The Extra Step That Will Make You More Money, Every Time, With Roland Frasier

Foreign.

You're listening to Business Lunch with Roland Fraser. This is your seat at the table. Welcome to Business Lunch. This is Darren Clark, the producer of the show, and we so appreciate your time. And we're ready now to get stuck in with a snackable episode from Roland Fraser. So remember to hit subscribe or follow on Apple Podcasts and head over to businesslunchpodcast.com epic to check out Roland's latest offering, which has been blowing up this year. So let me ask you this. Do you want to make sure that you're not leaving any money on the table ever? Then this episode is for you. So without further ado, here's Roland.

In each opportunity that you have, there lie many other opportunities. You just have to think to look for them. So it's a lot like a Russian matryoshka doll, right? There's one within another within another within another. The idea here is to get as much out of everything as possible. So in 2010, I was in Europe with my wife, we were traveling, and there was an eruption of a volcano in Iceland. And when I went to Iceland a few years later, my guide said, by the time we get done with this week that you have here, I'm going to teach you how to say that one Icelandic word, which is aya fjetla yukuc. So aya fjetla yukuc erupted and put ash all over the sky in Europe, shut all the flights down. We were trying to get out, and I didn't know about it because I wasn't watching the news, and I went to check in for the flight and they were like, yeah, all the flights are canceled. So we had kind of done everything we were gonna do. And I asked my wife, I said, you know, I've been studying all this product launch stuff. I've never done one, but it's like, you know, this thing where there's an affiliate product and I'd like to find one and see if I can sell it and just see if the stuff that I've been working on and studying actually works. And she's like, yeah, I don't care. I'll just read. And so I was like, okay. So I went online and found this product that was being sold at the time by a guy named Mike Koenigs. It was called Main Street Marketing Machines, and it was selling for 3,000 bucks. And I was like, okay, well, this would be a good thing to start with. So I signed up as an affiliate. The problem was that I didn't have a product, so that's why I had to find his. But I also didn't have a list because I just hadn't built one. And I didn't really want to spend a lot of money on it because we just spent a lot of money on the trip. So as a test, I decided that I would commit money to it. I committed $1250 to it, and then I wrote a business plan. Business plan was about 14 pages long, and it was just an outline. So it wasn't like a, you know, what's the size of my market and stuff like that. It was just, these are all the things that I can do to generate revenue. And there were, I think there were maybe 16 or so different things that I realized could do it. SEO was one. YouTube videos, buying mailing lists, partnering with other people. And some of it was ads. I spent about 1,250 on ads. And in six days I made. I sold 1.265 million of this product, which put me as the number one affiliate. And I was more than. My goal was to sell more than Frank Kern had sold before because he had sold 400 and he's a friend of mine. And so the first day I sold 585,000. So I was like, okay, this is pretty cool. It was amazing that it worked. But if I had stopped there and I didn't get to keep all that, I only got to keep about 800 grand of it. But that's 10, 12 times my return on that investment, by the way, in six days was pretty good. But then I wanted to say, well, what can I get out of this besides this initial money? And I think where we have a tendency to stop is that we have a big lick like that and we say, okay, we did good. What's next? But rather than saying, what's next? I said, what else can I do? So I found out that he was having his launch event, or like his customer appreciation event for all the thousands of people that bought this thing here in San Diego, where I live. And it was not starting until 1 o' clock in the afternoon on the first day, which is kind of a miracle because every event starts at 8 or 9am but for some reason, whatever, he had started at 1 o'. Clock. And so I called the hotel and I said, can I get the 8 to 12 space in the other big ballroom that you've got that he's not using? And I'm going to host my event because I had promised my people an event that I would get together with them and do some training that had bought, because I had about 400 and some people that had bought from me, and they said, well, you have to get his permission. So I called him up and I said, you know, hey, I didn't know him. I said, hey, I'm the guy that sold. I was your number one affiliate, and I got this customer appreciation thing. Can I get the room for that time? He's like, yeah, no problem. And I said, are you going to sell anything to the people? And he said, no, the only thing I sell is a certification. I said, okay. That says they've completed. Yeah. I said, okay. You don't sell coaching or anything like that? No. I was like, aha. I scheduled the space, and then I was like, how can I get more people to come to the space? So this is where you start leveraging, right? So now, first thing is, now I know I've got this event, and I also know that he's got several thousand people coming. I've only got 400, so how can I get more people into my thing? So before anybody else that I know of in this industry had done it, now the big event people do it, and we do it at Traffic Conversion Summit. But I asked the hotel, I said, do you guys have a dark channel that plays the video over and over and over, right? And they said, yeah. And I said, how much would it cost for me to buy that during this event before, you know, when everybody's checking in? I only need it for that one day. What would it if I want to run my own video on all those channels? And they said, it's $1,200. And I was like, done. So I bought it and gave them a video that pushed, hey, here for the Mike Koenig's event. You know, come to my thing first. It's before the event starts on the same day, wondering what you're going to do during that four hours? I got you covered, right? And I paid three people to stand out from my mail business, to stand out and hand out flyers to everybody as they were walking around. Because there was all these people walking around the event, they. That said the event was gonna happen. Then I went up to the front desk and I said, hey, is there any way that I could get you guys to maybe hand these out for me? And I handed them a stack of the flyers with two $100 bills on top. And so they all of this happens, and the time comes for the event, and I have no idea what's gonna happen, right? And in the event world, the Room was about maybe four times this room, four times as big. And in the event world, when you think you're not gonna have that many people, you set the room in rounds, but because it makes it look fuller, right? So I had the room set in rounds and people started coming in and all the rounds got filled. And then there was doors like this around two sides of the room. And all around the room people were standing, packed two or three deep. And then the windows outside, people were in a line trying to get in the room, looking in. And I was like, holy crap. So when you sell in a room, ideally you put the sales table back there because that's where you want people to go as they leave, you want them to be able to buy. I couldn't do that because the room was all windows and they wouldn't let me block the doors. So I had to put the sales table at the stage. And I talked to my friend Mark Anthony and said, I've never sold anything before. How do you do this? And he gave me, you know, coaching tips and I built a coaching program. And I was like, I don't know how to coach people. I've never coached people before. Who am I going to get to do this? So the promoter Koenigs had five people that he called all stars that he was propping up as the people who had done all this stuff before and were super successful. And so I was like, I know, I'll go to them. So I went to two of them and said, I'm going to sell this coaching program the morning of. Would you guys be interested in doing it? And they were like, yeah. And I said, I'll give you 20% of whatever I sell. And they were like, absolutely. And I was like, that means I get to give 80% for doing nothing. I like that. So I did the thing, made the presentation, had all those people in the room, and then I was like, the moment of truth is when you make that pitch. And I had never done one of those from stage pitches before. And I was like, so if you're interested, fill out the application. And then it's like, wonder what's going to happen? And the line snaked from here like a Disneyland line all around. And at the end of that four hour period, I had sold $465,000 worth of coaching to these people that I didn't have to deliver. So I got to keep 80% of that. Absolutely. And then in follow up trainings, sold another million dollars. So that was trying to figure out everything I could get out of it. The other challenge for me was that you have, I didn't have a list I mentioned at the beginning. So I asked the affiliate manager, I said, can I have all my opt ins for the opt in page? Because you're supposed to send them as an affiliate. You send everybody to an opt in page and. And I was like, I'm going to send all those people that opt in page and they're going to register and then you guys aren't going to do anything with it. And they're like, no, we sent them emails and stuff. I said, you're not going to market to them like I would market to them. And the affiliate manager, Jon Kronstadt, who's now a good friend of mine and now is the president of Kajabi and a war room member, said, man, I talked to Mike, he said, no, you can't have him. And I was like, okay, no problem. So I called around and found a programmer to build a page that cloned exactly the registration page that Mike had up. And I sent all my traffic to my page where they registered and then it registered them automatically on his page. So it basically every time they registered in my page, it registered them on his. And I built a list of 7,300 people that had opted in who I then sold millions of dollars of stuff worth of stuff to over the next few years doing different product launches and then also was able because of the success that I got. I got a name because I was listed on the leaderboard as number one and everybody was like, how the hell did you do that? So I started sharing that with some of the top people in the industry and ended up being able to get connected to Frank Kern and all these other great long term people that I otherwise wouldn't have had success with. Ended up doing lots of deals with them and doing partnerships and everything. So that was like getting everything out of each aspect of that. So that's getting everything you can out of what you've got, right? And I'm sure I missed 10 things too. And I tell you that not to say again, look at me, but to say I. When you are thinking about anything, you're leaving a ton of money on the table. I promise you if you don't do this. So take your core action, whatever the core thing is that you're going to do and then say, what are five ways that I can leverage that? And you can say monetize or leverage however you want to do it, right? And then write those five ways down, but don't stop there. If I stop there, I leave a lot of money on the table. Then for each of those five things, think of five ways you can monetize that. Okay? Think of all the things that you can do to leverage and monetize all of that.

You've been listening to Business Lunch with Roland Fraser. If you're enjoying the show, let us know by subscribing and leaving a review. And for more information, go to businesslunchpodcast.com thank you for listening.

Ever wondered how some people build real wealth through acquisitions while others just sit on the sidelines? Well, I'm here to tell you it's not about luck. It's about having the right system, the right deals and the right guidance. And that's exactly what we give you in the EPIC Deal Fast Track. If you've been thinking about buying a business, but you keep getting stuck, whether it's finding the right deal, structuring the financing, or negotiating with sellers, you are not alone. Too many people waste months, even years just thinking about acquiring a business while the real opportunities pass them by. The Epic Deal Fast Track is not another course. It's actually an implementation program and it's designed to get you from the idea to the acquisition in just 16 weeks or less. We work with you one on one to help you find, fund and close your first or next deal. And once you do, we're going to plug you into our elite EPIC board community so that you can keep scaling through acquisitions. We install three powerful systems in your business. The first is the Deal Flow Engine so you always have high quality off market deals coming to you. Number two, we give you our offer and funding system so that you can structure offers to that get accepted and fund them creatively many times with no money out of your own pocket. And number three are closing and integration systems so that you don't just buy a business, you actually successfully run and scale it once you have acquired it. Plus you'll have direct one on one support from an EPIC Deal Advisor every step of the way. And that's people that have actually come up through the system and done these deals themselves. That's the only way to become an EPIC Deal Advisor. And if you're serious about acquiring a business this year, don't just sit on the sidelines. Just text I'm in to 334-458-9034 and we'll get you in. So text I'm in to 334-458-9034 will get you in. No fluff, no wasted time just real deal making from people that are actually out there doing deals right now.

I'll see you there.