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With Steve J Larsen?"

This episode has the details...

Today we have a BIG announcement coming up, something I’m very excited about! It’s a new project that I think you’ll love if you are looking to take your marketing game to the next level. We’ll go more in-depth in this episode, so please buckle up for the big launch and tune in to hear more! 

Secret MLM Hacks is closing, so I tell you about a backdoor that we're going to leave open for those of you guys who are huge fans of the show. And also about where the remainder of my network marketing-related services and products are actually available.

How did I create an exit, a product-closing campaign? Right now, I'm really big on the campaigns. I'm really big into sales pressure. Some of my favorite stories are of these old dead rich marketers who didn't have the Internet in their day.

How did they create noise? How did they create sales pressure? How did they create campaigns in order to get sales? 

And when you think about that and you think about what the standard person does today to cause noise around their product, we're pretty weak at campaigns now. I actually think that campaigns is kind of a dying skill set.

And so I'd started walking through the exit campaign a little bit in the last video, but I'm going to cut over to the final exit campaign strategy in this one.

This is really valuable stuff - Stay tuned as I walk you through the exit campaign that I put on the back of Secret MLM Hacks.

Key Takeaways:

• Creating a message that includes the “who”: Who I'm selling to and not selling to (5:24)
• Where they're going, the problem they're solving (5:36)
• I'm going to create an offer which helps them get where they're trying to go (5:40)
• Facebook posting is not marketing; it is an aspect of marketing (5:52)
• Campaigns are the thing that I can go and I can actually influence (6:09)
• My favorite four types of traffic: Publishing, Dream 100, affiliates, and ads (6:59)
• They know it's awesome, but its title has raised eyebrows (10:33)
• I'm not going to stop Secret MLM Hacks; public access to it is closed (13:59)
• The difference between Funnel Hacks and Funnel Builder Secrets (14:47)
• Secret MLM Hacks is actually more akin to Funnel Builder Secrets… (16:23)
• Most likely, I'm going to make a completely separate course (21:44)
• Natural, normal business problems as products and landscapes evolve (27:04)

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Additional Resources:

ModernDownlineCoaching.com

In the last four-five episodes, I've shared with you guys specific things that have been going on in my business.

I’ve talked about the way I've built Secret MLM Hacks and the systems that have built this, which have allowed this to be kind of on the back-end of my actual business.

This is not my actual full-time business. It's not my actual full-time focus.

The reason why my downline continues to grow, the reason why there are so many things that I'm able to pull off with this is that I treat this like any other business.

And so, I actually am shutting down Secret MLM Hacks. There are lots of things going on personally. There are certain opportunities that are coming my way.

There's a lot of things that are happening, and for me, it just doesn't make sense to keep it open anymore.

Stay tuned as I recap as to why it has been such a big deal.

Key Takeaways:

• All business has three needs... (2:14)
• I sat back about seven years ago and had this idea (2:43)
• It's gotten past that critical spot where now it grows on its own (3:52)
• We’re closing public access to Secret MLM Hacks (4:37)
• Why my team is so unique (5:15)
• Growing it to a real asset that actually pays for other assets (6:24)
• I teach traffic methods; I send the traffic to something that’s somewhat cheapish (7:26)
• I send traffic to this self-liquidating offer - money dumps right back into traffic (8:10)
• I'm not involved with that at all (8:48)
• Do you want me to send you free leads? It’s all automated (9:37)
• Hack MLM walks my downline through their first 30 days inside my MLM (10:03)
• When I first got hired by Russell Brunson… (10:19)
• How I structured the show to be so successful (14:18)
• Getting people to come to you to join your downlines (15:55)
• How Secret MLM Hacks came about (17:10)
• SMH was relaunched because of the ClickFunnels-certified partner program (21:46)
• Go see what’s the content your dream customer is consuming… (24:41)

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Additional Resources:

ChatbotsForMLM.com

The way you bring somebody into your downline, the way you sell somebody, often determines what they do afterwards. That’s true for any business, any product, any sale ever. So if one begs somebody into the downline, chances are they would beg them to do something afterwards.

This is what I found out - If I begged them to come and buy the product, I would beg them to go and continue to buy the product. If I wanted to stop that, I needed to stop begging people after they buy to continue to do things. I had to stop begging them to join or buy in the first place. And that changed everything for me.

And I started sitting down, I started realizing: “Wait a second, how are these guys actually recruiting?” Which ultimately brought me to the question: “Wait a second, what are the top earners actually doing to recruit? What are they doing to actually sell the product?”

I started looking around, and I freaked out. Almost none of them were doing home meetings, phone meetings, hotel meetings, going to malls. Almost none of them were doing that.

Instead of saying: “Come, join my downline,” they're saying: “Hey, check out this cool little book I wrote.” Not that you need to go write a book, but that's the principle. Stay tuned to know more.

Key Takeaways:

• They have small little products that they send people to (4:09)
• Want to change your business? Change your bait (5:54)
• You can use and sell secret MLM hacks, keep the money, and collect leads (6:34)
• Changing the bait, not just to attract people, but also to repel a certain type (9:14)
• When someone wants to join my downline, I wait for them to go through my funnels (12:02)
• Being good at causing value in the marketplace, giving free goodies, something that's cheap… (13:48)
  

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Additional Resources:

https://SecretMLMHacks.com/live

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Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next FREE training.

And if you haven't already, head over to Apple Podcasts and leave a rating and review on the podcast if you've got any value from it.

In MLM, if somebody walked up to you right now and you were hanging out with your upline or downline and said, “You know what, I'd like to buy.” And there indeed are people out there who just are looking for your product and they truly want to purchase it - They'll just be the easy laydown sales. 

But if you're hanging out with a bunch of other people who are your upline or downline and they're looking at you and they say: “Who should I buy from?” Does it matter to the customer and the outcome they're trying to get as to who they buy from? No, but it definitely matters to you guys - It has a bearing on the money you make.

So what you need to sit back and think is: “Well, how can I make myself different? I'm going to make myself stand out amongst the crowd to actually go and be successful with this.”

Your product delivers solutions to people, but it also causes problems that they never had before. Every single solution that you deliver to a customer, whether it's the opportunity or it's the product itself, has a bunch of follow-up problems with it, and you need to understand that clearly, and I want you to know that it's actually an opportunity.

What are the top three issues that your product causes for people? Once you've got a list of those follow-up issues, you're going to start brainstorming how you could solve them. And then build a bonus around it to be given away when somebody joins you. 

What I came to realize with time was that in the network marketing space, the MLM space, if somebody wanted to join my team or buy the product from me, I needed to stand out. And in Secret MLM Hacks, I want to teach you how to do that, so stay tuned.

Key Takeaways:

• Your upline and downline are competition for you (5:46)
• Think about all the problems your product causes for people once they buy it (6:23)
• Quickly write down on a piece of paper the follow-up problems (7:26)
• Give away a bonus that solves those problems for somebody when they join you (10:16)
• Being unique and standing out amongst your upline and your downline (11:04)
• It's not that people don't want to buy or they hate to be sold. It’s just that you're not good yet at being a marketer, at standing out, and at out-valuing the competition (13:52)

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Additional Resources:

https://SecretMLMHacks.com/live

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Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next FREE training.

And if you haven't already, head over to Apple Podcasts and leave a rating and review on the podcast if you've got any value from it.

In fact, these are very simple principles that every other industry on the planet is using online. For some reason, in a lot of network marketing or MLM, there's this negative connotation to using the Internet. 

I just set these systems up there in the back and my teams are constantly growing and buying and auto-shipping and selling to more customers and they're finding people. And I'm building, I've got some pre-built funnels for them and they just go download them, use them and install them. And you have to understand that's why this game is so powerful. 

Understand what you can control, understand what your role is in this business. To me, it's not worth it to be continually saying the sales message over and over again, not knowing if they'll do anything and not knowing if they have a pre-existing desire to buy. I'm going to let them self-select. I'm going to let them click on my page. I'm going to let them watch it. I'm going to let them reach out and ask to join my team. And that's how we do it. And that's what I want to teach you guys how to do as well. 

The leverage is strong, so much so that I don't have to pitch thousands of people. A page is going to do it for me. I'm just going to say my sales message once, and I'm going to follow scripts that I know work. It's like a fill-in-the-blanks template, and then, I'm simply going to drive traffic to it. Stay tuned to bypass the years of trial and error I went through to figure things out.

Key Takeaways:

• My first dollar on the Internet came from affiliate marketing, back in college (1:37)
• We set up a landing page; net earning: nada, but 17 people joined our email list (3:20)
• I stopped trying affiliate marketing but kept doing things on the Internet (4:55)
• We did client work and got hired out of college to work for Russell Brunson (5:23)
• Giving away bonuses to those buying a product through Russell's affiliate link (6:36)
• I wanted to go back and I wanted to try network marketing again (8:37)
• Affiliate marketing and network marketing on the Internet are the exact same model (9:46)
• If you want to automate the MLM game on the Internet, learn affiliate marketing (11:03)
• Giving away bonuses around what the MLM’s product user may struggle with (12:56)
• Old-school MLM promotion methods: Automation makes a huge difference (14:21)
• Most of them just don't know how to use the Internet’s leverage power (17:02)
• Understand what you do control and what you don't (21:50)

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Additional Resources:

https://SecretMLMHacks.com/live

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Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next FREE training.

And if you haven't already, head over to Apple Podcasts and leave a rating and review on the podcast if you've got any value from it.

I was in college, while she had already graduated. I really didn't have time to be in a job. In fact, we were living on student loans. 

I started looking for opportunities to make some extra cash. I started trying businesses and launching stuff. I was doing all kinds of stuff and nothing really seemed to be working. I remember I was staying up super late, getting up really early and studying and then doing stuff. 

And then, one day, a buddy from college called. He went: “Hey man, I got this guy. He's on the line right now. He's going to help us make a bunch of money. I don't quite know how it works. You've got to talk to him.”

He called, I answered and as soon as he started talking, I was like: “Why do you want me to pay a little bit of money in order to join this thing?” I was like: “Shouldn't I just be able to do it?” And I started fighting with him on it.

And I was like: “No, I'm not doing this. Is this one of those MLM pyramid things?” That's what I asked him. 

I was mad that my buddy did that. I hung up and I was like: “Absolutely not. Don't ask me to do that again.” That's what I said to his upline.

I ended up telling my buddy: “You know what dude, I'll do it for you. I’ll join. I'll jump on in.” And I joined his downline. I drove down to meet the guy that I had just kind of chewed out on the phone, which was a little awkward.

So we started writing down this big list of people in my phone directory and he didn't let me leave until we called. I called everybody in my phone. I did. I reached out to so many people and I went hard, and people were like “No, no, no.” And it got really, really awkward.

Probably after a few weeks of running really hard at this, I realized that there might be another way to this. 

I got so frustrated that I kind of gave it up. I was like: “I am done with MLM. I am done with that word ‘marketing’. I do not want to be a part of this anymore.”

Stay tuned to find out as to what brought about the turnaround.

Key Takeaways:

• My first big experience in the MLM space didn't go well (3:12)
• Fast forward a couple of years, I was hired by the ClickFunnels CEO (9:23)
• Russell Brunson was playing the game differently than I had been taught (11:24)
• I decided to start putting up some recruiting funnels; I started learning how to attract people already interested in joining MLM (12:04)
• I realized I didn't have a strong enough filter on who I was trying to get into my downline (12:22)
• There are millions of people out there who are begging to find another cool opportunity because they made their last one work (13:20)
• When I started realizing that I needed to be strict about who I was trying to attract, the whole game started changing (13:40)
• Three ways to grow a downline: Get more customers. Increase the amount of spending. Increase the frequency that they buy (15:08)

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Additional Resources:

https://SecretMLMHacks.com/live

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Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next FREE training.

And if you haven't already, head over to Apple Podcasts and leave a rating and review on the podcast if you've got any value from it.

Well, there’s a danger if your customers don't actually use the product. If they don't use the product, it means you don't get any testimonials because you're not getting any success stories. People think that it doesn't do everything that you thought it would. They even start to wonder why they're paying you.

People don't think it could do everything that you say it does because they're not using it, so they don't get success with it. So it's one thing, like I said, for you to sell the product, and that's completely another thing for them to actually go use it. 

And because of that, onboarding systems are the best way. So when you're going out and about and you're actually selling the product, the easiest thing for you to go and do is to learn how to onboard people, not just sell them.

For any product that I sell, there is a written-out onboarding system as well as a written-out usage system.

You’ve got to encourage people to actually use the thing that they're buying. One of the biggest ways a lot of MLMs have grown is by combining the power of their sales and onboarding systems. Stay tuned as I walk you through how onboarding goes on to fuel product sales and recruiting.

Key Takeaways:

• A challenging aspect of any business: Getting people to use the product they buy (1:47)
• Having a unique standalone system around selling any product, not just recruiting (4:09)
• It's common for new people in any MLM to freak out over the sale (4:44)
• How ClickFunnels encourages you to use their software with a challenge (6:14)
• Make sure whatever it is that you sold also comes with an instruction manual (8:27)
• A bite-size, day-by-day challenge or some other sequence for the onboarding (8:48)
• These bite-size things increase the consumption of the product… (9:48)
• As new customers take these tiny steps, it triggers those feel-good hormones (11:04)

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Additional Resources:

https://ChatbotsForMLM.com

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Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next FREE training.

And if you haven't already, head over to Apple Podcasts and leave a rating and review on the podcast if you've got any value from it.

I'm a little bit obsessed with going backward in history and finding these really cool stories of marketing. And then we add on the power of the Internet, the automation of the Internet. And the game gets really fun from there.

In this episode, I’ll be sharing with you a couple of stories from old times simply to illustrate the point that MLM today is very simple - You need to get good at causing noise and because of the Internet, it's very easy to do that today. 

You’ve got to understand that the whole goal here is for you to create these small little instruments that create noise in your direction.

I'm still auto recruiting every day. People are joining my downline fast because of the systems I'm teaching to build inside this program. 

In fact, my podcast “Secret MLM Hacks Radio” is a marketing tool. As I toss episodes out there, I get people coming in and saying: “I would like to learn a little bit more about that.” It's noise in my direction. I'll put little freebies out there and it's noise in my direction. To know more about how the Internet has made the game easy and simple, stay tuned.

Key Takeaways:

• Creating noise before the internet (1:17)
• Freebies have always been a big deal - A story from the time when pennies were made of a material that was actually worth something (4:14)
• We've spent a quarter-million dollars in ads for Secret MLM Hacks (8:14)
• Creating a freebie that attracts the right kind of person coming on in (9:21)
• Turning on Facebook ads can be part of a campaign, but it's not a campaign (10:03)
• Doing a summit around MLM (11:17)
• The biggest ways MLMs go from zero to a billion dollars (11:34)
• Creating small front end, easy information-based things (12:50)
• Pulling out those people who are interested in that thing, and then you pitch them (13:53)
• Don't try to be distribution; try to create and tap into existing distribution channels (14:49)
• I'm not even the one pitching them at all… (16:58)
• They buy because we are good at causing noise around the product, not because of the product (19:50)
• What can I say that will create noise in my direction and will channel the noise in my direction (19:55)
• One small funnel around a little tiny front end, and then just do it again and again (21:16)

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Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next FREE training.

And if you haven't already, head over to Apple Podcasts and leave a rating and review on the podcast if you've got any value from it.

Well, when I have no criteria on the kind of person I want to bring into my downline or sell my product to, I have to be very good at varying levels of education. 

And when I go and I sell somebody who's already been in an MLM, that means I don't have to go and answer questions such as - Is this a pyramid scheme? How does this work? What is a downline? What is a comp plan? What I'm saying here is that when you start figuring out who you actually want to be in your downline, get strict. That way, you're actually making it easier for you to sell and the path to success with you smoother for those people.

At one point in my MLM career, I realized that I had not put enough filters into who I was trying to recruit and because of that, I was getting anybody who had the money. That is no way to sell anyone into anything. Money is not supposed to be the only criterion. What I then started doing was I started putting more criteria in and it made my success rate go up, because I suddenly stopped getting people who had never done anything in their life, ever. 

And because of that, I could get more specific in the training and thus, they could go further, faster. Hence, my success rate shot up. Stay tuned to know more.

Key Takeaways

• When I left my job, I started selling to anybody who was in MLM - that was good (2:44)
• Going after people who are already marketers is not harder than any other sale (6:34)
• The way I bring somebody in usually determines what they will do afterwards (7:02)
• Figure out your criteria of who you want and what they already know (8:31)
• Get into a situation where it’s like your golf ball is an inch away from the hole… (11:51)
• What I look for is markets who are educating my market for me (12:19)

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Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next FREE training.

And if you haven't already, head over to Apple Podcasts and leave a rating and review on the podcast if you've got any value from it.

We're actually partnering in a product that you might not know about.

I thought it'd be cool to bring the genius behind the product itself on the show and tell you guys about it and why it's been so awesome.

My guest today is one of the most sought after Chatbot builders that I know of.

Even amongst the ClickFunnels inner circle, Nico is one that is consistently mentioned and pointed back to.

Being able to have him on the show is a real treat.

Without further ado, everybody please welcome Mister Nico Moreno.

CHATBOTS FOR MLM WITH NICO MORENO

How are you doing, man?

Nico Moreno: Oh, I'm doing great, Steve. Thanks so much for having me.

It's a pleasure to be here. I’m really honored and excited.

Steve Larsen: This is awesome. Thanks for taking the time.

Nico Moreno: Yeah, absolutely.

Steve: I can't remember how it was we got connected…

Nico Moreno: I remember, I think…

Steve: Do you? Okay. You can tell the story. [chuckle]

Nico Moreno: Well, I remember the first time we talked... The first time we spoke in person.

It was at Funnel Hacking Live two years ago in Dallas.

Steve: Yeah.

Nico Moreno: I signed up for the FHAT event and I was asking you about it.

I was like, "I don't know if this is right for me."

And you were like, "Oh well, here's all the things to consider."

That was the first time we spoke in person. Other than that, I'm not sure if we were connected before or after on Facebook…

Steve: Yeah. I started thinking about ways I could use Chatbots for MLM and webinars… Things like that on the internet, and more things in the MLM space.

I can't even remember who it was, but somebody in Russel's inner circle that was like, "Oh my gosh, you have got to see this guy. His name's Nico."

And I started looking through your stuff, and I was like, "This guy is as psycho about Chatbots for MLM as I am about funnels, and I love that."

I was like, "I need to get connected with this 'cause it's so crazy."

I don't remember how it happened…. But I reached out and you said YES!

THE MOST SOUGHT AFTER CHATBOTS FOR MLM

For anyone who doesn't know… Nico is one of the MOST sought after Chatbot builders.

He created really cool Chatbot sequences for the MLM space, specifically for our purposes.

If somebody wants a sample of your product or they want to get on the phone with you, it guides them.

It lets them control the conversation rather than you trying to sell them.

How did you get started building chatbots?

Nico Moreno: It's an interesting story…

One-and-a-half - two years ago I saw that it was possible to add a Messenger Chatbot to a Facebook ad and I was like, "Oh, that's new. Okay, I'll just try it out."

So I tried it out and it worked pretty well for an ad. I got some decent results.

Then I started playing around with this software, ManyChat, which is the software that I use to build Chatbots for MLM. From there, I was like, "Hey, you know what? These worked pretty well for my ads, I wonder if there's a way to get people to sign up for my webinar."

I've had a bunch of different Facebook groups throughout the years. But at that point, I had a decent sized Facebook group. I was like, "Hey, what if I invited people to a webinar but I had them register by clicking on my Chatbot link instead of with email?"

TESTING CHATBOTS FOR A WEBINAR

So I tested that… And it was partly because I was lazy.

I didn't wanna set up the email sequence and I also wanted to experiment and see if it worked.

So I got my Chatbot link all ready and I was like, "Hey guys, I'm doing a live webinar this Thursday. If you want to attend, click on the Chatbot link and get signed up."

The results were INCREDIBLE.

I can't remember the exact number… But I wanna say I had a 50%-60% show-up rate.

Steve: WOW.

Nico Moreno: For my LIVE webinar, which is...

Steve: That's NOT normal.

Nico Moreno: I didn't set up any emails for the webinar and I was getting 90%+ open rates on the Chatbot messages too.

Steve: 90%?

Nico Moreno: Yeah. Some were even close to 100%. It was crazy

Steve: That's higher than a text message to a friend.

Nico Moreno: That's so true. Sometimes you just don't respond to your friends… But people respond to Chatbots.

That was the first time I really got into them. I was like, "There's something really special here. I know that all my friends in the Funnel Hacker community and ClickFunnels community do webinars too. They need to know about this."

USING CHATBOTS FOR YOUR WEBINAR

As you probably know the typical show-up rate for a webinar is in the 20%-30% range.

Steve: Yeah, if it's super good you’ll get 20%-25%.

Nico Moreno: So when I got 40%-50% from using that little Chatbot, I was like, "Holy crap. This is something that all my friends need to know about."

Then I started talking about it and showing people what I had done for that webinar to get so many people showing up.

A big part of your webinar strategy is the actual follow-up sequence after the webinar. Because I had such an incredible open rate on the Chatbot messages, I noticed people were buying more of the offer through the follow-up sequence.

It was pretty cool. That's how I got into building Chatbots and helping other people with Chatbots for MLM.

I just did it for myself and then I realized, "Wow, there is something really special here." And then I started sharing it with other people.

Steve: What you were doing is NOT normal.

Nico Moreno: It's so unintuitive.

But at the same time, once you see it in action and once you see it behind the scenes in your ManyChat account, you're like, "Oh okay, it makes sense."

CHATBOTS FOR MLM ARE BETTER THAN EMAIL

It's the same overall strategy and psychology as an email sequence for webinar registrations.

But it's that much BETTER because it's personalized. It lets the prospect or the lead engage with your Bot ...

I'm excited about today's episode. I just got off a webinar and I've done this webinar three-ish times now. 

Two of those times have been in the last few days… Come to think of it, it’s probably my fourth time doing it. 

But what's interesting about it is… When you do a pitch over and over and over again, you start to notice things that make it more or less effective. 

So I’ve been able to see what things make this pitch MORE effective. 

And I've been changing things like crazy over the last four tries. 

When I did the webinar two days ago, we generated $10,000. I wouldn’t be shocked if this next one does $30 or $40 grand. 

KNOWING WHY THEY DIDN’T BUY YOUR PRODUCT

One of the keys to understanding why they didn’t buy your product is knowing how frequently you’re pitching. 

Some people like, "Well, my pitch is not amazing" Because they've only done their MLM pitch twice… It doesn't quite work like that. 

You need to be doing A LOT of these. 

VOLUME MATTERS! 

… Especially when it comes to pitching. You get better at it the more you do it. 

That’s just ONE lesson I wanted to toss your way today. 

But I have an even BIGGER one for you ;) 

So let me tell you another story (you know I'm obsessed with old school marketing stories)... 

Whether you’re:  

• Listening

• Watching

• Reading 

To this right now… You may have seen the movie The Greatest Showman. 

That was a good movie. 

The Greatest Showman is about P.T. Barnum's life. The issue is that the movie is that it’s largely made up. 

It's a great movie. I still recommend watching it if you've never seen it. 

But Hollywood portrays P.T. Barnum as being this young father trying to provide for a young family by buying a circus. 

#TotallyMadeUp

The Circus was his retirement project much later on in life.

What P.T. Barnum was really known for (and what his entire career was based around) was his museum. 

Tons of people came to his museum. It was a Museum of random and rare artifacts. 

So the name of the game for Barnum was… “How can I get people to physically show up to my museum on a consistent basis?” 

One of the strategies that Barnum used to get more people to come to his museum is actually shown in the movie. 

THE JENNY LIND CAMPAIGN

In the movie, Greatest Showman, P.T. Barnum meets a lady named Jenny Lind. 

Jenny Lind is this AMAZING, famous opera singer from Europe. She has a massive following. 

Everyone in Europe is like, "Oh my gosh, I love Jenny Lind. Jenny Lind is incredible."

So P.T. Barnum has an idea, "Let's bring her to America… And maybe she'll help me fill my museum." 

And so that's exactly what he does.

He reaches out to Jenny Lind and says, "Hey, would you come over to America and sing your amazing opera songs over in there?" 

They don’t show this part in the movie. 

P.T. Barnum is walking down the street and he starts talking to people about the fact that he's bringing the famous European opera singer, Jenny Lind, to America. 

But no one knows who she is… 

He finally gets to a doorman who opens the door for him and he goes, "I'm bringing Jenny Lind to America." 

And the doorman goes, "Who's Jenny Lind?" 

And Barnum freaks out!

He’s gone into DEBT just to bring Lind to America and he realizes that nobody knows who she is. 

P.T. BARNUM’S CAMPAIGN

So what does Barnum do? He has to do is create a STORY… A campaign around Lind so that people know who she is when he brings her to America.

Barnum hires 46 reporters. Those 46 reporters start feeding the media stories about Jenny Lind. Stories are about Jenny Lind's:

• Likes

• Dislikes

• What she loves

• Her personal opinions on social matters

… They create an entire character around Jenny Lind in the press and she's not even there yet. 

It’s all for the purpose of educating the media on who she is. 

Barnum even goes so far as to have Jenny give a farewell speech in Europe so that he can make another story about her in the American press. 

Barnum had also created so Jenny Lind swag: 

• Clothing

• Bakery items

… This was a big deal. 

By the time Lind showed up… There were 30,000 people waiting for her at the docks.

WHY DOES A CAMPAIGN DIE? 

 Now… This is where the story gets interesting. 

20,000 people follow her to her hotel. 

There's so much buzz! 

P.T. Barnum keeps selling out all these stages.

First of all, if you wanna see me riding a bike and doing a podcast episode at the same time, head on over to YouTube and watch this episode ;)

https://youtu.be/dFaFYxx1cVg

I've had a ton of fun in the last two months. For some reason, I've been diving deep on some of these old-school marketers and the ways they used to make money WITHOUT something like the internet.

I think the internet is AMAZING… But I also think it's a distraction.

If you can…

1. Remove the internet
2. Learn what the old school guys had to do
3. See the patterns that they went through to sell

… THEN you can add the internet back into the equation!

Once you’ve done that, the internet is POWERFUL. But before that, it's a distraction.

We will rely too much on the distribution of the internet and use it in weird ways that aren't actually that helpful to us…. Because we don't know what to do without it.

BEFORE WE START TALKING ABOUT TURNING YOUR PRODUCT INTO AN OFFER

I grew up in Denver, Colorado, and I love Colorado. Colorado's amazing.

I grew up in Littleton, and I'm the oldest of six kids. My parents are amazing. They were our parents FIRST before becoming our friends, which I appreciate a lot, and I'm trying to do that for my own kids.

When I was like 15-years-old, several of my friends died in a car accident which made me not wanna drive or get a license. I didn't start driving until a lot later on.

And my parents were being parents and they said, "Hey, we want you to go get your Eagle Scout before we'll let you drive."

And I was like, "Oh well, that sucks” and for a little while, I fought it. I ended up getting my Eagle - which is great.

Even though I didn’t drive, I still got around but I would ride my bike all over the place.

I would bike so far! I put a lot of miles on my bike when I was in high school because I rode my bike everywhere before I got my drivers license.

I went on a 10-mile bike ride the other day… And I did 20 miles the day before that. It's not that long I know, but it's not a mountain bike, so it's a lot harder.

TURNING YOUR PRODUCT INTO AN OFFER

I wanna talk to you about turning your product into an offer and take you back to the essence of offers.

We’re also gonna look at what these old school marketers had to do to sell their products.

When you realize what these guys had to do, you start to see these patterns all over the place. Then you can see how these mainstream products actually got into the marketplace.

I might have told this story in the past but it’s one of my favorite stories about a man named Albert Lasker.

Albert Lasker has been coined as the father of modern advertising. That’s a pretty, awesome title to have.

Sunkist came to Lasker in the early 1900s and said, "Hey, we're Sunkist. We have oranges but people aren't eating enough oranges.

For some reason this year, there's been an increase in orange production. Our trees are producing sooo many oranges that we're chopping our own trees down."

They were literally cutting down their own trees because of the overproduction of oranges.

So they want to Lasker and said, "Would you help us sell more oranges?"

Lasker and his team sat back and started thinking about HOW they could increase orange consumption significantly.

They came up with an idea... Which at the time, was an extremely thing.

Instead of eating oranges… What if people drink the juice from the orange?

No one was drinking orange juice. That was a foreign concept.

He literally invented the concept!

They found out that it would take two to three oranges to fill up a glass with orange juice.

This is literally how orange juice came to be. It was not a thing until Albert Lasker made it up.

LASKER’S ORANGE OFFER

Lasker got his team together and they made this really cool campaign called "Drink an Orange."

While they wanted to sell the oranges… That's NOT what they sold.

Have you ever seen one of those orange press things where you chop the orange in half, take half of it and you squish it down on top of it?

They created that and they called it the ORANGE EXTRACTOR.

The offer that they created was “Buy the orange extractor and get a bundle of oranges for FREE."

Let's think about this for a moment, 'cause this is really clever.

QUESTION: What do people actually want to buy?

ANSWER: The oranges.

They took the sexiest part of the offer and they made it FREE!

“Buy the orange extractor and get a bundle of oranges for FREE."

That was the offer. Very sexy, very clever.

Lasker helped save Sunkist. He's the reason orange juice came about, why Sunkist exists, and why we drink orange juice.

TURNING YOUR MLM PRODUCT INTO AN OFFER

QUESTION: Why am I saying at this and what does this have to do with MLM?

THIS concept is what’s going to help you in turning your product into an offer!

I want you to start thinking about what problems your customer has that you could solve with another product.

So one of the easiest ways to sell MORE products is by turning your product into an offer and giving away something else with the sale of your product.

I know what you’re thinking right now, "But my compliance won't like that."

Find a freaking way to make it work! The principal is still the same and that's exactly what I do.

When someone joins my downline, I tell them, "Hey, if you join my downline, I'll give you X, Y and Z that will help you get automated leads coming in to your business”

P.S. It's super sexy. My MLM loves the concept and they're totally behind it. It's super awesome.

I increase the value of joining my downline. That's all you're trying to do.

Ask yourself, “How can I increase the value of the product that I sell?” It all comes back to turning your product into an offer. The easiest way to do that is to solve more problems for them.

Start thinking about the problems that your product creates for your buyers.

What problems are you giving your customers and how can you solve some of those follow-up issues?

That’s all there is to turning your product into an offer. BOOM.

I never tell you guys what MLM I'm in… (I think I might have let it slip once or twice) because I don't want you to think that I'm trying to pitch you.

I'm trying to change the industry as a whole.

HOW TO CREATE AN OFFER WITH YOUR PRODUCT

We’re doing something right now that’s along thes...

I'm actually really excited to teach you how to launch an MLM product. A lot of research and time has gone into planning and putting this together. 

I wanna do a couple of things here...

First of all, I want to bring attention to and help you think about how Hollywood launches a movie. 

Now think about this with me for a moment. 

There are really cool movies that are coming out soon, and I LOVE going to movie theaters! I love... 

• The experience

• When you walk in the light is a little bit dim, which makes the pupils dilate a little bit more (they do that and restaurants also)

• The ambiance

 There's a lot to it!

I'm actually a theme park junky as well. I'm not gonna lie... I love Disney. 

I'm that guy that would totally go on rides by myself because I love the experience of it. 

I love that before you even get on a ride they start pre-framing you for this big build-up. 

HOW DOES HOLLYWOOD LAUNCH A MOVIE?

Right now you’re probably thinking, "What does that to have to do with what you're talking about?" 

Just think about this with me for just a moment. 

The way Hollywood launches a movie uses very much the same kind of methods. 

They both use: 

• Anticipation

• Build-up

Hollywood is always putting out small minute-long previews a year before the film comes out.

They probably don't even have the movie done… But they're saying, "Hey here's when it's coming out".

Sometimes it'll just be something as simple as the title. 

They did this with one of the most recent Star Wars movies. They did a trailer six months ahead of time and all it did was play the iconic Star Wars music with the title and date overlayed.

And the crowd went ballistic! 

I was like, "Oh my gosh, that's awesome." 

There was NO story, it didn't say anything! 

Now I want you to think about this a moment… 

WHY is this such a powerful and impactful thing? What happened six months later? 

They release a little bit of a story, usually about the protagonist. 

They tell a little bit of background and they add a little bit of conflict in. 

None of us like conflict but can you imagine how boring life would be if there wasn't any? 

We do want a little bit of drama in our lives, whether or not you're willing to admit it ;)

• If everything was easy 24/7

• There were no challenges

• No trials, nothing in our life

The salt of life would be gone. 

THE KEY TO LAUNCHING A PRODUCT

Think about this with me for a moment… 

Three months later and they release another preview. 

Every single preview up until then has been giving you a specific date (or at least season if it's like a year out), "It's coming out on this day at this time".

**This is very very key to understand.**

They build up pressure and they build up pressure and they build up pressure up until the specific day… 

THEN they'll start releasing:

• Pre-booked tickets

• Specific experiences that you can have with the movie

Now when the day of the actual movie comes up there's a HUGE amount of pressure that's built on a specific day in time like, "BOOM". 

As a society, even if you're not a huge movie-goer there's a big percentage of people who have been educated on what the movie is and what it's gonna be about. 

There's open loops like crazy, so there's a lot of curiosity and everyone's like, "I gotta go on that day" right? 

But before that comes up… They're gonna get the actors to go and hang out on night shows. They're gonna go on:

• Jimmy Fallon's Show

• The Tonight Show

• Today Show

… They're building up pressure for this thing and at the end of each of those shows, they're like, "Make sure you go see the show coming out this day, back to you guys".

If you look at what's happening, they're orchestrating this incredible event. Not at a certain location, not at one spot, but they're orchestrating an event… They're orchestrating NOISE. 

And that's what campaigns are, they're building a campaign.

THE POWER OF A BOX OFFICE LAUNCH

Now, all of this pressure gets built up and it pushes towards this specific day and then "BAM", box office weekend happens. 

They make so much money on the initial weekend that the movie's open, that there's usually not that much money left... 

I mean there's a lot of money, but nothing like that huge initial burst, "BOOM!" 

That huge initial burst pays for…

• Not just the crews

• It pays for ALL the stuff

…  Then they just live on the cash flow that's gonna come from the remainder of that film's life. 

THAT’S BIG. 

Obviously, this is NOT a new concept… But think about that. Most brand new products that there's a lot of buzz around, they ALL follow that same pat...

"Is MLM saturated?"

There’s something I've started doing a lot in the evenings…  

I just go for a 10 - 20-mile bike ride. 

I also like to walk quite a bit so I can just listen to podcasts. 

• I'm studying 

• I'm thinking 

• Sometimes I'm just jamming out to music

… It's become my ME time. 

I'm sure it won't always be in the evenings, but it has been for the past little bit… Especially while I've just done my big OfferMind. 

So many of you guys came and it was AWESOME! About 650 people had a ticket and about 600 showed up (which is a pretty standard show-up rate for an event).

We did a good chunk in sales, and it's just been so much fun to work with all those new people. 

I've really, really enjoyed it. 

What's interesting is... Since then, I've needed some DECOMPRESS time. 

At the time of recording this episode, I'm speaking at Carnegie Hall. 

• Martha Stewart is speaking

• Michael Gerber is gonna be there

• Dan Kennedy is gonna be there so long as his health is okay 

... This is nuts! 

ANYWAYS: If you guys wanna change your life, listen to what I'm doing on this show. Go publish for ONE YEAR…  Come back to me in one year and you tell me if your financial life is not drastically different.

There is something magical about publishing.

**That's not the purpose of today's episode.** 

THE GIFT OF MLM MARKET SATURATION

I wanna address a question that comes up frequently and you have likely have heard it if you've been in this space for more than six months. 

I LOVE MLM. 

I love it. 

It's so, so, so fun. 

One of my favorite things to do in MLM is to look at articles that other people have posted about why they think MLM is NOT okay. 

And what you’ll find is... Most people who publish these articles are usually those who've been in it but DID NOT figure out how to have success and they feel jaded. 

They feel, "Oh, everything's bad. For shame. For shame." 

And they go write these terrible reviews… 

That makes some people think, "Well, that just means MLM is bad." 

No, no, no! 

I've had NEGATIVE reviews. I've had TERRIBLE reviews.

There are always naysayers and it doesn't change just because it IS or IS NOT MLM, network marketing, direct sales, whatever you choose to call it. 

There will always be Negative Nancies with Poopy Pants syndrome… That’s just how it is. 

I believe it's a GIFT that people think MLM is saturated… 

And I’m gonna tell you WHY. 

It's NOT because it lowers competition… 

THE TYPE OF MARKET I DON’T WANT

A little while ago, I had somebody reach out to me and say, "Steven, I would love to buy Secret MLM Hacks. How much money will you guarantee that I will make?"

And I was like, "What are you talking about?" 

I don't know if I've told you this in the past but just stick with me for a moment here… 

They said, "How much money do you guarantee I will make with your course?" 

And I said, "I don't even know who you are. I'm not gonna guarantee a number. This may not be for you." 

She said, "Are you telling me that you don't wanna sell it to me?" 

And I was like, "Yeah, I don't think you're a good fit for it." 

She's was like, "Are you serious?" 

So I said, "Yeah." 

I don't care if you have the money. 

The way I bring somebody into my product is usually what determines what they do after they've bought the product. 

MEANING: If I have to beg somebody into my downline, I usually have to beg them to do something while they're in my downline. 

I DON’T want that kind of individual (and I'm not judging someone's self-worth).

I want somebody who is going to be a runner, a builder… Someone who's gonna run around and go far with this thing. 

I am not trying to convince anybody to get in my downline.

I do stuff like what I'm doing right now. 

People who hear my voice and see what I'm doing… They catch the vision and they find a way into my downline. 

I'm NOT trying to pitch you, but you need to understand why this is such a powerful principle. 

THE SATURATED MLM MARKET GIFT

I don't BEG or ASK anybody to join my downline. 

You know that nasty convincing feeling that you get sometimes? We've all been there, it's okay. 

You're like, <...

About two or three weeks ago I hosted an event called OfferMind.

• I sold 650 tickets
• We sold about $1.9 million on stage

… Which is awesome!

It was a screaming success and it was a lot of fun. We'll continue to sell that program which is exciting.

It was interesting because the ONE skillset you guys can go learn that will massively improve your wallet is MARKETING.

The better marketer you are, the less amazing at sales you have to be.

When I do my events, I like to teach A LOT. We went from 9:00 AM to 9:00 PM, and we only took a lunch and a dinner break.

One of the principles that I like to talk about the most, is this whole concept of sales psychology.

One of the things that made the events so unique is: I don't really want to teach people the newest thing on Facebook.

What I do care about is, what is true marketing?

HINT HINT: We'll probably gonna have an MLM event soon called Hack MLM Live.

WHY DID PEOPLE LIKE OFFERMIND?

One of the reasons why people like OfferMind events so much is that I have an obsession with marketing history.

I actually wanted to be a 10th-grade history teacher for a long time. I love studying American history and world history.

I'm 31 now and what it's turned into is an obsession with marketing history.

At the event, I said to everybody, “The purpose of this event is for me to remove the Internet. I wanna remove today's modern distribution channels”.

Let's take those away…. What's that to do with MLM?

Just hold on tight and I'll show you.

https://youtu.be/6Xn5vTcQxD0

Let's go back to 200 years ago… To the time when the printing press was starting to come around in 1750. The printing press came around and suddenly we could have duplicatable messages that they were sending out... That's a BIG deal.

Before that, you had to one-on-one to tell everybody.

I told everybody at the event, “Let's remove everything to do with the Internet, learn what marketers in that time used to go do, study their patterns and then add the Internet.”

That is powerful.

Otherwise, the Internet can be a distraction.

We think that posting on social media is marketing… IT’S NOT… It's posting on social media!

The purpose of the event was to teach what marketing actually is in the context of old school times and then add in powerful Internet principles.

It was very, very successful.

THE PSYCHOLOGY BEHIND THE REFUND

One of the things that people like the most, is studying this whole bio-psychology.

I know I've talked about this a little bit in the past, but there's a certain key point to this.

QUESTION: Have you had anybody refund on you?

You do the whole phone or hotel meeting or you three-way him, or you spend time with that individual, and you can tell they're not all about it.

Vice versa. There are other people where you show them the product and they're like, "This is the best thing since sliced bread, I love the product."

Imagine you're talking to somebody and they're not loving it. You walk away, and you got the sale but it's kind of shaky.

And you're walking away and let's say you got them on auto shipper. You walk away from him, and that dreaded text comes to you (cause they're not confident enough to actually call you) and they say, "Stephen, we were talking about this and I know I'm within my three day refund period and we just really want the money back."

And you're like, "Ugh! Oh my gosh."

We have ALL had that experience. Don't act like you haven't. If you haven't, you need to sell harder.

Refunds are normal. There are very famous marketers that believe if they DON’T have a 10% refund rate, they’re not marketing hard enough

Refunds are normal.

DOPAMINE

Let's say you have that experience… Why does that happen?

There's a principle that I wanna walk you guys through on why that happens.

There are four hormones in the brain that causes us to feel good. They're naturally produced by the brain.

The first chemical is Dopamine.

Dopamine is the chemical of DISTRACTION. We love to get distracted.

It is statistically proven that you check your phone 72 times a day. WHY? Dopamine.

Mark Zuckerberg said on film to Congress, "Yes, we brought in addiction specialists to make Facebook as addicting as possible."

I'm not here to argue whether or not that's right or wrong. That's the statement. They engineered addiction into it.

Dopamine is the easiest chemical for our brains to produce out of the four hormones.

OXYTOCIN

The next chemical is Oxytocin.

Oxytocin is the chemical of connection. Of the four, it's the one that we want the most.

I need a connection. I need to connect with people.

Seth Godin teaches that right now, there's never been a time in history where we have de-tribed so much. We are de-tribing as a society.

But funny enough, it's the chemical we seek the MOST.

We're not relying on each other like we used to, but we desperately need to feel a connection, which is caused by the chemical oxytocin.

We will give up our:

• Religion
• Relationships
• Beliefs
• Morals

… In order to get a connection, even if it's fake connection.

We need connection as a species.

SEROTONIN

The next chemical is Serotonin.

Serotonin is a chemical of status. I don't mean like, "I'm better than you." That's not what it is.

Status meaning validation. Meaning, I'm okay in my eyes, and I'm okay in those people's eyes over there too.

It's one of the driving forces we have as entrepreneurs.

I love this stuff man, I really go into this.

ENDORPHINS

The next chemical is Endorphins.

Endorphins are the chemical of work reward.

Let's say I'm gonna go jog around a track. The first three or four laps are gonna suck… They always do.

But what happens once you get past that first mile is you get the runner's high. That's a work reward. That's endorphins.

It's not dopamine, it's not oxytocin, it's not serotonin, it's endorphins.

Endorphins come as a response to work reward. It comes in as the response of pain… The pain of growth. I might feel some growing pains as I'm sprinting around the track, but I'll start to feel some endorphins feel goods and it makes me keep going.

WHY DO PEOPLE REFUND

There are different ways to cause these chemicals inside of the buying process.

And there's something I've discovered and learned how to do quite well...

I'm still having people auto-buy my products! 

It’s not a showboating thing… I just want you to know that the things I teach you guys on this channel are REAL. 

If you’re in the program, Secret MLM Hacks, it's cool to watch you BLOW IT UP! 

It's been awesome. 

MLM SALES FUNNEL AUTOMATION

Routinely, we'll get people who have BIG downlines, who are trying to find another program to sell another product… And they'll come join and it gets BIGGER and BIGGER. 

**IT WORKS** 

It works because:  

1. I’m doing this podcast

1. Of the automation that I put in - Which is the funnels. 

This might not be that fast of an episode… Usually, every time I say that it's a bit longer!  

But you have to understand… 

I've had a few people reach out since I've started doing this stuff here, and they'll be like, "Stephen, my MLM will not let me do MLM funnels." 

And I understand what they mean… But I just need to tell you guys something real quick. 

If you have sold anything EVER, you used a sales funnel.

WHO INVENTED THE MLM FUNNEL? 

What we have to understand is this whole concept of the MLM funnel... ClickFunnels DID NOT invent sales funnels. 

The first sales funnel that ever happened was when a caveman traded a rock for a fish with another caveman. 

An MLM funnel is nothing more than a sales message and an offer, THAT’S IT! 

1. Sales message

1. Offer

So, when you think about what it is that your MLM has allowed you to do… 

You have a SCRIPT, which is a sales message. 

And you have an OFFER. 

 = You have an MLM FUNNEL. 

The only reason why the things that I do work so well is because most of the time, people don't build their MLM funnel with very much intent. 

They don't do it on PURPOSE. 

And because they don't do it on purpose… It doesn't work very well. 

Any "a-has" on that? 

USING A SOCIAL MEDIA FUNNEL FOR EVENTS 

I just finished an event here in Boise called OfferMind, it's my event. 

You might have even come to it, which is awesome. 

• We had 600 people come

• We did about 1.9 million in sales from the stage

…. It was awesome!

QUESTION: Guess what I used? 

ANSWER: A sales funnel. 

"But Stephen, you were on stage." 

It was a sales message and an offer, therefore, it was a sales FUNNEL. 

I was the sales funnel, you understand? 

What I was doing there was super powerful and it was still a sales funnel. 

It's sooo much better when you can take what your MLM has given you and find a way to automate the sales message and the offer. 

Does that make sense? 

FOLLOW THE MLM FUNNEL RULES 

The only reason I'm doing this is that I want you to know, if your MLM has said, "You're not allowed to use an MLM funnel," you already are. 

When an MLM is like, "Hey, you can't do that." 

First of all, follow the rules. 

This is NOT a game to try and break the rules with. That's NOT what I'm doing. 

I'm not encouraging you to do that. I don't do that. 

But you have to understand that going on Facebook Live and telling the story of how you first started using your company's product, THAT’S a sales message.

Funny enough… They're okay with you doing a social media funnel in that way.

BUT the moment you put it on a page that you own, they kinda freak out. 

I'm just trying to help you understand that an MLM funnel is broader and BIGGER than most people think it is. 

It is not just these ClickFunnels sales funnels. 

That's a method. 

HOW TO BUILD A SOCIAL MEDIA FUNNEL

I just wanted to walk you through a very simple way to build a social media funnel that helps build belief in people who might be doubting whether or not you should do this in your MLM. 

So many guys might be like, "Hey, Stephen, my MLM won't let me do this," and I totally get it. 

In fact, several people reached out and they'd be like, "My MLM won't let me use a social media funnel." 

And I'm like, "You already are." 

I'm like, "How many people do you have in your downline?" 

They'll be like, "I have several hundred people in my downline, and we do... I make 10 to 20 grand a month."

And I'm like, "Cool, you already are using a social media funnel." 

You're already using one, otherwise, you wouldn't have all that stuff. 

If you sold anything EVER to anyone, at...

This is gonna be a fun episode ;)

I went on Google and I googled…

• How do you win an MLM
• Top MLM strategies today

… Stuff like that.

I grabbed a whole bunch of blogs and I started power reading through them and finding ALL the advice they were giving.

A lot of them were like, "The Top 10 Steps To Be a Top MLMer", and stuff like that.

So I was like looking at the TOP 10 steps or the TOP 3 strategies or whatever.

As I was looking through all of them… Some of them just made me flat out laugh.

So what I’m gonna do is walk through them here…

Just in case somebody's wondering if I'm throwing rocks… I AM.

https://youtu.be/msZgv8szCEg

The purpose of it is because, a lot of people who follow this show and have been consuming my stuff or have been in Secret MLM Hacks and then become a student… What's interesting is a lot of people will be like, "How have I never known this?"

Look at the information that you have available to you. Please don't feel guilty.

Don't feel weird. I'm here to help justify that.

One of the reasons I started doing this is because I started looking to see what kind of information the MLM world has available.

A: Not much.

I was like, "Well I could probably make quite a splash" and we are.

So I'm gonna walk through some of these so-called ‘Top Tips’ that I compiled.

MLM ADVICE #1

One of the first things that people say will cause success is that you need to find a company with a product you LOVE.

I love my iPhone… But I have never in my life had this iPhone put money in my pocket.

How much you love your product has NOTHING to do with your ability to actually make it sell.

Nothing. It has ZERO to do with how well it sells.

Nothing at all.

Have you ever walked out in a room and said, "I love this product, it's just so awesome," and your true passion is what sells it?

You can get sales like that… But it’s not very likely, and usually, they don't stick very long.

Passion does not equal profits.

When I was in college and we were talking about the entrepreneurial space a lot. I took A LOT of entrepreneurship classes and they would say things like, "You need to be passionate about what you do."

Now I understand that in the long term you should feel passion around it because it gets challenging and not much else will pull you through… But passion is not a sales strategy.

Passion is not a marketing strategy.

You're NOT gonna get money just because you love the thing that much.

THAT was the #1 piece of MLM advice.

You have to find a company that you love the product…

Or you could just make an effort to share your business and product every day.

Or just build a funnel and it'll pitch every moment instead of every day.

Set a goal.

In the last month, we had 3,000 people hit one of my new funnels.

That's 100 people a day.

Physically, I wouldn't be able to keep up with that.

You can bend time with funnels.

MLM ADVICE #2

Now, these are some good ones…

Identify your target market.

At first, I was like, "Sweet," but then I kept reading and it was like, for example, "Do you only want friends and family or do you want people outside of friends and family?"

And I was like, "Crap, that started so well."

MLM ADVICE #3

Another good one was to listen and then sell the solution.

I actually wholeheartedly agree with that.

Listen to people and sell the solution.

I wish they had talked more about storytelling though.

MLM ADVICE #4

Learn how to market.

That was a good one, but then when it said to learn how to market, it was like, "Create a big list."

I was like, "NO"

MLM ADVICE #5

Figure out how to stand out from other distributors.

I really agree with that piece of MLM advice.

Figure out how to stand out from other distributors.

You know what's funny is, I actually learned this as a door-to-door sales guy. I was knocking on doors and it was sooo hot.

I was doing door-to-door sales selling pest control six years ago. It was the middle of the summer and it was sooo hot.

So one day I went over to McDonald's just to stand in the AC and funny enough, half the other sales guys were in there also trying to cool off.

We were all sitting there in this McDonald's just sucking up their AC for a little bit when this guy walks up and he goes, "Hey, I need your services. When can you come by?"

Since we were a group of salesmen, we were all looking at each other wondering who's gonna take the sale.

"No, no, you take it. No, no, you take it. You take it," until suddenly our boss pointed at somebody and they got the lucky laydown sale.

That experience didn't leave me.

We walked away and I started thinking about it. It didn't matter who that guy chose. We ALL sell the same thing with the same product, with the same fulfillment.

We had the same trucks, we had the same uniforms, we had the same pitch, we had the same cheesy jokes at the same points in the same pitch.

It did not matter to that guy who he bought from.

Now tell me how that's different from MLM distributors?

We all sell the same product with the same pitch, with the same scripts, with the same stupid jokes, with the same methods.

THIS is what I realized walking away from that McDonald's that day… The other salesmen are actually my competition.

But they were also my friends and family. Funny enough, I grew up with a good percentage of the people who were selling pest control with me that summer.

Your upline and your downline is your competition.

Finding out how to stand out from other distributors was an amazing piece of MLM advice. I wholeheartedly agree with that and that is what Secret MLM Hacks teaches.

MLM ADVICE #6

Another great one was to develop a system for follow-up.

I was like YES, absolutely.

If you heard my last episode, I just talked about that.

You need a system for follow-up. It's typically where you'll make most of your money, both in selling products and recruitin...

We're gonna talk about FOLLOW-UP. 

This is something I've talked about quite a bit in other places that I publish… But the follow-up is EVERYTHING. 

Whenever I'm at an event, this is one of the BIGGEST questions I get asked. This is one of those repeat questions that I hear. 

About three days ago, I was at an event doing some spot coaching with people who were workshopping when somebody said this question…  

"Steven, how many times should I be emailing? Is there a certain amount of follow-up I should be doing? Is there such a thing as too much follow-up?" 

My response was, "When I am creating a follow-up sequence, I want them to opt-out of me because I am being too aggressive in their eyes." 

Do you know what I mean? 

That has hardly ever happened… I have never had anybody reach out to me and say, "Enough already." 

We've sent over 2 MILLION emails in the last three or four years… 

I made a mistake ONE TIME in sending the same email to someone five times… 

Quite rightly he reached out and said, "ENOUGH!" 

#mybad

That was only one time out of two million emails. 

In a typical month, I send 

• 200,000 emails on one email account

• Another 200,000 on a second email account 

… I send a lot of emails, alright? 

MY FOLLOW-UP PROCESS

When I was a door-to-door salesman, one of the biggest things I was taught was FOLLOW-UP. 

They trained us really, really well on: 

• What you'll find

• What you'll learn

DID YOU KNOW: Most people don't even follow up once!? 

47%-48% of people will follow up ONE time

TYPICALLY, you need to follow-up 5-8 times before somebody says, “Yes”. 

Some people have said to me, "You’re following-up five times because you're being aggressive and people finally give in" 

No, no, no, it's not that at all.

One of the guys I like to follow online is Frank Kern. 

(You've likely heard of his name.) 

I saw Frank Kern online recently, and what he did this... 

He was sitting at a coffee table with a big bowl of mints. 

He took out a small handful of mints and said, "Let's say this represents the people that are ready to buy from you right NOW." 

Then he took a BIG amount of mints and he put it in a pile next to the small pile and said, “ This represents the people that will buy from you in the next 60-90 days." 

And then he grabbed the rest of them and dumped them in this massive pile. 

He said, "These are the ones that are in the far distant future. It's not that you can't sell those that are ready to buy right NOW, but you need to focus on the 60-90 day group. 

It's a much LARGER category and you're gonna get a lot more sales for it. If you just focus on the people who want to buy NOW, the issue is that a lot of people are not ready to buy. 

It's not that they won't, it's that it takes a few rounds and a few pieces of follow-up." 

TWO WAYS TO FOLLOW-UP

There are two ways to follow up: 

• An annoying way to follow up 
• A very value-based way to follow up

When you follow up with VALUE, it's a lot easier for people to say YES. 

You're not annoying and people are actually looking forward to the interaction with you. 

First of all, I want to walk you through a few stats - A case study of how we’re doing this and what it’s meant for us. 

I read an article recently that said, “You should only STOP following up in a few scenarios… 

• They die

• They buy

• They send you a cease and desist letter."

… The whole point and premise of this is, I want you to know that the follow-up is truly where the money comes in. 

IN FACT, I know a lot of people that are the exact same way. 

We make money from every dollar we collect on the front… But what we’re really waiting for is the backend. 

The BACKEND is where we'll pull another $5, $6, $7, $8, $9, $10 per dollar that we bring in in the front. 

MY FOLLOW-UP STATS

I want to share with you, the most recent month's stats. 

If you're not on YouTube, that's okay, I'm gonna talk through the numbers here. 

These are still warm, okay? I screenshotted and printed stats from two MLM funnels that I have. 

And I wanna share the stats with you so you can see how we're doing it and why this matters so much when it comes to the follow-up. 

I’m going to be...

I'm gonna share with you a video ad we created recently, AND teach you a little bit more about the script that we used to make it.

I know I've talked about this a little bit in a previous episode (or two) about how we wrote the script for themlmfunnel.com ad.

Go to themlmfunnel.com if you wanna look at it.

But I'm actually gonna put it right here in this episode!

And the ONLY reason is because I want you to watch what I'm doing.

I couldn’t care less if you actually go get the thing that it's promoting.

What I want you to see is how I'm using things that people are already familiar with in their ads.

HOW TO MAKE STRATEGIC NOISE

I have been studying more P.T. Barnum…

And if you do not know who he is, P.T. Barnum is famous for his circus that he created. He's The P.T. Barnum Circus.

But he didn't start doing that till later on in his life…

He had a museum that he would promote… And he's kind of a serial entrepreneur.

One of the things that P.T. Barnum was most known for was his bizarre ways of gaining attention.

And to be a marketer is to be an attention-getter.

THAT’S what I'm gonna show you guys in this ad.

https://youtu.be/oC1U_Q2yBXM

One of the things that he did way back in the mid 1800s when he had this museum was, he went and he found this homeless guy…

He walked up to the homeless guy, and he told him to:

• Every hour, on the hour, several times a day, carry these bricks…
• He was supposed to put a brick on the corner of all these streets around the museum…
• And walk around, every so often, throughout the day, take one brick and replace it with the one that's on another street corner…
• Then walk to the next corner, and replace that brick with another one…
• And go to the next corner, without saying anything…

… That was it.

Then he was supposed to go drink and take a nap.

It was only 30 minutes before this bizarre act was causing attention around his museum, and thus he would get more sales.

I think he paid him 15 cents an hour to do this.

He did A LOT of really bizarre, random things. He was the first one to bring an ELEPHANT to America.

He's the first one to do a lot of things.

And what he was great at was using strategic noise.

MAKING A VIDEO AD FOR STRATEGIC NOISE

I believe the world is noisy already… I'm not telling you to make strategic noise for noise's sake.

However, to be a marketer…

• Multi-level marketer
• Network marketer

... You are a marketer, but the industry is mis-named.

It is largely mis-named, because they're like, "You can only use these kinds of noise."

And it's not really strategic noise… It's like a whisper.

I want you to see how I am creating noise.

This will make sense when you actually watch it.

I'm doing bizarre things… And you don't need an explanation.

People NEED curiosity in their lives. They WANT excitement.

I challenge you: To watch what I'm doing and how I'm orchestrating it.

HINT: Don't stop when you see me get to the offer ;)

I strongly encourage you to go and watch the YouTube version of this podcast episode because you’ll actually SEE the ad…

• The jump cuts
• How fast we did

I had a professional video ad team follow me around for a day. We shot this ad and we've been going back and forth on different cut styles, when to take this out, and put this in, and what kind of words to put on the screens etc.

I'm using an actual script in my head… And then I'm doing a few weird, bizarre things that make no sense for the sake of gaining attention.

MLM VIDEO AD

In the ad, I'm also making fun of a few things that are widely known inside of MLM.

Q: Why would I do that?

A: Because they're widely known inside of MLM.

One of my favorite Shark Tank episodes was where they turned down funding for this guy because… They loved his product, they liked him, they thought it was amazing.

BUT the only reason why none of them funded him is because of this…

This is what he said. "I like it, I like you, it's amazing. The only issue is it would cost millions of dollars to educate the market, in order for them to buy this."

I was like, "Oh man, that's a powerful statement right there."

You don't have to be this prolific genius. The market will tell you what’s already known.

If you're like, “How do I make ads for this or that?”, “How do I gain attention?”, “How do I gain more noise?”

You need to join in the place where they already are, and then take them to a new spot.

Watch the ad and I want you to do something for me…

When you learn something cool or observe something, please pause it and take notes.

One of the ways I learned how to write scripts in my early days was to watched A LOT of videos. I would press play and then press pause and write it down.

Q: Did that take few hours?

A: Yeah, it did. Actually, sometimes it'd take a few days.

But I internalized it on such a deep level. It meant I could replicate it and do the same, which is why we're doing all this.

Take out a piece of paper.

LEARN FROM THIS VIDEO AD

What I'm good at is causing buying emotions.

When you start to feel the buying emotions, pause and take note as to why you're feeling the buying emotion.

This is one of the greatest educations I could give you on this podcast.

Make notes when you:

• Start to feel the buying emotions
• Learn something new
• When you see something bizarre

I'm doing this to fight false beliefs and poke fun of certain things.

But there's a spot where I switch gears and start pitching. Watch that.

Try and answer these questions:

1. Why am I pitching what I am?
2. Who am I pitching it to?
3. Who do you think my target buyer is?

… Thinking this way turns you into a marketer.

You DID NOT become a marketer because you joined MLM.

I needed to turn you into a marketer.

Dissect this ad and go slow. Watch what I do to create scarcity and urgency.

What do I do to walk them through buying?

What do I do afterwards for all the knee-j...

In the past, I have taught this concept several times… But I wanna share with you some more examples.

When I was going around talking to a bunch of friends and family… And I was doing exactly what I was supposed to do… I'm not bad mouthing that, you understand?

There's nothing wrong with talking to friends and family.

Where I have the issue is before you even approach them, when you know, "Hey, they're not gonna be a great fit," but you go forward anyway.

Or you have to convince them in. Have you ever noticed that those are the people that you have to hold a cattle prod to their back to get them to do anything.

I don't want that kind of individual. I want somebody who WANTS to be in, who WANTS to be a runner, who is ready to work.

And who actually WANTS to build a real asset… And not just a little money on the side. I WANT actual runners, people who are looking to build a business.

GENERATING LEADS WITH FRONT-END PRODUCTS

Every business needs leads.

So what do you do?

That was the issue I ran into.

I remember when I finally walked through my entire list, and there were multiple times I wrote out 240 people… And I was like, "Look at all these people. Oh, my gosh. And if they got even a fifth of that... "

And you start playing the percentage game. "What island will I buy?"

I joke about that, but that was one of the things that I was like, "Holy cow."

And it was one of the things that I was super concerned about when it suddenly wasn't working 'cause I was like, "Where else do I get my leads from? I have no idea where to get my leads."

And suddenly the business was dead and I couldn't talk to anybody. This is something that, if you've not run into in the past... You're gonna run into it.

If you don't figure out a lead machine, if you don't figure out a lead system, it's going to DIE.

Every business that does not have consistent leads and cash flow dies.

Those are the two numbers you should always watch.

How many leads am I getting?

Actual leads.

Not just like, "I'm kinda interested."

Qualified leads. Track them every month.

We started doing that on a white board. When we started actually tracking the leads, for some reason without me even consciously doing more, we doubled the next month.

Then after that it was like, another 50% higher than that… Just by us tracking it.

I encourage you to start tracking the amount of leads coming in.

ACQUIRING CUSTOMERS WITH FRONT-END PRODUCTS

I wanna share with you ONE of my absolute favorite ways to not only get leads, but also get them faster while not having to pay for them. '

You need to understand a principle that all of us Internet marketers understand… Whoever can pay the most to acquire a customer wins.

You can even have a worse product, but be able to spend more to acquire customer profitably, and you will WIN against the people who have better products.

It's ONE of the major reasons why, when big MLMs say things like, "The product's so great, just go get it in front of the people and it sells itself."

That might be true to a very small percentage of people… But the reality is, if I can spend $50 to acquire a customer and you can only spend $5, I am going to dominate you, even with a worse product.

That’s why you have to think about this like, "Okay, so how do I actually make a lead machine?"

All I do is teach people how to make lead machines, and wait for them to qualify themselves and say, "You know what, I am interested, Stephen. I'm interested in whatever you're doing. Let me come over and start chatting with you."

I have some numbers here and what I don't want this to be is like, "Look at Stephen showing all the numbers of all the stuff he's making."

Could you raise your hand right now and be like, "I will not get offended".

FRONT-END PRODUCTS ARE UNAFFILIATED WITH MLM

I wanna share with you real life stats of things that I'm actually doing… This is just ONE of my products that is actually generating leads for me.

Qualifying them and teaching the ones are a good fit. I'm not saying that they're not good if they don't join my downline… Some of them already have one, which is great, they should stay in theirs.

I'm not trying to pull from other places. That's not what I'm doing here. What I'm saying is there's a group of people who are already unhappy with what they're in.

There's a certain kind of ‘moon's aligned’ individual.

Q: Is it everybody?

A: No… And it shouldn't be.

What I do is create these front-end products that are unaffiliated with my MLM.

It doesn't even say what I'm in. It's unaffiliated.

• I don't teach their stuff
• I'm not selling their products
• I don't do anything

… I have something literally in the front here.

I don't talk about it, I'm not speaking about it, I'm not saying the name of the product. I'm not even alluding.

I keep my nose so clean. I'm not saying what it is that I'm actually in… And I know it drives some of you guys crazy.

But that's the point!

I create these front-end products that attract the dream person that I would love to have inside my downline.

WHAT FRONT-END PRODUCTS DOES YOUR DREAM CUSTOMER WANT?

It's gonna be really hard to attract your dream customer or your dream downline member if you don't even know what that looks like.

Get good at defining what your dream is… And we talk a lot more about that.

If you're liking this stuff, go to secretmlmhacks.com and grab the program.

So I’ve got my dream customer… And what I'm gonna go do is figure out what this person is struggling with.

I'm gonna figure out what things they're having a hard time with.

Maybe they haven't gotten over their fear of talking to somebody.

How can I make a general product (meaning it's not MLM company specific) teaching people how to overcome their fear of speaking to people?

What I do is list a whole bunch of problems…

Problems and problems and problems and problems and problems and problems…

I go through and I look to see the ones that I could solve, like, "Oh, you know what, I actually know what it's like to be afraid of speaking to people, here's how I got over that."

What if I was to film a small little course and sell that for a little bit of money?

SELL IT…

AGING AND ASCENDING

Recently, I was on a coaching call and there were several hundred people listening…

It's always funny because there's always TWO people in the audience…

The first type of person is the person who's excited to be there.

Maybe they sacrificed a little bit to be there (even if it's on a virtual call) and they're very pumped about it. They're taking notes and they're REALLY engaged.

The second type of person I see showing up to…

• An event
• A coaching call
• Or even just to LIFE

… Is the person who is actively looking for holes and actively looking to discredit what they're being taught.

The mentality of successful people is not knee-jerk skeptic.

https://youtu.be/HIoQe3YLYfA

The reason I'm telling you this is because the thing I'm gonna walk you guys through today about Aging and Ascending leads… It has EVERYTHING to do with how I actually run my business.

I'm begging you, PLEASE don't be the person who's like, "That's not gonna work for me. It's worked for all these other tens of thousands of people, but not me. I'm unique."

**THICK SKIN MOMENT**

CHECK OUT MY VALUE LADDER

I've got a cool piece of paper in my hand…

I want to walk you through is how I actually Age and Ascend my leads through the use of what we call a VALUE LADDER.

This is probably not the first time you've heard this term…

I wanna show you guys how I actually run my business.

I did a podcast episode a little while ago called Info Plus MLM, and that episode is one of the cornerstones of how I run stuff.

Some people say, "No, that's not how it actually is happening."

Go watch major MLMers.

A lot of them have their own info products that are unrelated to the products that they actually sell… Unrelated to the MLM they're in!

We've got INFORMATION… And that could come in the form of:

• Writing a book or an ebook
• Some kind of video course
• Audio training

[If you’re not on YouTube right now, this episode might be helpful for you to check out on YouTube]

What's cool is that when you understand this stuff, it’s not helpful for people unless you're solving legitimate problems.

You cannot survive very long in this game without being legitimate.

THE FIRST TIME I LEARNED ABOUT AGING AND ASCENDING

I'm NOT telling you to go make crap.

Go make things that are awesome.

What we do is we share information and then we lead those people into the downline that we're in. THAT’S how we play the game.

MANY big people play it that way.

I'm NOT the first person to do this.

I just noticed THIS is what big people are doing and I started going it.

I wanna share with you how we take the leads from all this info space and we age and ascend them.

That term comes from a book called DotCom Secrets.

The first time I read DotCom Secrets, I was in the Army.

It was in a 10-day training… I was laying in the dirt, and I had my M-16 in my right hand and DotCom Secrets in my left hand.

I was reading DotCom Secrets and I'd laid down my weapon, pull a pen from the pen slots in the forearm of my uniform and take notes.

One of the concepts in that book is called Aging and Ascending.

Let's say that you get 100 people who come to you and say, "You know what? I'm interested interested in whatever MLM you're in."

How many of them do you think are gonna join right off the bat?

Let's say 10% of these people actually do something.

If you get 10 people, that leaves 90 people who did not take action.

Go back to the way most of us are taught MLM… And there's nothing wrong with it… So long as you're approaching those who are actually interested.

AGING AND ASCENDING THE 90%

Let's say you take your phone out and you get 100 contacts from your phone and 10 of the 100 take action.

That's not bad… But what do you do with the other 90?

You just toss them to the wayside? That's one of the reasons why people might feel used by you.

Don't toss them to the wayside.

What you do is what we call Age and Ascend.

I'm gonna put some time on them. I'm not just gonna drop them. Same thing is true online.

It's no different just because it's on the internet, it's just on the internet.

What do I do with this other 90? I'm going to Age and Ascend them.

That's gonna let me gain more of a relationship, more trust. I wanna teach you how I do that with what we call a VALUE LADDER.

A value ladder traditionally looks like a series of steps.

Basically all you're saying is, “How much money I can charge with how much value I give them”.

The more expensive things are up the TOP and the less expensive or free things are down the BOTTOM.

My MLM isn’t in my value ladder… It's actually in the BACK.

A portion of the people who see my FREE stuff come to me even though I don't say the name of my MLM in this ENTIRE value ladder.

It will kill it.

I DON’T talk about my MLM and I DON’T say what I'm in.

I DO say that I'm in stuff, like right now, making this for Secret MLM Hacks Radio.

THIS is the FREE zone right there at the bottom of the value ladder.

AGING AND ASCENDING YOUR LEADS

A portion of you guys come to me and say, "Hey, I'd like to join whatever you're in."

I'm telling you to do the same thing.

A portion of you are like, "Hey, Stephen, I want the next thing to get to know you a little bit more."

I have a book that's coming out. This is how I Age and Ascend leads.

The whole point of this is to show you that a business without a lead machine is DEAD.

It doesn't matter that you're in MLM and someone else makes and fulfils on the product.

You still NEED a source of leads.

In traditional models, you are your upline's lead gen… Which is why they tell you to gather all your phone contacts.

I'm telling y...

Frankly, I'm very shocked that we are able to get someone with such incredible stature in this show.

SHE’S AMAZING! She's an incredible individual and we're all very lucky to have her here.

I'm not gonna say the name of her MLM. I wanna keep it very company neutral so this remains a PURE marketing knowledge place.

She…

• Has helped open 40 countries for the network marketing company she's a part of.
• Has a downline of over FOUR AND A HALF MILLION people!
• Is an INCREDIBLE person and she has a podcast called MLM Game Changer.

We're VERY privileged to have her on here today. Teresa, welcome to the show.

THE QUEEN OF OFFLINE RECRUITING

Teresa Harding: Thank you!

I am REALLY excited to be here and I honestly feel really honored because you’ve been a mentor for a lot of the things that I've learned.

Thank you for having me!

Steve: That's awesome, thanks so much.

People may not know you yet or have listened to your podcast yet…

How did you get started in this game?

Teresa: Oh, my goodness, I HATED network marketing.

I thought it was almost EVIL.

There were experiences where people tricked you into coming to a meeting at their house…

They invite you to dinner, that whole thing, and I couldn't stand it!

I was not interested AT ALL.

https://youtu.be/aqn-PxmrYGE

My sister invited me to a class, and I love my sister. We're very close.

I knew I was going to go support her but I told my husband, "Look, would you please come with me? I have to go to this thing because I have to support her."

So I went and I was SURPRISED by the product. As you guys all know… Network marketing companies often have pretty amazing products.

Steve: Amazing products!

Teresa: I didn't know that at the time…

Ours is a health product. My niece at the time was two years old…

She started having some pretty serious neurological problems that were pretty scary, and someone told my sister, "Oh, you should try this product"...

And I thought, "Oh, brother, are you kidding me?"

The support and what I saw was actually UNBELIEVABLE…

So I started researching and looking into it and ended up WANTING the product but NOT gonna the business.

I started using the product and helping people with the product and I started getting a little paycheck but I WASN’T trying to build.

BUILDING AN OFFLINE RECRUITING BUSINESS

So, I thought, "Fine. I'll do this for three months. I am not talking to my friend and I am not talking to my family."

Steve: Right!

Teresa: In that, I think we're kindred spirits. I have heard SO MANY of your trainings!

That's how I got involved, fell in love with it and now, LOVE…

1. Helping people
2. Network marketing

Steve: When did it start becoming a REAL thing for you?

You're like, "Man, this is actually something that I wanna go full-time into and get four and a half million people"?

Obviously, it didn't happen all at once… But what did that look like?

Teresa: And of course, it doesn't happen by yourself.

It really takes A LOT of people working hard together and I have a lot of amazing leaders on my team, as you can imagine.

Once I decided I'm gonna do this for three months… I'm kind of a go-getter and I always reach my goals.

My goals are always crazy high where I constantly have naysayers telling me it can't be done, and I just go ahead and do it anyway…

I don't always reach them as soon as I want.

I decided to try it for 3 months and then I went after it…

It was working and it was UNBELIEVABLE!

NETWORK MARKETING IS HELPING PEOPLE

I quickly discovered that it really IS about helping people.

I built mine offline at first and it's just been amazing.

And I absolutely that you don't pressure people. It's not about chasing, hunting people down.

We are not the hunter and they are not the target.

Steve: Yeah, absolutely.

One of the biggest questions I get, and I'm sure you get it all the time, is… “How long have you been at it?”

And I feel like the thing that they're asking is, “Is it really worth it for me to go after that?”

And they're trying to find some logical reason to release themselves from the pressure of moving forward.

With that backdrop, and everyone now knowing how I feel about that… How long have you been at it?

Teresa: I've been doing this for 11 years.

At first, I was doing it part-time because I was a stay-at-home mom.

I'd never really been involved in business before.

Of course, I had skills and I had been to college… But I wanted to raise my own kids.

So, I did that and this came about right as my kids were getting a little bit older.

I would only do it part-time while they were at school or at their sports practices and things like that.

NETWORK MARKETING PART TIME

For the first several years, it was very part-time… But I'm an overachiever, which is fun for me.

I would get A LOT done in the time that I had but then… As it got to a point where I could spend more time on it and I was able to do it full-time, I remember the day thinking, "Okay. Now, let's see what we can do."

At that point, I was a pretty high rank (third from the highest rank that you could achieve in the company).

I'd achieved A LOT…

Steve: That's so awesome.

Teresa is 100% the queen of offline building.

You have this down to a SCIENCE.

You're so good at it, you're known for it.

You have your own programs on that as well!

Did you learn those things? I'm sure some of it was discovered along the way…

Better tactics and methods on recruiting...

How do you start getting really good at that? Because MOST don't.

Teresa: First of all, you have to know… I am EXTREMELY opinionated about how it should be done.

The way that people pressure and try to approach all their friends and family… I did not agree with that AT ALL!

We DO have people make their list… But the way they approach is absolutely about WHAT they know that person actually NEEDS.

The thing I fell in love with when I found your online stuff was that we had been trying to figure out online for the last four years and we HAD figured it out… But not to the extent that you had.

NETWORK MARKETING ONLINE

When I found your stuff I freaked out because I was like, "Oh, my goodness."

We HAD

About a week ago, towards the end of the day, I knew that we were gonna go do a bunch of filming the next day for some funnels that you guys will see us launching soon…  

In fact, I'll tell you about one of them today. 

I thought, “What could we do to make a video that's off the top crazy?” 

Whether you're brand new in MLM, network marketing, or direct sales, whatever you choose to call it… We're all basically commission-based salesmen. 

Whatever it is that you are going to choose to sell… Understand that as a marketer you are a NOISEMAKER. 

Some people have gotten mad when I've said in the past… 

They're like, "Hey, look, there's enough noise out there all ready in this planet, Steve, and I don't need to be making more of it." 

I'm not saying make noise for noise's sake… 

CREATING SUCCESS IN MLM

I have a bunch of quotes on the ceiling in my office… 

I ran out of wall space because I’ve got whiteboards everywhere… So I started putting my quotes on the ceiling. 

There is a quote up there that says, "When you open your mouth, you are either contributing and adding value or you're just making distraction and noise and nonsense" 

What I'm saying is, by making noise, do things of value. 

That's what we ask ourselves frequently here in this office. 

There's several others that work here now… And we will all sit down and start thinking, “What could we do that would cause positive good noise that brings attention over to what we're doing?” 

It's been great and it's been a ton of fun doing that. We come up with some pretty aggressive things sometimes. 

I live in Boise, Idaho, right next to ClickFunnels. We had this idea to go 30 minutes away to this place where we could SHOOT. 

I shot a lot of guns growing up and I was in the Army for about four and a half years… I just love guns. Guns are fun when you're safe with them. 

I was like, "Let's do something with guns. Let's do something that's big and aggressive," 

We decided to go to these places and start shooting some guns and we brought our videographer with us so we could start shooting. 

Shooting with a camera but also shooting with a gun…  

I wrote this script… The purpose of the script is to go in and ruffle some feathers around a lot of false beliefs in the MLM space.  

I wanna read the script to you real quick so you can see how I wrote this… 

ADS FOR SUCCESS IN MLM

With any script that I write EVER… Whether it's for the Secret MLM Hacks Webinar (if you guys wanna see that, go to secretmlmhacks.com) or anything really... I always step back and think about my target audience. 

Whether you're: 

• Selling product 
• Trying to recruit
• Building or selling the products

… Think about the mainstream things. 

What are the mainstream things that my dream customer believes right now and I KNOW are WRONG?

Then what I do is become the OPPOSITE of that in the ad or in the script. 

It's one of the EASIEST ways to get a lot of attention. 

Let's say that you were gonna go speak to a bunch of bodybuilders and you're selling them a CrossFit program…  

What are all the beliefs that a bodybuilder has that you know are WRONG that could be hurting them?  

I'm gonna bring that out in the ad and become the exact OPPOSITE of it. 

I am the ANTI of that thing… Openly, loud and proud! 

You'll see what I mean as we go here…  

So what we did was… 

1. Bought a shotgun
2. And we bought Tannerite

… If you don't know what this stuff is, it's an explosive (it's legal). We got it from Dick's Sporting Goods. 

I went to a party store and I got tons of stuff… 

• A full-board cutout of Superman 
• Hans Solo
• A hundred-pound, old-school TV that we've just had sitting on the side of our house forever…  this thing's sooo heavy
• A really old Mac computer
• Lots of spray paint

We drove out to this place (it was a super nice day) and we went out to this clearing… 

THIS is the script that I wrote… 

NETWORK MARKETING ADS SCRIPT 

It starts out with me standing in a field…  

"Is success in MLM even possible today?" 

What's cool about starting anything with a question is that questions hijack brains.

If I was to ask you a question like, "Are you really actually gonna be successful in your MLM right now?" 

By default, you can't NOT think about that. That's WHY questions are such a powerful opener.

"Is success in MLM even possible today?" 

And then it backs out and I'm standing in this field with a TV…  

"Well, let me ask you this..." 

It's kind of like those Geico commercials… "Could Geico really save you 15% on car insurance?”

"Could a woodchuck chuck wood?" 

And then it goes to a woodchuck throwing wood… 

There's A LOT of fast cuts in this…  

"Is success in MLM even possible today? 

Well, let me ask you this…  

Will this old-school, hundred-pound TV explode with only four pounds of ...

If you're reading the blog, that's great… But I would come and WATCH this one.  

I have my whiteboard here and I spent quite a bit of time drawing this funnel. 

Back in the day, I used to build my own funnels… But now I have a team. 

I draw the funnel for the team, and I record myself going through it, and then I say, “Okay, go build it!” 

What's cool about that is… Stuff that gets done WITHOUT me! 

It's one of the ways they created leverage.

THE MLM FUNNEL

I create TWO different kinds of MLM funnels…

• A funnel to sell product
• Another funnel to sell the opportunity (to recruit) 

If you've never taken the Secret MLM Hacks Program, go to secretmlmhacks.com, and you can actually see the companion to this show. 

It's actually a program, and this show is to help facilitate that program as well. 

When I need to promote something that I don't own the checkout for… That's all MLM is! 

I remember the first time I realized that I’d get in trouble both with my MLM, Facebook, and all these other ad platforms, if I take my MLM product and I drive ads to it on Facebook. 

Can't do that. 

For the most part, you're not allowed to do that. Facebook hates the use of MLM online, and I totally get it. 

It's because no one knows how to do it RIGHT… And they go take selfies in the gym… 

Caption: Working from home today! 

That sucks. I hate that. It's the dumbest type of marketing ever in my opinion!  

I want to teach HOW to sell things on the internet with the funnel that's very easy to use. 

It's literally ONE page.  

This one-page funnel made me $110,000 in the last six months!

I've made $110,000 as an affiliate for somebody else. 

What you have to understand is: The affiliate model on the internet is the exact same as the MLM model. 

I have tons of people who are affiliates for Secret MLM Hacks because it's the same model. 

You are not allowed to do affiliate products in a lot of places… Just like MLM… 

So, what do you do? 

AUTOMATE SELLING YOUR MLM PRODUCTS

I wanna teach you how this model is very easy to use to sell your MLM's product. 

THIS is a powerful episode and I want you to buckle up...

You may want to come to YouTube so that you can see what I'm gonna draw here on my whiteboard. 

As I bring it in… I'm nervous that someone's gonna have a heart attack. 

It might look crazy, IT’S NOT. It's actually super simple. 

It's more that I'm a messy drawer… It's not a messy model at all. 

If you don't know what a funnel is… A funnel is just a sales process which you can automate.

• I can automate ways to get leads
• I can automate ways to get sales

This is how I automate when I DON’T control the cart. 

You have NO control over the checkout process when you send people to your link.  

THIS is how you can still have a massive impact on your sales AND... If you have never taken a Hack MLM Program, go to hackmlm.com and it walks through this in depth. 

If you're actually serious about it and want to get these systems for yourself, go to secretmlmhacks.com and get this program. 

This is why it's been such a big deal… It's because I flip a lot of these models on its head. 

• I don't use the way upliners teach MLM
• I've never done a home meeting
• I've never done a hotel meeting
• I don't do phone meetings

… I auto-recruit pretty much DAILY! 

FREAKING OUT OVER THE MLM FUNNEL

I don't want anyone to freak out or anything but I want you to take note of the process I go through to create a funnel. 

1. This works if you are trying to recruit
2. It also works if you're trying to do products

I would use this funnel that I'm about to share with you to SELL products. 

I can use this to promote something that I don't own the cart for… This is the MLM FUNNEL. 

If you go to themlmfunnel.com, this is what you're about to see when you go there.  

**No one have a heart attack or anything**  

THIS is why it works for MLM… When I don't own somebody else's product, what are all the things somebody's going to struggle with? 

What are all the things somebody's going to struggle with when they buy the other person's product through my link? 

And I come up with my own OFFER. 

Think about this for a moment… 

There's a really cool book that Russell Brunson just put out called Network Marketing Secrets, and I created this funnel to promote that book. 

It’s the exact same model to go sell MLM products with… There's no difference! 

I keep telling everybody it's the same thing as affiliate marketing online! ...

I wanna teach you guys a little bit more about how I chose the next step that I needed to be focusing on…  

I'm actually in Temple, Florida right now but I live in Boise, Idaho. I grew up in Denver, from the age of 5 till I left the house. 

And grew up in Denver (Little Sand Colorado) and had a ton of fun growing up there. I love golf courses! I actually don't golf that much so it's kinda funny for me to say that... 

But we grew up on the back nine of a public golf course and coming back to this place in Florida always reminds me of growing up. 

I'm actually in this building where we’re doing a speaker training. I'm attending one… I'm not giving it. 

I'm at a really interesting spot now where I just focus on trying to learn from specific experts… from their specific talent. 

I don't wanna go learn from somebody who is not the absolute best at what they do. 

It's not the purpose of this episode but I've ranted on here about it before…

If someone isn't rich, stop listening to them about money advice. 

CUT IT OUT!

If someone isn't ripped, don't listen to them about trying to get healthy. 

It's the same thing with MLM. If somebody is saying, "Hey do the X, Y and Z", and they're broke… Then don't listen to them!

It sounds like common sense but it's hard to do at first, especially if you've not been careful on who you listen to in your circle. 

I'm here for that exact reason. 

FOCUS ON WHAT YOU LOVE

I love speaking on stage. Those of you guys who have been to one of my events know that I LOVE speaking on stage. 

And I'm not bad at it… But I wanna get better. 

So I'm here learning from one of the absolute best! He's absolutely incredible. His name's Myron Golden. 

I'm VERY careful on those that I chose to listen to. 

Hopefully you guys enjoy the four part series we did. 

The four part series was going through and creating a product funnel for your MLM - It is really powerful stuff. 

That’s really is how a lot of big guys do it and that is exactly what we teach. 

Hopefully you’ll take some of it seriously or just choose one method to focus on… 

I don't often share the trainings on a podcast, but I thought it'd be powerful for you to see it. If you are interested, just go join Secret MLM Hacks, go to secretmlmhacks.com. 

I thought I'd break it up and share with you how we sell using the internet. 

The future of MLM involves the internet. I've got some really aggressive things that I wanna share with you coming up soon. 

If you haven't checked out the mlmfunnel.com, just go check it out. FAIR WARNING: The video might be a little bit aggressive. 

Watch what I'm doing in it though. 

One of the biggest questions I get after teaching something is, "Stephen, what do I do next?" and I understand what they're asking and I get it. 

When you start learning any new topic… It involves a series immersion in that topic. So while you get immersed in the topic (which is great and you should) there comes a point where you know enough of the framework to just move forward. 

STEPHEN, WHAT’S THE NEXT STEP?

You don't need to be immersed anymore and success is no longer based on getting another book. Or another: 

• Course
• CD

• Whatever 

If you don't know a lot of these things, then just immerse. Deep dive on whatever topic is you're learning. 

Eventually, the highest leverage activities you can do have nothing to do with getting another book. 

Slowly, what starts to happen is the next highest leverage activity. That's the way to look at it! 

It's not how to become a master in X topic or whatever it might be. Ask yourself this question, “How can I have the fastest leverage? How can I gain the most leverage in my life?” 

Pretty soon, you'll start to realize that getting another book, another course, another CD, whatever that is. It has nothing to do with it… 

It's actually might be hindering your progress. 

Once you have the baseline understand, start asking the question, “How do I get more leverage for what I'm moving towards?” 

That’s gonna be a different answer than you going and getting another book. 

What it starts to turn into is... It's not a fun answer... But it's freaking action! 

Just do it! 

I wanna give you guys a very simple thing that I use to do that personally. 

HOW I FIGURE OUT WHAT TO DO NEXT

I left my job about a year and a half ago and did this stuff full time. It's been awesome! 

Real quick, you start to realize that, “Oh crap, I'm the one that comes up with my own checklist everyday.” 

Nobody's giving me a To-Do-List. Nobody saying, "Hey, Stephen, this is what you gotta get done today".

Nobody's looking at me and saying, “Hey, did you noticed this, this and that?” 

You gotta go and look at those things yourself. 

Not only do you need to go and fix this or that, or maybe have more clarity on the product… You also gotta do the normal fulfillment of the product. 

No one is giving me a To-Do-List.

This is a question that I get asked frequently and it is something that is completely... "Is this even possible?!" 

Yes, yes it is. 

Now this is the most advanced of the three strategies. 

The first one was teaching you the assets that you need to create in order to do the other three. 

This is PART FOUR - The third strategy. It's not all-encompassing. It's not like these are the only selling strategies out there. 

But I look to see what the HIGHEST leverage activities are that I can dive into. 

• What are the things that I can do and create? 
• Or what are the systems I can build? 

… That I only have to build ONCE and they just keep working. 

I'm excited for you guys to see this episode. This one is called the Self-Liquidating Offer and I've talked about that in the past. 

THIS is different than the previous episodes. 

Take out a piece of paper. This is the MOST advanced strategy. 

SELF LIQUIDATING OFFER STRATEGY

If someone's like, "I'm not techie"... 

I AN NOT A CODER EITHER. 

You can pull this stuff off in ClickFunnels. 

Please take out a piece of paper, take notes on this stuff and see how us internet marketers are treating MLM. 

I love MLM. It's awesome. It's something am actively doing. 

But I don't play it the way that most of you been taught to do it. 

Most of us internet marketers don't and we're like, “Nope, I will stay behind my computer” and that's totally cool. So how do we auto build? 

Let's talk about how to auto sell. 

You can go to makeaffiliatesgreatagain.com and see all that live action - makeaffiliatesgreatagain.com. 

If you wait two or three weeks you can go to the MLMfunnel.com and see all that live action again. Right now it's only a bridge page, not a bridge funnel. 

If you guys go ofasignup.com that's the one I built in three hours in a hotel room and it's done $115,000 in four months. And I haven't touched it since building it in a hotel room! 

They’re powerful things and I want you to know why it's such a big deal. 

These little tiny asset funnels, where you gonna go add more VALUE to the marketplace. You can do that WITHOUT having an ad with your MLM products in it which your MLM and Facebook doesn't like. 

You can do this without any of that! 

And that's why I do it! It's still an automated way to bring people in and talk to them and close them. 

I am very hands-off, my role is not to be the convincer. My role is to be a system builder. 

ADVANCED SELF LIQUIDATING OFFER STRATEGY

This is definitely a little bit more advanced. But I think you should know it because this is how most big MLMers made money before they were big. 

You hear what I just said? This is how most big MLMs made money before they were big. 

There's a concept called the VALUE LADDER. 

Whoever can spend the most money to acquire customer wins. 

That's a huge statement. And it's true for every industry and every business... But what are the costs? 

MLM teaches you the first cost you have is your TIME and that's what they want you to go spend one-off time. 

You’re gonna tell the pitch to people personally... And NEVER get the time back whether or not they say YES or NO. 

I HATE that kind of cost. That drives me nuts. 

There's duplicatable time, which is the one that I really wanna get into.

And then there's MONEY. Understand you're going to spend ONE of these three. 

There's your money and then there's other people's money… I guess that's the fourth cost. 

I want my customers to fuel my recruiting and selling activities. 

The first cost is not an option for me. I am NOT gonna spend my one-off time to recruit. I'd rather tweak the system. 

I will spend duplicatable time.

On the other side, I don't really wanna spend my money on ads. I'm totally cool with spending other people's money on ads. 

At the beginning, I may not have money and I may not have the ability to. I am not telling you to go take out a loan. I am also against that. 

GET DUPLICATABLE TIME BY PUBLISHING 

That's why I tell you to publish so much. 

Because I do it ONE time and it spreads ALL over the internet. And with time, all of my content continues to rise. 

Even if you're bad your content still gets more and more eyeballs. That's very duplicatable time. 

Then what do I do at the end of my podcast episodes or in my Facebook group where I have a lot of relationships with them? 

Whatever it is, it's a following and you have a relationship with them. You have a list and the relationship you have with the list determines the value of the list. 

I want there to be a relationship because eventually,<...

Today we're gonna talk a little bit more about how to actually sell MLM products (network marketing products, direct sales products, whatever you choose to call it).

We're all commission-based salesmen…

How do we sell our products on the internet using the rules that we've been given? 

If you're coming in and this is the first one you've seen in this four-part series, THIS IS VIDEO THREE.

Go back and start with video ONE because these do build on themselves. 

These tactics grow and grow and grow and they get bigger and bigger, more advanced, more advanced. 

The most advancement will be the next episode. 

This is number THREE. 

This video, this strategy is not all-encompassing... These are just SOME of the simple ways to auto-sell a lot of product. 

It's the same model I've used in other industries as well. 

I love it for the MLM space and its profitable stuff.