A grand slam offer won't make you rich... But this will

So one very simple, very basic tweak doubled my business over the last two months. Before, I was doing about 80 to $100,000 a month. We're now halfway through the month. We've already done $162,000 for the month, meaning we're on pace to hit over 300,000 in April this month. And it's all because of one simple tweak. Chances are, if you're watching this video, you're probably doing similar things to what I did. You read $100 million offers, you listen to a bunch of Alex Hormozi, and you basically just try to will your way to growing your business by just making better and better and better offers. But the truth is, if you do that, you're going to end up cutting your margins, you're going to end up broke and doing all this work for not that much money. And that's essentially what I used to do until I realized it's not about the offer at all. It's actually entirely about this one thing. So without any further ado, I'm going to kind of map this out on a whiteboard, explain it to you guys so you get this concept. Alrighty, so let me kind of break this down for you guys. And I want to preface this by saying, like, I think obviously Alex Hormozi has a ton of value, and a lot of my business successes come from listening to him. But I think the problem is people are misinterpreting what, what $100 million offers is actually all about. Okay. And I'm going to kind of explain this right now. So let's say, for example, you're starting a business. And let's say you're serving landscapers. Right? Let's say you're. You're a marketing agency for landscapers. Okay, Just going to use acronyms. So your marketing agency for landscapers. What? Like how do you determine how much you get paid? Okay, like, how do you determine your price? What ultimately dictates the amount of money that flows to your business? Well, basically what happens is, let's say this is you right here, right? And this is your client. Right, the landscaper.

And then this is the landscapers, customers and clients, right? So essentially, money flows from these people to this guy, right? Landscaping company owner. And then here's you.

So the way the economy works is this is customer.

This is your client, and then this is you. Meaning that the more money that this guy has, the more money that you end up making because the money flows from him to the landscaper. And then the landscaper is going to pay you a percentage of what they're earning and based off of the value that you're giving them, right? Meaning if this person is only making $1 sign from their job or their business or whatever, and they're only willing to allocate $1 sign towards, you know, having a nice lawn and a nice yard, then that means that the landscaper is going to get a percentage of that dollar sign and you're going to get an even smaller percentage based off of what this person is paying them. Right? So why do I draw this graph? Why does this even matter? Well, essentially, this is how the entire economy works. And so whenever you go into a market, you are essentially downstream of whatever. Particularly when you're doing B2B, you're downstream of whatever your clients. Clients are making. Okay, does that make sense? So if I'm serving doctors, right? Doctors who do plastic surgery, and I help them get clients, well, their clients are making a lot of money because they can throw, you know, 30, 40, 50 grand on a plastic surgery procedure, right? Meaning that if I get them one client, they're going to make way more money. Whereas, you know, this landscaper, let's say this guy, for example, let's say he's literally just doing lawn mowing, right? Well, I don't know the last time that you had your. Your yard mowed, but, you know, I'm not willing to pay more than like, 50 bucks a week for that. And I don't really care how my yard work, how my yard looks. So lawn mowing, this guy's going to be able to charge less money, which means you ultimately make less money. Now, let's say, for example, this guy is doing, you know, like, big landscape, like hardscape projects and basically transforming people's entire backyards, right? Like, let's just say hardscape, which is basically. If you guys have never seen this, I'll show you. You know, they basically, like, turn someone's backyard into, like, a resort, right? Crazy landscape, hardscapes.

Right? Like, people will make these, like, insane backyards and, like, you know, put a pool and do this, like, cool modern stuff. Like, someone's gonna pay, you know, a couple hundred grand for that. So you got this could be in a minimum, like, 50K.

And then this right here is like, maximum of, like, 50 bucks. Okay? So if you're helping this guy get these clients versus these clients.

You'Re just gonna make way more money when you're doing that. Okay, now why do I explain this? Well, again, Any business you go in, remember, especially if you're doing a service based business and you are.

You are going B2B, your income is downstream of what your clients, clients are making. Like, you cannot, I cannot stress that enough, okay. And also, I mean, obviously you get paid a percentage of what you can earn your clients, but you can do the exact same work for somebody. But if your client is charging a higher price, you can therefore charge a higher price. Right? And so this is essentially what I realized because. And this, this is where offers fall short. Offers help you make sales, offers don't help you make money. Okay? That is the biggest thing that you have to remember. Offers.

Make sales.

Market positioning makes money.

Now explain how that works. Market positioning makes money.

Offer positioning makes money. Terrible handwriting. But I'm drawing on my mouse, so I deal with it. Cool. So that's the biggest thing you guys have to realize. I'll show you another example. This is actually something that I recently just did in my business. So.

I own a consulting, basically a growth partner company for life insurance agencies and agents, right? So we help people start an agency and then ultimately grow. Actually we work with majorities, a lot of different types of insurance, but essentially primarily life insurance. And we help them build their business and scale. What I used to do is I was essentially just doing lead gen for individual life insurance agents, right? And those agents were basically selling a type of life insurance called final expense, which is basically to cover a burial. So it's like a $10,000 very tiny life insurance policy. And the people that usually buy this are like, you know, low income seniors that are struggling to pay their bills and they don't have $10,000 sitting around to pay for their burial because funerals are extremely expensive nowadays. So essentially what I was doing is I would generate leads for insurance agents, right? So I'll draw this out for you guys. So you can see I'm actually gonna draw it a little bit differently this time. So this is me.

Me, right.

Here are my clients, right? So let's say this is the agent, we'll give him a little headset.

Right? Yep, that's a headset. And. And then this is their clients.

Right? So we'll just say older person, we'll give them a little cane, whatever, right? You guys get the picture. So if this person is making a couple grand a month, right? Like let's say they're, they're making like 3k a month on the high end, honestly.

And then this insurance agent is selling them a policy.

So this guy's making 3k a month. And he's willing to spend, let's say he's willing to spend $100 per month on a life insurance policy. This insurance agent is going to make about 1200 bucks.

Commission, right. Which means that I'm going to earn only a percentage of this twelve hundred bucks. And this person's going to have to make outbound phone calls to reach these people and get them to close 1200 bucks. That means that I'm gonna get a percentage of what they make. Right. Because I can charge them only a percentage of what they're earning, which is with the money that they have to pay me. But they also don't want to pay me all the money they're making. So usually what I found is like the max people are willing to pay me for doing for this particular type of insurance is about a thousand dollars a month. Right. Meaning despite all of the work that I could do for this person. Right. Which is building out automations that contact their leads for them, running their, all of their ads for them where they don't have to do literally anything, literally scripting out word for word exactly what they need to say on the script, on the objections, hiring coaches that will listen to their calls and actually close deals for them. The max this person is willing to pay is 997amonth. But it's not because of the value that I deliver, but it's because of the value that they can receive. And they can only pay me a percentage of this. Okay? That is what you have to realize. It doesn't matter how freaking good your offer is, if you're making the best offer to the wrong people, even if they want to pay you, if they're not making enough, they can't. And the problem here is it's simply they're downstream of people that aren't making any money. Like these are seniors that have nothing saved for retirement. They, they're living off of Social Security and they have to pay a monthly bill for life insurance. And oftentimes these are people with low credit, meaning that they are not known to pay their bills. So, perfect example. So what I did the shift that I made is instead of selling to these life insurance agents that are selling to lower income seniors, I essentially positioned my offer in a different way where now I'm selling to people that are selling to higher income individuals who are planning for their retirement and using life insurance products like, you know, Index, Universal Life, Whole Life and annuities to do so. Right. Which if you don't know what that Means it doesn't matter. The point is I'm serving people that are serving richer people. So now an agent can basically sell a policy to somebody here and let's say this person different, different product. So an annuity is basically where somebody can put money in and they earn a percentage when the market goes up. So it's kind of like this, right? When the market goes up, they earn a percentage. But then when the market goes down, right, let's say this is the market. When the market goes down, they're essentially flat. So it's great for like your retirement savings where you can't lose money in the market. So these people, when they move over a certain amount of money, they earn a percentage of that money. They move over, right? So let's say this is like a senior or a guy that's in retirement. Let's say he has 300k.

In retirement, like that stocked away in the, like risk in the market. If he moves this over to an annuity, the insurance agent's going to get a percentage. It's usually about 8%. Okay, so 8% of $300,000 is 24 grand, right? 24K. That 24K is going to go to.

The agent who sold them. Right? Agent who sold them meeting. If I'm generating leads for this person and helping this guy get clients and he's making 24 grand on one deal, you know, that could be in one month. If he does one or two deals a month, he's making a crazy amount of money, which means, guess what? He can pay me a whole hell of a lot more than 997. Right. This guy could probably pay me 5k a month, and then I could get him on a rev share and maybe get this up to, you know, 10, 20.

Right. 30k a month, I could have clients pay me extremely high, high amounts of money. Right? That is the power of offer positioning. If I make a $100 million, you know, grand slam, knock it out of the park, you know, I literally will freaking show up to their house and give them a massage type of offer, right? If I make that offer to the right person, I will make a ton of money. If I make that offer to the wrong person and I'm positioned incorrectly in the market, it doesn't matter what you do if you do it for the wrong people. Okay, so what I want you to take away from this video offers make sales. Market positioning is what actually makes you rich and makes you money. And the faster you realize that, which the reason I realized this is because I would talk to people at events and at masterminds who were doing the exact same shit as I was, sometimes even less work and making way more while working with less clients. And I was like, okay, there has to be something that I'm missing. And this was it. So if you're doing, you know, if you're giving the farm away to a real estate agent that's not making sales, maybe you should try giving the farm away to a real estate agent that's selling luxury homes and making a ton of money. Or if you're giving the farm away to business owners that are broke and are trying to start their business, maybe you should try giving the farm away to people that already have a business and you can just add on an extra percentage and charge a percentage of what you help them make. So hopefully that was valuable for you guys. Hopefully this saved you years of serving the wrong people and doing a ton for people that can't pay you like I did. So if you guys got value from this, hit the subscribe button and I'll see you in the next one. Peace.