Dustin Mathews, Unique 5 Step Formula For Selling ANYTHING

Funnel Hacker Radio - Podcast - Video (Russell Brunson - FunnelHackerTV)

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YouTube Transcript: English (auto-generated)

00:00
welcome to funnel hacker radio podcast
00:03
where we go behind the scenes and
00:05
uncover the tactics and strategies top
00:07
entrepreneurs are using to make more
00:09
sales dominate their market and how you
00:12
can get those same results here is your
00:14
host dave woodward hey welcome back to
00:18
slacker radio on super sized bed you
00:20
have the opportunity hearing from a good
00:22
friend of mine doesn’t Matthew so dusty
00:24
welcome works i’m not gonna call i am
00:27
super excited to be here this is a lot
00:30
of fun for me that’s not going to way
00:31
back and this is the CEO of speaking
00:33
empire found really speaking if higher
00:35
but more important that is a great
00:36
friend who’s been around myself and
00:39
Russell with our team for quite some
00:40
time we’ve got events together there a
00:43
cliff shuttles user Russell the lookouts
00:45
going to day with Dustin and paint down
00:47
there in Florida and it just been such a
00:50
great opportunity as far as working with
00:52
you guys I’m so excited to have you on
00:53
the call primary so I know you find a
00:55
massive amount of content it focuses up
00:58
specifically this around speaking but
00:59
really wraps communicating with your
01:01
audience on exactly how to create more
01:03
sales so it doesn’t again welcome by the
01:04
other absolutely Dave I gotta say first
01:07
off man your energy is just off the
01:08
charts I love it I mean it’s good I got
01:11
to imagine people just love it they feed
01:13
off of it the Energy’s great i’m feeding
01:15
off of it so that’s amazing and that’s
01:17
like kind of the thing that will talk
01:18
about is you know when you speak to
01:20
folks you know whether you’re doing a
01:22
podcast whether you’re speaking on stage
01:23
you’re doing a webinar you’ve got to
01:25
bring that level of energy you know
01:27
you’ve got to get people excited at the
01:28
end of the day you know to you know
01:30
invest with you to donate to your
01:32
charity but to do something right to get
01:34
them into action and really that’s what
01:36
i want to talk about the days how do we
01:37
get folks into action no matter what i
01:39
love that thank you for the compliment I
01:41
stuff what does things like it’s always
01:44
kind of cone especially on podcast where
01:46
you don’t really see the first is kind
01:47
of going back and forth but I think it’s
01:49
really the main reason why a lot of the
01:50
have you on our podcast because you know
01:53
at times being the founder of speaking
01:55
is Mark sure you kind of pigeon-holed as
01:57
people thinking as far as well all they
01:58
do is help people with professional
01:59
stage presentation stuff I’m like you
02:01
guys that eseni small piece of it it
02:03
does not make the thing he does just an
02:05
amazing job is really helping people
02:07
crap their message on how they
02:09
communicate and
02:10
whether that’s through there webinar
02:12
whether it’s to a psl whether it’s just
02:14
the communication they have or even a
02:16
presence because you guys are really big
02:18
just on the present and how do you
02:20
present yourself and even though you
02:22
might be hiding behind a monitor or
02:23
screen there’s still a presence and
02:25
people have to connect with that so if
02:26
you don’t worry i was just kind of dive
02:28
right into its all right yeah absolutely
02:30
you know i’ll tell you this i think of
02:32
this for folks that don’t consider
02:33
themselves speaker you know maybe you’re
02:35
the hardcore clickfunnels user you
02:37
consider yourself an internet marketer
02:39
and you come from that walk of life
02:41
you’re like speaking like I’m not going
02:43
to get on the stage well you know I want
02:45
you to consider you know we speak
02:47
everyone speaks really you know you
02:49
speak to your wife you speak to your
02:50
kids you got to influence them how you
02:52
speak to affiliate partners and really
02:54
what this is about is how do you
02:55
influence and then when i say influence
02:57
i really mean influence for good and i
02:59
suspect you know i’m a part of the quick
03:01
funnels community and so i know that
03:03
most people in that community that come
03:05
they bring that value they want to serve
03:07
and they come from a place of that so
03:09
when you have a good intention it’s like
03:11
how do you get people into action and
03:13
let’s say your happen on to this podcast
03:15
and you’re not you’re not a marketer
03:19
right you have a charity well I want you
03:21
to pay close attention to because really
03:23
at the end of the day this is about
03:24
influence and how do you get people into
03:27
action and so I would say Dave the
03:29
biggest thing that we share at speaking
03:31
Empire is there’s a formula there’s a
03:34
choreographed way a path a funnel if you
03:37
want to call it that because I know I
03:39
know everyone loves the language so
03:41
think of it as a funnel for your
03:43
presentation or your message and so just
03:46
like you build a funnel and click
03:47
funnels the opt-in page you know the
03:49
next page offering a product for seven
03:51
dollars offering an upsell and
03:53
everything that we’re taught by the
03:56
community and by the team over at quick
03:59
finals it’s the same thing for a sales
04:01
message and so there’s a formula there’s
04:03
a funnel if you want to call it that for
04:05
that so that’s what we should really
04:06
share here speaking Empire I think it is
04:08
so cool are you growing about I love
04:11
effect you know bringing up the
04:12
vocabulary in the culture
04:13
that’s one of the many things were
04:14
always trying to build and be part of
04:16
that culture here we talk so much about
04:17
the informal hacking and apologies are
04:19
attacking off of finding other think
04:21
they’re successful and its really does
04:23
more things you guys have done an
04:24
amazing job at is finding out those
04:27
things that are really the key to make
04:29
it to access best time you get her to
04:31
talk and coach others it’s little tiny
04:33
tweaks and changes again I kind of like
04:35
reserved them i guess keep the lingo the
04:37
same as far as little hats that they can
04:39
do it’s really craft their presentations
04:41
that had this massive massive impact on
04:44
close race and not run close race but
04:46
more for than what you’re referring to
04:47
as far as just truly influence to wear
04:50
if you were zero message the key is you
04:53
want to influence people with that
04:54
message you’ve got to get it out and
04:56
that’s again Henry’s don’t want to hang
04:57
on it what kind of talk about what is
04:59
that so or that poor glitch guys have
05:00
for creating and that passionate
05:03
presentation that really allows people
05:05
to connect with you apps absolutely it’s
05:07
real easy it’s a five step formula and
05:09
that actually itself is part of the
05:11
process and I’ll explain what that
05:13
exactly means in just a moment so
05:15
there’s five steps and I want folks to
05:17
write this down or at least typed notes
05:18
or just mentally take notice of this so
05:21
the first one is your intro so when you
05:23
open your talk your presentation or when
05:25
you introduce yourself to somebody you
05:26
got to have a strong intro a memorable
05:28
one and we’ll talk more about that the
05:30
next one is your story we know that
05:32
stories cell and facts tells so how do
05:35
you how do you motivate people with your
05:36
story the next is making an offer the
05:39
third part offer and what I mean by that
05:41
is not necessarily making a sale but
05:43
show up with something that provides a
05:46
solution in it so it may be your five
05:48
step formula like I’m sharing here then
05:51
the next is your body the body this is
05:54
where you tell stories this is where you
05:55
tell the science statistics testimonials
05:58
and you back up the offer that you have
06:01
or your formula your secret sauce your
06:03
science and then finally number five the
06:06
fifth component is the clothes and most
06:09
people think when I say close you know
06:11
they’re like oh you know going for the
06:13
money and it doesn’t always have to mean
06:15
that it can mean often to my my page it
06:18
can be SMS and often to the SMS it can
06:20
be give me money for my charity and yes
06:22
it can be buy my product or service
06:25
online or offline and so those are the
06:28
five four components in Dave I want to
06:30
flip the script and I want to tell folks
06:32
start with number five start with on fri
06:37
so let me ask you to save think back to
06:39
when you first before you like or
06:41
hardcore in the marketing and knowing
06:42
what you know now is when you wrote a
06:44
presentation or a power point where did
06:46
you often start slide one trying to come
06:49
up with a title that mendham is my intro
06:52
that’s where I started to I mean I think
06:54
it’s just like it’s just natural right
06:56
start right like and if you study
06:58
copywriting and you know get the funnel
07:00
hacks you know they’re you know it’s
07:02
start with the headline well if you have
07:04
an intent meaning if you want someone to
07:07
opt-in you want someone to buy your
07:08
product or donate money to your cherry
07:10
whatever it is my proposition to you is
07:13
you start with the end in mind what the
07:15
close what’s the offer the irresistible
07:17
offer you’re going to make somebody and
07:19
so the reason why say that is whenever
07:22
you write something whether it’s an
07:25
imprint sales letter or presentation of
07:27
vsl when you start a project like that
07:29
you’ve got all this energy in the
07:31
beginning you’re so excited right and by
07:34
the end you sort of lost that momentum
07:35
even if it’s over six months and you
07:37
wake up every day like day does with
07:39
newfound energy and passion right every
07:40
day but by the end you’re like man wow
07:43
this took six months it took six months
07:45
to do and so I say this the most
07:47
important part of your presentation or
07:50
your messages the clothes and a lot of
07:51
people really kind of go soft there and
07:54
so you want to have a powerful clothes
07:56
you want to make an offer and again you
07:58
don’t have to sell a product every time
08:00
you can make an offer to download
08:02
something special you can make an offer
08:04
to you know to make a donation if that’s
08:06
if that’s your thing if you’re if you’re
08:07
in the nonprofit world or in your the
08:09
corporate space where you can’t sell
08:11
your product or service and so my
08:13
proposition to you is start with that
08:15
irresistible offer your audience in
08:17
front of you what do they want and what
08:20
can you give to them and that’s the big
08:22
takeaway what do you think about that d
08:24
oh man I absolutely love that that is so
08:27
congruent everything exactly iris aqua
08:29
truffle literally last night she
08:31
finished nothing
08:32
so-called expert secrets and we were
08:35
talking about some of the perfect
08:36
weather engine I know the Texaco back
08:38
tonight at the time that he was studying
08:40
with you and it’s really even like on a
08:42
webinar every was listen if you’re
08:44
creating a webinar one of the very first
08:45
things we always do is you start with
08:47
suppose you have to come up with what is
08:50
how you gonna stay what’s your clothes
08:51
what’s your staff how is going to come
08:53
up with that because you’re oh my god
08:55
doesn’t everything you said I hope
08:56
people go back and rewind age is this
08:58
because I want to think that is the most
09:00
important part for any any presentation
09:03
any dsl even it even as your elevator
09:07
pitch when you first meet somebody you
09:08
still have to start with that I think
09:10
that’s awesome absolute and the thing is
09:13
is when we got started in this just you
09:15
know you won’t know whenever you write
09:17
your first PowerPoint or your first
09:18
sales letter you always start at the
09:19
beginning and no one really tells you
09:21
hey what if you did it this way and so
09:22
that’s the big thing it’s I say start
09:24
with that irresistible offer and put it
09:26
in front and you know most people that
09:28
come to me see Dustin I’ve only got like
09:30
five minutes to speak what should I say
09:31
and I say well you definitely need an
09:33
intro could grab people’s attention but
09:35
in when you’re short cut it on time and
09:37
you’re in front of the right crowd you
09:39
can just make an offer you make an
09:41
introduction you can make an offer and
09:43
some amount of people some percentage of
09:45
people will take you up on that on that
09:46
offer here’s an example you walk into
09:49
McDonald’s right you’re hungry right you
09:51
didn’t you don’t just walk into the neck
09:53
dollars that you’re not hungry right so
09:54
here’s the right person and the person
09:56
at the sale at the counter is a 16 year
09:59
old like they have no sales experience
10:00
I’m going to mcdonalds abab there’s no
10:03
sales experience and they’re not even
10:05
listening to you know their trainer or
10:06
their manager so the thing is is the
10:09
offer is in front of you on the menu and
10:12
so literally if you put the right person
10:14
in front of the right offer you can
10:16
screw a lot of things up and you can get
10:18
away with a lot of things obviously we
10:21
don’t advocate that at speaking you know
10:22
speaking Empire and most certainly not
10:25
in the you know clickfunnels community
10:27
but that’s the reality is if you have a
10:29
strong offer in front of the right
10:30
people you can get away with with a lot
10:32
and so that’s a bit that’s a big one I’m
10:34
hit it for that reason because it’s so
10:36
big so I fantastic that bottom
10:40
absolutely so here’s the next thing and
10:42
a lot of people miss this one so we’re
10:44
working backwards so we started like
10:46
you intro story offer body clothes we
10:49
started with clothes now let’s go
10:50
backwards and work with body so on the
10:52
body this is a big one whatever it is
10:56
that you do whatever it is that you
10:58
share with people I want you to create a
11:01
three-step five-step a seven-step it can
11:04
be six it can be an odd number but just
11:06
create some proprietary method or number
11:09
of steps to create success so let’s make
11:11
it real let’s say you’re a chef right so
11:15
there’s five or six steps to creating
11:16
the ultimate meal right are the ultimate
11:18
lasagna well what are those steps people
11:21
love to hear concrete things like
11:24
there’s five things to create success in
11:26
life or there’s three things that you
11:27
can do to save for your retirement or be
11:30
well off right and so a lot of people
11:32
just throw information at but you got a
11:34
package it in the right way you really
11:36
have to sell people on your process or
11:39
your methodology before you can actually
11:42
sell them a product or service and
11:44
that’s a big one that’s all I you know I
11:46
it’s so buddy you always do well gosh
11:48
you know I don’t have a certain number
11:50
and like well then it’s just create a
11:52
certain number doesn’t no one knows that
11:54
so I love what you just said know what
11:55
couples will sell out here two three
11:57
four five six done whatever the number
11:58
is going to be but it’s everybody’s
12:01
business there’s certain I didn’t
12:02
problem for a lot of people they’re just
12:04
too close to their own business they
12:05
don’t realize that you could everything
12:06
can be broken down the secrets or steps
12:08
normal i think is awesome and then so
12:10
here’s a funnel hack to use or iOS
12:12
speaking acker and in fact it’s a lot of
12:15
costs that i know we love hackett around
12:16
here so here’s a hack once you come up
12:19
with in the thing is is just to come up
12:21
with like seven steps so what i would
12:23
say is let’s say you’re a personal
12:24
trainer what does it really take to
12:26
become fit and so teach me in seven
12:29
steps or five however many steps it
12:31
takes what it takes to get the end
12:32
result right and so you may end up at 12
12:34
and ideally i like to go shorter because
12:37
would you rather have five steps to
12:38
success hotel right fine but if if you
12:42
end up at 12 i get it but but try to go
12:44
shorter and then I want you to name it
12:46
and even if you can’t think of a name I
12:48
want you to call it you know the
12:50
Woodward method or the Matthews formula
12:54
or the Brunson principle and put a TM so
12:58
use your last night
12:59
yeah if you can’t think of something
13:01
because a lot of people Dave I’m sure
13:03
you get this they asked well how can I
13:05
be different how can I stand out my
13:06
marketplace well the way you stand out
13:08
is by naming things and being known for
13:11
processes and an formulas like think of
13:15
the Atkins diet right it’s if the
13:18
actions that his name is like it’s a
13:19
process it’s a formula for for dieting
13:22
or having a good life and so a lot of
13:24
people get stuck up on the name and so
13:26
the fact is if you do get stuck there
13:27
and you can’t think of a benefit name
13:29
just call it your last name call it a
13:31
method or a formula and so now you will
13:33
always own that formula or method and so
13:36
that’s a little hack there to really
13:38
create difference in your own
13:39
marketplace so that’s super cool thanks
13:42
a lot that’s awesome all right good keep
13:45
going yeah people are loving it I think
13:47
a good note here is done all right so
13:50
working backwards we’re now at offer and
13:52
so my partner Dave de van hoose he says
13:55
they won’t buy until you make them cry
13:58
now immediately when I say that some
14:00
people you know they Prince a little bit
14:02
and they’re like what are we doing are
14:04
we like pushing buttons and the reality
14:06
is most people don’t realize how much of
14:08
a pain it is like if you think about it
14:11
people are numb in society and they
14:13
don’t really know what it’s like to be
14:17
in their own existence and what I mean
14:18
by that is think about if you had a job
14:20
and now you’re free right when you have
14:22
that job you probably had great security
14:24
you probably had certain things going
14:27
for you but you didn’t realize you were
14:28
missing out on freedom to be your own
14:30
boss you didn’t realize that you were
14:31
missing out go being able to pick up and
14:34
go to an event being able to pick up and
14:36
go with your spouse on vacation whenever
14:38
whenever you wanted and so your
14:41
challenges in entrepreneur is a market
14:43
or speaker whatever you want to call
14:44
yourself is you have to tell people
14:45
about the problem they have and then
14:48
you’ve got to present the solution and
14:50
your solution actually happens in the
14:52
last step which is your Woodward method
14:54
or whatever you’re going to call it with
14:55
the TM behind it and so yeah target the
14:59
pain offer the solution so that one’s
15:01
pretty simple no I it’s really cool I
15:03
think the idea is far as you know I have
15:05
a little baby so you know quote there or
15:07
they won’t by summation
15:09
I see and you know you most people might
15:12
think for that the emotions are why
15:13
people buy that you have to hit them
15:15
into your emotional state I think that’s
15:17
really a super cool idea that’s often it
15:19
was still talking about full story idea
15:21
yeah Dave I just want to echo in there
15:24
it’s a big one because I’m more of like
15:26
your analytical guy i want to sell with
15:28
facts and figures and logic and it that
15:31
does work for a percentage of the
15:33
marketplace you can do that but you
15:34
vastly leave out immense sales without
15:37
making it emotional and so that’s a
15:40
reminder for myself as well and for a
15:42
lot of people out there that say you
15:44
know people want to see facts and
15:46
figures yes that’s an important
15:47
component they need to see proof but you
15:49
also you got to make an emotional so you
15:50
got it got to remember the emotion so
15:53
all right let’s talk story so part of
15:56
that which dovetails is telling your
15:58
story there has to be some sort of story
16:00
of transformation and day whenever I say
16:03
this I always get the look from people
16:05
and they kind of you know they were
16:06
might have a clue me in to that Chris
16:08
Farley if you ever seen that from SNL I
16:12
was living in a van down by the river
16:15
nice a listless everyone wants to go to
16:19
the immediate cheese example as I like
16:21
to say that you listen you don’t have to
16:23
be as cheesy as that however you
16:26
shouldn’t underestimate what’s going on
16:28
here and so it’s the power of
16:30
transformation at cause and so it may be
16:33
your own personal transformation of
16:35
living in a van down by the river and
16:36
now you’re on top of the world it may be
16:38
a transformation of how you used to do
16:40
things a certain way like like I’ll tell
16:43
you like I’m not having your own back
16:45
here but I am and it’s quick files like
16:48
to go and create HTML pages and hook up
16:51
the google analytics to figure out the
16:53
conversion like it took a team to do now
16:56
what I can do right so the pain was it
16:58
was a by aldous software I had to have
17:01
all these people on deck and call on
17:03
skype and put stuff together and now we
17:06
can do this in house with one person I
17:08
can do this now and so that
17:10
transformation is powerful so telling
17:13
that story of how things used to be and
17:15
then what your solution is and how you
17:17
crack the code and created this process
17:21
mission critical in any sales message
17:23
man I again I could need to go on and on
17:26
probably have to have you on a different
17:28
episode just about story aspect because
17:30
I think that such an art storage you
17:31
guys you guys the Masters speaking in
17:34
pirated it really helped people craft
17:36
their story but i think this I know for
17:39
us your pets that they work with Russell
17:42
and we’ve been spent a lot of time on
17:43
this expert secrets book and stuff that
17:45
he’s doing a lot of weight coming out
17:47
with right now it’s focused around
17:48
exactly you said and that’s the story
17:50
whether it is not will live in a van
17:52
down by the river or was your
17:53
transformation or whatever it might be
17:56
that story is what people resonate with
17:58
me Russell it’s so funny like we’re out
18:01
all the time Russell like I am so sick
18:02
and tired of telling my wrestling
18:04
stories or my potato gun story but
18:07
that’s when people go by and you know
18:08
yes it’s he’s so passionate about it
18:11
because wrestling is a part of hillman
18:14
it’s just kind of fun we went to
18:16
recognize my kids and started wrestling
18:17
and it was kind of fun that taken have a
18:20
raffle ticket sales boy you stay where
18:21
he wrestled and again it was all about
18:23
the story we met some of the people who
18:25
he was who he had wrestled with one of
18:27
the guys asked to be wrestled with who
18:28
is a heavyweight guy was actually right
18:30
down in front of him and it was told
18:32
Mike as soon as we met and the very
18:33
first thing on set all date I got to
18:34
tell you the story and I was a story
18:36
about that guy and so it’s to meet
18:38
everything people are captivated by
18:40
stories and you guys speaking in power
18:42
crush the storage size so I love it so
18:44
that’s awesome thanks I appreciate and
18:46
you’re absolutely right everyone wants
18:48
the short like if you if you do this
18:49
quite a bit if you do a number of
18:51
webinars or dsl’s or speak from the
18:53
stage it’s the thing you get bored with
18:55
the easiest and the first but you can’t
18:58
you can’t shortcut and so you got to be
19:00
able to to tell that story and I think
19:02
it’s funny day because I don’t know if
19:04
you saw in the notes but when we
19:05
registered to to take part on the
19:08
podcast and we were scheduling it one of
19:10
the things you add there was what
19:11
questions which we yes and I just know
19:14
around help you didn’t see it to level
19:16
or a thousand because I mean it’s just
19:18
you know this is so ingrained in me to
19:20
the story is critical stories absolutely
19:23
critical all right so the last part
19:25
which is the first part which is now
19:27
your intro so a lot of people have
19:30
questions about this like how do i do it
19:32
and there are no shortage of ways
19:35
to do it classic thing that I actually
19:37
learned from Russell was on a vsl a
19:39
pattern interrupt so you know what does
19:42
this rubber chicken have to do with you
19:43
making money it’s like well what’s the
19:45
heck like what’s like it just like it at
19:47
the pattern interrupt like you’re not
19:48
expecting a rubber chicken that even
19:50
relates to making money and so now it’s
19:52
curious so you can do a pattern
19:54
interrupt a real simple way if you’re
19:56
speaking on a webinar or a better on
19:59
stage is to ask a question so how many
20:01
of you would like me to share with you
20:03
you know how to make money or build your
20:04
next funnel and so it eases you in it
20:07
immediately grab someone’s attention one
20:10
of my favorite one especially for my
20:11
speaker experts out there is using an
20:14
intro video and so I think when Russell
20:18
spoke five times at a dan Tennessee
20:21
conference which by the way Dave I don’t
20:24
know if you know this I actually took a
20:25
picture of Russell in the crowd he was
20:27
right next to me sitting right next to
20:28
me and he was so tired to see like he
20:30
got to the conference and not every
20:31
presentation was done I don’t know if he
20:33
would say that but I’ll let you in on
20:36
some inside ball here and so he was so
20:38
tired and so like during someone else’s
20:40
presentation he’s catching up on some
20:42
Z’s so I said oh this is an awesome
20:44
opportunity I take out my mobile phone
20:46
my iphone I take a picture of him and I
20:48
don’t let him know about it then what I
20:50
did was I went down to a kinkos or some
20:53
poster shop and we made a poster that
20:55
said inner internet marketer making
20:57
money while you sleep in a picture of
20:59
him there passed out catching up on some
21:02
Z’s and i mailed that to him as a poster
21:05
from that and the reason why i tell you
21:08
that story is that that was the
21:09
conference where he spoke five times and
21:11
i believe in his first talk he opened
21:14
with an intro video an intro video and
21:18
so if you are a speaker out there never
21:19
underestimate the power of having a
21:21
video introduce you to immediately
21:24
grabbed the attention you know that’s
21:27
after we often it so I’ve got a million
21:29
things go to my head first of all that’s
21:31
the picture actually is in our hallway
21:33
here so I see ya a day yeah
21:36
second of all I hope it doesn’t get you
21:39
were listening all the sudden yeah we’re
21:41
going through this podcast and stuff but
21:43
I hope you just realize it students
21:45
Dustin jump into the story everything
21:47
just kind of settled in like I want to
21:48
listen I want to hear his story and it
21:50
isn’t only it go I don’t know what two
21:52
minutes story of that but now so captain
21:55
baby and the third thing is I want to
21:57
totally op totally random off topic and
21:59
that is the importance of building
22:01
relationships you guys are the masters
22:03
at that and I can say we have used that
22:06
that photo in a lot of presentations
22:10
we’ve used up photo in webinars we’ve
22:12
using a whole bunch of different places
22:14
but again it just every time we do we
22:16
can give you guys and so I think it’s
22:17
important she ever listen here I guess
22:19
we’ve known each other for a long time
22:21
good friends all I got stuff but still
22:23
it’s those little tiny things that make
22:25
such a huge difference in your
22:26
relationship this podcast talk about
22:28
influence relationships anyways I just
22:30
wanna make sure you guys understand have
22:31
fun with it get excited again the
22:33
interest stories will offer is body to
22:36
close business place you guys this
22:38
secret formula is Lily what can take you
22:40
from not making any month making
22:43
literally seven vision your success
22:46
stories began tire or crazy crazy
22:48
success stories so I guess just solid
22:51
joking the real quick again if love the
22:52
pictures love having your office a
22:54
little day about you know i love that i
22:56
like to I like to share because I think
22:57
I grew up old school and I grew up
23:00
around Russell in terms of marketing
23:01
education and in that circle and so like
23:05
I didn’t realize it so you said it like
23:06
that’s an old-school strategy i took
23:08
that picture but i sent it to them off
23:09
mine and i know we you know a lot of
23:11
folks think especially internet
23:13
marketers they just you know they like
23:14
to think we’re going to automate
23:16
everything we don’t necessarily have to
23:17
talk to people you know we can do this
23:19
one too many without any personal
23:21
reaction and in your right is the
23:23
relationship and it’s making a
23:25
meaningful impact and so taking that
23:27
picture and mailing him a poster you
23:29
know an offline sort of strategy that
23:31
helps obviously online business take
23:34
place you know and create relationships
23:36
so never underestimate the offline i
23:38
love a big time well obviously we’re
23:41
huge we’re known for the internet
23:43
marketing piece but we have been mazing
23:45
we’re talking about these things
23:46
here at good bones is how do we take
23:48
more people off oh I get it I actually
23:51
go out hold other but understand people
23:54
usually every dollar you make omelet you
23:57
can get three to seven dollars making
23:59
that version of offline so that little
24:01
flap well speaking of that lets talk
24:03
about that so one of our big favor so we
24:06
cover the you know the influence formula
24:08
essentially what we will we practice and
24:10
preach here at speaking Empire and teach
24:12
and so now let’s talk about going
24:14
offline a little bit in terms of event
24:16
so I believe for most marketers or even
24:19
small business owners dentists doctors
24:22
anyone that has an office out location
24:24
you have the opportunity to seminars now
24:27
when I say seminars I’m not talking
24:29
about you know funnel hacking live like
24:31
that where there’s thousands of people
24:33
although you can do that that is a form
24:36
of a seminar but let’s say you’re the
24:37
doctor who you know who doesn’t have you
24:39
know that sort of audience well having a
24:41
client appreciation sort of event
24:43
inviting people into your office where
24:46
you have success stories on the wall or
24:48
you have a book of testimonials and
24:50
letters from your patients there is a
24:52
huge opportunity and I remember back to
24:55
Russell and I were part of a mastermind
24:57
and days really good at this at
24:59
influence and so Russell and they’ve got
25:02
together and dave sold Russell let’s do
25:04
an event together and so for a time
25:06
there i remember Russell saying this
25:08
comments and he’s like Dustin I’ve seen
25:10
you more than I’ve seen my grandmother
25:12
and humid Florida and the other side you
25:17
know and I’m like wow and that was an
25:19
uncommon thing so we were doing so many
25:21
events together and part of so many
25:22
things together and so events are
25:25
powerful because like you said did you
25:27
can create relationships it’s why even
25:29
though clickfunnels is a software
25:30
company you guys do a big annual
25:32
conference you do live events on to get
25:35
people there it’s another form of media
25:38
and I believe most people miss out on
25:40
that opportunity and so let me give you
25:43
the solution real quick the solution to
25:45
this is whenever somebody buy something
25:47
for those you that don’t want to do
25:49
event marketing tool time you ought to
25:51
consider including a ticket or a path to
25:54
apply an appreciation event so once a
25:56
year or twice a year if you want to get
25:58
ambitious quarterly you
26:00
anyone who buys from you at a certain
26:01
price point or at any price point you
26:03
invite them to come to your office
26:04
because I guarantee when you get them in
26:07
your energy into your office to meet
26:09
your team or just to meet you it will
26:11
dramatically change your relationship
26:13
and your sales for that matter when that
26:16
occurs you agree Dave oh my gosh yep no
26:19
idea engine oh my we’re just gonna have
26:21
to have a series of you and I on hot
26:23
bath here good so both those guests who
26:27
are listening both Dustin and so
26:29
speaking in fire exits bubbles are both
26:31
actually building their own businesses
26:32
or buildings right now physical
26:34
buildings I know you guys are going
26:35
through a big freak out yeah we’re the
26:38
process right now in fact I be
26:39
finalizing our exam to hold about it and
26:43
the rack get me out of our office camera
26:45
31st passes down by them but it’s
26:47
interesting because one thing we’ve
26:49
actually built into our our building in
26:52
fact almost a third of the space is a
26:53
big event center place where we can live
26:56
enough people come in whether it’s for
26:58
our inner circle or certification
26:59
program or whether we’ve got a brand new
27:02
event that we’re gonna be rolling out
27:03
clone knocking live but we’re talking
27:04
about there where again bringing people
27:06
in but the interesting suggestion we’ve
27:08
been toying around Kevin quite pull the
27:11
trigger on you we’re actually thinking
27:13
about offering that space up for other
27:17
you know gurus who has their own inner
27:19
circles or their own masterminds
27:21
actually comfortable way to use the
27:22
space for free and then have you know
27:25
Russell or myself other members of Team
27:27
B and would come in and you know say a
27:29
few words here and there in addition to
27:31
it kind of goes back to what you were
27:32
just referencing is hard is a great
27:34
thing to basically have you no pictures
27:36
or testimonial books we’re actually
27:38
putting up all over our walls will be a
27:40
picture of all our inner circle members
27:42
and then we’re going to be rolling out
27:43
r2 comma club okay you talk about that a
27:46
podcast but that’s two columns well as
27:49
hard those people who have made over a
27:51
million dollars in a funnel we’re going
27:53
to have their class upon all of our
27:54
walls as well and so it’s it’s a great
27:56
place to showcase your success but more
27:59
important than us you said you get
28:00
someone in your office guaranteed the
28:02
dollar amount that you’re going to get
28:03
from them that it’s other what multiple
28:05
you want to put on it it’s going to go
28:06
out for sure I’m with you I think we
28:09
should do a JV on the the building thing
28:11
so that we are considering that idea to
28:12
rent
28:13
out for giving the space to folks and
28:15
maybe there can be an east campus in a
28:16
West Campus yeah so events like are a
28:23
big thing in so you’ll see even Google
28:24
or let me think of another day let me
28:26
think of a Warren Buffett right and so
28:29
they’ve got all these companies in
28:30
warren buffett you know for all the
28:31
stockholders in his company’s holds an
28:33
annual conference right and so it stood
28:35
quite a production if you’ve ever heard
28:37
about it if not look into it and so they
28:40
sell a lot of chocolates and all the
28:42
different things all the different
28:43
companies that are represented there and
28:44
so you know Microsoft Google you know
28:47
Apple right they’re all live events even
28:49
though they stream them there’s a live
28:51
gathering eyes I want to echo that to
28:53
remind people i know it pushes someone
28:56
out of their comfort zone because they
28:57
love to do the online thing but events
29:00
you know you don’t have to be a slick
29:02
sales person you don’t have to
29:04
understand influence i think if you have
29:06
the right product on the right message
29:07
not i think i know you have the right
29:09
product right message but you just give
29:10
people the opportunity to interact and
29:13
engage with you live magical things
29:15
happen magical things happen oh i love
29:18
it although you and I can move extendes
29:20
on this podcast I got it I got a great
29:22
show it to a close here but I hear what
29:25
I wanted to make sure before we did if
29:26
there’s any last words and then you die
29:28
kind of talk beforehand about some
29:30
experience and stuff you’ve got going on
29:31
that might be beneficial toward put some
29:33
shoes or so it kind of wrap it all up
29:35
and bring out to get it or love it
29:36
alright I appreciate that appreciate
29:38
opportunity we do three big events a
29:42
year and that actually may be coming
29:43
shortly to two events a year less is
29:46
more it’s the big thing we’re learning
29:47
here at the empire but nonetheless we do
29:50
an event like so if you love what you
29:51
heard here and want to go further with
29:53
it meet some of the members of the
29:54
speaking Empire community we do an event
29:56
called the amplify experience and it’s
29:59
our belief that everyone has a message
30:00
inside you may not know what that
30:02
message is that’s okay because it
30:04
amplify you understand what it is you
30:06
refine it and polish it and then we show
30:08
you how to amplify that message so with
30:10
it your messages to sell your product
30:12
service great raise money for your
30:13
charity off your church leader great
30:16
really at the end of the day it’s all
30:17
about marketing and sales and influence
30:19
and so we teach that at amplify
30:21
experience which i would love at all
30:23
quick final members to be a part of just
30:26
to really take your
30:27
you know skills to the next level and
30:29
have every skill available to you so
30:31
that’s at amplify experience calm and if
30:34
you like digital cool blueprints and
30:37
graphics and cheat sheets and checklist
30:39
my irresistible offers if you’ll come to
30:41
speaking Empire calm and you locked in
30:43
right there on the front page to our
30:46
list we will send you speaking
30:48
blueprints and tips and strategies for
30:50
how to increase conversion the last
30:52
thing I want to work in here Dave I know
30:54
we gotta roll one of my most favorite
30:56
resources is actually Russell’s a
30:59
hundred and one conversion hacking book
31:01
that you can get for free if you pay
31:03
shipping and handling i think in the
31:05
back of that book it talks about the
31:06
power of trial closes and how it
31:08
increased his conversion on a webinar
31:10
big time by doing that so make sure as
31:12
well to check that out that’s on Russell
31:15
site but I it’s such a powerful resource
31:18
if you’re into webinars and influence to
31:20
check that out as well I’ll put all
31:24
those links into the show notes in fact
31:26
doesn’t I will make sure that the way to
31:28
the great secret garden what tests and
31:30
everything else I’ll actually ever fill
31:32
it Oh put your affiliate link there
31:33
since is what I mentioned it no oh
31:35
you’re the man they can click on that
31:37
map your affiliate link when don’t
31:38
Dustin is office that looks that it’s
31:40
not talking you always creatively for
31:42
speed again real soon any other party
31:44
weren’t before wrap things up yeah I
31:46
liked in with this so whatever your goal
31:48
is it can be business related health
31:50
related it can be relationship that love
31:53
of your life right whatever your goal is
31:55
if you’ll just take one small action a
31:57
day what I mean by that is go watch a
31:58
webinar go read an article call somebody
32:00
on the phone listen to a podcast just
32:02
one small action towards your goal
32:04
whatever it is if you chunk it out like
32:06
that and 365 days you’ll take in 365
32:09
actions and you’ll absolutely be amazed
32:11
at where you end up you can just chunk
32:13
it out dancing more than that but thanks
32:16
so much thanks for listening to funnel
32:18
hacker radio podcast if you’d like to be
32:20
notified anytime we release a new
32:21
episode just subscribe over at bottle
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thanks again for listening

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