's going on in the background to make sure it's working well. And then you get like, then you onboard a few hundred people in the space of a couple days and you've got all the time. Because we've had an idea here and there and then tried it and it's like, oh, that's worked or it hasn't worked. And then we, we figure it out and go from there. But like it's full time. It's crazy during it.
Yeah.
All the stuff that's going on in the background to make sure it's. It's working well.
Yep. Yeah.
And then you get like. And then you onboard a few hundred people in the space of a couple days and you've got all the around from having to deal with that. Yeah, yeah, but it's like a salesperson paradise.
I mean like it's target rich environment.
Oh, man, the amount of sales these guys are making right now is unbelievable.
Yeah.
Because all you have to do is then just go into the channel and have a look at all the people buying 2.0 and then just call them, hey, do you want 3.0 and upgrade them? Yeah, just call it upgrade. Call an upgrade. Core and upgrade. Yeah, so the guys are just doing that from having to deal with that. Yeah, yeah, but it's like a salesperson paradise.
I mean like it's target rich environment.
Oh man, the amount of sales these guys are making right now is unbelievable.
Yeah.
Because all you have to do is then just go into the channel and have a look at all the people buying 2.0 and then just call them. Hey, do you want 3.0 and upgrade them? Yeah, just call it upgrade. Call an upgrade. Corn. Upgrade. Yeah, so the guys are just doing that and then like calling all the people who like were on the zoom but didn't buy.
Okay.
And just calling them, hey, it's gone.
And how do you allocate that? So you're like with the team of Sales guys, that's just a free for all to that data and they can get in there and whoever's going to work the hardest can make the most.
Money, as far as I know. Yes, there might be a better system that Kyle and Anthony have organized, but as far as I know, for that particular thing, it's just get off that. And then, like, calling all the people who, like, were on the Zoom but didn't buy.
Okay.
And just calling them, hey, it's gone.
And how do you allocate that? So you're like, with the team of spirit.
Yeah, perfect.
You know, just go for it.
Yeah.
Stick in the middle and see who wins.
Do you like how closely do you monitor the chat?
Oh, really close. So we have, like, we have me in the chat and I monitor. And then we have four people, four to six people full time in the chat.
And so they're just taking out boot controls and answering questions.
Yeah. So a lot of it's like just monitoring because you can turn. It's good now because you didn't used to be able to do this, but now you can just on the fly, turn the chat to hosts so that we can talk to everybody, but they can only talk to us. So what's happened in previous challenges, and this has happened a few times, and we did a good job of stopping it, is scammers run this our challenge simultaneously. They'll stream our Zoom into their website and then drop their own payment links.
Wow.
I think they had like three or four hundred people on last time.
Right, man, there's some clever scammers.
Yeah. And so we found a lot of the scam sites, and then we were very specific. I would stop the challenge, like, every 45 minutes and go, if you are watching this on anything but Zoom, you are not in our challenge. You have to be on a Zoom call right now. And this is it. You know what I mean? There's a border around us because we knew what they had is not Zoom. And then last time, because I think Zoom didn't have the function last time when we dropped a link, scammers were dropping their own payment links.
Yeah, yeah.
Right. And so this time I was able to turn it. So as soon as we started dropping links, they could. People could comment, but only the host could see it.
Yeah.
So it stopped it straight away, man.
Dragon, there's, like, a scammers podcast where, like, there's two guys sitting at a table now being like, oh, this dude, Matt, he runs these incredible challenges. If you can get a link into there, he does such a good job of selling it. It's just if you can manage to get. I mean, he closes like 30. If you can't snap up 1% of that, you're a terrible stuff scammer.
Yeah, yeah, exactly. Yeah, probably. But yeah, so it's crazy, man. Like the. The amount of, like, stuff they go through. But now that we have more control over it, the next one, I think we're going to try and do on zoom events.
Okay.
So you can have the people with their cameras on.
All right. Okay.
So you can see them.
Yeah, yeah.
Right, that's. Now you got a full Tony Robbins.
We just wanted to do the whole.
Yeah, he wants a room.
Yeah.
360 degree screen.
100.
Yeah, 100 was to immerse himself in the love.
Yeah.
Just a videographer following him around.
Beautiful.
Amazing. Why not?
Yeah, that'll be. So we'll. We'll give it. If we can get it done in time. We just took the office next door so we can fit it out for that.
Okay.
Did that exact thing.
Yeah, yeah.
360 degree screen.
Yeah. Oh, baby. But yeah, so that'll be cool. I actually reckon a lot of that's fake. I've seen a few and I've seen like, people with like five screens.
Yeah.
And the pattern is the same the whole way.
Oh, really?
Because it's a little bit blurred. Right. But you can see the pattern is the same. Lights and darks and the squares.
Yeah, okay.
Like those are the same people.
Yeah.
Right, that.
I mean, why not?
Why not?
It is sort of curious being able to see into the lives of that many people.
You know what I mean?
Like, the challenges they do, I think they bring out the best and worst of me. I get very team Thanos towards the end of it.
Okay.
Snappy into oblivion.
How come?
Just because, like, you know, people. It frustrates me when the same question is asked hundreds of times.
Yeah.
But been very clearly answered tens of times.
Yeah.
You know, and it's like, it's. It's an interesting insight into people because, like, we talk the whole time about how it works for every industry and we take like, there's tons of testimonials and we talk about it and we give like 50 different examples for whatever industries. It's like. But, but I. But I. So it's like, fuck, bro.
Yeah.
Like read like, not even between the lines. Just listen to the words that we've said.
Yeah.
I want an example for real estate agents. Okay, here's an example. Oh, no, that guy works in A different market.
Yeah.
Okay, well, here's one different market. Oh, no. But that guy's got brown hair and I've got blonde hair. It's like, well, it just seems you're looking for excuses, Champ.
That's an interesting thing. Some people just can't generalize. Matt.
The.
The worst example I ever had of that. I was teaching this event and I. This lady had this really specific problem with this dog at going into a crate. And I spent 20 minutes, like, going through the whole process. Everyone was like, wow, you know, writing notes, all good. Soon as I finish, this guy goes, I have the exact same problem, but the dog won't go onto a mat. Can you explain to me how to fix that? And I just said, replace the word crate with mat and everything will be the same. And he was like, no, but it's a mat. So, like, I need the. And I was like, no, it's not. It's exactly the same. And I actually said to the guys, there's no point because if you don't see the. The crossover, you're not going to be able to do it anyway. And he was like, okay, because, like, if you can't generalize at all, like, you're not going to be able to take my explanation and make it reality. And surely it's the same with, like, the sales stuff. You're probably better off not having those people buy because it's a waste of money to them anyway. They're only going to slow everything down.
Exactly. And it's like, you know, it sounds really bad, but like 50% of people are just straight mouth breathing morons, like straight up. And that's, that's generous, like 50%, you know, it's true.
Yeah.
And it's true, you know, and like, we're in. I'm gonna. You know, it was actually funny. I had a realization today because I had someone. I had a few people message me and I don't check my DMs very often, but I checked it and they're like, I'm very disappointed in your course and you will refund me. I said, well, you know, I've logged on. And turns out you've only watched the welcome video, so. Which part of the welcome video was so disappointing?
Yeah.
And I was like, and you also bought the NEPQ Black book of questions nine months ago. Logged in once for 17 seconds and logged out.
Yeah.
So it kind of seems like a you thing, champ.
Yeah.
But I've refunded you and blocked you from everything, so good luck with your future endeavors because you just fuck with. Yeah, it's like, you know, and I had another lady be like, I bought a year and a half ago, and I've been, We've been reaching out to you constantly, and no one's gotten back. I said, yeah, sweet. Just give me one example of one channel where you reached out and I'll happily fix it. Because, like, that's a hole in the. In what we have. I was like, but I've tracked your phone number and I've tracked your socials, and I've tracked your email, and I can see every form of correspondence and seems like, you know, showed one of our people like two weeks ago. So what happened is that we didn't get back. Or like, just give me one example so I can fix your problem. Well, I was like, exactly. Like, we're very organized. Yeah, like, like, just tell me you want an extension because you forgot and got lazy.
Yeah, just.
Yeah, yeah, that's fine. Don't worry about it. Don't worry. But if you're going to give me a sob story about why I should help you, it's not going to work. Yeah, yeah. Because we are really organized these days. Like, we know we track everything. So it's like, if someone comes to me, I'll just be like, are you sure that's the angle you want to take?
But I think the truth, I think very often people don't realize that, you know, time is money. And so, like, when people come to you with a problem, if they present the problem well and it's easy to solve, even if it's doesn't make you money, fixing it quickly is worth your while. The same. Like I, I find that. I'm sure it's the same. Here is when someone says, hey, I haven't had time to get through the content. Can I get an extension? Yes, here's a link. Absolutely no payment. Here it is. Yeah, but when it's like, oh, and this and this, it's like, now you're making me check all this, like, and that takes my time. I don't have time for that. So now you're paying for this extension that you're asking for because you made me check all this. But if you, if you just said.
Hey, I need it.
Sure, here it is.
Yeah, I can give you a couple months, no trouble, whatever that's going to front us.
It's all I do is go copy paste.
Yeah, but now you've lied to me.
Yeah, and I. And cost me an hour to catch you in your Lie. So now we're. Now we're stuck.
Yeah, exactly. It's a real, It's a real fuck around. But I just think that like, you know, those challenges, like, they're great, but they do. Like, towards the end, I started to just hear the same things over and over. And like I had this lady on day five, like, we split it so that Jeremy takes the buyers and pitch upsells and then I take the non buyers and I do like, like the, the last stitch. But it pretty well. We did pretty well of it. But I do like any picky for dummies. I go, this is the, this is the breakdown, guys. This is what you've missed.
Hang on. You do the last. So people have said, no, I'm not buying it. And you get the last shot at doing that. You have to love that.
It's good. I don't mind that.
Like, knowing you, that has to be the, that has to be the highlight of the whole thing. But that probably leaves a dirty taste in your mouth because you'll be. You're like throwing hail Marys the whole time, right? Like, and you're just like, if this works, cool. If it doesn't, we are where we are.
Exactly. Yeah. Like, like I. I closed. We closed 11 or 12 people, I think.
Okay.
In like an hour and a half. So it's good.
Yeah.
You know, and they all paid in full, so it's work. Last time we did it, we closed like three. But it worked. It was really good.
So you closed 11 people at two and a half grand each in the hour?
Yeah, like. Yeah, in that. In that hour. And so maybe not a bad pay rate. Maybe they cut, bought afterwards, like, whatever. But it was fun. But I had this lady come up and I had this one guy come up and he just started saying stuff. I go, have you got a question, bro? Because I bring them up.
Oh, yeah.
And he was like, oh, oh. He was telling me how I need to work. And I was. He was like, oh, you know, I'm gonna. I've been, we've been using it. I go, but you haven't bought anything. So like, I was like, you just been watching free shit so you don't really know what you're doing. He's like, oh, no, I do. I go, well, good. Good for you then, huh? And he goes, start talking. Do you have a question, bro? Because there's 600 people here. He's like, oh, no. And I was like, fucking beat it. Like, people don't know how to handle when you're very honest with them especially. It's like, then go away. Like, good for you. I'm happy for you. Go and do your thing. Like, I don't care. And I think that the real talk helps to sign people. But I had this one lady come on, and she had, like, real specific. I said, your specific answer is too complex for me to answer for you because you're very new to sales, and it's a very complex answer. So what I'm going to do is give you a generalized answer. Hayden Full says, work. Last time we did it, we closed, like, three, but it worked. It was really good.
So you closed 11 people at two and a half grand each in the hour?
Yeah, like, yeah, in that. In that hour. And so maybe not a bad pay. Right. They caught bought afterwards, like, whatever. But it was fun. But I had this lady come up, and I had this one guy come up, and he just started saying stuff. I go, have you got a question, bro? Because I bring them up, sort of the things you can do to prevent it from happening. And so I did that. And then she goes, yeah, but what about. And I was like, like, stop. And then she goes, okay, okay, okay. Do you want the truth? She goes, yes. And I go, you're too lazy to implement what I've said, and here's why. And so I just said, like, this is what you're not doing, and if you haven't done those things, I have no interest in helping you because you're not helping yourself. And that's common sense. She goes, oh, okay. And I was like, so start taking shit seriously or don't. Like, what do I care? I was like, I'm fine, you know, And. And, like, that's the. That's, like, the reality stuff that most people need but don't want.
Yeah.
You know, you're not doing the basics. Like, what do I give a.
That's right. I think that in teaching anyone anything, the step one is motivation to be the learner.
Right?
Like, and if you don't have that, if you're not going to do the groundwork. And, like, that's.
And he was like, oh.
Oh.
He was telling me how any PQ would work. And I was. He was like, oh, you know, I'm gonna. I've been. We've been using it. I go, but you haven't bought anything. So, like, I was like, you just been watching free, so you don't really know what you're doing. He's like, oh, no, I do. I go, well, good. Good for you then.
Huh?
And he goes straight talking. Do you have a question, bro?
You have to develop that. And being a person who teaches skills, I can't give you that.
Like, because there's 600 people here. He's like, oh, no. And I was like, let's beat it. Like, people don't know.
You need to go. That's a. That's a different kind of coach you need, because I'm just here to give you the hard skills, not to change you as a person.
Have you ever thought that if you coach something, the customer is never right?
There you go. I haven't.
Customers are always right. I coach people, so it's very rarely the case.
I will now forever.
Yeah. No, I'm right. That's why they pay me.
Yeah.
Yeah. So anyway, the challenges are great. Like, they have a huge influx of people. From a sales perspective, they're really interesting. What we're going to do next is I'm going to go and watch all the breakout rooms that were happening post and during pitch to see all the concerns they had, and then we'll boil that down to the most common concerns that we obviously had to handle. When you're very honest with them especially, it's like, then go away. Good for you. I'm happy for you. Go and do your thing. I don't care. And I think the real talk helps to sign viewer. But I had this one lady come on and she had, like, real specific. I said, your specific answer is too complex for me to answer for. You haven't done a good enough job of answering.
