Neel and Jeremy

Yeah, we can just jam. But there's one thing. Okay, so we'll get— we'll do this first, actually go into your thing. So you want to— so you're— let me get this straight. So you have a premium coaching offer?

Yes.

For loan officers?

Yeah.

And it's not for real estate agents, right?

No, not yet.

Okay. Loan officers to start. Good. And it's only for a certain type of loan officer.

Yeah.

But you're going to sell it and your first thing was like, How do you get people to notice it? How do you market it? Right. And so you do need a personal and a business one. I think from your standpoint, they don't necessarily buy an offer. They buy you.

Right.

So with coaching, I think they buy the coach and this in the beginning. Now, eventually it could be a company and there's some vibes and there's a brand, you know, equity, like a feeling when they learn about what is the brand, by the way?

Rise.

Rise. Yeah. So there could be a feeling about Rise, but for now it's just What do I think about Jeremy?

Yeah.

Do I think Jeremy's the guy to lead me to the promised land? If so, I'm in. If not, I'm out. So that's your— you don't need a company account. You could just market it from your account.

Good. That was simple because that's my thought in general. I mean, that's kind of how I've always done everything. Yes. I just didn't know if this was so separate from my personal life and regular business life that I've had for so long. Like, is this going to be confusing for a third thing?

Well, this is the thing I think people need to understand is like people will follow you for your unfiltered thoughts. People will follow you for your, your, your values, for how you are as a husband, as a father, all these personal things, plus how you've had success in business.

Right.

And so they'll— these are the things that they connect with Jeremy on. And then you share content for consumers. So the people in the industry naturally want to learn because they just want to like copy it or learn what you're doing. So they're like, dude, I love the video you made about the, you know, move-up buyers or whatever, like because they want to do the same thing, they're in the same business, right? So industry people will be attracted to that. But then also they're just going to follow you for any one of these connection factors that anybody would connect with you on. But then you were thinking like, do I need to put out specific loan officer content and how is that going to like jive with the other things?

That's right.

So what'll happen is if you make a video and you're like, man, if you're a loan officer and you've been stuck with this, or if you're a loan officer and you've been feeling this, I want to tell you, it's not about that. It's about this. And here's how I can help. Cool. That video probably has very low reach because it's only targeted to these people, but it's such a high value because you only need the right person to see it. So that's okay. The algorithm is so good where it'll show it to the right people, feed it to the right spot. Correct. Yes.

Who's hungry for this?

But it won't mess up your, like, thing because it's not that often you're going to be doing like an offer to them. And then I think this is the part that people don't realize with a lot of this stuff. You don't want to be selling the thing directly in your content, right? Because it's too much of a leap. You want to be selling the first step to doing the thing. So imagine if I wanted you to join the Forward Mastermind and I just put out a video about Forward Mastermind and said, click here if you want to join. Yeah, dude, it would be dead, right? I said, come to this thing, then I'll teach, learn, and then I'll have an opportunity to let you know about it. If it's for you, you come. If not, no worries. But like, What's the— so what is the step before Jeremy's Rise high-ticket coaching? What would that be? A call with you?

Yeah.

Is it a group thing? What is it?

Yeah. So I have— how I've thought about it is— so I have 3 tiers. Okay. So the first tier is called $400 a month. Right. And that is massive group coaching, right, where I'm still going over basics, etc. They get content, they get all of the strategies, everything that I've done in the last 2 weeks. I've been documenting like crazy. Like they just get here you go. Do this, this, this, this. Do it. So that is the lower tier, right? So people can get involved in that tier, and it's 2 calls a month with 100 people on it, whatever it is. Then I can start dropping— there's 2 next tiers, and there's a small group coaching, which is like $1,100 a month. You can have between 5 and 10 people on it. 5 is perfect, but if I have to scale it— I don't have other coaches. I don't want any other coaches. It's literally just going to be me. Just you? OK. You keep a small boutique. I'm not interested. At this point at all in managing other coaches and having them coach my way. Like, this— I want— this is me, period. So, and then there's the elite, and the elite's like the coaching that I always wanted. Like, the coaching— like, this is my dream. I designed a program that I was like, I would pay for this. I would pay double for this.

Yeah.

Even what I'm charging or offering at. Yeah. But it is a leap in the industry, like, like, from a cost perspective, right? But when you break it all down, includes, you know, 3 incredible experiences that are included in it where you don't have to pay for hotels and you're at 5-star resorts. It's already all built in, like, to the offering. Because some of my pet peeves in the industry were I was paying $3,500 a month for group coaching with, like, 2 other people on it, right? With a coach. And then you have 2 events that you go to every year that you don't have to pay to go to the event. But I'm not paying— I'm spending, like, $10,000 between, yeah, air flights and hotels. And then you go out and all the stuff. And I was like, how can I create a curated experience for this small group of people, no more than 20 total, that want to be a part of something that's elite, where it's one-on-one coaching and then one group with just the elite people every month. And it includes all of these incredible experiences that are like nothing that has been seen in the industry. So that is where— that's what my focus is of like what my love is and where I want to go. But I do realize that I need to get people there and familiar with it, etc., etc.

OK, so dude, I got an idea on this. And I'm thinking, OK, and the reason why I think you could do it, and I would like— I'll give you the whole blueprint. I think this would crush for you. But I think the reason why I would like to give you all the stuff is because I think your people would actually be served by you. So many people ask me, bro, and they think, how do I do this thing? And I'm like, you're not even doing what you need to do. First of all, you need to be leading by example, which you are. So that's important, because I think there's enough people talking about, but they're not walking. 100%, you know. So that's a— that's just a qualifying factor. Um, but I think, okay, the—

do—

would you be cool if people joined the first two and then didn't do— you didn't even offer the high thing first?

100%.

Okay, so—

oh no, it's like you can fit where you want to fit. I wanted to create something for not everyone, but enough people where they can plug in where where they're ready to plug in. Because the reality is, like, not everyone is even close to plugging into the big crazy thing. And most people in a loan officer world that I've noticed that I've coached— because I've coached hundreds of people over the last 10 years— is everyone wants to jump to the end, of course. Like, but they haven't done the fundamental stuff to even learn all the crazy advanced stuff yet. Like, the nuances. Like, they haven't fixed even a process yet. And they're, like, focused on just marketing and getting a million leads. And then they have no way to, like, actually go through, like, well, here's how you set up a process, like, to handle what you have and to give incredible, like, simple stuff. So yes, it is— they're stepping stones, and I'm okay with anyone that wants to be a part of any part of the community and maybe be inspired to like, hey, I want to be there one day. Yes. Like, I want to go to that one, the crazy one.

Like, that's because I think about it like this, is we do something to get them in, and I'll tell you about that. But then once they're in, then it would be like, okay guys, um, I want to tell you about something and it's only reserved for this type of person.

Right.

And it's not for everybody. And maybe even they would need to be qualified to even hear about it.

Yeah.

So I can't even tell you about it unless you fill this quick form out. And based on that, you can learn about it.

Yeah.

Because it's almost like they shouldn't see— I just think most of the reason why someone values or doesn't value something is how it's presented to them. So if you just go the same way. Yeah. If you just roll this out Right. That's not doing it any justice. So it needs to be like, I've been in the industry for this many years. I've learned like what works, what doesn't work. I've also seen so many people fail. And, you know, the sad part is like if you just did these things, it would be totally different. And so that's why I made it my mission to do this thing. And like, that would really resonate with people. But how do we get them to hear that? Because you can't just come out the gate. So I think the way you'd get them is you think about an attraction offer. So we would come up with like, okay, what are loan officers? First of all, who's the target loan officer? It's a— what do you think?

For the end product?

Yeah, even for the mid-tier product.

Yeah, even for mid-tier product, it would be someone who wants to scale their business, who's doing a minimum of 3 to 4 loans a month.

Okay, and how old are they?

Oh, in my perfect world, they would be between 25 and 45.

Okay, but if we had to narrow it down?

If I had to narrow it down, it would be between 30 and 40.

Okay, so it's a 37-year-old. Uh, is he— is it a guy or a gal?

Oh, that doesn't matter.

I know, but I'm just saying, like, for messaging, if I gunned your head, I have to— you have to speak to one person.

It would be a guy then, based on my audience of like who watches, because I do pay—

you'll get women too. Yeah, yeah, yeah. But like, okay, it's a 37-year-old guy. Is he married? Yes. And does he have kids?

Yes.

Okay, so, and he maybe lives in California?

Yep.

Okay, so This is a 37-year-old guy. He lives in Northern California. He has a— he's married, he has 2 kids. Okay. And what's like— we'll just name— like, if you just name him for this process.

Chad. Chad. Okay.

So Chad, Chad's a real dude. He's a loan officer. And we know Chad. We know what he likes, what he doesn't like. We know what he's struggling with. Right. Chad's closing 4 loans a month. He feels like he's on the hamster wheel.

Yeah.

Chad has a hard time disconnecting from work at home.

Yeah.

Uh, his, uh, if we're honest, Chad's marriage is a little bit rough sometimes because his wife is like, why can't you pay attention to all this? Why are you always thinking about work?

Yeah.

And Chad's like, why are you asking me this? I'm the breadwinner.

Correct. You know, these are all facts.

Yes.

Yep.

So we need to get into this. This is the thing that people skip. They just like, what's the video? What's the hook? You don't even know who you're speaking to.

Yeah.

So let's talk to Chad. Okay, cool. So now we know his problem. So imagine like you're sitting there and you're talking to like people on, you know, the Chads of the world and you're like, man, how many of you guys have been on a vacation with your family and you have to bring the laptop to the pool?

Right.

And, you know, and like, dude, I've said this a few times and, and some everyone's hands goes up and then and your spouse is a little mad at you because you're always having to do the work and you're trying to like just manage it all and you're It's just tough, right? You got a lot of balls in the air. How many of you feel that? And a few people start crying.

Yeah.

You know what I mean? So the marketer who will win is the one who can clearly articulate the prospect's pain, right? If you don't— like, if you don't know what they're going through, how can we help them?

Right.

So everybody thinks it's about the product. It's about the list of the features in the program. No, no, no. Do we really understand them? Like, make them feel seen? And then it's like, okay, I got something for you. So we would define this like, here's what success looks like, or here's what the problem is. And there's actually a solution for this and it's something like this. And I'm going to break this down for you on this webinar.

Yeah.

And I'm doing this for free. It's just, you know, if you want to come in and you want to learn about this and you want to solve this issue, you will. And here's the thing. We've all been to a bad webinar. You will leave this call with improved, like, actionable tactics that you can implement the day one. Yeah, you will make money off this call, right? So all you're doing is forget about Rise. You're just selling this call.

Yes.

I need you to come to the call. Here's why. And you leave the call better off. Now, when we get to the call, you will let them know in the beginning of the call, guys, I'm going to do this. I'm going to break all this down for you. I'm going to take you through my framework for this. So it's going to take about 60 minutes. If you have time, turn cameras on and lock in. If you're right now multitasking and you have loans to close and you got to go ahead and sign off the call, right? This isn't for you right now because if you're going to get value from this, you need to pay attention.

Right.

And if you're busy, I totally understand. Come to the next one. I don't know when it'll be, but like, go ahead. Yeah, there's really power in dismissing the room.

100%.

So you would do that and then you would like, you would say something like this. You'd be like, and also I have something that I've been working on behind the scenes for years that I'm launching today. And so would it be cool if I told you guys about that? At the end, I'm going to do all these things and it would be cool if I told you, just let me know yes in the chat and it's going to be yes, yes, yes, yes, yes. You know, so now when you bring it up later, it's not like, oh dude, the guy just brought us here to sell us. You know, it's a mistake. I've, I've skipped over that sometimes. And then there's always a few haters who are like, yeah, oh, Jeremy's just trying to sell us a program. See, I knew what it was.

I'm trying to help you. And yes, I would like to sell the program, of course.

But it's your obligation to sell it because you can't take them to the promised land in 1 hour. And so if anybody needs my help, I— it would be almost irresponsible to not offer a next step because they're going to leave the call and be lost.

Yeah.

Now, some people could leave the call to be better off, but there's going to be people who need help. So you let them know all this. But the main tweak is going to be getting people on the call. So then you would run ads to loan officers. You would also speak to them on your IG. You would post about it. You would even get friends in the industry to be like, hey, I like— I'm sure— how many IOUs do you have? You have a lot.

Billion.

Yeah, but yeah, what's the purpose? It's not like we're keeping track or score. You're not just in general, but just in general, like we should all help each other, right? So do you mind sharing this thing? I'm hosting a webinar, dude. It's going to be awesome. And I'm really trying to drive traffic to this. Like, can you help? Just like I asked you for my help 100% and you said, dude, I got you.

Of course.

Yeah. So we can all help because if anybody could come to the call, they're going to leave better off whether they buy or not. They're going to be better off. So now you're driving people to the call. Everyone's on the call. Cool. And then you do a great job. And then at the end you're like, here's the problem that I've had here is like, I could leave you with all this and it would be great. But like, I knew that people are going to need more help. And so I wanted to get in. So there's always a weird transition from like teaching to now offer. But I found the best way to do it is to tell them why you launched the program, right? So I was stuck here. I was a product of this coaching. It changed my life, changed my business. I'm where I'm at today because of a coach, right? And so here's the problem I saw with coaching. And then here's what I want to solve with Rise.

Amazing.

So here's what I put together with Rise. Here's the thing, thing, thing. Now, these— you guys are hearing about this for the first time publicly. I've talked about it privately behind the scenes, but we're launching this now. And you would be our founding people. And so here's what I want to do for 20 people or 30 people. How many?

However you want. Doesn't matter. Yeah.

And this is something— and it needs to be better than what it will be, right? Because these are your first people.

Yeah.

And they are taking a bit of a risk with you because they haven't— it's not proven yet. But, but you tell them this, you'd be like, guys, I'm gonna be honest with you. I want you to join this thing because, hey, I'm launching this program, I want to be successful, but I'm gonna pour into this group more than any other group in the thing because, just to be frank with you, I need testimonials, right? I'm going to make you into a testimonial of this group if you join today. And so there's a bunch of things we're gonna do. When are the calls? What's included? All those things. I'll get to all that. But all you need to know is if you want to do this, this is good for you. So you need to distill it down to like one line. Dude, I have this program that I sell for like $2,000 and I would always walk people through the whole thing and it was like you get a certain amount of conversions. I tested this last year. I made it one line. If you are someone in the mortgage or real estate industry who wants to turn short-form content into more consistent business and referrals, This is the group for you. If not, it's not for you. Here's where to sign up. Boom. And conversions went up because simple. Too many lists of shit doesn't— like, they don't buy the list of shit. They buy the outcome, right? So you're going to take them to this place. Like, if you are someone who wants to get to 12 loans a month or more without the stress of this or without this, and you want to build a repeatable business that doesn't make you go crazy and your wife will love it. And you want to also have a marriage, like all these things, whatever that one-liner is, and you can add to it. But the main thing is the slide just needs to be very simple.

Yeah.

Then this is the group for you. And here's what I'm doing for everyone who joins today. You'll get this, this. And like I said, I want to make you guys into chessboard. And then it'll be full. Like if you execute this properly, it'll be full. And then what'll happen is on the calls, you start doing it all together. The community is good because it started so strong. You have momentum. If you start it weak, it has a high chance of fizzling out and then you don't— you're not interested anymore. Because I can tell, like, if they're interested, you're going to be locked in.

Correct.

If they're like, then you're going to be like, why did I even do this?

Yeah.

So you need them to be hyped almost just to keep yourself hyped.

Right.

So I just think of starting with like high momentum.

Yes.

And then here's another thing that I noticed. Whenever people are purchasing from you, they want to know what happens after I buy. So they want to know, what am I buying in the simplest possible way? Because my brain hurts because I'm brain rot. You know, people's brains are broken.

Yeah.

Next is what happens after I give Jeremy my money? Well, here's what's going to happen. People who— it's a Thursday, you're doing this call on Monday. You don't do anything today. Over the weekend, you're going to have one thing I need you to think about. Just one thing. You're going to show up to a call with me on Monday and you'll have that thing ready. Not a ton of homework. It won't take you forever, but there's just one thing I need you to do. You'll get the email, don't worry. And on Monday we kick this thing off. That's all you need to focus on. There's no like list of things, because what happens is if you give people— like you send them an onboarding thing with a long list, they get overwhelmed. Like, oh shit, I shouldn't have done this. So you just kind of want to make it simple. Yeah. Like even when you join Mastermind, I used to have do this, do this, do this, and then there'd be like a handful of people on Monday are like, yeah, you know what, uh, my dad I can't do this. Excuse, excuse, right? So the better way is all I do is say, all you need to do is enjoy the rest of the event. On Tuesday, we have a call, and I'll walk you through everything.

Awesome.

Until then, just chill.

So if I'm grasping all of this— Does that make sense? It makes total sense. So like—

Is this helping you, by the way?

Dude, bro, no, no. You're majorly helping me. Like, you just unpacked a lot in a short period of time. So it's super hyper-identifying the person that you're going to solve the problem for. That's number one, right?

It can't be a range of 20 years.

It's got to be Chad. So that was big for me in general, because I thought 20 years was small. In my brain. No, I know, it's too big.

Now you got Chad.

So like super, super, super sniper-focused avatar, right? Then like, um, what is their problem? And I already know what it is, right? And then so what is the solution to the problem? What was my problem?

Yes.

What was my solution? Now what was the problems I found in the solution that wasn't mine? And this is my solution, correct? Does that summarize it exactly?

And you always want to demonize the opposite of what you're selling.

No, 100%. Because that is why I created it in general. Like, no fear mongering, no fear bashing, no you're not going to be successful without me. None of that.

If you made a list of why people don't like the alternative, right, you should be the antithesis of that.

Correct.

So like if I'm selling an online program, I would say, you know, the problem with in-person is this, right? If I'm selling in-person, I'll be like, the problem with online education is nobody does shit, you know? So this is why, even though it's to my detriment, I'm doing in-person. It's more costly, it's hard to scale, but I know it makes the impact. So that's why I want you here. Then they're like, oh shit, I'm in. You know, so this is all just packaging and framing. And then what I think is what would, you know, if you were like, hey, in order for me to have a successful Rise launch, I need 40 people to join, I need 50 people join. Okay, if that were true and we would assume like a 10% conversion, how many people need to be on this call?

Right.

So let's just reverse engineer. We need 500, right? Okay, well, how do we get 500 people to show up? Well, we need 1,200 to sign up, right? Okay, so how do we get to 1,200 signups? You're going to run ads, you're going to call, you're going to do it. You're going to personally invite some people. You're going to get friends like me and others in the industry to invite people to the call. And then if you have 1,200 of Chads and the female equivalent of Chad on that call, you can't lose, right? As long as your presentation is good.

As long as the—

yeah, I like— I messed up on my webinar for Forward Launch. The slides went dead. This broke. I almost fired— I did fire somebody actually afterwards because of all the problems. But we won anyways because the numbers, the volume of—

and you said it in our, in our forward group, is that what number would it take to get people to register?

Yes.

That would make your goal impossible to not hit, right? Yeah.

But I would literally have to be retarded, right?

Right.

Or the equivalent. Yeah. Like I would have had to woke up on just dead that day. If I could just say the words, it would have worked, right? Now is a higher level to maximize conversion. You do need to be on your game, of course, but you will. But the only way to do that is just to— but first step is just to ensure you have enough traffic. I feel like a lot of people do a webinar for like homebuyers and they have like 4 people on it or 12. Like, how many did you guys want? And they, they're like, well, I want like 20 or 30. Okay, well, how many opt-ins? You need 20, 100 opt-ins. So then you should be like, they think it's out of their control to get 30 people on a call. It's totally in your control. You just need to get more people to sign up, right? So personally invite some people.

Yeah.

Send some messages.

Direct ask.

How many leads you guys have in your database that didn't convert? Invite them to this call. Tell them you're going to be going over the number one thing they're struggling with, which is affordability, and you're going to be going over the new programs or seller credits, whatever it is, and then get them to come sign up, get them to sign up first, then get— So my thing with marketing is like, just sell the thing you need to get them to do. Don't sell the end because the end is like steps away. So all I need you to do is sign up for this call. Next thing is I need you to show up. So now we have a sequence to show up. And then next is when you're on the call, I need you to get information and get to the next step. And then within your presentation, you can do things to frame the thing. So part of that is going to be your story of how you invested in yourself. You might even have like principles of why loan officers who are successful versus ones who aren't. And you want to teach in some sort of framework. So, you know, this guy we just had speak to the mastermind yesterday, he said to dumb it down a bit more than you think is necessary.

Yes.

Because people are just not in peak intelligence mode. Mm-hmm. And so I thought if you did that, they'd be upset, like, this is too basic. But what happens is even the kind of smarter people, they're like, oh, I like the way he explained that.

You know what's interesting is that like, so that's one of my superhuman qualities in general is oversimplifying. With that said, I still need to because I think it's too simple, right? Like, even though I know—

you think you don't want to underdeliver because you promised these people great call.

Yeah.

But what you need to do is less is more. And then your tendency, which is like mine, is we're going to— our tendency is going to be to put more into it, put more into it. But if you put more into it, they will walk away with less.

Right.

So we have to narrow the focus.

Yeah.

Just like I forced you to narrow to the 30.

Yeah.

And it's kind of going against what you want, but like, now, you know, you're talking to Chad, you, you could map out his whole day.

Right.

What's cool about this is there'll be ancillary products like we know Chad drinks coffee. Well, 10 years, there's a Rise Coffee, right? You know, like there's different products because we know the whole story. What is he doing from the time he wakes up to time he goes to sleep? So, and then what is the things he's interested in? But then I think this is the cool part is on the presentation you can really hone in on like, I understand your pain, guys. I've been there. Yeah, I talk to loan officers every day and they're struggling with this. And I'm telling you, you know, this is the system I've just taught you. It'll work. Now, here's the problem is most people hear this and they don't do it. And so that's why you need a coach. And here's the value of that. Here's why I joined coaching. And then, yeah, then you would just kind of talk about your offer. But I think you do it that way, nobody's going to be offended that you launched it and it'll just make a lot of noise.

Right.

And then you start off like up here, bro. And then now you're ensuring your success.

So next question on this is that you mentioned founding members. Okay.

Yeah.

So I was playing with this similar concept, same concept. I just wasn't calling it that. Right. So let's call it founding members.

So I think founder sounds cool.

I like it a lot. Yeah, founder sounds badass. So if I wanted 50 people, right, let's just say to be the founding members, that would look like a 50% discount or something like that.

Like, what would it be? Yeah, maybe like a discount or a bonus that you're going to give them. I think discount works in this case because you could be like, when you see this again, it's going to be this price.

Right. This is $5,000 a year. It's $2,500 today for the founding members, and I can grandfather you in. For example, if I wanted to. I'm just playing on words and ideas, right? So then now, you know, you have like 50 people at $2,500 for as long as they want to be there. Everyone else knows that it's more. They know that it's more. They want to stay also because it is more like in the future. That works, it seems.

Yes, that's a great idea. So you would get them in and then they're going to be like, yeah, grandfathered in. So you'll be like, when you guys see me launch this later, it's going to be this much. Yeah, you're getting it for less because you're a founding member. And by the way, as the program increases in value and price, your price will never go up, right? If you, you know, those who join today. So this is what— I know it sounds cheesy, but like, this is literally a once-in-a-lifetime opportunity. Yeah, like, that's what it is because it's truth. It's the truth. And so what happens is there's a lot of people who have marketing shtick and lingo and then limited quantity left. And so the people are used to it being all BS. But you, when you become a person like, oh, when he says it, it's actually true. Yeah, when Neel Dhingra says the event's full, I went there, it's freaking full. Yeah, when he said his mastermind is actually full. So now they start to realize like, yeah, everyone else is liars, but these guys aren't, right? And that's the elite group. That's what you want to be in, because then people show up to your shit. Like, I got an email for Mastermind Summit and they said Last chance, final seats, bro. There's a lot of seats, you know, they didn't fill any of them. And so they know, everybody knows the gig is up. So then you're fooling everybody, you know, you can't fool anybody anymore. So I just think you got to be like legit.

Yeah.

So this is the way to ensure that. And then the other way, the other thing you can do afterwards is now you got them in there is how do you start seeding the next thing, right? And that would be like I said, letting them know it's coming.

Right.

Like I have an ultra top tier and you'll start to identify the winners in there anyways. And you might even personally invite like this guy. I was in his coaching group, mid-ticket coaching group, and then he wanted to sell me to the high one. And so he called me personally and was like, hey, Neil, I'm only inviting 10 people to this. I'm just telling you, if you trust me, you should be in there. Just trust me on it. If you don't like it, I'll give you your money back. Right. And I was like, okay. Sign me, like, here's my card, whatever, just charge the card on file, right? Because I knew we already had a rapport at that point, so it was just an easy sell. But he, he wasn't marketing it, he was just personally inviting people. And maybe you do it that way, maybe you like get him into a separate Zoom. Yeah, something to make it like elite, that it's not— you're not pitching it to everybody.

Yeah, because they would feel like, no, I can't pitch that to everyone in general. Yeah, yeah, because how many would it be inappropriate anyway? It'd be 5 to 10 people.

Yeah, like, so you can't do that.

So maybe you would make a list of 20 is the dream, but like, yeah, it would be 5 people, let's say, like in the first year, right? Like that you would identify, build a relationship with, already have a relationship with, know what your value is already. These are people that are going to sign up for that have known me already for 10 years, most likely, right? On that type of program.

Yes.

Which is exactly what you're saying with people that don't know me that way yet. You can't just jump there. So I see the people actually joining the high ticket program are people that have interacted with me for the last 14 years, 10 years, 5 years, 6 years.

But they'll join your program and they'll be like, man, if he's doing like this, yeah, they'll probably be in the small groups.

Yeah, exactly.

Yeah. But then there's some people are just going to test it out and they'll just join the large, you know, and then you could be like, and when you sell A or B, you'll get a lot of people to take the entry level, of course. But you can also really value the other one by saying this is for this type of person. Yeah. And then like I said, I think it's good to assign dollar amounts.

So like what I have sketched out at least is like Step 1 is good for x people. It doesn't matter if you've been in business 20 years or 2 years or whatever, but you need help and you want to make more money, have more time, et cetera. The next one would be you need to make at least $150,000, period. Because I do have a moral belief personally that no one should spend more than 10% of their income on coaching. You just shouldn't. And that's scalable. No matter how much money you make, and it's always worth it. That is my experience. Yeah, that's great. And so then like the third one, right, would be like, you have to make $500 grand, right? And you have to like literally show me that you made $500 grand in order to get this because it would be irresponsible, right, for me to take a credit card and you can't afford it and you're not there yet.

Yeah.

So like those are the types of blocks that I've at least put in mentally that I think for it. What do you think of that?

Yeah, that's good. I like that. And then The thing that you can make an exception on is when you get to the ultra level, um, there's— yes, you want to be responsible, but then there's also people who are more aspirational, correct? So they are the rising stars. Yeah, they're like— that was me.

And by the way, it's funny you say this right now because I couldn't afford what I signed up for back in 2010 at all.

Made you who you are.

But I— yeah, like, I was so driven. I knew, like, internally, like, no, no, no, this is it. Like, I am going to be a part of this. So yes, there can be exceptions to the rule. I think it's important for people to know what it is also, though, so that you can see what their drive is. Like, is this someone who is that thirsty, who does want it so bad that they don't care if you told them it was $1 million? Like, they're like, I'm doing it. Yeah, I'll let that person invest in themselves, right? Like, because that person is going to take it to maybe levels that I didn't even know, like, I could do. Like, I remember coaching Daniel, you know, Daniel Tsao. Do you know who he is? He's a great dude. Great.

L.O.

runs a big thing in Ohio, and I was his coach and like, he was way bigger than me, like even when I was coaching him because he would execute everything I said instantly. And he was so hungry to just go crush that I would never feel bad about him saying, no, I want to pay more. Okay, that's fine.

You get it all.

Literally, you're going to make $9 million this year. Like, you are on fire. But you have to see that in people, right? But you have to give them like a block first. The people that want to run through the blockade, I've noticed this in L.O.s that work for me, don't work for me. I've coached, not coached. The ones that want to run through the wall no matter what you say, those are the ones you should probably pay attention to. Yeah, like those are the ones not— not— they're not a pain in the ass, you guys. Like, those are the ones that are going to actually do the work. So, okay, you give me a lot of great context.

Yeah, dude, this is good. So I think the— you could offer the higher ticket one and then you could say something to the effect of like, this is for people doing this now. If you— there's one exception to this rule and you could tell a story. When I purchased my first thing, I wouldn't have met the thing, right?

I had no money in the bank. I didn't meet the minimum income.

I actually put on a credit card and I went into debt. So not only was I broke, I was worse than broke, right? But I did anyway. And that is not everybody. I understand I'm different and you might be that person. You may not be. So that's why I have these rules. But if you are the exception to that, You can apply for this. So I'm not—

I'm not saying basically you can give people permission.

Yes.

Because they're willing to identify with X, correct? Yeah.

Because you will exclude a winner 100% by doing that. And but you— but like, yeah. And then by the way, usually it's one person that does this and you can tell the group like this is one person that does that. And what happens is you're now around people who are making $500,000, $800,000, $1 million. And what happens to you? If you're hanging around 5 people who make $1 million, you make, you know, $100,000. That's the best way to be around those people, which is good. Yeah. So that would— I think you'll crush it, bro. Like, because I think there's so many shitty programs.

Yes.

I see a new offer.

I mean, most.

Yeah. I mean, they're just trying to make money.

Yeah.

But I think like just knowing you personally, you, you would be like, dude, I want you guys to win.

Yes.

This like you winning makes me feel good. So I want you to do it.

It's literally all I want. Yeah, I mean, that is the drive behind this at the end of the day.

But you see, when people ask me, I can always tell because they'll be like, here's— I did the math and here's how much money I would make if I did this. And I'm like, well, wait a second, I thought you were rich already, right? What, what are you doing this for? You know, like, it's just an easier way to make money.

Yeah.

So they're literally just trying to extract.

Yeah, it's funny. So my wife actually asked me about this. Cara was like, you seem to be psycho about this all of a sudden. Me?

Yeah.

And I'm like, yeah, I know I am. Like, and she's like, and like How much— like, have you thought about the money? And I go, honestly, no. Like, yeah, like, I don't worry about that. I know what will come eventually. Yes, I want to— I want to run a profitable business and blah, blah, blah. But the reality is when you don't need to do something, right? I don't need to do this program. Literally, I could hack 20 more loans a month if I wanted to. I could do a lot of different things. That is what drives me. If I can see that and see the vision for the other people and show them how to do it, I already know it's going to work like for me, but I don't need to worry about it working for me because I'm fine. Like, I don't need to worry about like messing up the profit margins in the first 2 years if I wanted to. Like, it wouldn't matter.

We just took—

dude, we were in Mexico. You saw we just took, you know, 20 people of my— 10 of my best LOs that crushed it last year and their spouses right on the trip. I totally underestimated the budget. Like, after I literally did it all, I was like, dude, I think I might have netted like 2 basis points off of them last year after that gigantic trip. But it doesn't matter. And you saw the connections that were created there. Like the—

what's the long term?

Oh, dude, the resurgence of like, this was the best time. We loved being around each other. This was so great to be relaxed. Is that that's profitable and scalable for like 5 years from now.

Yes.

Every single year.

Well, it's the decisions that don't make sense on paper become the moat for why this works. That's like in Forward, we lost money for a few years. Yeah, but then now it's like super profitable. But by— I'm like being intentional, but at the same time I didn't care.

Right.

And I remember a lady came in coming up to me and be like, I want to join your thing and can I tell you why? I'm like, please. And she's like, I feel like you don't need the money. And I was like, I don't. Yeah, I would love to have you, but if you don't, no worries. Yeah, it's not like— so this is the energy of with or without you, this program is going to happen. We're going to win. We'd love to have you with us, but if not, that's fine too.

Totally.

And then people like are attracted to that versus the other guy who's like hard closing them. So the other programs that sell at this level, what they do is they get you on a— so they get you into some attraction event.

Yeah.

And then they offer you book a call, right? The reason why they book a call is they get you on a phone with a highly trained closer. Okay. And I'm no shame against this, by the way. They make money and it's great. And I'm sure their program produces results, but they sell this one-to-one because that guy is highly compensated and trained to close you. And he gets on the call and he goes through a script that's proven. He knows all the objections and he's like, he's going to make a good commission if you buy the program. And those are— that's how they do it. So it's just a different way. I've never used that model and I've done millions and millions of dollars in sales with this kind of program. But so you don't have to do that is what I'm saying. If you're good, they would just want to work with you.

Right.

You know, and you're not selling other coaches, you're selling you.

Correct.

So it's easy. Like if you were selling a whole program, maybe you would have to go to something of a salesperson.

Different.

And then you will have a lot of people who are on the fence. So then they could join the next one.

Right.

You know, and you— so you can kind of like run it again. I did this. This is just kind of a tactical thing is you would do the webinar and you would get a bunch of people on that call. Remember, you said 500 people on the call, but we had to get like 1,200 signups. Well, that means 700 people were potentially interested in learning from you that didn't even come to the call. So what do we do with those 700? Well, you could offer the next day. Well, part of the reason why they don't show up is they think there's a replay. So you would make the decision on this particular call. All the messages and emails you get of, hey dude, I'm not going to be able to attend, can you send out the replay? No, you'd be like, there is no replay.

There is no replay.

Yeah, no replay. Especially because you have an offer on this one, right? So don't send any replays. And if they say it, just be like, dude, on this one, unfortunately you have to be there live, otherwise you miss it. I'm sorry. And leave it at that. The show-up rate will go up. So you probably even get a few extras because of that. Then what you do is the next day you could just email the 700 who missed it and you can run what's called an automated replay, but it's, it's a replay, but I call it encore. So I use this software, it's called WebinarFuel, and it basically plays the exact same thing that happened. You wouldn't do it the next day, it could be like a few days later, but you load your Zoom recording into it. It actually takes the whole chat, puts it into it, and it looks like another live webinar. Nobody can tell, honestly. And it's the weirdest thing because I remember I was on a call doing something and people were tagging me on social, they're like, dude, Neel's dropping so much game. This is great. It was the automated webinar. It wasn't me teaching. People run this over and over and over. It works best, though, like right in a short time window.

Yeah, so I understand that. So it's like the encore event, the replay is really just a new webinar, which is a replay loaded into this. And it's only for the people that missed. And it's only going to be on this day and time. Correct.

It's like you have to come on this time. It's not like a thing you could do—

So they have to re-register.

Correct. And then they get all the reminders from WebinarFuel, and then they come in. And then what happens there is it's like, hey, if you missed it, we had so many people reach out for the replay. Unfortunately, there is none. But I decided to do one encore presentation. This is going to be on Thursday. So if you missed it, this is your only chance. Again, there's no replay. So if you want to come to this, here's the chance to come. And then you'll get another few hundred people on there, and a few more people will purchase just through the normal flow that you offered. And that's the automated mail, kind of like how you can just turn it into a process where you don't have to be there selling it every time.

Interesting.

But the only reason you wouldn't run that is if you fumbled on the call and you're like, ah, I didn't like the way my performance was. Then you wouldn't run that.

So performance or result?

Well, probably—

Both? A combination? Yeah. Because you might be bummed. Yeah, I was going to say result, right? Let's just say that I thought I performed really great, but we didn't have the amount of people that we needed to be on it. It would be the result. It'd be the result.

Correct.

Okay, cool.

And then you would learn the tweaks too. You'd be like, you know what, we didn't get enough people. So then there's no way you lose, meaning like you will get people if you run it properly, but for whatever reason it might have been a weird, uh, whole kind of— all kind of events that maybe led to not as many sales. So I had this happen to me one year where I wanted to get 100 people in a group, I only got 80-something. And so technically I failed, but like what I did was after the session was over, I just hit up people and personally invited them. So I was like, hey dude, did you end up joining? You know, we're just filling the last spots and I wanted to reach out and make sure you got in the program. And like, what was your honest feedback? Like, why wouldn't you have joined? And like, you know what, dude, the only reason I didn't join was because of this. And I'm like, that's literally the thing I'm going to be teaching. Like, most of the time the objection is like they weren't paying attention, right? Like, it's so silly. And they just needed the one nudge.

Yeah.

So you can— even if you don't get your 50, if you want to go get them, you literally spend the next day following up on the leads.

Right. Just like anything else. Yeah.

Worth the follow-up. Yeah. And you would just be like, hey, dude, it's Jeremy. Thank you so much for attending the call. And maybe you have like a little script, like you want feedback, right? And then just curious, I didn't see you in the program. What was the reason why you didn't join? Like, what's one thing? Just— I just want to know so I can get better. And then they'll tell you, and then you can decide if that's something you can overcome or if you're like, dude, helpful feedback, I'll keep that in mind, right? But either way, you learn, right? So like, uh, Hormozi said this one time to a group. He was like, the way you get better is you ask people why they didn't buy, right? And the reason why nobody learns that is because nobody wants to make that call, right? And it's hard to hear. So when I mess up in the past, I would ask people why they didn't buy And they're like, dude, I didn't even know what it was, right? I'm like, oh my God, my presentation wasn't clear, right? Or I was too, uh, convoluted in all the things. So like, by me hearing that, it was like hard to hear, but I'm like, oh, I need to get clearer.

It's funny, man. So I actually love that feedback.

I still hate how it feels, but it makes you feel like you're an idiot.

It does. But I, I actually— it's the first thing that I do. I learned this long time ago. Anytime I do any type of talk Like if you were talking to Dave Savage right now, mortgage coach, he would tell you that every single time— I've done 129 interviews with him, right?

Oh yeah.

Every single time I get off, the first thing is a text for me. What went well? What could have been better? No matter what, every time I get off stage is what went well? What could have been better? Where did I fumble? Like, because those are the things, to your point, that will make you unstoppable. Like, stop figuring out— everyone always says they want to double down on their strengths. Don't worry about your weaknesses. It's like, no, double down on your strengths and double down on your weaknesses. That's how you create like real massive momentum, for sure. Big time, bro.

Yeah. So this will be great. And then, uh, and then when it comes time, let me know. I can help you. The team can give you like logistics too, of like how you would do it.

And I'll give you— yeah, dude, anything you could send me would be awesome, like as soon as possible. Yeah.

Um, when do you want to do it?

I'm just doing— I'm doing it.

Okay.

Like, it's here.

There you go.

It's July.

So July, uh, We just need to pick a date for when this call is.

Cool.

And then get everybody on board. Yeah. Ask your friends to invite people. It's a good landing page where they sign up.

Last question about this, actually.

And you need to make sure the page has an opt-in, meaning—

Yes.

And there's a pixel on it for ads. And there's a guy in the mastermind who could help you with the ads if you need help.

Yeah, Joey?

Yeah, he can run them for you because he runs the—

He's a coach, Joey.

Oh, he did?

OK, great. Yeah, yeah, yeah, Joey's great.

So you can set up the ads, and then there's a pixel on the landing page if you're going to use Manus or whatever you want to use to run the opt-in page. It needs to have a pixel because what happens is people come to the page and don't sign up.

Right.

And we need to hit them back up with an ad.

Right.

I had to hit people up like 5, 6 times sometimes for them to actually sign up because it is so bad right now. People's brains are just— so you have to realize they saw it, and then they looked at— they went to go sign up, but then they're— Oh, they let little Johnny in the car or the wife. Hey, what are you doing? Oh yeah, I'm coming, honey. And they stopped filling it out.

Yeah.

So if you don't follow up with them, you're missing all these people who didn't sign up. So I think like ads are essential.

Yeah, for sure. Now, as far as like, it's like I have a large group of people I have influence over, right? So and I'm talking like more stripped back, like let's just call it my loan officers, like all the people I've coached in the past, etc., etc. Do you think there is value in like a free offer for them to be in the community to look bigger as it gets started? Like for a short period of time, right?

Oh, you mean like seed them in the group?

Yeah. Like, like, so there's like founding group, like people sign up and there's like just a seed group of like, hey guys, like I want you guys to be part of this group. Like I want you to see what it's like and I want to have credibility. You guys know who I am and you are in the group. And then now it's like someone joining a group that has 50 slots left instead of 100, for example. Yeah, right. And then like, is that a good idea?

No, I like that idea because it's social proof, right? The reason why I said you guys are the founding members is because you're giving them a discount because it lacks the people already in it.

Right. So it's almost like one tier before it almost.

Yeah. But like if you were like, hey, I did a soft launch of this and this notable person joined, this notable lady joined, and then they're like, oh, she's in it, he's in it. Then that gives like another social proof.

Yeah.

So that helps. But I think like you could see those people in it and then that would just make it even more powerful. So you could, you could, you could—

so it's not a bad idea.

It's not a bad idea. It would just be layered on top. So you'd be like, now, first things, I threw this out there to a group of my friends who have known me for a decade plus in the industry. And several of them are like, I'm in this already without me even breaking it down. They're just like, if you're doing it, I'm in it. So I didn't realize this, but we're already starting with like 14 people, right? We're already starting with 27 people.

Right.

And so I came to the call today originally with 100, but like now we only have 74 or 50, but now we're already down to 30.

Yeah.

Okay, cool. But you're still giving them the benefit of being founding members, correct? So it's just those people already pre-bought, correct? So that works great. Now you've made it even more scarce.

Good. Yeah, good.

Because I've realized people think that 50 is a lot, you know, 40 is a lot, 30. They're like, yeah, I could sleep on it. Let's see who joins, you know. Nothing attracts a crowd like a crowd. So when people sign up, you need to ask them to let you know in the chat, right? So, um, do me a favor, as you guys are signing up, I see your names joining right now. Let me know if you've signed up in case I miss, um, Welcome, John, Susan, Sally. I'm so glad you joined. This is awesome. And then as more names pop up, it's like the guy who's sitting on the checkout page, like, I'm in. It's just he needs to see it. They need to see the train leaving the station.

It's just—

it's just a psychology thing. And the cool thing about all these tactics I'm sharing with you right now is some of these are like, yeah, this is what gets people to move. The reason why I'm telling you is because it's actually in their best interest to move.

That's why it's so easy for me.

I'm like, no, it's not like you're trying to lead them to freaking something that's going to rob them. It's like, no, If you join, you're going to make more money. Yes, you're going to— like, the only reason you would fail is if you just didn't do anything, didn't do the work. Yeah, but that's life.

That's everything.

And honestly, I think you'll kick somebody out. Yeah, you're like, bro, you don't come.

Oh, no doubt.

You're paying me. You don't even show up.

Like, leave, brother. I've kicked people out of coaching programs that I was their coach where I didn't own the coaching program. Oh, really? Like, it's against the rules.

Get in trouble, bro.

Yeah, but, but I literally said, I'll pay for this guy's rest of his semester. I don't care. Can't be on the call.

He never joins.

No, he's just paying. Just on it, like not engaged, driving dune buggies like, like, like that. Like you have to protect the space. I do agree with that. Yeah. And so, yeah, no, I'm not afraid to kick people out. That's a good thing.

That's good. Yeah. So I think that'll work. And then the only other thing I was going to say was there was one other thing I was going to say. Oh, is letting people know why you're doing this in order for them to want to help you do it. So you could do this personal. You could send them a video. You could be like, hey, I'm hosting this webinar. It's going to be how to do this. I've been noticing a problem as I'm speaking to all these people. I've been doing these calls a day forever and I'm getting all these DMs and it's like I'm just going to get everybody on a call and do something. And so on this day I'm doing this. And if you know anybody who would benefit, it'd mean the world to me if you guys invited them because I'm just trying to make this really big. This is a big one I'm doing and I need your support. And the people are like, all right, dude, it's not just like passive. Like, hey, if you have time, right? You need to be like intentional with the ask. Yeah. And it's not weak to ask people for help, especially— dude, you've done how many hundred calls for Savage?

Oh yeah, dude, hundreds.

He needs to invite people to the call, you know? Like, and then you also notice some people blow you off. It's not mean. It's just like they got busy. But it's also like, oh, okay, well, next time I know— take stock. Just make a mental note inside. Like, hey, dude, that guy's a taker. He never gives.

Yeah, I don't want to see you starve, but you can't eat at my table anymore.

Yeah, because I do know people like that. They're like always there 100% when they need— when you, you know, but you needed one thing, just share this for me, and they're like ghost. Yeah. And you know, you're like, noted.

Okay, I got you.

100%. So, but I think you have— you'll have no problem getting people on because of your own credibility, right? The people who have problem getting people on are like, who is this guy, right? Um, and then, uh, what was I gonna say? Oh, make the title of the thing very clear. Dumbproof. How to do this. If you like, how to go from this many loans to this many loans without— without— like, it would be like you would have to be stupid not to know this because the worst thing you can do when you're launching is like, have there be confusion. What is this about? What's this? Because now you're uphill battle, you know what I mean? So I don't know what your title is. We can do it in the subtitle if you want, but it needs to be like, what am I going to get out of this call? Like simple, you know what I'm saying? 100%. What do you think? What are you thinking? Like a rough idea?

I was just— that's what I was processing in my mind. I was like, okay, it could be a million things. One, uh, that popped in mind was like, like how to make an extra $100,000 in the next 6 months, right? That's clear. Um, how to go from 4 loans to 10 loans a month with less stress. Yeah, like that's really clear and easy.

Um, and we could use AI, come up with— exactly. But that would be it. Yeah, like, it's like how to do this with this, even if you're, even if you're doing this. So I might be like, how to generate, um, you know, this many deals using social media by the end of, by, uh, end of 2026, even if you hate doing videos.

Yep.

Or even if you suck at tech, or, you know, whatever. Um, and it could be like, how to do this and this without, uh, without, uh, by only working this many hours a week, right? So you could be like, I want to go from here to here and only work 40 hours a week.

10 more loans a month, 10 less hours a month.

Something like that. Yeah. And then make it like an actual attainable thing. I used to think the goal needs to be far, like, wild to be exciting. But what happens is people think it's a lie.

Yeah.

So it'd be like 4 or 5 loans extra a month. Well, what's that to the average person?

Right.

That's a lot of money.

That's like $10,000 to $20,000 a month. Easy.

Yeah. So now, like, OK, I believe you. I could actually— that's like an attainable thing. And, and then in the subtext, it could be like, what's the mechanism I'm going to teach you? It's my 4S framework or whatever. Like, it's a framework that you're teaching them and you'll learn this, this, and this. And then like the one sentence I've noticed works really good in marketing and either on landing page and in the video is you will leave this call with this.

Yeah, got it.

And they'll be like, okay, so I know what I'm getting. And the only way to get that is if I show up.

Direct.

So I think you might be surprised if you're so clear with the marketing, your show-up rate might be higher than average. But right now it's like 40% show up, which is really high.

It sounds really high to me.

That's good. Yeah, if you're good. Um, I had the best execution and it was about 40% show up. Yeah, so just count on that, right? 6 out of 10 are not even coming, right? They signed up and they don't give a shit about anything. They don't even check their emails, right? Or they— it's all the people who gave you like their Hotmail.

Right?

You know, because they just wanted to check out your funnel. Yeah, there's a lot of like, uh, hackers for sure.

Yeah, I understand that. I mean, it's good research.

Yeah. So, okay, so we're good on that. And then, uh, what was I going to ask you on the thing? So, um, oh yeah, we were trying to do this for Mastermind. Okay, so along the same lines, how can I get better? So this year we had our best year in the group in terms of like results. I've been trying to balance whether to do more or less for people because I know people are busy And if you overwhelm them, they don't, you know, they get— one of the things I got feedback on was like breaking people out, doing like smaller. So when we had like 20-person calls or 10-person going over a specific problem, or somebody, you know, like, uh, we did like live hot seats one time where you, you analyze this guy's problem and then you solved it, but 10 other people on the call had the same problem. So they love it. So I'm trying to like figure out which is good, what, what should I do more of. So if you were to give me advice on how I could make our mastermind even better in the next season, what would it be? Like, one thing I could do better this year from a, you know, just from like knowing the people in the group, what they're trying to accomplish.

So I'm going to ramble on this a little bit to try to, I think, get to what I'm trying to say. Sure. Um, I don't know if I'm the exact right person to actually answer this.

Yeah, because you're different than somebody else.

Okay, so I want to make sure that number one, that's that, is that I'm trying to look at this two different ways. I'm gonna answer from my personal experience, but I I also want to answer it from where I think the biggest benefit for the actual group is.

Okay.

So because they are two different things. Okay. So for me personally, like, I am a get in, give me the information, I'm going to ask questions if I have questions, and I want to get to the how, the stuff, the, the tactical. Interested in so much of the people's stories about what they did, that— not you, the group. And I don't want that to sound bad, but that's just where my brain is on my time. How much time do I have to spend? Do I need to sit here for 45 minutes to get to the one thing that I wanted to learn? Maybe we do that at the beginning of the call, and then—

The rest is stories.

Yeah, yeah. So I don't know. But that's just me, right, is that I want to get to impact value fast. And I'm going to go do something with it. So whether it works for me or not, I'm going to do it. That's one for me. Now, from the whole group perspective, though, I think that that is actually really good. And so that's why I wanted to give two perspectives is— and I wrote this down in my journal like a month ago, actually, about this. And I was like, just because something doesn't mean it's like exactly right for me where I am, I still have massive benefit from it. So I still have benefit from it. It's not like it doesn't work. I wouldn't say go create different levels in your mastermind personally. Because that's the easy thing for me to say, is that, hey, you should have like the crazy elite, elite group. Yeah, like that.

Well, we have a thing called boardroom where it's like high-level issues. Like, this conversation could have been a boardroom conversation because there are people who maybe someday want to launch something, right? And that would— they would have been like, oh my God, you just gave us the secret sauce.

But like, one of my pet peeves is just hearing people talk because they want to hear themselves talk. And so that's just something I struggle with, and I know that's a me problem, right?

Well, no, I've heard that from a few other people. So I'll give you one. I one thing I'm thinking about doing, you let me know if this would work. So I would give them a framework for how to ask a question.

Yes. 1-3-1 it. So 1-3-1 is something like I train on all the time, right? It's like I do it in my loan business, coaching business. It's like, hey, when I know I'm going to get rambling and they're going to give me the whole story and really they just want to talk about it rather than like actually solve something like that they need help with, is it's like, hey, identify like what's the problem, right? First, I want you to come up with 3 potential solutions that you think would actually solve the problem. And then I want you to give one recommendation on what you think is the right answer. And usually when someone does that, I can get to the answer with them way faster, whether they were right or wrong. Give them more context, more like you could do that too.

Yeah.

Like, hey, when— if anyone's going to be in the hot seat, for example, you got to 131 this before we ask it. Right.

So like this prep required, but it's so fast. Yeah.

Like, like literally I do it live with my loan officer assistants all the time. They come in like, hey, "Do you know why like this won't accept on the ITIN loan with 10% down?" Like, it's just such a vague question. And I'm busy and I'm like—

You didn't even try anything.

Hey, I go, "Hey, 131-ITIN." And they know immediately, like, okay, they'll come back in 5 minutes and be like, "All right, here's the problem, right? Like, it seems to not like it because they don't have enough assets. Here's 3 potential solutions. We can pay off debt in order to qualify, lower DTI. We don't need more assets." They know, they just have to go get the information. Then I can say, "Yes, I love your recommendation," or, "No," I would actually look at it this way, a different way. Here's why. And that has more impact, and they retain more. They learn more from that. And it's also way more beneficial to the whole group if you're doing this in a group setting, because it gets a lot of the unnecessary backstory. Like, I'm important. This isn't working for me. I don't know why. I'm doing everything right. It's like, well, obviously you're not. None of us do everything right.

Because I've even had people, they'll get the answer and then they'll be like, but— and they are pushing back on the actual answer.

Yeah.

Like there was a guy who's like, I've done this framework to get relocation business using these videos. Now I'm getting so many leads I can't keep up and I don't know what to do. And they're like, so then the team leaders in the group are like, well, you need to hire this agent and this thing. And they're like, he's like, you don't understand the problem. They found me on Instagram and now they want me.

No, no, we know the problem.

Like, we know the problem.

So now you like have to have a new process of communication on that. This is what we have because you're going to get taken care of at such a high level. Like, it's always going to be me plus one, me plus this person, me plus this person, right?

Introduce them in the— it's not like you threw a U-turn on them.

No, not at all. I'm here for you no matter what. I mean, dude, I do that all day, every day. I mean, it's— that's what I do in my business, right? It's like, hey, that's awesome. I'm looping in John here. John is the expert go-to for this. If he can't figure it out, no one can.

I think it's like— and then he— so we said that to him and then he goes, no, no, but like, it doesn't work. I've tried that and it failed. And then, you know, it's— I should have just said to him because it went on for another 5 minutes.

This is the problem I'm talking about, is that it can just keep going.

But it was over. So I think I would have said to him something like this when I look back and be like, look, no offense to you, I think this is for all of us. We're not like the God, you know, the gospel on this thing. It's not rocket science. I know it feels like it is, but it's not. It is a process that can be trained. Now, are they going to do it exactly like you? No. But the only way anybody has ever gotten to the level you want to get to is with help.

Yeah.

And so even if they did it at an 8 out of 10, you're getting— in the aggregate, you're winning.

So 7 out of 10 is actually my A score.

That's great.

So if someone can do it 70% as good as I can and I had to train this myself because I think whenever you're having staff like come on and start to do other things for you, yes, man, you are used to being everything and the control freak and like it has to be this way and this is why it works. Cool. So but if they can do 7 out of 10, you hire 3 people, right? So now that is 210% more output, right? Then it's just percentages. So it doesn't matter anymore because you're scaling different, right? So if someone was rambling like that though, I would say, hey, you're wrong. That's just usually what I say. It's just the way I am.

It's, it's— I'm gonna be direct with you.

And it catches them off guard. And I say, hey, I did that on purpose, but you know, because you just have to stop and interrupt. Yeah, pattern interrupt. Hey, you're wrong. And you just be quiet and they will be quiet. And then you go, okay, cool, let me explain, right? This is something we could sidebar, like it doesn't need to be in the group, etc. But you have a new problem. So when you have a new problem, now you need to come up with new solutions to the new problem. You're always going to have a new problem, by the way.

Yeah.

So it's okay. This is amazing. It should be celebrated. Like, you should be stoked that you have so many leads. So now we need to figure out, do you want all these leads? Do you want to scale this or not?

Yeah.

If your answer is yes, then are you willing to do what I tell you you need to do in order to do it? And if the answer is no, stop it with the leads. Yeah, like, like, just stop it. You don't actually want it. So this is what comes— what is the prize for being really good? The real prize is more work. And no one ever understands this. They're like, I don't understand, I thought there was going to be a day where— no, dude, the privilege and the prize is you are awesome at this. It's going to create more work, which is great. Now you just have to figure out how much of that work do you I personally want to do versus not do. And it's as simple as that, like super, super simple. But I think cutting people off, um, is important when they are going to go on a tangent for 5 minutes, 10 minutes, and hijack— in your example, because I'm answering this in your context— a big group call. Yeah, like it's not possible. It could be possible in a small group coaching environment with 3 people on a call.

No, I'm 50 to 100.

Dude, no way, man, because everyone else is like When the fuck is Neel Dhingra gonna pick me, dude? I got like 8 things I want to talk about with. And then all of a sudden it gives permission for them to ramble.

Yeah. And then they saw somebody else.

The next person thinks that this is what I'm supposed to do. Look at— they got all the attention. Yeah, right. So I think a lot of it is keeping it really structured and it's hard. It's not, not easy, but keeping—

and I'll be able to do that. I'll like let people know, okay, we're running these calls based on your feedback. We're going to do them a lot tighter now.

Yeah, because that would let the person know, like, hey, ultimately that's what I'm saying. If you were like, from a messaging perspective, it would be, um, as the group continues to— because it's just going to get bigger, okay? As it continues to get bigger and bigger, you have two choices in my mind right now. One is that you're going to create two separate groups. Yeah, that's one, right? Because then now at least you have dilution of number of people on a call, right? Um, or you're going to run such a tight call and then have sub- calls based on topics that came up from the call that people can individually sign up for.

Yeah, that makes sense. Right?

So once again, what's the privilege and the prize? You get a little more work, but it will be more manageable, and I think it'll be more effective. So if there was the 10 people you said that you answered my question, my problem, you helped me with it, and then there was 10 other people that were like, dude, that was for me too. Well, if I had another issue there, then you could be like, hey, was this helpful? Who is this helpful for? Right. Like in the group. Like, for real though, not like it was just good to know, but yeah. Who is actually struggling with this? Cool. Hey, why don't you 10 people get on with Jeremy, right? And you could— because you could actually implore your mastermind. Yeah, the best mastermind, right?

Yeah.

It's called the mastermind. Like you're supposed to be helping each other and like, I know I would be open to that. Yeah, I would love that. Like, I know that other people would be open to that because they're like the leader. They already had it solved. And then now they can like help other people and it's just 30 minutes or you decide you're going to do 3 30-minute calls on the 3 topics that you did, but you're only allowed to sign up for one. Okay, so the whole group can't sign up for all fucking 3 because they're not going to do anything. No, they're not going to fucking do anything. And B, they're just on there for the same reason you're trying to solve, is that they just want to be on.

Yeah, because there's a few people who are on everything, every breakout, every small group, every big group, every—

yeah.

Event and I'm like, I kind of don't— I want you not to come to everything.

People shouldn't come to everything.

I'm in a $36,000 group with Hormozy. I go to probably 50% of the things because I'm busy, but I get what I need.

Yeah. You know, and they can always watch the replay. You can still make the calls that were individual available.

Yeah.

To the whole group. Right. So I like that idea a lot for more control, like within the actual calls. But besides that, I think they've been really valuable. That would be the only thing. Is it just seeing people hijack? Oh, another thing. When you do your breakouts, I don't know how that works, by the way. Like Zoom, it randomly—

it randomly does it. You can make it— you can give it a list in advance.

So my idea sucks then, like, because you'd have to tell people in it.

You'd have to know who's coming to the call.

So what I was—

or what you can do is you can name the rooms. So I could put up a slide. Room 1 is this. Room 2. I'm going to put up the rooms. You pick which room you want to go to.

Like, what I was trying to get at that I don't know if you can do or makes sense, but I would love to in my fantasy, is if you could assign some— you have to assign the leader of the group, basically. Because what happens every time I get in those small groups, number one, I do not want to dominate it. Like, I'm actually—

But somebody takes over.

I am very aware of, like, hey, let's let somebody else do this. But I got to tell you, 7 out of 10 times I'm like, I wish I would have said, nope, I'm fucking the leader. I'm going to do it.

The other person is not leading.

No. And it just becomes a conversation about nothing, right? Like, like, well, to me, once again, there's still value. But for me, I'm like, all right, let's stay on. Remember, he just gave us an assignment. Like, we're in these rooms with a specific assignment. So it's almost like creating like, who's going to be on the call for sure? I don't know if you can do that in advance. Hey, would you— would you 5 people be open to being the leaders of the breakout room?

And I can put them in the rooms. That's cool.

So I like that idea a lot because then when someone— when you tell someone you're in charge, yeah, like of this, like I take it more serious.

Yeah.

If someone told me I'm in charge now, I know that I need to take it more serious and I should because it's on me. I don't want to fail. Not me, Neel.

Yeah.

Like Neel put me in a leadership position even within the mastermind group, like, and I don't want to mess it up. I want to make sure that everyone gets their fair time. I want to make sure that everyone gets their answer.

Yeah, because like there's people in the group who are doing $50 million, $80 million, $100 million, $100 million. There's a dude in the group.

He's—

he might do $200 million this year.

That's off the hook.

And he, he, he's down. He just texted me anything. Where does he work? Brady. He's at CMG.

Brady, I'm coming for you, bro.

Yeah, he's like $180. I think he might do $200.

That's incredible.

He told me.

Oh, Brady is my boy. I talk to him all the time. Pep Talk Mortgage. So I know people by their Instagram, which is funny. This has never happened until I got involved in your group. I like recognize people more now by their handles because of you. Like, I'm like, wait a second, Brady. I'm like, oh no, no, of course.

But he's crushing it. And he's like, he's like, hey, what can I do to help you guys? You've done so much for me because I've helped him a ton on the back end. And he's like, dude, what can I ever do? I'm like, well, you could lead some call, like a breakout call on how the heck are you doing this? Like, what are you finding is successful? Because one of the things that he's done really well is be clear on who he wants to serve. And that positioning has led to a lot more business. And he's also had to hire people. He's had to scale his team. Obviously, he can't do all the work and he's got it pretty good. Like he's got a good system.

Yeah.

So that would be dope to have him do one. And then on the real estate side, same thing. There's people who are doing crazy numbers and it's like, okay, these are the people who are the leaders, right? And then they're— and then they're also learning from each other. Yes, we can all learn.

I think even default, let's say that if you couldn't do it exactly that way, Even if you just went one step down and you see who are in the groups, like, you just know, you're just like, hey, you're going to lead it this time. I just think someone needs to be designated. When we leave it up to who wants to be the leader, it comes into this weird purgatory zone of like, it's either someone really wants to be the leader for the— there's three, three outcomes. Someone wants to be the leader for the right reason, which is rare. And then Number 2 is like someone wants to be the leader, um, because they just want to be seen as important. Yeah, right. And then the third one is that like you actually have a real leader in there that doesn't want to alienate everyone.

Yeah.

And that's you, which is me.

Yeah.

And like I actually do want to take control of it every single time. I'm like, someone just say Jeremy should— like I literally am like, you're waiting for the mic. I'm ready, let's go, you know. So that would be my feedback on what you could do better. I think the freaking actual events are 10 out of 10. Yeah, like those are the best events, period. Like even if I didn't go to any calls.

Yeah, that's what I tell people, like it's literally worth it like in itself.

So I think the values exchange is huge. Um, I love the game. I'm, I'm going to start talking about what I love so it doesn't matter you asked about what you could be better. I love the leaderboard thing. Like I look at it every week because my goal is to beat number 2 by 300 or more. Like, like, so I like, like, that's— and that's just for fun. And that's what's cool about it, competition just for fun.

So wait a second, you want to, you want to add value to the group to be in top?

No, it's like separate. Like, it's, it's like, but you just want to win. I just want to win. And I love that there's like a scoreboard. Yeah, like, I like when I see I lost last week. Like, I just look at it once a week. I have it on my calendar. It says look at the scoreboard. Like, like, and I go look at it. I'm like, oh dude, I lost by 5 points last week. Like 7-day average or whatever. And, and so, but that also does, to your point, make me go, hey, if I want to win, I have to do what it takes to win. I need to be in the group. I need to be posting things that I think are valuable to people. I need to— so it's just a perpetual process, right, of makes me better because it makes me think about it. It makes me think about what did I share this week that is important that other people could use, that other people could like benefit from., and then I post it, and then yeah, I get like some points on this game, video game thing. Yeah, that's fun. That's just for fun. So, um, those are all like high-level things that I see in the program that I think work really, really well though, that I don't know if a lot of people pay attention to it or not, but for me it's like glaring in my face all the time because I want to win.

Yeah, we can— and that's good insight for me to do more competition stuff.

Competitions, bro, people— even the lowest person will rise higher than they would if there wasn't a competition.

That makes sense.

Yeah.

Okay. And then we were going to get some— like, we're doing this at the event. We're going to play like clips from people who are like, we can just chop up some of the things you just said, by the way. But like, I guess, yeah, what is like— we could do 2, 2, 2 questions essentially. What is one thing in like a tangible result for you from the last year just being in the mastermind? Like something you've implemented that's helped you? And I know we just talked about one thing that's going to be a huge thing, but like what's something from the last 12 months for me is I've gotten crazy consistent on my social actually.

Like I'm very consistent on it. I'm on it every single day and thinking about for the first time, what am I posting and why am I posting it? Before it was just more throwing anything out there just because I knew I had to be on it. But I have way more structure now within it, like Spark, for example. Like, like these, all these things I can recite back because I actually studied them. So like, that was, that's worth it in itself, like period. So I've gotten way more consistent on it. I've had multiple new realtor relationships. I got a gal call me last week and she's like, you know, pretty good producer. Yeah, $28 million last year. And she was like, hey, you know, I follow you on social. I know we saw each other at the airport randomly like 2 weeks ago. I don't have a lender relationship and I think that we'd be a really good fit based on what I see. I've never had that happen to me. Right. So consistency, real results, relationships, like personal brand, embracing yourself. Like these are all things that I think for a long time I was trying to figure out. I know who I am and I'm okay with it, but how did it— how do I translate that? And I was never really me for a long time on there. It was like, I'm going to be me, but me light, like diet coach Jeremy, you know what I mean? And so now it's like the complete opposite. It. Like, now I'm doing reels at 2:30 in the morning, like this morning, because I couldn't sleep and I thought it was a good message for everyone. It's like, this is what I do when I can't sleep and you should try it too. It's really productive. Yeah, that's me. Like, so consistency for sure, messaging, um, awesome. Tons of frameworks for like how to create things. And what's cool is that I can teach that too. Yeah, like, that's rad. So you're not just helping me, you're helping every other person that I get to show it to, whether they do something with it or not. That's like up to them.

I will say this too. Like, if you're a leader, meaning like you have a small team or big team, doesn't matter, or you have people like business partners, like realtor partners, just having fresh stuff to bring them.

Yeah.

Like I'm in some groups just to have fresh stuff to bring you guys.

Yeah.

Because it just keeps you like, you know, I think at the forefront 100%.

So another tangible thing I will say too is that being in a community of people that are all very different is incredible. I came from a previous organization where everyone is kind of the same, honestly. Like, like everyone is the same. Everyone said everything the same way. There was no embrace of like uniqueness of oneself, which always bothered me. Like I was able to separate that noise from myself, but I was like, this is weird. Like everyone's like a robot of the same thing. You've created something that I think is beautiful where everyone is themselves and everyone has something to offer. So I've learned crazy stuff from people that are— and when I say only like, like only doing $20 million a year, which is still great, it doesn't matter is the point. Like I've learned crazy stuff that I've implemented from someone that's doing 5x less than me. And that's the beauty of a real community of people that actually want to help each other. So like, I mean, I'm signing back up for it. I mean, that's just like the simple answer is that even if it was just the live events, I would say, all right, I can't make any calls because I'm too busy. The live events are worth it tenfold. The speakers, the content, my AI stuff that I've been doing, like just with the speaker stuff and creating sites and landing pages and I'm teaching based on something I heard, like it's insane. So the value, like stupid, really great. It's been a really good experience. Awesome, bro.

Okay, cool. And then I think one other thing too I love that you just said is a) sharing it with other people, but then The diversity is—

that was—

I didn't even realize it until you said it. So that was probably the best part because I think it's the most diverse group in real estate and mortgage that I've ever seen, by far.

Like, by light years. Like, it's not even— and that's a testament to you and what you want to create, like, and allow people to be their unique self, which is an underlying message whether you say it or not. Every single time you do, you live it, like skateboarder, drummer, like this. I mean, I could— I remember everything about you. Like, it's— you're always like sharing who you are and what you can still do regardless of like where you came from, where you are right now. You get to decide, but embracing who you really are, and that's not normal in a cult environment. And you have— you don't have a cult, you have a gang, and gangs are awesome. I love gang culture like a lot. Like, you got a gang gang, dude. Oh yeah, no, but seriously, you do. Gang culture is really interesting. I won't go off the rails on it, but it's the only group of people that you see truly accept the other people because they're in the same gang together, no matter if they do something totally messed up or if they don't.

Or, bro, there's like— it could be sworn enemies outside, but now you're in the group, you're like 100% your brother, and you've created that type of environment.

And so it's very safe, like, in the environment. And I don't think there's a lot of safe environments where people feel the safety to ask the things they really want to ask. And I think that no one has a problem— maybe the opposite, which we were talking about, like, they talk too much. Yeah, but that's okay. Like, that's a problem we can fix, right, with structure. So yeah, that's just some off the top, like—

dude, that's huge. That helps me a lot because, um, there was a gal who came up here to the small group last, uh, when we did it live 2 weeks ago, and she goes, I don't know if I can ask this question, but I feel like I could ask it for first time, um, what's life after a mortgage? What am I going to do like after this? Because this has been my whole life. And she's like a gal who's like 50. Yeah, been doing it for 20, 30 years, uh, has a hard time turning it off. She's probably made enough money to quote unquote retire, but she's not done yet. She probably has another 10, 15 years of work in her, but she's just like, what am I going to do? And I said to her, like, what is the down— what are the things that you're doing now that you what do you do like? And she's like, I'm just tired of the grind. Like, I'm just— I'm literally connected to my laptop. I feel like I don't have good help and my team— like, I have to do a lot myself. So first things first was like, we need some help there. Like, you need to hire someone and you need to know that there are good people out there.

Yeah.

Like, you've got bad luck with people. There's people in this room who have great luck. Like, they tell me, I couldn't do it without my team. That means their team is good, you know. So there's good people. First Solved that. But the next thing was I said, in the last quarter, what's like something that when you did it, like you felt a lot of fulfillment, you felt like you were lit up? And she's like, I did this class. I had Lauren, who's in the group, come out and we hosted a class for agents and other LOs that we could potentially recruit as well. But I hosted this thing and I felt amazing after. And I was like, well, what about it? What did you feel? She's like, I was on cloud nine. Just serving the groom and the people coming up to me afterwards. And I was like, well, that's it. Like, why don't we do a little bit more of that and a little bit less of this shit that you don't like?

Yeah.

And she was like, it was an unlock for her of like, dude, I need to hire someone so I could do a little bit less here. And then because of this group, I'm doing more classes and more education to agents and lenders. Let me do more of that. And like, she was like, dude, this, this little combo with you right now made this whole thing worth it.

Yeah. Like, it's like, what's a trip about what you just broke down, though, is that I think that people think way too much about— they think way too far out in the future.

Yeah. Like, 10 years.

What am I going to do after mortgage? I don't know. Like, what if you quit today? What would you do? Like, that's what I usually—

what I ask people.

Well, let's just say you retired today. I don't know. What would you do? I don't know.

What's my purpose?

You don't need to find your purpose in everything all the time. Like, you just don't. I think that's overblown. Like, I think the finding your why— I had a guy today come up to me at the Mastermind event. I have a booth. Which is hilarious, by the way.

Oh, you get your own booth, dude?

Yeah, I bought a booth and it's just me sitting there with a pop-up and it's just me. It's like the mystique. Everyone's like, so what? Yeah, anyway, so this guy comes over and we're having a really great conversation and getting a little deep, and he's like, I just don't know what like my why is. I gotta like really figure out my why. And I asked him back, I said, why? No pun intended. Like, why do you need to figure that out? I said, what you need to figure out is what. What do you want? Not why with this big existential, like, abstract, like, go so deep. Like, you don't need to do that. Your why becomes obvious if you figure out how do I create what I want, whether that's in your personal life, work, bank balance, travel all the time, whatever. It's okay to say I want this.

Yeah.

And I think that that is the problem maybe with her a little bit too, is she like doesn't know what she wants.

Well, I'll give you an example. There's like one guy who says, I want to launch a coaching offer.

Yeah.

He's also doing really well in the business. And he's similar to you, like results-wise, but probably not— you seem happier. So I'm thinking he's probably like a little more stressed.

Yeah.

And maybe people carry stress differently. But he was like, I've made millions of dollars in this business, $10 million proven W-2s. But I want to help people because I really want to make a difference and impact. And I'm like— I could— I didn't get that vibe from him. So I'm like, wait a second, is that really it? And he's like, yeah, dude, I just— I get a ton of fulfillment helping people. I'm like, okay, well, why? Like, what do you mean? What? Like, I want to dig a little bit deeper.

So how many loan officers does he have that work for him?

I think like it was like 12.

Okay, cool. And then so does he love that?

I don't think he does.

This is what I would ask him if you— I was pretending like you were.

Yeah.

As I would go, so how many loan officers do you have? Most people have zero that make $1 million, by the way, because it's you.

Yeah.

And employees.

Well, he had people that are in this branch. He's a producing branch manager, right?

So, so then it's the next episode. Cool. So you do have loan officers.

All right, cool.

Okay. We're getting to maybe you care about like other people more, right? Because that's the next step. So. All right, great. Like, do you absolutely love your production or their production? Which one would you get rid of?

Yeah.

And if the answer is, well, dude, they're a pain in the ass, like, etc., etc., etc. Well, that's exactly what your whole life is going to be like. Coaching people, just so you know.

Yeah, but he viewed it as an easier way to make the money.

No, it's not. It's going to be way harder. Yes, way harder.

So it was like he was basically saying, I want to get out of here to do this because it looks like more fun. Yeah, but the end— but he was telling a story of like his why, his purpose is impacting the— no, that why is bullshit.

Yeah, yeah, yeah.

So there's a few people it could be true for. Yeah, but most people, I'd say 90+% of people, it's just a lie you're saying to like make it appealing to them.

Like, I just want to help lots of people because I had a lot of people help me. And I saw what it did for my life. And I want to be around winners. Yeah, like, and I'm not ashamed to say that. Like, I want people who want to win, who do want to figure it out. Like, that gets me fired up just saying it out loud. Like, that gets my inner intensity thermostat turned up. So it's not just making money, it's finding the right people, right, that are going to do the things. But I don't think you need to figure out like what's going to be easier. Nothing's easy in success. Zero. Just like nothing is easy in failure. It's hard either way. So it's just like choosing your heart. Which one do you want? Like, it doesn't matter. Do you want to be responsible for a shitload of people?

Yeah, that's not easy, by the way.

It's way harder than just yourself.

Correct. I lose sleep all the time. Like, yeah, what are we doing for the group?

Yeah.

How do I make this thing super valuable? People are taking time away from family to fly here for a weekend. Yeah. How do we crush it? You know? So it's not— it's definitely not like mailbox money, you know? But not at all, bro. Dude, I'm pumped for next season. Also, anything you need from me, I'm down to help. And then what's cool is I think separately from all this conversation, you know, there's probably some opportunity for us to do stuff together because I look at all the people that came to our launches and events and just the thousands of loan officers that we weren't able to help, right? Because they needed something different than what I offer. Yeah, I'm, I'm leaving that opportunity. So like it would behooved me to be like, okay, some of you guys might benefit from Jeremy and what he's offering, you know, because I'm really good at getting people in a room and getting them to do something. That's my number one.

I agree, you are good at that. I was like filling out the credit card form before. I was like trying to be number one at filling out my credit card form. Yeah, like when my—

no, but it's a— but part of that process is, is every single thing from the second you walk in, you'll notice that this year is meant to help you make that decision that would help you. The there's nothing random when you come in. The video— we, me and Eric, spent like, I don't know, 3 days on a 4-minute video that's played in the beginning. We've been talking about who's speaking at what time. What— I've had a conversation with every speaker. What are you saying that would help make the theme? Because it can't feel like a variety show. Everything has to be like picked. Also, how does it lead into the next person? Yeah, what are we doing on the break? Where's the energy? People need to feel something in order to do something. Like, all these little things. So, um, I'm good at that, you know. I realize, like, I'm super nippy. If I can use that skill to help others and it makes sense business-wise, like, dude, I want to do that. And my problem has been in the past, just being honest, the people who I could do it with have— I felt not been aligned, right? So I'm like, yeah, I could use this skill and we could make some money, but I don't trust you. Yeah, like, you're a friend I'll have a beer with, but like Dude, I would actually like— I believe in my heart if somebody was in your program, they would be better. Thank you. Other people, bro, it's that I've been burned. Like, I've sold something together and then it's come back to me where they're like, dude, you told me to go do this and it wasn't what I taught, you know?

Credibility is important, man. Alignment is important. And I really appreciate those kind words. That's like a lot coming from you, bro.

Yeah, man. So anything I could do, let's jam on that after this.

All right, let's do it. Cool. Yeah.

It's a wrap, bro. Bitch, in this bit, bro, he's dropping game in this bit. There's so many things in here from a coach. This video, from a coaching perspective, there's so many things you drop from a coaching.

Thank you, man. I had no— I didn't know what we were doing, and it was amazing.

That's gold.

I had no expectation. It's my favorite.

And then that first part is literally a case study in how to launch an offer, bro.

Thank you. I know, um, I'm gonna watch it.

We'll give you back. Dude, it was like gold. That was the whole process. Like, obviously presentation is going to be key. We can jam on that. But like, I know, you know, that that's—

yeah, like I've just never done a one-to-many offer, right?

Yeah.

I've done my whole career has been a one-to-one offer essentially, or a one-to-small group offer.

But one-to-many is how you open the thing and scale it.

Yeah.

And then the cool part about it is like you no longer need to be selling your coaching offer on Instagram because selling your coaching offer and selling your services constantly on Instagram makes you less premium.

And that's what I was trying to— that was the articulation I was trying— I was like, do I create a separate— because I was like, I don't want to be selling.

No, because like everyone who's selling con— book a call with us, book a call with us— they know what you're about. You're about getting the sale versus— dude, I mean, like right now people don't know how to get into Forward Mastermind. If you know, you know.

You're right.

I don't know, like how do you get in? You got to, you got to come to the event. And I was like, but it's got to be But I wanted intentionally a premium offer because dude, it's not like people are signing up for something, it's an investment. So I don't want to be in the low-ticket space, which is no shame, but I just didn't want to do that. So then that's where like, hey, you have to be in the know to know. And how do I join your thing? Yeah, there should be a page where they can learn about it for sure. But then how do you get in needs to be gated. You like, you gotta have protection there.

So I'll send you my website that I built. Thanks. I would like your feedback. And I actually built it with me myself. That was a whole learning experience. I've never done anything like that. Yeah, turned out pretty good. But, um, I would love your feedback on like, I have the different pillars in there and whatnot, and I would love your feedback on is that good or bad to have on there.

Yeah, I can tell you. Oh, you mean the pricing?

I have everything.

Okay.

Um, and we would maybe even put the premium as like, the premium says by invite only.

Okay, good.

Yeah.

Yeah, so that'd be good. But I like that because, um, there's just value to having something super expensive on there that they can't get because they're like, well, at least I can get this.

Yeah, it says, it says starting at $5,000 a month, by invitation only. There you go. So that way it gives a little mystique, little—

what is that? What is it? Yeah, no, a couple people in the group asked me, they're like, hey, I don't know if you told them about it, or maybe Shivani knew about it. Maybe you told Shivani.

I told a handful of people randomly, like Well, they must have told each other something because there's— Ferrell keeps asking me, when are you going to start coaching? Yeah, there's a few boys to coach me and I'm like, all right, bro, I'm ready.

Yeah, there's— when he asked me about it, yeah, she was like, hey, uh, did Jeremy know? When is he doing the thing for the high thing? I think I want to do that. I was like, you'd be perfect for that because that's— she's actually doing $50 million.

Yeah.

And she could be doing $100, you know, she's the ideal kind of like— she's literally the ideal for the high ticket. And then there's a bunch of mid-ticket people.

Yeah.

So you'll crush, bro.

Awesome. Well, thank you for your generosity, bro.

Yeah, I really appreciate it.