how i make offers that make me $63k/mo (step-by-step process)

Alrighty. What's going on? Ladies and gents, in this video, I'm going to give you guys my entire sop Standard operating procedure for making offers that convert like crazy. Now, why you shouldn't even listen to me. Well, last month I made an offer that landed me in fifth place in the school games. We added $30,000 in new MRR in one month on an offer that we launched a few days before the school games even started. Right. And as you guys can see here, this is like my stripe account for the business that I run. These numbers aren't like crazy impressive to honest with you guys, but there's one pattern that you guys will notice. I think this should actually be a lot higher. But the reason why it's not is because I have switched offers multiple times. It's just a lack of focus. But that means that I know what I'm doing when it comes to making offers. As you can see here, here is a month where we did nothing. And then here's a month where we started to get traction. And then here's a month where we got our offer. Right? Right. And then that went pretty well for a while and then we just totally lost focus, did something stupid and then we made a new offer and then it took us like two months to get back to like 50, 60K. So basically I've learned how to go from zero to like 56 decay a month in a matter of two months. And it all hinges on this whole offer creation process. And as you can see from my inconsistency on my stripe dashboard, a lot of it comes down to lack of focus. But I think that knowing how to make offers and knowing how to make them in the right way is super important. Which is why I want to give this to you guys. Because if I can go from 0 to 50, 60k in just two months, I've learned that level. And if you haven't done that yet, I think this is going to be super valuable for you. Okay, so I distilled my whole process because I've done this so many times, I distilled it into a kind of a step by step guide that I want to give you guys at the end of this video for free. So it's going to kind of go ahead and jump into it. Now this, this whole guide is based off of Hormozi's hundred million dollar offer book. I basically just wanted to take all of the knowledge that he gives in that book and then just turn it into like a step by step process that you can use to make your offer. Okay. So the first thing that you need to do whenever you create an offer is figuring out who is your ideal avatar. Right? I've paid a lot of money for courses like upset excess of six figures. And every single course that I do, they have. You start with who you're selling to. And because if you don't know who you're selling to, you don't know what their pain points are and you can't create an offer that appeals to them and, you know, ultimately is something that they're going to convert on. Right? So we have to figure out who our ideal avatar is. So I added this little sheet, some homework for you guys. This is called the ideal avatar worksheet, right? And so in this video, when I explain this, it's going to take me maybe about five or six minutes to explain the ideal avatar worksheet. When you go and do it, it should take like a whole day of time for you to compile this together.

I've been told to do this multiple times and I will say the first few times I kind of half assed it. But every time that I've had to make a new offer or like make a change to the offer or anything like that, I've always had to come back and like, beef it up a little bit. So my recommendation to you is do it right one time and like, really do it right. Because once you have this done, this is an asset that you keep in your company. And, and every single time that you have to make a new offer or make a YouTube video or make an ad or make anything, you can come back and refer to the sheet, right? So highly, highly, highly recommend, like really laboring over and spending the time on doing this. This is like some of the highest leverage work that you can actually do in your business and in your company is this I do avatar sheet that I'm about to show you. Right? So I always recommend giving your avatar name because it makes him a real person. And then in your company you can be like, oh, well, you know, would Jim Bob like this? Yes or no? So, so give them a name. What is the age of your ideal avatar? Are they, what is the gender? Right. Are they married?

How many kids do they have and what age range are they? Where are they located? Right. What are their personal dreams and desires? What are the professional dreams? And like, if you're kind of brand new, maybe you don't have a business and you're like, okay, that sounds great, Tim, but like, where the hell do I Find this stuff. Well, some of it, to be honest, kind of just comes with experience because you might go through this whole sheet and you put an ideal avatar down and then you start the offer and you realize it's a totally different person than what you thought. And I've had to do that myself personally. But you want to kind of take your best educated guess. And so the way that you make an educated guess is you have to get educated. And so the way that you actually find this stuff is with research, right? So this is something that I learned from a course and there's some site, it's called things called Ask the People, Ask the public, right? So you're gonna answer the public totally off. So you're gonna take a question, right, that your ideal avatar would have. So figure out who your ideal avatar is. In this example, what I'm gonna give you guys is landscapers, right? So I'm gonna give you guys an example of landscapers so I can search a question that landscapers would have. So if I'm, if I'm going to be trying to teach landscapers how to, or help landscapers with marketing, I can look up how to grow your landscaping business. Right? How to grow your landscaping business. And I'm obviously going to change the country here to US and the language to English because as you can tell, I speak English. Then I'm going to type search and I'm going to see all of these different questions that will pop up related to that. Right?

So the way that you're going to figure out all of these things that I'm going to show you is basically like going through and then if you scroll down, where is a list? I believe it is.

Hold up. There's some way to do this. Features.

Wheels.

Okay, nevermind, don't use Ask the public.

Okay, my apologies. So it's supposed to show you this like whole thing that like branches off into different questions. But we're just going to search how to grow your landscaping business, right? And so what we're going to see is there's going to be a bunch of these different like, you know, pages, websites. And what I'm looking for, I want to find comments, right? Right. I want to find comments. That is the gold mine. So I can, I'm going to look this up on like YouTube, I'm going to go on Reddit, I'm going to go on forums, I'm going to go on like Amazon reviews for books about landscaping. I'm going to go into Facebook groups. Like I really need to camp out in the mind of my customer and figure out who they are. The best possible way you can do this is actually just jumping on sales calls and talking to these people or just interviewing them. I've heard of people like literally they just go out and they interview people in their niche and they're not even trying to sell or something. That's a great way to do that. I heard Sam Ovens talk about that and Charlie Morgan also talked about that. The way that I learned my personal niche and who my ideal avatar was was just talking to them. Right. And being in the market for a while, if you're in your ideal market as well, it also makes it easier because you kind of have some personal experience, but you want to combine some of your personal experience, some of talking to people on the phone if you have that. And if not, you can just like dive deep on the Internet and search through forums and basically kind of compile this together. But this should take you quite a while to do. Right. And you don't want to half asses. So you go through the ideal avatar. What are their, their dreams and desires? So this example we're using something that somebody that does landscaping, so their dreams, they want to buy a lake house and spend weekends fishing and relaxing with their family, blah, blah, blah, blah, won't go through all this. What are their fears and pain points? This is super important. Like what are they actually afraid of? What is, what is like keeping them up at night in their business? What is frustrating them? What industry are they in? Obviously they're in landscaping. How much do they earn? What is their level of education? Right. Most of these guys are high school graduates. What books do they read? What type of blogs? Right. And I kind of ran through this really quick just for this, like just for the example of this video. Right, Right. What are some terminology? What are the main pain points related to the problem you solve? Right. So if we're, if we're solving client acquisition, retention, boom, what are the, what are they, what specific challenges do they address concerning the problem you solve? Right. And so here, like, as we get a little bit further down, you're kind of getting a little bit more meta. So some of these are going to be like, what are their objections related to other solutions like yours? So let's just say I'm doing lead generation for landscaping. Their objection is going to be Facebook ads don't work for me. Right. I'm a special snowflake. Facebook ads don't work. So we have to address that concern and like figure out what like, what other objections that they have? Because when we craft our offer, we're going to be pulling from the sheet. You guys will see, this all will come together and it'll be beautiful. And you guys will understand why I'm making you do all of this. Right? Common objections. What do they value in themselves? Can you share a story of their pain points? Challenges could be your experience with someone you know, and then basically, this is a question I really, really like is write the introduction of a biography about your ideal client just before they started working with you. How would you describe them? Include details about who they are, their fears, desires, dislikes, etc. So go through, do this ideal avatar worksheet, and then you're going to do what I'm going to show you guys next. Okay, so next we're going to pull from what we just created. What does our ideal avatar want? Right? So we're going to start with their pain points. Then we're going to talk about challenges with other solutions they've tried. Then we're going to talk about the ultimate goal, and then we're going to talk about their biggest objections. Right, So I already started with the pain points. Let me kind of walk you guys through this. So what are their biggest problems or frustrations? Well, they're. They're scared of basically their business failing due to competition from the market. What happens a lot of time in, like, landscaping is you get other people. Oftentimes they're like, you know, immigrants or, you know, people from different countries that come in and they run a business without a license and they just undercut everybody that's doing something legit. So that is, like, a massive fear amongst people that, like, do landscaping and lawn care and things like that. Financial instability during off seasons. Boom. That's another huge pain point. I actually used to be in the landscaping business, so I know this is true. Fear of being able to. Unable to provide for his family if the business struggles. Ooh, that's going to keep you up at night. Fear of burnout from trying to manage everything alone. Fear of losing clients due to dissatisfaction or better offers from competitions. This right here is a freaking huge one. Trouble finding skilled or reliable workers who take pride in their work. Overwhelmed by admin tasks required to running the business. Like, usually your average landscaper is going to be like the solopreneur who's trying to juggle all these different things and, like, keep up with it.

So we want to distill all of these pain points into like, one to three, like, really big, like, heavy Hitter pain points, because you're going to just list a bunch of things out, and then you want to basically get three that are like your main ones. Right? So, for example, three pain points with someone in landscaping, they want to grow their business, but they don't know how to.

And they are scared that if they get more work.

They won't be able to fulfill it because they can't find labor. Right?

And so I know this because, again, I used to actually be in this industry, and that's the reason that I got out of it. But if somebody would have come to me and they're like, hey, you know, I can get you a thousand leads a day or something crazy, I'd be like, I can't handle a thousand leads a day. Like, I like, it's not hard to sell landscaping, but it's hard to fulfill landscaping. Right? And so the reason that all of this is so important is because if I go into this, into this market and I'm trying to sell one thing, but the market has this other thing on their mind, like, hey, I'm promising you all these sales, all these sales, but there in the back of their head, they're thinking, well, I can get sales, but I can't fulfill it. That's their problem is fulfillment. Right? So if the problem is fulfillment, we have to create an offer that addresses both or they're not going to buy. And that is why we have to do this research on our avatar. Right? So we got to start with what. We're going to distill these into a few different pain points. Then we're going to go to challenges with other solutions they've tried. So what are the biggest challenges they've had with other solutions that they may have tried? Right. So we're gonna. We're gonna look like, you know, I'm just gonna kind of like, you know, brainstorm this. I don't. I haven't actually done all of the research for landscaping. I just wanted to give that as an example for you guys. So an example. Biggest challenges they've had, you know, lack of lead flow. Lack of lead flow. Leads were not quality.

Right. Maybe they got ghosted by a marketer in the past.

Ghosted by a marketer in the past. Or maybe the marketer was promising things that they couldn't deliver.

Right. So the marketer was just. Maybe the marketer was on like, a pay per lead, and the landscaper, like, had to actually go out and fulfill the work. And so they're just flooding this person with leads and then they can't actually fulfill on it, Right. If you try to sell this person, they're gonna have that on their mind. So biggest challenges they've had with different solutions they tried. And again, you guys are gonna want to do more in depth than what I did here. For my actual offer, I went way more in depth. What are their goals in regard to the problem that you solve? Right. What are the goals of the landscaper in regards to the problem that we solve? So if we solve lead generation, they want.

Consistent, high quality leads.

And they also, like, because if I mow lawns or something, that is a valid market for me from, like, spring to, like the end of fall, right? So I need a marketer that understands that can get me leads for all of the different services that I would fulfill throughout the year. So they want consistent, quality leads and a marketing partner.

That understands the seasonality of their business. Right. So for me, when I was, like, doing landscaping, right. And this is, again, this all comes down to knowing your ideal avatar, which is literally the first thing, right. Do you guys think Alex Hormozi understands gym owners? Yes, obviously, Right. That's why he was able to make so much money selling to them. So you have to understand your market. That's again, I can't stress that enough. Right? So they want consistent, quality leads in a marketing partner that understands the seasonality of their business, Right. And then they also, I mean, if you could have a marketing partner that would also help you find the labor force.

That can help them find employees to fulfill the work.

Then you're golden, right? That would be a ridiculous offer for landscaping. Right? So biggest objections to. To trying a solution. What are their biggest objections? How do I know this will work for me? Like, for most people, for most niches, particularly with lead gen, the biggest objection is just like, how do I know this will work? Right? How do I know your leads are good? How do I know you'll actually get me leads? Because a lot of these, like, a lot of these clowns, they go out here and they watch all these SMMA videos and then they jump on and they, you know, send a million cold looms an hour, and they sell these people something they can't fulfill, and then it just doesn't work because they don't know what the hell they're doing. So if you're an actual good provider and a good marketer who knows what you're doing and you know you can get people leads, you're running up against this wall of these people that have experience with clowns. Right. So you have to overcome that objection and structure your offer in a way that it stands out differently from what these other people are selling and doing. Right. So a lot of times it'll distill down to like, how do I know this will work for me? That really becomes the biggest objection. But for landscaping specifically, they're also going to be like.

What if I can't fulfill the work?

Fulfill the work?

Can you only.

Generate landscape leads.

Or lawn mowing leads?

Or basically, like, you would need someone that understands, like, the business is seasonal. Right. So I'll actually skip that one. So how do I know this will work for me? What if I can't fulfill the work? Those would be the main two objections here. All right. Sorry, guys. I had to jump on a meeting. So the objections. So we have all of basically, like, just to kind of like, recap what we just did here. So we're taking everything from the ideal avatar sheet, all of this research that we did, and we're answering these questions. Right? What are their biggest problems and frustrations? We're writing them all out, and then we're distilling them down to like, one to three. Right. One to three biggest objections or biggest pain points. Then we're going with what are the biggest challenges they've had with different solutions in the past. Right. And you're distilling those down to one to three points. So lack of lead flow. Leads weren't quality, ghosted by a marketer. The marketer was promising things they couldn't deliver. And then the ultimate goal. Right. What is their ultimate goal in regards to the problem that we solve? They want consistent leads in a marketing partner that understands the seasonality of their business. And they also want someone that can help them find employees to fulfill the work. And then we're going to go down to the biggest objections when trying to find a solution. How do I know this will work for me? What if I can't fulfill the work? And then, you know you're also going to get, like, what if the leads aren't quality? How do I know the leads are quality?

Our quality. Beautiful. So once we have these things, we have the foundations for creating a guarantee. Right. So I've heard some other creatives out there, creators out there, and other, like, business owners that will say that we are in a trust recession, which I think is 100% true. Trust of, like, other people is at the lowest point that it's really ever been. So if you want to.

Have an offer that converts with cold traffic, you need a guarantee. Right now you don't need a guarantee if you have an audience of people that know like and trust you, right? And this is one thing that I had to learn because in the past I had a very bad experience with a guarantee because I did a guarantee with no stipulations. It was like, we're gonna, you know, do work for 30 days and if you're not happy, I'll give you a full refund, which was the dumbest freaking thing ever. And so for like a year I was anti guarantee. And then couple months ago, I guess, actually last month after we won the school games, we were like, okay, well now we're gonna start running cold ads and trying to scale this up, right? Ultimately my goal, I'm trying to scale my current offer to 100k a month. And I'm gonna make, you know, a bunch of videos detailing that and showing you guys how we, how we do it. But one thing that I learned is that if you want to reach cold traffic and convert cold traffic, guess what helps a ton. A guarantee. Right? We went from literally like no sales on cold traffic, and then we got a guarantee, and now we've had like five or six sales in the last week, all cold traffic. So to scale your offer to code traffic, you must have a guarantee, right? Especially if you're going to do this with ads. Maybe not you must, but it's the best way to do it, right? So when we're going to create this offer, we want to start off with figuring out what is the guarantee, right? This is a little bit contradictory or contrary or not contradictory, just contrary to what some other people will say. But this is what I personally have found works the best. Because if you start with the guarantee and you start with what, what outcome you're going to get them and how you can guarantee that outcome, everything else kind of falls into place, right? So how do we decide what guarantee we can possibly make? Okay, now we want to, we want to get a little crazy with the guarantee. We want to get a little like, you know, out there. And so what I like to do is basically based off of all of these fears, desires, pain points, what their goal outcome is. We want to say, like, what offer could we make this person that they would buy 100% of the time if we could guarantee it, right? So for example, for landscapers, if I could say, I guarantee that I will add, you know, 40 recurring.

Lawn mowing clients or whatever to your business in 90 days, I guarantee that I'll add 40 clients to your business in 90 days. And if I don't, then you don't pay, Right? That would be a pretty crazy guarantee. I'm guaranteeing that I'm gonna add 40 clients that pay them every week or every two weeks where they don't pay. That's a pretty crazy guarantee. That would be very easy to sell. So we're just gonna kind of like, list out things like that, right? And one thing that I found is helpful is with the goals, if you can, like, basically make these goals tangible. Right? So I honestly, I haven't done the research of, like, what everyone's goal is for landscaping, because, spoiler alert, that's not my niche. But let's say, for example, their goal was they wanted. Let's say they wanted, like, you know, I don't know, a hundred lawn mowing clients.

100 lawn mowing clients, right? If I have 100 clients that are all paying me.

Let'S say, 50 bucks a week, that's $5,000. So that person would be doing $5,000 in revenue. Their only cost would be, like, gas and then labor, pretty much. And maybe insurance. Right? So 100 lawn mowing clients. Maybe it's 200 lawn mowing clients. Because now I'm doing 40k a month, right? So. So 200 lawn mowing clients, 40k month.

This would be their dream outcome, right? I don't know that this is actually their dream outcome. But figure out what your dream outcome is for your. For your niche, right? Maybe for gyms, it's adding, you know, 100 paying members, whatever the number is. That's what your research and your ideal avatar is. I know it for my particular niche, which is how I created my offer. Right? So 200 lawn mowing clients, that would be 40k a month. So if I can, I can guarantee that I can add them 200 clients in 90 days. They're 100% gonna want to do that, right? So now what you're gonna do is we're gonna get crazy with our guarantee. So what I do is I will go to chat GPT and there's this really cool GPT called $100 million offer that's actually inside of. So if you go to ChatGPT 100 million offer, you can find it if you explore it. And basically, I'm going to prompt. Charge BT to kind of help. Help me come up with different guarantees, right? So help me brainstorm a guarantee for my offer to landscaping. Landscaping business owners to help them generate leads.

Based off of the market research I've done.

Give me 15 different variations for Guarantees with risk reversal that allow them to hit their ideal outcome and go, right, so now I'm going to go through and I'm going to copy from the ideal avatar sheet. I'm just going to copy all of this, right? Boom. Copy it all.

I want to give it. Give the old chat GPT as much context as possible. Here is my research. Boom, boom, boom. Right? And then I'm also going to take. If this is like terrible chat GPT.

Etiquette, don't judge me. I'm not like a chat GPT expert, but this is what's worked for me. Right.

So boom, boom, boom.

Okay, so base it also.

Base it also off of this research as well. So I don't know what the hell it's talking about here. But.

So we guarantee. Here we go.

Now we're starting to get something that is a little bit more solid. And this is like, this is just to help us brainstorm. Like a lot of this you're going to have to do on your own. Right.

So we got 15 guarantees.

Okay, cool. So again, figure out what the actual outcome is that they want to achieve. We're just going to assume that it's 200 clients. 200 law mount clients. Right. So now I'm going to take. Okay, so you know, we will help you get 200 lawn mowing clients or if not, we'll work for free until we do. Right. So I'm just gonna write that down. We'll get you 200 lawn mowing clients or will work for free until we do. Now you may be saying like, that sounds like a terrible business and you're absolutely right. But this is just like we're gonna put, put as much crazy stuff as we can on paper and then we're going to figure out and kind of distill it down so we can get a crazy offer. I'd rather start with something that's like super easy to sell and super hard to fulfill on paper. Right. We're not actually going to launch this. And then we're going to slowly work our way down to something that we could fulfill. But we want it to be as potent as possible. You don't want to start with what could I fulfill? You want to start with what could I sell and then find what you could fulfill. Okay, so.

That sounds like a terrible, a terrible business. We guarantee that at least 80% of the leads we provide will convert to paying customers or refund your money.

We guarantee at least 30 high quality leads in the first 60 days or you get a full refund plus $500 for time. That one's not terrible. But this is not really like guaranteeing the outcome. So I like something that's more like outcome based for them. Right? We want to, we want to figure out how can we actually help them grow their business because they don't want leads, they want growth in their business and they want. Again, this avatar wants time back with his family. They want a business that kind of runs itself. So the more that we can take off of the plate, the better this offer is going to be. Right? So I'm going to kind of walk you through this ideation process that I would do. So here's one that I had kind of come up with, right? We guarantee or will, let's see, we'll install our automated marketing system into your business to add 50. 50 high ticket.

Landscaping.

Jobs, right? In 90 days. Or that would help. That would probably be crazy. Let's say 25. 25 high ticket landscaping jobs in 90 days or we'll pay you $3,000. Right? So our. Now this is like, now we're starting to get something that's a little bit more spicy, right? We'll install our automated marketing system in your business to add 25 high ticket landscaping jobs in 90 days or we'll pay you $3,000. Let's try again, right? We'll.

Let's just focus on outcome and we can talk about the automated marketing system in a second. So we'll get you.

25.

Recurring.

Landscaping.

Clients in 90 days or we'll pay you $3,000. Right? So now we're starting to find something that's like, this is solid, right? This is something I actually kind of like, right? We'll get you blank in blank time or we'll pay you blank, right? So now that we're starting to kind of like get something here, I'm going to say that, like, let's say I kind of like, I feel like this is the one, right? We'll insert automated marketing system to get you 25.

High ticket landscaping clients.

In 90 days or we'll pay you $3,000. Right? So now let's say this is our guarantee. And again, you want to kind of like, you know, do this on your own time, work through this, make sure you have something that's solid. And now we're gonna say, let's say this is our guarantee. Now we actually have to figure out what would we need to do for them to make this happen if there were no constraints on our delivery, right? So in order for me to get somebody 25 high ticket landscaping clients. The first thing I would need to do is get them high quality leads. So high quality leads and high volume of them, right? So I would need to get them high quality leads and a high volume of leads. The next thing that I would need to do is give them.

They would need to have an offer, right? So give them an offer that converts, okay? Because if they're just trying to sell, you know, $40 a week mowing, and they're not selling something that's high ticket, well, all of a sudden they don't have an offer. And if they don't have a good offer, then I can't guarantee that they're going to sell. So first they need to get high quality leads and volume. Or maybe actually this would come first, getting them the. Getting them a high quality offer first and then getting them high quality leads that convert. The next thing that we would need to do as we need to install a sales system and sales process into their business, right? Because spoiler alert, most people don't know how to sell, right? So if I'm going to guarantee something crazy like this, I would need to teach them how to sell or at least give them a system that shows them how to sell. So install a sales system and sales process into your business. Boom. Into their business. Sorry.

Next.

We would need to. Basically, they would need to be able to fulfill this, right? Which doesn't necessarily have to be part of our offer, but it's something that they would need to do. It is a step that they would need to take, right? So we would need to give them the tools they need to fulfill.

The jobs. Okay? So, I mean, you would obviously spend a little more time like breaking out these steps. But now I kind of know in my mind what I would need to do. So I need to get them a high quality offer that converts, and then I need to get them high quality leads and high volume for that offer. Then I need to give them a sales process and a sales system so that they can convert those leads into sales. And then I need to basically show them or give them the tools that they need to fulfill those jobs, right? So we're starting to really, like, get something here right.

Now. This is where we're gonna actually make this into something that we could actually fulfill. Okay? Now this is something I stole literally directly from Alex Hormozi. Like, no shame, no wrap in my cap. Took it straight from him. So, you know, it's good. Basically, this is called the delivery cube. And what you do is you Take each of these activation points, and then we figure out a bunch of different ways that we could actually fulfill these things, right? And now we're going to actually create our offer, right? So we have our guarantee. We know the activation points, we know what they would need to do in order to do that. Now we're going to basically kind of like iron this out so that we can figure out what we would actually have to do and if we could fulfill this or if we need to go back and find a different guarantee. So first we need to give them an offer that converts. So there's a few different ways that we could do this. We could one to one, jump on a call with them and coach them on how to create an offer that converts. We could do this with small group, right? With a bunch of different people jumping on, or we could do it one to many, which would basically be like, you know, one person talking to a bunch of different people, like a YouTube video, for example. We could do it for them, we could do it with them, or, or we could give them a course so that they could do it themselves. And then for support or questions they have, there's all these different things. So basically the delivery cube is like different ways that we can actually fulfill on this, right? So I'm going to start off and I'm going to take offer that converts.

Give them an offer that converts. So how am I going to find, how am I going to give these people an offer that converts? Well, one, I can jump on the phone. What everyone.

I can jump on the phone with everyone and analyze their business.

To create a custom offer based on, you know, $100 million offers for each landscaping landscaper I talk to, right? I could do that.

So I could literally, like create a custom offer for every single person, which. That sounds like a nightmare for being honest. Or another idea that comes to my mind is I could find, invalidate one offer.

That is proven to work.

And then take it to, and then basically give that and then give it to different landscapers in different markets.

So that they could use it, right? So this is basically like kind of like the gym launch thing, right? So Alex Hormozi had the six week challenge, yo you know, come in. It's, you know, six week challenge, free six week challenge. And then you sell them this higher ticket package. So if I prove and I validate, like, Hormozi only had to find one six week challenge that he used on all of his gyms, all of the gyms he did launches for, and then for all of gym launch. So if I find one click cracked out offer for landscaping, then I can use that for every single landscaper I coach. So if I figure that out, all of a sudden everything else is done, right? So basically what you're going to do is you go through offer that converts, you're going to list out different ways that you could find or give them an offer that converts. I already know for a fact this is going to be the best one. So I'm going to highlight here. So now that I got them an offer that converts, I could basically show them how to do this, right? So show them.

How the offer works in a video that they watch.

And then I could have an offer implementation call with them.

To help them implement the offer.

Into their business. Boom. Okay, so find and validate one offer that's proven to work, give it to them, and then basically just give them a video so that they know how it works. And then I can also jump on like a quick, you know, 30 minute call with each person showing them how they're going to do that in their business. Right? Next thing, I need to get them high quality leads and a high volume of lead leads, right? So basically the different ways that I could do this is I could run ads for them.

I could teach them how to run ads. Teach them how to run ads. I could.

Help them run ads.

Right? Where it's kind of like done for done with you, right? These are basically the three different ways I could do this. I could run the ads for them, I could teach them how to run the ads, or I could kind of do it with them. Right?

The problem is a lot of landscapers, as with my niche, are kind of like untax savvy. So if I teach them how to run ads, it's going to be really easy on fulfillment, but they're going to have a lot of questions and a lot of problems, meaning I'm going to have to do a lot of support. So I would honestly just rather run the ads for them, right? And again, when you do this process yourself, you want to kind of like go a little bit deeper into this and like really flesh out how you would actually fulfill this. But for the sake of this video not being two hours long, I'm going to kind of run this a little faster. So get them high quality leads and high volume. So I could run the ads for them and then the next thing we need to do is install a sales system and sales process into their business. So with this I could basically I could sell for them.

I could teach them to sell.

Or I could help them sell.

Right now, one thing that comes to mind, and this is like some, this is just from prior knowledge that I have, is what I could do is I could basically, I could help them sell to some extent. I could basically have like a go high level white labeled CRM that is automated with responses, right? I could have this whole like system built out. I build at one time and then I can sell it to every single landscaper that I do business with. And I just create a go high level white labeled CRM. They're like whenever a lead comes in, it already texts them and it sends them the calendar link to book and explains the offer. So what I would probably do for this avatar, this is literally what I did for my own business, is I made one white labeled CRM that I can sell to every single person. It's 97 bucks a month. So that helps with their sales process because now instead of them getting leads and calling every damn person with a cell phone, the lead comes in, a text, goes out and we're prompting them to book an appointment or book a consultation so that they can go and sell. Right? So I need to get them appointments and kind of nurture these leads a bit. A little bit. So that's going to be a piece of it. So I'm helping them sell, giving them a white labeled CRM that will like kind of nurture the leads and get appointments.

And then.

I would probably give them a proven script.

And sales process for the offer. Then I'd probably also do weekly.

Group coaching calls to review objections and help them.

With what they are struggling with. Right?

So now we got the sales process and then we also need to give them the tools that they need to fulfill the jobs. So give them the tools that they need to fulfill the jobs. What do they need to fulfill the jobs? They need employees. They need tools, right? Like their actual, like physical tools. Basically. That's kind of like the two main things that come to mind. So I can either I can either be their employee, I can work for them.

And work for them. I can literally fulfill the jobs, I can hire employees, employees for them, or I can teach them how to find and hire employees. How to find, hire employees, right? So these are kind of my different options, literally. Like I can be their employee, I can hire the employees for them, or I can teach them how to find and hire employees. So.

You would go through and you would look at different ways that you could work for them, right? So I'd list out different Ideas of how I could work for them. I would list out different ideas of how I could hire employees for them. And then I could list out different ideas of how I can teach them to hire employees. Right? So course that explains a proven method or process.

Process, right. Course that explains a proven method or process.

You know, teaching them how to make job posts. Right? You're, you're basically going to list out all these ways that you could help them find employees. And then with the tools, what if we just gave them like, what if we gave them a list of the exact tools and equipment we recommend to fulfill the jobs, right? So maybe, for example, let's say the offer we give them is it's like, you know, seasonal mowing, and then we also do like leaf cleanup, and then we also do like aeration and seeding. So I could literally make a list of everything this person would need. The mowers, the weed eaters, the leaf blowers that I recommend. And then for the, the leaf jobs, right? The, again, the, the leaf blowers and then the tools they would need to do aeration and seeding. I can make a whole lot list of all these things and then just give it to them. And if you're thinking like, oh my gosh, that sounds like so much work. Well, yeah, that's how you make a really valuable offer is it takes a lot of work, but you only have to do it one time. And then you create these deliverables that you can sell over and over and over, which is really cool. So, you know, I'm giving them the tools they need to fulfill the jobs. I could give them a whole system that shows them like, how to do it, how to do it, you know, correctly, how to organize it, all those different things, right? And fulfill the jobs efficiently. So now again, your list when you do this should be a lot longer than mine. But.

Let'S just say I have a list of all of these different things. Now we're going to go to trim and stack, okay? So at this point we have a ton of different deliverables that we could offer them to actually fulfill on this crazy guarantee, crazy promise that we did, right? So we're basically going, what is something so ridiculous that they would buy every single time? And then we start to kind of like we weed it down to a point where it's like, okay, maybe I could fulfill this, right? Maybe I could do this. What would it take in order for me to promise this result? Right? What would they need to do? What are the activation points? And then I take the activation points, I run them through the delivery cube, Hormosi's delivery cube, and I get all this whole list of all these random things I can do, right. If you remember in $100 million offers he talks about like all the uses for gold, the golden brick. That's basically what this is. So you're just thinking like throw anything out there. Now we're going to run it through trim and sack, right? This is another thing from hundred million dollar offers. We have a ton of different deliverables that we could use. We need to rate them in order of value to the client and cost to you. So cross out all of the bullets that aren't extremely valuable to the client. So value is going to be defined as like financial value, increasing the perceived likelihood of achievement, making them feel like they can do it with less effort or sacrifice, or helping them accomplish their goal and seeing the result they want with less investment. So we just are going to go through this list and literally cross out every single thing that wouldn't be extremely high valuable, right? So you know, obviously me working for them would be super high value. Everything that I put on here would be extremely high value to the client. But when you fill it out, you're gonna have this like massive list. Just cross out everything that's not super valuable. Then this is where it starts to get like tricky is you're gonna cross out everything that's like extremely high cost, right? So cost is basically defined as like the direct cost to fulfill something. And each deliverable that you do should have an 80% margin or higher. So for example, me going and selling the landscaping for them, that would probably have a pretty high margin. But it's extremely operationally complex. So I'm going to cross this out, right? I could teach them to sell, that would definitely be valuable.

But helping them sell would probably be even more valuable if I could kind of like do a done with you kind of thing where I give them a system that helps them sell and I have a script and all that, that would be more valuable. And it's also low cost because I make the go high level white label one time and then I give it to them, it has all the automations built out and then if I, you know, give them a proven script like that doesn't cost me anything. And then if I have a weekly coaching call, maybe that's an hour or two of my time to kind of go through and role play. But then I'm also building community between these landscapers which is going to make them more invested in my product. So I would say that's actually a really good idea so I could help them sell. Boom. Okay. And basically when you go through here, you're going to have all this list of all these crazy things that you could do and you just want to write them down no matter how crazy they are. And you're gonna cut out all the things that are like extremely operationally complex or time consuming and they don't have a high margin. And you're gonna be left with this list of deliverables that are actually doable, right? So let's say for example, I validate this one offer and then I show, I jump on a quick call and I show them how to implement it, right? That's activation point number one. Then the next piece is I just run ads for them. I get ads that are like already proven and then I just have like a team of media buyers that runs the ads for them. Boom, easy. Next I give them a proven sales process with a CRM that handles some of the automations and some of the backend work, which like, for people that aren't like crazy into tech when they have a CRM with like an autoresponder, like it's gonna make their rain explode, it's crazy, right? And then basically I could kind of like give them a course or a process of like how to make job posts.

To find high quality employees, right? Which realistically, like that wouldn't be crazy hard. I film a video one time and then I find a process that works and you know, where to find good employees. And that realistically just takes some research on my end. And then I could just create a list of tools of what they would need to fulfill the jobs, right?

So now I have this list of deliverables.

This is basically what my offer, this is what I would give them. And this is my guarantee.

Right now let's say, you know, I kind of like do a little bit more research and I find out, okay, this guaranteed doesn't work. Okay, well what, like what is something that I know I could fulfill, right? What is something I know I could fulfill? And then also with this, what we want to do is obviously your guarantee has to have stipulations. So I'm going to take this and then now I know what I would need to do to help them do it. What are the actual actions that they would need to take, right? If you guys have heard of Charlie Morgan, maybe you have, maybe haven't. He's the one that does the whole I guarantee you'll add 25 high ticket clients in 90 days or I'll pay you $5,000. That guy would be out of business if he didn't have stipulations on his offer. Because he's selling to beginners a lot of times, right? He's selling to beginners, people that don't already have an agency. Meaning that if he didn't have like crazy stipulations, I mean he would literally be losing money for every sale he makes, which is crazy. Right. So how do you think he makes it work?

He makes a crazy promise, but then he actually just listed out everything that you would need to do in order to hit that and you have to do that in order to get the guarantee. So he just has crazy offer but crazy stipulations, right? The stipulations make sense, but they're very extensive. Because they have to be extensive. Right? So what, what we're going to do is basically, well what, what actions would the landscaper actually have to take in order to get 25 high ticket landscaping clients in 90 days? Well, one, they would have to implement the offer we give them. Step one, right? Then they would need to spend.

X dollars on ads.

They would need to.

Call all of their leads.

And use our CRM system.

Right? We could make a certain amount of calls that they would need to make to these leads. They would need to run X amount of appointments on the leads. Right? They would need to implement our proven sales process, our exact sales process and record a, you know, presentation to prove it. Right, prove it. And then, you know, they would all say need to show up, show up to X amount of coaching calls with us so we can help them.

And then they would also need to have.

Have X amount of team members. Right? You guys kind of get the point here. I'm basically just listing out what things they would actually need to do, what actions they would need to take in order to make, make this happen. So if I know what they would need to do in order to get 25 clients in 90 days, then I can just list out exactly what they would need to do, maybe add 10% to it. And then that's the guarantee. So I guarantee like, it's like saying, I guarantee that you will get fit, you know, you will get a six pack in 90 days, but you have to go to the gym every day, you have to eat healthy and eat the exact diet that I say and do this thing, do this thing, do this thing. Right? And so the guarantee sounds crazy and I can use that in ads, I can Use it to get cold traffic and get them to convert. And then my stipulations just protect me. That's essentially what a lot of these like bigger cats are doing. Like gym launch says, like, you know, I guarantee that you'll add 100k in revenue to your gym in a year. And then obviously they have stipulations. You have to show up, you have to actually implement it. And if your product is good, it will work.

But you can make a crazy promise if you have crazy stipulations. So that's kind of what you want to do here. So now we have this guarantee. We know what they would need to do in order to make it happen. We know how we would fulfill it. Now we basically just need to write it out so it sounds sexy. So we're going to run it through the, the offer structure. Okay, so what's the outcome that we're promising? What is the timeline? What is the method? Right, you want to make it some sexy sounding method. What are the secrets? What is our unique selling point? What is the guarantee or the safety net? And then how much does it cost? So the way you guys may be wondering, like how am I going to pay them $3,000? If my program cost $3,000 then I can just refund them the $3,000 and I paid them $3,000. So it's like you pay me three grand, I guarantee that I'll, you know, auto give you our automated marketing system in your business and you'll get 25 high ticket landscaping clients in 90 days. Or we'll pay you $3,000. But you just paid me $3,000 so I'm just giving you your $3,000 back. But you see how it sounds crazier. Like in an ad, like you know, landscape business owners, I'll install all, you know, my automated marketing system in your business to get 25 high ticket links given clients in 90 days. Or I'll pay you $3,000. Like it sounds crazier in an ad. Meaning I'm gonna get more people coming into my business, but it's just refunding them their money. Right? So outcome, timeline, method, the secrets, right, Using our, you know, I don't know like AI automated selling system or whatever. Like whatever you want to call it, Just make it sound sexy, make it sound cool. Use ChatGPT if you're not creative, your safety net and then how much it costs right now, the price coming up with your price, I recommend.

Any. I mean obviously it depends on your offer. So this is not going to Be a video about pricing. I'm not even going to touch on that here. But a lot of that kind of depends on what the market will bear. And then you kind of just need to like split, test your price. To be honest. You want to. I recommend starting lower, right? If you're just getting into this or you're just starting off, start lower. Get case studies and proof and testimonials and then you can increase your price over time when the perceived likelihood of achievement with you particularly goes up. But I would rather get customers in the door in the beginning. Get some crazy like whacked out testimonials because I'm going above, like above and beyond and over, over the top with getting them results. And then all of a sudden when there's all this demand, I can raise the price. So that's my, that's my, you know, analysis on price. Then assess the market, right. Once we have this guarantee, this offer, like our offer statement, we now want to go out to the market and kind of compare it against what other people are doing. So I would literally just go to ads library.

And I'm just gonna type in, you know.

Landscaper.

Like landscaping.

Marketing or landscaping leads. I don't know. You'll know what to type if you've done the research.

So here we go. Landscaping secrets. Add $1 million per year in hardscape projects. Never paid for shit. Never pay for shared leads again. So now I'm finding out these people also look at Angie's list next door. This is like thumbtack. That's where they're buying leads from.

And if we can get them better leads, then they won't have to go there. Right? We'll want run ads for 14 days for free and generate you high quality leads for your landscaping business. Now I'm seeing what the other offers are so I can compare my offer versus these other offer, these other offers that are out there and then I can figure out how I can make mine stronger or unique or different.

So that I can make it stand out. Right? So landscapers now did I see like.

What this person is doing? Landscaping business owners. Now let me search ads library for that. Specifically.

Landscaping business owners. And then I'm just gonna make kind of like an analysis, right? So this person's offer is add $1 million a year in hardscape projects.

Right. And then I'm just gonna link to all of their stuff. So what is this company called? Landscaping Secrets.

Landscaping secrets.

Add 1 mil per year in hardscape projects. Right. That's what they Said, cool. Then I can just copy the link to this ad.

And put it here.

They don't have any risk reversal or any guarantee. And then I can also just grab their site. Right? So copy link, paste it here. Whoa. Let's just go to the site.

Anyway. You're gonna grab their website. I don't know why this is so hard for me.

There we go. Cool. And then I would, like, watch their video and see what their testimonials are like. Obviously, I'm not gonna do that here, but, like, you know, I'm gonna show you exactly how Angie's list and thumbtack are ripping off 82% of you, 82% of your business. Blah, blah, blah, blah, blah, blah. Oh, I got these appointments, you know, buddy. Are you kidding me? This is amazing. Great. Now I know this is one of my competitors I can keep looking through.

I created a step by step case study of exactly how I scaled my exterior business from 0 to 800,000. Who wants it? It. Obviously everyone wants it. So they're giving away, like, a free. Free mini course kind of thing. So, like, free mini course. I could copy this and just basically I'm going through and I'm assessing the market, and I'm looking at what else is out there. What type of ads are working? What type of offer is, like, really popping up here, and it doesn't really. Okay, here we go. Take your landscaping business to the neck. Whoa. Where to go?

Take your landscaping business to the next level with los. This is probably something I want to see.

Damn Facebook ads. View ads. So here we go. What are these people doing?

Landscape, business owner. What are some of the challenges that you face? Is it tight? Is it lack of sales? Is it profitability? Is it. Why is there not more money in the bank account? Why does this actually happen? And the answer is pretty simple. What we've seen is it's a lack of systems and processing.

Terrible ad. But there's no offer. Like, I don't know what this guy's offer is. So, I mean, hell, if you guys take your business to the next level, like, that's the offer. So terrible garbage. That's, like, about as vanilla as it gets. So los. This is like the opposite of 50 shades of gray of offer. It's like super, super vanilla. So that's their offer. So now I'm kind of like, you know, I'm starting to see, like, what. What other people are doing, right? And then I can kind of figure out, okay, let's take my offer spicy, hot, on fire. Let's Take.

More than two, get more than two. Spend some time doing this. But I'm gonna take my offer, these other people's offers, and I'm gonna compare them. So this is something my business partner came up with that I really like. Cause this is like, in reality, what it's actually like. Okay, so picture. Picture this. Close your eyes. Actually close your eyes. You're walking through a alleyway in like, medieval Europe, right? Or maybe not an alleyway, but just like a street, right? Because the European streets are a little bit more narrow and there's buildings on either side. And you're like, in a market right down the street, there's all these people just shouting out different things at you, right? They're yelling at you, and there's just the sea of noise, just people shouting different things, you know, add 1 million per year in hardscape projects. Take your landscape business to the next level with LOS or, you know, they're just shouting all these, like, different offers. They're trying to get you to buy something. You want yours to be so powerful that it cuts through all of the noise. And they hear that, right? They hear that amongst the sea of other people shouting at them. And they're like, what is that? That sounds interesting because that's essentially what people are doing. They're scrolling through social media. They're in that damn, you know, marketplace walking down that old medieval European street, and there's people throwing tomatoes at them and shit. And then all of a sudden, they need to hear something so powerful, so potent that it just catches their attention. They're like, holy shit, what is that? Which is what our offer statement needs to be, right? So landscaping. Landscaping business owners will install an automated marketing system that will get you 25 high ticket landscaping clients in 90 days, or we'll pay you $3,000. And we want to condense that statement down. So powerful. They like, they hear that in the crowded marketplace with a bunch of people shouting different things at them. And that one thing is what they hear. So we want to again, get a bunch of. Of different. Of these offers and kind of compare them to what ours is. And we want ours to be like, the one that stands out. And it doesn't necessarily. Like, a lot of it is just in the way you phrase it, right? Like, I'll show you guys Gym Launches ads. So Gym Launch. This is something I do on a regular basis. And you can also look at people out of industry too. So, like, look at Gym Launch. So let's see what Gym Launch is doing here. You Go. We will add $100,000 guaranteed. You guys think that's getting attention? Like obviously it is.

Gym owners, what would you invest in order to double your gym in the next 12 months? Right? So they're just making these crazy offers. Crazy guarantees. We guarantee we'll add $100,000. That's pretty, pretty powerful. Pretty spicy. So once we've assessed the market and we feel like our offer stands out amongst everything else, now we're going to turn it into, into an offer statement. Okay. This should clearly explain exactly what we do and position us apart from everyone else. Right? So for example.

We help landscapers add.

25 high ticket, right? Maybe this, they, maybe they don't call it high ticket, right? So we need to use their language. So maybe it's 25, you know.

Well, I'm just gonna use high ticket. 25 high ticket.

Lawn care clients.

In 90 days.

Or.

We pay you.

$3,000 dollars. Right? So we help landscapers add 25 high ticket lawn care clients in ninety days, or we'll pay you $3,000, right? And then we could just change this. Landscapers.

We'll.

We'Ll get you. Right, we'll get you 25 high ticket long care clients in 90 days will pay $3,000. And you basically just want to make a bunch of different iterations of this offer statement until it's really potent and it just like is. It stands out, right? And that's it. That's exactly what I did. That's. This is exactly what I've done multiple times. And every single time that I get this right, I'm able to go from like, look, 0 in June, 2022, 15k in August, 12k in September, 25k in October, 70k in November, right. It's 2022, right when I got my offer, right? And then we did that for a while, was working well. And then we did some stupid shit and we changed it up. And then we did a 26k month, a 33k month, and then a 58 came up, right? And then we did something different here. We weren't processing payments through stripe. And then we went from 1k.

Well, June, we actually did a bunch of stuff through school. So this is like 6k through stripe, 30k through school. And this month we're already at 10k through stripe. And it's the 11th, right? We're gonna hit 60k this month. So it's this pattern that happens every single time when you get the offer, right? It takes like 3 months to go from 0 to like 50 60k. So guys get this right and just freaking scale. Hopefully you guys got value from this video. If you did leave a like I'm going to include a link to download all of these things below so you guys can use it for yourself. And I know this was a bit of a longer video, but yeah, thought you guys would get some value from this. See you guys in the next one. Peace.