How to Talk to Anyone and INSTANTLY Build Rapport (DM Strategy)

In this behind-the-scenes episode of Rare Things, I dive deep into my real-time outreach strategy that helps me book dream guests (like Robin Williams’ kids!) and convert warm leads into sales without being sleazy. I walk through how I personalize DMs using ChatGPT, build real relationships, and turn cold contacts into powerful connections. You'll learn how to create a “revenue routine” that works daily magic—and why building genuine rapport matters more than any funnel hack.

What is Rare Things?

Rare Things is a podcast for those who refuse to settle for ordinary and crave perspectives that challenge the status quo. Each episode dives into conversations where rare perspectives create extraordinary lives. We talk to people who have done RARE things, defying the odds, challenging the status quo, and turning their wildest dreams into reality.

[SPEAKER_06]: The work at the same house.

[SPEAKER_06]: I hear calls all day going on up there and you're like, oh, it's just talking to Robin Williams kids.

[SPEAKER_06]: How did you do that?

[SPEAKER_06]: How did you get a hold of them?

[SPEAKER_03]: I spoke at an event that Robin Williams' daughter in law was also speaking at.

[SPEAKER_03]: She had a beautiful story and I recognized her even before.

[SPEAKER_03]: She spoke.

[SPEAKER_03]: And I just approached her.

[SPEAKER_03]: I was like, I love your story.

[SPEAKER_03]: We have these things in common.

[SPEAKER_03]: Do you ever do podcast interviews?

[SPEAKER_03]: I'd love to have you on my podcast.

[SPEAKER_03]: And she's like, yeah, of course.

[SPEAKER_03]: And then we just kept in touch with that.

[SPEAKER_03]: It is important for you, whoever is the attractive character or the leader of the business, to still have a pulse on real connections with real people.

[SPEAKER_06]: Well, everybody, I would love it if we could give a big round of applause for Ms.

[SPEAKER_06]: Marley Jack.

[SPEAKER_06]: And we're gonna do something a little different here.

[SPEAKER_06]: We are actually, actually, like, turning this thing over.

[SPEAKER_06]: Do you guys, even, you guys know we have a podcast called Rare Things Out?

[SPEAKER_03]: We should make a jingle.

[SPEAKER_03]: But things are rare, but by all.

[SPEAKER_06]: We thought it'd be fun.

[SPEAKER_06]: So Marley's gonna share with us some cool things she does for outreach.

[SPEAKER_06]: It is literally because of her that there is a rare thing to show.

[SPEAKER_06]: And it's also because of her that we have cool people coming on it.

[SPEAKER_06]: So not only, we're just talking back there, and we realize that it'd be neat to go through and share outreach for sales, but it's actually the same thing that she does for just reaching out to big, famous people.

[SPEAKER_06]: Case in point.

[SPEAKER_06]: We haven't done it yet, but it's soon interviewing who's kids again?

[SPEAKER_03]: Robin Williams, kids.

[SPEAKER_03]: Isn't that cool?

[SPEAKER_06]: She's very good at this.

[SPEAKER_06]: It's not just like, in fact, most of you who are in this room also, that was not me messaging you that was Marley.

[SPEAKER_07]: I bet you.

[SPEAKER_06]: I don't know what it is.

[SPEAKER_06]: Marley just touches my phone and gold comes out of it.

[SPEAKER_03]: I mean, I'm writing it being like, who do you know here the relationship, you know?

[SPEAKER_06]: Yeah.

[SPEAKER_06]: But we thought it would be fun to go through and do like an episode that's a little bit unique where we actually do.

[SPEAKER_06]: So, all right, we'll use you guys also.

[SPEAKER_06]: We'll make a podcast episode right now.

[SPEAKER_06]: But also one that kind of talks about how this outreach process goes.

[SPEAKER_06]: Because it's the same thing.

[SPEAKER_06]: I watch you do it for sales and for relationships, which turn into sales.

[SPEAKER_06]: So it's for both.

[SPEAKER_03]: Yeah, or just connections.

[SPEAKER_03]: JV is podcast interviews or just friendships like being friends with cool people that you admire.

[SPEAKER_06]: It's not a skill set that I have.

[SPEAKER_06]: So I just want to start off.

[SPEAKER_06]: We're going to start off real quick.

[SPEAKER_06]: And if you have questions, go ahead and ask them as well.

[SPEAKER_06]: But we, we.

[SPEAKER_06]: It's not a joke.

[SPEAKER_06]: Like I'm not great at reaching out to people.

[SPEAKER_06]: There's not.

[SPEAKER_06]: So much so that family and friends even ask like if I'm alive still and they get fined out through Marley that I am like I don't know it.

[SPEAKER_06]: He was not have that skill set.

[SPEAKER_06]: You're just like I'm you're super independent almost fiercely to a fault and so any form of like any yeah any form of like

[SPEAKER_06]: dream when hunting and I'm gonna go out and create relationships and relationships are money and your network is your net worth and all stuff and I'm just like shoot me you know like you guys that way a little bit like I am and so it's not a natural skill set so every time I've seen Marley go use this very very real skill set

[SPEAKER_06]: Often, not only is it a shorter road to making the same amount of money that I'm going through, it's like, make that money, right?

[SPEAKER_06]: So it's a shorter road towards the cash, but it also creates a real relationship for future cool things moving forward.

[SPEAKER_06]: So that was why I wanted to ask if Marley would stand up here and go through and share what she does.

[SPEAKER_06]: I'm not even kidding, there's like three or four nights ago.

[SPEAKER_06]: She just walks in and she's like, you know, be so fun.

[SPEAKER_06]: Is it if I just spent like two hours just like reaching out to all these people who are in your DMs?

[SPEAKER_06]: And I'm like, that sounds terrible.

[SPEAKER_06]: All right, and then sir know, she did she's seeing it and it's like, and I'm just watching this stuff fly and we got four booked calls that night in those two hours of people were trying to pay me.

[SPEAKER_06]: And like, I just, it's nuts.

[SPEAKER_06]: So with that, that's why that we asked this.

[SPEAKER_03]: I think it also, though, to, yes, you can do cold outreach to people, but Steven, you also have a great system set up, because you have content that has attracted an audience, and then you also have the funnels that will convert the audience, and then sometimes it's just the stuff in between.

[SPEAKER_03]: So yes, there is the communication to a cold audience, but also the stuff that you've set up for your warm audience makes it easier to then attract the cold audience.

[SPEAKER_03]: So that's also to say like for what everyone else here is setting up for their businesses to have the relationships.

[SPEAKER_03]: the funnel to convert them, but then also the mindset that you can't do it.

[SPEAKER_03]: And that mindset can also can come from taking the action and doing it because I feel like it's just knowing how to do it and what to do and what to say that will make it easy.

[SPEAKER_03]: Sometimes people just get too much in their head of like, I have to do this thing and I don't know how so therefore I don't want to.

[SPEAKER_03]: But it's funny when you were saying, like, can you share this?

[SPEAKER_03]: I was like, I don't know how to explain what I do.

[SPEAKER_03]: To put it very simply, and I'm sure you'll help to pull out of me like what the real process is, I have a list of people kind of just in order based on temperature.

[SPEAKER_03]: Like the hottest leads to them, the coldest leads, and I go for the lowest hanging food first.

[SPEAKER_06]: And you do it for a sales scenario and just a straight up relationships scenario, too, right?

[SPEAKER_06]: We have two different, but do you guys have a list?

[SPEAKER_06]: And I mean, like, I barely, as of like a week ago, have a list, you know, like besides an email list.

[SPEAKER_06]: Like, you, these are running lists that you have.

[SPEAKER_06]: How often do you look at them?

[SPEAKER_03]: Every day.

[SPEAKER_03]: I have a revenue routine.

[SPEAKER_03]: And it's awesome.

[SPEAKER_03]: At minimum, if all you do is DM five people and do five also follow-ups from the day before.

[SPEAKER_03]: you're going to keep filling your pipeline.

[SPEAKER_03]: It's so simple, it's stupid.

[SPEAKER_06]: You exploded though once you started doing this, what are you doing?

[SPEAKER_06]: Because we'll work at the same house that she works in another room and work in another.

[SPEAKER_06]: It feels like all the hammer in a way, usually listening to some sexy Russian house music, just building stuff, and then I hear calls all day going on up there.

[SPEAKER_06]: Oh, it's just talking to Robin Williams kids.

[SPEAKER_06]: Oh, I was just talking about how did you do that?

[SPEAKER_06]: How did you get a hold of them?

[SPEAKER_06]: I mean, while my approach to doing that is build another fall, I'll do another rent, whatever.

[SPEAKER_06]: And you're like, I just talked to them.

[SPEAKER_06]: Like, there's no way it's that simple.

[SPEAKER_06]: Right, but I do have a, it is magic.

[SPEAKER_03]: I think also removing an outcome of, because yeah, I just, I just talked to them.

[SPEAKER_03]: I wasn't talking to them for a transaction or an exchange yet.

[SPEAKER_03]: They might lead to it, but sometimes it's just,

[SPEAKER_03]: talking about them, caring them about them as a human being and I think that's the basis of business is caring about a human enough to know what their problem is and caring about them enough to also help them find a solution whether that solution is me or a referral or a piece of content or a person placed thing that I can send them to.

[SPEAKER_03]: So when I was talking about, I reach out to people in order of temperature first.

[SPEAKER_03]: I guess like if we look at the list from hot to cold, who are the hottest leads that you have?

[SPEAKER_03]: People who have bought something from you already.

[SPEAKER_03]: Go to your people who have bought anything, even if they just spent a dollar.

[SPEAKER_03]: They've taken out their credit card.

[SPEAKER_03]: They've qualified themselves by saying, I will give you at least a dollar, which means that the second dollar is a lot easier to earn as well.

[SPEAKER_03]: They already know who you are.

[SPEAKER_03]: And likely if they've gotten your product, hopefully you've won their minds and given them some value, then

[SPEAKER_03]: It makes sense for them to see the next thing that you can offer them.

[SPEAKER_03]: If all you did was also send a DM or an email or pick up the phone and call someone that opted into your funnel or bought something from your funnel, that would go such a long way because who does that?

[SPEAKER_03]: not many people do that.

[SPEAKER_03]: So if you do that, and it's genuinely you, which sometimes people will be like, is this really Marley or is this a bot, and then I'll send back a video, but like, hi, it's actually me.

[SPEAKER_03]: And then they're so impressed by that.

[SPEAKER_03]: And I'm like, yeah, no, seriously, like what I saw you opted into this.

[SPEAKER_03]: Do you want to make sure you got this?

[SPEAKER_03]: Do you have any other questions?

[SPEAKER_03]: And hearing help you with, I'll look at their profile too to be like, oh, I saw you just went to Disney.

[SPEAKER_03]: You know, we're right.

[SPEAKER_03]: So you go now.

[SPEAKER_03]: Like, you know, we're restaurants.

[SPEAKER_03]: We do whatever.

[SPEAKER_03]: Like, have a genuine conversation as a genuine human to another.

[SPEAKER_06]: You know, it's interesting you say that though.

[SPEAKER_06]: I remember Robby told me that they, you know, for a long time, ClickFunnels is getting one to three thousand trials a day.

[SPEAKER_06]: Just that's how many people went to the page and got a trial.

[SPEAKER_06]: Just insane them, a number of people.

[SPEAKER_06]: And they dropped their turn by fifteen percent simply by Robby calling them when they got a trial.

[SPEAKER_06]: Was it?

[SPEAKER_06]: Hey, how you doing?

[SPEAKER_06]: Questions?

[SPEAKER_06]: And often, it led to more sales just on that one piece.

[SPEAKER_06]: And I think it's maybe one of the dangers of the internet marketing spaces that you automate too much, or you literally remove the human element from the whole equation.

[SPEAKER_06]: That's interesting.

[SPEAKER_03]: That's going to help the churn, and it's also going to help the show rates for future things because they've already talked to a human.

[SPEAKER_03]: So if they book a sales call for something, and if they don't show up to it's like, oh, well, they already made the connection with Robby.

[SPEAKER_03]: Oh, Robby, because hey, you didn't come to that call.

[SPEAKER_03]: Oh, I'm so sorry.

[SPEAKER_03]: Let me reschedule it, or they, yeah, they'll either communicate with the human that first touch base with them, or they won't, they won't know show as much because they know that it's an actual human that they've connected with.

[SPEAKER_06]: So you wake up and you have a very similar routine for this.

[SPEAKER_06]: And I'm noticed this.

[SPEAKER_06]: It's like, is it the first thing that you do?

[SPEAKER_06]: Um, you do, could you walk us through it?

[SPEAKER_06]: It is again.

[SPEAKER_06]: It's five out five.

[SPEAKER_03]: Yeah.

[SPEAKER_03]: Um, five out of reach.

[SPEAKER_03]: And I call them my money on the table leads.

[SPEAKER_03]: And I just keep feeling this pipeline of my money on the table.

[SPEAKER_03]: And I'll also organize them into, is this a potential lead that will buy something?

[SPEAKER_03]: Is this a potential lead for a podcast?

[SPEAKER_03]: Is this someone for a JV?

[SPEAKER_03]: Or is this just like a relationship that I don't know where to categorize it yet?

[SPEAKER_03]: But it's someone that we have things in common and I want to get to know them.

[SPEAKER_03]: And that's great too.

[SPEAKER_03]: Like if I just enjoy their content, but maybe I don't know how we could potentially work together.

[SPEAKER_03]: There isn't always that exchange rate up front.

[SPEAKER_03]: So yeah, I have, I do my five outreach and it's like five minimum.

[SPEAKER_03]: Which it's very easy to also do more like I was in a I was in a launch a couple weeks ago and I think I did five hundred out reach over a weekend

[SPEAKER_03]: But I also had a process that I knew exactly what I was going to say at each stage of the outreach, not that it was a copy and paste.

[SPEAKER_03]: I'm just going to say the same thing.

[SPEAKER_03]: But it was like, I knew the direction that I was going to go with, hey, this is starting on Monday.

[SPEAKER_03]: Do you want to join?

[SPEAKER_03]: I can't remember what my message was because I also, I'm very particular about how it comes across.

[SPEAKER_06]: Yeah, you're not copying and pasting.

[SPEAKER_03]: No, and also so many people can copy and paste that I never want to get drowned out in the noise of everyone else that's copying and pasting.

[SPEAKER_03]: So the way that I do that is I might do a little bit of research on their N to C stuff on their profile that I can be personalized or I just make my message sound personalized.

[SPEAKER_03]: And the way that I do that is I will talk to chatGBT.

[SPEAKER_03]: And what I mean by talk to chatGBT is like, don't type into chatGBT.

[SPEAKER_03]: I will actually turn on the audio record function.

[SPEAKER_03]: And I will talk to it and I will ramble.

[SPEAKER_03]: And I'll go on for as long as I can.

[SPEAKER_03]: And then I'll say, please put that into a message that's concise and cool and not like slimy sliding into the DMs.

[SPEAKER_03]: And it's just like a subtle invitation.

[SPEAKER_03]: And then it'll come up with something, and then I'll just tweak back and forth until it's something that I like.

[SPEAKER_06]: It's funny because every time you do it with my phone, like, I'll even chill head, you'll head back, and my phone will be hot.

[SPEAKER_06]: Like physically hot.

[SPEAKER_06]: It's like, she's so incredible.

[SPEAKER_06]: Yeah, she's going back for between apps, but I also will notice that Chatchee BT is always open, and she's speaking to it and saying, hey, this person,

[SPEAKER_06]: I think it's trying to figure out if I'm a real human being because you have no real human being in a funny silly way.

[SPEAKER_06]: It doesn't sound like I'm actually a box.

[SPEAKER_06]: I'm knocks.

[SPEAKER_06]: I'm real and it's funny that I'm asking about for help with that.

[SPEAKER_06]: Yeah, it's funny.

[SPEAKER_06]: It's just so rambal and then and then click stop on the voice part and and then you just click submit and it's the huge document of what a like transcription what she said and every time you do that I always get way more out of chat to you.

[SPEAKER_03]: because you all say more.

[SPEAKER_03]: You will say more than you can type.

[SPEAKER_03]: Like if I have to type something like, hey, make this sound cool.

[SPEAKER_03]: If I just talk, I'll think of something as I'm talking and I'm rambling and Jackie B.T will make sense of it.

[SPEAKER_03]: And then you just keep going back and forth until it's something you like.

[SPEAKER_03]: Because I think the other, just the most important part of this is that you feel what you're sending.

[SPEAKER_03]: Because if you're just sending a copy and paste, like, okay, I'm just gonna get through this list.

[SPEAKER_03]: I think that there's, like, if I can go woo for a second, I think people feel that.

[SPEAKER_03]: And if my message just has so much conviction and like, hey, this event happening on Thursday is amazing.

[SPEAKER_03]: I would love to have you there.

[SPEAKER_03]: I really genuinely mean that.

[SPEAKER_03]: However, you wanna say that in the message.

[SPEAKER_03]: That's gonna come through instead of just, yeah, I had a list of a hundred people and I'm just gonna hit copy and paste to everyone and hopefully I get at least a ten percent conversion and some people show up.

[SPEAKER_06]: which is essentially what you're doing with an email, right?

[SPEAKER_06]: Sure.

[SPEAKER_06]: And I feel like that is your copy paste throughout the whole thing, but it's cool because something like DMs allows for the personalization.

[SPEAKER_06]: And it seems like a few of them mess it up as they don't do the personalization and it's a blanket, right?

[SPEAKER_06]: It's blast all over the place.

[SPEAKER_06]: I'm like super tempted to do's pull-up chat to VT.

[SPEAKER_03]: Sure.

[SPEAKER_06]: You want to?

[SPEAKER_06]: Let me get my phone.

[SPEAKER_03]: Or do you need to just scream out?

[SPEAKER_06]: I actually need to just scream right off my laptop.

[SPEAKER_03]: Yeah.

[SPEAKER_06]: Okay, here we go.

[SPEAKER_03]: There it is.

[SPEAKER_03]: There's one.

[SPEAKER_05]: Okay, check it out.

[SPEAKER_05]: Yeah, so this is you doing it, right?

[SPEAKER_03]: Yeah, so someone, uh, someone was like, hey, I'm interested in Titans, but I don't think that I need, uh, marketing and scaling.

[SPEAKER_03]: I need disruption.

[SPEAKER_06]: And I was like, oh, my buddy Lawrence who's supposed to be in Titans.

[SPEAKER_06]: Lawrence joined.

[SPEAKER_03]: It's almost like Steven's writing a book on disruption.

[SPEAKER_03]: So I was like, how do I just actually say that with some humor?

[SPEAKER_03]: And I can't see what I said.

[SPEAKER_03]: I actually, uh, I didn't use exactly this because some of it, if it sounds too robotic, like, hey, well, let me tell you, it's a group for scaling and blah, blah, blah.

[SPEAKER_06]: Let's go put your, what is a red hot?

[SPEAKER_06]: If you want red hot lead joining, it's like, hey, I wrote that.

[SPEAKER_06]: You guys can tell when, hey, I write the crap.

[SPEAKER_03]: Let's delve in, delve, dive in and blah blah blah.

[SPEAKER_03]: Any dive in?

[SPEAKER_03]: Or it's not this, it's this.

[SPEAKER_03]: It's the edit it now.

[SPEAKER_03]: So I think I took some piece that I took the, you know, want a schedule call and chat more about it.

[SPEAKER_03]: So we can get you in.

[SPEAKER_03]: Let me know.

[SPEAKER_03]: Like I, I think I know that I use the ending.

[SPEAKER_03]: I always like to end it with just moving it up.

[SPEAKER_06]: See, I can kind of see the text a little better.

[SPEAKER_03]: I know I always try to end the message with a, uh, with a question.

[SPEAKER_06]: Should we try right now?

[SPEAKER_03]: Sure.

[SPEAKER_06]: Okay.

[SPEAKER_03]: So... What are we gonna read?

[SPEAKER_06]: Give me an objection.

[SPEAKER_06]: Like, why did you guys not?

[SPEAKER_06]: Like, hey, I couldn't come because of Blanker.

[SPEAKER_06]: I don't know.

[SPEAKER_06]: I'm trying to figure out what... We need to go against the call to action here.

[SPEAKER_06]: Or rather, who you guys have an event coming up next?

[SPEAKER_06]: Susan?

[SPEAKER_06]: Yeah?

[SPEAKER_06]: Do you want to tell us what it is real quick?

[SPEAKER_01]: Um, yeah.

[SPEAKER_01]: So we're doing a workshop next week.

[SPEAKER_01]: Uh...

[SPEAKER_01]: Just if it is helping people turn their expertise into a high-value, high-profit digital program.

[SPEAKER_01]: Visual product.

[SPEAKER_06]: Who's the customer?

[SPEAKER_06]: Do you want?

[SPEAKER_01]: Content creators, YouTube first.

[SPEAKER_01]: Objection that we, again, you know that we're like new to this.

[SPEAKER_01]: Objection that we, the plan to run into is they're like, well, I don't know that I have enough knowledge to create a program out of it.

[SPEAKER_06]: What else would you tell chat to PC?

[SPEAKER_06]: We're talking good right now.

[SPEAKER_01]: Oh, and another objection would be, well, why don't I just go the seemingly easy route and just get a bunch of sponsorships and brand deals instead of going through all the effort of creating a program and then I have a business when I have to run it.

[SPEAKER_01]: Um, another one is, well, I've never sold to my audience before and I don't want to look like a cell out to my audience.

[SPEAKER_06]: What else would you say to that?

[SPEAKER_03]: Let's just see where that comes at with.

[SPEAKER_03]: So that's going to write it all out.

[SPEAKER_06]: The voice is so much more powerful than timing.

[SPEAKER_03]: Talk to chat to BT.

[SPEAKER_03]: Okay.

[SPEAKER_03]: And then I'm going to say, uh, can you write a, d-a, an outbound?

[SPEAKER_03]: DM script to someone that should be in this event, and write it with a personal, quirky voice.

[SPEAKER_03]: Don't be slimy.

[SPEAKER_03]: I'll just say exactly what I'm thinking, and then I'll probably go back and forth.

[SPEAKER_03]: Okay, so here's the deal.

[SPEAKER_03]: Never.

[SPEAKER_03]: I'll never put that in a message.

[SPEAKER_06]: Okay, so here's the deal.

[SPEAKER_06]: Winning a workshop next week.

[SPEAKER_06]: Hi, value.

[SPEAKER_06]: I think less hustle sponsorships, they immediately be real.

[SPEAKER_03]: So I like the personality that's coming out from around here.

[SPEAKER_06]: I feel it's almost written more like an email than a DM, right?

[SPEAKER_03]: Yeah.

[SPEAKER_06]: So I would almost take that as a DM spoiler alert.

[SPEAKER_06]: I'm not going to say that face to face and DMs is like face to face.

[SPEAKER_03]: But I'll take some pieces that I like here and be like, hey, I thought of you because let's be real.

[SPEAKER_03]: You've got the chops.

[SPEAKER_06]: You ever said that in your life season?

[SPEAKER_06]: Here's the round.

[SPEAKER_06]: You got the chops.

[SPEAKER_06]: Someone's like, I'm very good to that workshop.

[SPEAKER_06]: Do I even create a program spoiler alert?

[SPEAKER_06]: Do I know enough to create a program spoiler alert?

[SPEAKER_06]: You do.

[SPEAKER_06]: boldly, I love to work with you.

[SPEAKER_06]: So what's interesting about AI is you kind of have to make fun of it.

[SPEAKER_06]: Like I yell at it sometimes.

[SPEAKER_06]: Like dummy, that's not what I said at all.

[SPEAKER_06]: Try it again, but stop being so weird.

[SPEAKER_06]: You know, you kind of like it's almost like an employee that takes a thousand times longer to learn to natural skills and normal human being as smart as it is.

[SPEAKER_06]: It's also really dumb.

[SPEAKER_06]: So

[SPEAKER_06]: That's just kind of how you talk with it.

[SPEAKER_06]: Do you guys use AI much?

[SPEAKER_06]: Yep.

[SPEAKER_06]: It's really good for this kind of stuff.

[SPEAKER_06]: And it's nuts because this part of the reason I wanted to ask Marla to come up and kind of share this stuff.

[SPEAKER_06]: You do this every day.

[SPEAKER_06]: And Marla has talked to chat to P.T.

[SPEAKER_06]: so much.

[SPEAKER_06]: The out of the blue should be like, what do you think my biggest threat is in my future?

[SPEAKER_06]: Oh my god.

[SPEAKER_06]: Oh my god.

[SPEAKER_06]: To it for so long.

[SPEAKER_06]: It's like, here's it.

[SPEAKER_03]: And we're like, it's giving me therapy.

[SPEAKER_03]: Yeah, pinch.

[SPEAKER_06]: for yourself.

[SPEAKER_06]: It's really interesting.

[SPEAKER_06]: It just knows Marley so much.

[SPEAKER_06]: She uses it so, so, so much.

[SPEAKER_06]: A lot of the emails that I'm sending out right now are because Marley was like, hey, just come up with this prompt and we just, so that you can actually major in prompt prompts now.

[SPEAKER_06]: She gets nothing.

[SPEAKER_06]: AI prompts is like a whole degree.

[SPEAKER_06]: And so knowing how to talk to AI and using it in a business tense is a very, very real thing now.

[SPEAKER_06]: So that's part of the reason I wanted to go through this.

[SPEAKER_06]: So tell us what you're doing.

[SPEAKER_03]: Okay, so I just played around with it.

[SPEAKER_03]: Well, first of all, when I deleted some things, it deleted what the invitation was.

[SPEAKER_03]: So I had to go back and do that.

[SPEAKER_03]: Hey, I'm doing the workshop next week about turning your expertise into a high-value digital program.

[SPEAKER_03]: I thought of you immediately because I don't like this.

[SPEAKER_03]: Your brand is amazing.

[SPEAKER_03]: I wanted it to replace that.

[SPEAKER_03]: If you need to write no enough to create a program, spoiler, you absolutely do.

[SPEAKER_03]: I'd love to work with you to create a clear plan for launching a submit epic.

[SPEAKER_03]: Can you make it?

[SPEAKER_03]: I would love to see you there.

[SPEAKER_03]: I'm still not in love with it yet, because I want it to be more personalized.

[SPEAKER_03]: And so what I would probably do from this is I would take a specific name.

[SPEAKER_03]: So let's pretend that we're talking to our friend Corbin Maxi, who he has.

[SPEAKER_06]: We're trying to get.

[SPEAKER_03]: Yeah, he has an audience of four million people and doesn't, isn't selling with a digital product.

[SPEAKER_03]: And we're like, oh my gosh, this is perfect for Susan.

[SPEAKER_03]: So.

[SPEAKER_06]: That's what we're trying to see you have to do right now.

[SPEAKER_03]: Yeah.

[SPEAKER_06]: He's the one that brings like animals out for all kids.

[SPEAKER_03]: Okay, so I'm gonna do this for.

[SPEAKER_03]: Hey, can you take this inspiration and turn it into a personal invitation for my friend Corbin Maxi?

[SPEAKER_03]: We've talked in the past about his business that he has an audience of four million people that he's not monetizing and I really believe that he's leaving money on the table.

[SPEAKER_03]: Can you turn that into an invitation for him to come to this workshop?

[SPEAKER_03]: I also like it when you say things like write it like I'm Dan Kennedy and it will write in the voice of Dan Kennedy or the voice of Russell I also have a vault of my favorite prompts like favorite voice prompts really that I'll just keep using okay hey Corbin I'm hosting a workshop next week.

[SPEAKER_03]: I also think that I don't want to go straight into the I'm hosting a workshop next week

[SPEAKER_06]: Yeah, the ask is definitely.

[SPEAKER_03]: I would actually start with this.

[SPEAKER_03]: Corbin, dude, you've got an audience of four million people.

[SPEAKER_03]: Four million.

[SPEAKER_03]: I genuinely believe there's a ton of untapped potential there.

[SPEAKER_03]: You're leaving money on the table, my friend.

[SPEAKER_03]: I'd love to help you change that.

[SPEAKER_03]: I'd probably just send that.

[SPEAKER_03]: I would just send that as message one.

[SPEAKER_07]: Yeah.

[SPEAKER_03]: And let him respond, or if he doesn't, then I would follow up with, well, what would I follow up with?

[SPEAKER_03]: Let's see if I can get some help here.

[SPEAKER_03]: He didn't respond.

[SPEAKER_06]: So Marley will have this up.

[SPEAKER_06]: What can in live conversations while she's with people?

[SPEAKER_06]: And continue to ask it, I'm trying to get this person to commit.

[SPEAKER_06]: I'm trying to get this person act, but they said this, what should I say?

[SPEAKER_06]: And it's the craziest thing to watch because she's just using this epic tool and it's like you're marketing assistant in the moment mid conversation.

[SPEAKER_03]: Yeah, okay.

[SPEAKER_03]: So let's pretend you didn't respond and then I said he didn't respond.

[SPEAKER_03]: What can I say is a quick one-liner to bump it up and get as attention?

[SPEAKER_03]: Give me five options.

[SPEAKER_03]: Corbin, seriously.

[SPEAKER_03]: Four million.

[SPEAKER_03]: Let's turn that out.

[SPEAKER_03]: Dangerous on the epic.

[SPEAKER_03]: You in.

[SPEAKER_03]: Hey, just circling back.

[SPEAKER_03]: Who says circling back?

[SPEAKER_03]: Still think you're sitting on a gold mine here.

[SPEAKER_03]: Let's chat.

[SPEAKER_03]: I would probably just send that.

[SPEAKER_03]: Do you circle back?

[SPEAKER_03]: I circle back.

[SPEAKER_03]: My with a circle back first and

[SPEAKER_05]: Yeah, I circle back.

[SPEAKER_03]: Dude, you're four million audiences calling time to make it work for you.

[SPEAKER_03]: What do you think?

[SPEAKER_03]: Like, that's pretty, I think that's cool.

[SPEAKER_03]: I like how bold it is and the confidence that conviction in that.

[SPEAKER_03]: Hey, quick reminder, you've got four million people waiting for you to sell them something awesome.

[SPEAKER_03]: Let's make it happen.

[SPEAKER_03]: Corbin, this is your Nudge.

[SPEAKER_03]: Four million, do not leave this on the table.

[SPEAKER_03]: We're gonna have to send them this five guests.

[SPEAKER_06]: Yeah, we should.

[SPEAKER_06]: We love the Corbin.

[SPEAKER_03]: We love Corbin.

[SPEAKER_03]: Our kids love Corbin.

[SPEAKER_06]: Yeah.

[SPEAKER_06]: So, okay, so then you're going back and forth.

[SPEAKER_03]: Yeah.

[SPEAKER_06]: And, you know, it's interesting when you think about like half of what marketing is doing is getting some of the tension.

[SPEAKER_06]: But there's a lot of people that you can reach just by talking to them, right?

[SPEAKER_06]: So what do you do with this then?

[SPEAKER_06]: So you DM them out to them.

[SPEAKER_06]: And it's not like you're babysitting your computer or phone all day.

[SPEAKER_03]: No, I only check your messages twice a day.

[SPEAKER_06]: But like, isn't it funny that so then you'll circle back the next day?

[SPEAKER_06]: And you just progress down the next, like basically the next stage of the pipeline of the conversation.

[SPEAKER_03]: Yeah.

[SPEAKER_06]: They said this, now what?

[SPEAKER_06]: They said this, now what?

[SPEAKER_03]: Yeah.

[SPEAKER_03]: So like, let's say if I sent this to call, they sent the follow-up to Corbin of like Corbin, four million and did he read it or not?

[SPEAKER_03]: then I'll follow up again.

[SPEAKER_03]: And I might take a different angle like this one was a little bit aggressive of like Corbin, but there's also the conviction of I know that I can help you.

[SPEAKER_03]: So are you trying to ask me what would I say now?

[SPEAKER_06]: Yeah, what would you take to start getting an actual commitment?

[SPEAKER_03]: Okay, so let's say if he goes, what did you have in mind?

[SPEAKER_03]: Well, what do I have mine?

[SPEAKER_03]: Let me think about it.

[SPEAKER_03]: Let me talk to Chad.

[SPEAKER_03]: You'd be too about it.

[SPEAKER_06]: And we could actually, oh, sorry.

[SPEAKER_06]: We could actually make up like, what are some things that you would say tend to like try to smoke out?

[SPEAKER_03]: Give me scenario.

[SPEAKER_06]: Yeah, like make it hard on this thing.

[SPEAKER_06]: You know, I'm not going to do it because I'm using what would people say to you.

[SPEAKER_06]: OK, I feel like I know enough.

[SPEAKER_06]: And I've got an audience solving the two hardest problems.

[SPEAKER_03]: Oh, yeah, yeah.

[SPEAKER_03]: Okay.

[SPEAKER_03]: Oh, you know what?

[SPEAKER_03]: I have had that objection.

[SPEAKER_03]: I had someone that was like, I lost email subscribers when I tried to sell.

[SPEAKER_06]: I was like, uh, welcome to the game, son.

[SPEAKER_07]: Yeah.

[SPEAKER_06]: He's off to the out.

[SPEAKER_03]: Okay, Corbin responded, fake Corbin responded, if he's listening to the podcast, that he is cautious about doing this because he's tried something before, but he lost email subscribers.

[SPEAKER_03]: I want to respond to him to help validate that concern and reassure him that that's not a bad thing and actually it happens all the time on the way to a very profitable outcome and that the best thing that we could do is get on a call to talk about it further.

[SPEAKER_03]: Can you help me write a response for that?

[SPEAKER_06]: Also write it in a way that doesn't put too much pressure on the point, because we don't want to make it a larger bear than it actually is.

[SPEAKER_06]: If we put too much pressure on it, then it'll be, you know, molehill to a mountain.

[SPEAKER_06]: So get past and get straight back to the call to action if trying to work with them.

[SPEAKER_03]: Dented da da da da.

[SPEAKER_03]: Is that the view?

[SPEAKER_03]: Kendrick can we get it back on us?

[SPEAKER_06]: You get the.

[SPEAKER_06]: We just look pretty today.

[SPEAKER_03]: Yeah.

[SPEAKER_03]: Totally get where you're coming from.

[SPEAKER_03]: Losing email subscribers can feel like a step-backer, but honestly it's a natural part of the process when you're pivoting or dialing in something new.

[SPEAKER_03]: It's like pruning a tree.

[SPEAKER_03]: You lose a few branches with the growth that falls.

[SPEAKER_03]: It's worth it.

[SPEAKER_03]: That's a great analogy.

[SPEAKER_03]: That's a good one.

[SPEAKER_03]: I might change a little bit of the tone so that it's not, yeah, flowery.

[SPEAKER_03]: It's a tree.

[SPEAKER_03]: It's super.

[SPEAKER_03]: That said, I often delete just like the first part of sentences that chat GBT says.

[SPEAKER_07]: Super.

[SPEAKER_03]: By the way, it's super common and not something to stress over.

[SPEAKER_03]: The key is making sure the right, I think this is too much.

[SPEAKER_03]: I would probably go back to Tatchee B.T.

[SPEAKER_03]: and say, like, hey, make it more concise.

[SPEAKER_06]: Actually, should we do that?

[SPEAKER_03]: Let's hop on a quick call to talk through it, yeah.

[SPEAKER_06]: And we hops on phones.

[SPEAKER_03]: Just wanted to come on here.

[SPEAKER_03]: People always say that, let's make it more concise.

[SPEAKER_05]: I love letting out frustration out the Tatchee B.T.

[SPEAKER_03]: No, you hit the Titanic landmass.

[SPEAKER_03]: Does anyone get their reference?

[SPEAKER_06]: You more on.

[SPEAKER_06]: Why did you say that to me?

[SPEAKER_06]: I'll say that back to it.

[SPEAKER_03]: Does anyone get a chance to pull a tannicle at the end of his?

[SPEAKER_03]: No, that's from the princess bread.

[SPEAKER_03]: Okay, uh, concise and with authority, uh, well, still maintaining whips, smell, whatever humor.

[SPEAKER_03]: It knows what I'm saying when I spell it wrong.

[SPEAKER_03]: Okay.

[SPEAKER_03]: Totally get it losing email subscribers feels like a hit.

[SPEAKER_03]: I would probably just delete that whole part.

[SPEAKER_03]: Hey, you know what?

[SPEAKER_03]: It's actually super normal.

[SPEAKER_03]: It's kind of like pruning a tree.

[SPEAKER_03]: You trim a few branches and you actually get stronger growth and way more.

[SPEAKER_03]: I probably say money.

[SPEAKER_03]: If you're open to it, I'd love to jump on a call and show you how we can make this really profitable for you without the guesswork.

[SPEAKER_03]: Yeah.

[SPEAKER_03]: What time works for you?

[SPEAKER_03]: Next week.

[SPEAKER_06]: Yeah.

[SPEAKER_03]: Always end with like an assumption.

[SPEAKER_06]: which is like sales one on one in general, right?

[SPEAKER_06]: And it's still true whether it's for getting more phone calls or developing a relationship, is that you handle the objection to go straight back to the call of action.

[SPEAKER_06]: If you stay on there, then you validate that their concern is actually a concern, right?

[SPEAKER_06]: So you have to say it and then get straight back.

[SPEAKER_06]: Otherwise, I was like, yeah, you're right.

[SPEAKER_06]: You are going to lose subscribers, don't I?

[SPEAKER_06]: Yeah, that it comes up the massive of it.

[SPEAKER_06]: So how do you use this then when reaching out to Robin Williams kids or it didn't work out but you did fly out exclusively to meet with?

[SPEAKER_03]: I can't say it.

[SPEAKER_03]: No.

[SPEAKER_03]: It hasn't happened yet so I don't want to say it.

[SPEAKER_03]: So thank you.

[SPEAKER_06]: But it's going to happen.

[SPEAKER_06]: We put it on out there.

[SPEAKER_06]: It's going to be big.

[SPEAKER_03]: I'll talk about it later.

[SPEAKER_03]: Um, I don't always, I don't always, that was a good one.

[SPEAKER_03]: Okay.

[SPEAKER_03]: Johnny, it was Johnny Depp.

[SPEAKER_03]: I had a meeting set up with Johnny Depp.

[SPEAKER_03]: Yeah.

[SPEAKER_05]: It was Johnny Depp.

[SPEAKER_05]: It was Johnny Depp ever ever.

[SPEAKER_05]: Oh, oh, oh, that guy.

[SPEAKER_03]: Where's the wrong gun?

[SPEAKER_05]: Where's the wrong gun?

[SPEAKER_03]: Anyway, I don't always use chatGBT for everything, but if I feel stuck or I'm like, how can I say this in a cool way?

[SPEAKER_03]: Or how can I, you know, but also I feel like doing this also teaches me how to say things in cool ways just naturally.

[SPEAKER_03]: Because if you're always relying on chatGBT to respond to people, how do you talk to them in person?

[SPEAKER_03]: But so a connection that I spoke at an event that Robin Williams' daughter in law was also speaking at.

[SPEAKER_03]: She had a beautiful story, and I recognized her even before she spoke just because I've

[SPEAKER_03]: Followed their story in the family.

[SPEAKER_03]: And I just approached her.

[SPEAKER_03]: I was like, I love your story.

[SPEAKER_03]: We have these things in common.

[SPEAKER_03]: Do you ever do podcast interviews?

[SPEAKER_03]: I'd love to have you out of my podcast.

[SPEAKER_03]: And she was like, yeah, of course.

[SPEAKER_03]: And then we just kept in touch with that.

[SPEAKER_03]: I don't think I've actually used chat chbt on that one because it was just a personal connection I made and didn't have as much.

[SPEAKER_03]: I feel like I go to chat chbt when there's like objections to overcome that I need help with.

[SPEAKER_06]: You also just said something I really want to break down, but I think it's part of the secret sauce and magic of what you do, which is that as you hear what she just asked to, when she said about the podcast, do you see how she's phrased it?

[SPEAKER_06]: We do the same thing in falls.

[SPEAKER_06]: We never ask a yes or no question in a funnel, because we're giving them an option to say no.

[SPEAKER_06]: The decision trees inside of funnels are yes or yes, always.

[SPEAKER_06]: And so whenever someone has a headline that says, are you feeling this right now?

[SPEAKER_06]: Dumbhook.

[SPEAKER_06]: Because we literally have just given them the option to say, no, are you feeling this?

[SPEAKER_06]: If it's no, then this is not for it, right?

[SPEAKER_06]: Are you feeling this right now?

[SPEAKER_06]: And you see, headline, they're right.

[SPEAKER_06]: This feeling this way.

[SPEAKER_03]: There's a YouTube ad.

[SPEAKER_03]: Don't do that.

[SPEAKER_03]: Don't do that.

[SPEAKER_03]: Keep getting retargeted by it.

[SPEAKER_03]: It's like, need new windows for your house, but not sure if it fits your budget.

[SPEAKER_03]: And I'm like, no, every time I see it.

[SPEAKER_06]: Don't hoak waste of money.

[SPEAKER_06]: We never, ever, ever, ever, ever in marketing say a yes or no decision tree.

[SPEAKER_06]: It's always yes or yes.

[SPEAKER_06]: What Marley said before she said the ask for the podcast, you said, hey, I don't know if you ever do podcasts interviews.

[SPEAKER_06]: You didn't say, well, you be on my podcast.

[SPEAKER_06]: That's a yes and no.

[SPEAKER_06]: And it's the big ask first.

[SPEAKER_06]: Never do the big ask first.

[SPEAKER_06]: Instead, we start with the smalls.

[SPEAKER_06]: One of the reasons why Jake and I put a button that opens a pop up.

[SPEAKER_06]: is because that's a very different person filling out the form and psyche than someone who's just filling out the form.

[SPEAKER_06]: The button is a micro-yes.

[SPEAKER_06]: And so we're trying to get micro-yeses in as many micro-yeses as we can before the big ask.

[SPEAKER_06]: All right, and so I've heard you do this multiple times.

[SPEAKER_06]: You're very assumped, but in a positive way where I'm like, man, I want to get someone to the event.

[SPEAKER_06]: You don't go out to say, I want to go into my event.

[SPEAKER_06]: There's some point of like, I don't know if you have any podcasts episodes.

[SPEAKER_06]: All right.

[SPEAKER_06]: And you're like, oh, yeah, I do.

[SPEAKER_06]: Well, would you ever be interested in mine?

[SPEAKER_06]: You give an, you always, it's very art for the way you do it.

[SPEAKER_06]: You do it so naturally.

[SPEAKER_06]: You always give in conversation this little micro yes opportunity that makes the bigger one not so big.

[SPEAKER_03]: I also go, if they say no, I go for the next yes.

[SPEAKER_03]: So for example, people that couldn't come to the event today was like, it wasn't just like, okay, well, I failed too bad.

[SPEAKER_03]: It wasn't just to know and the door is closed.

[SPEAKER_03]: It was all that's too bad.

[SPEAKER_03]: We'd love to have you with the next one or even better.

[SPEAKER_03]: would love to have a call with you and chat about you know however I can help you with your business we have a mastermind we have some spots open or some of the messages were depending on what I knew about them just to make it cater what I know their needs were was not sure if you know this but Robbie Summer's and I partnered on doing done for you sales there's probably a few ways that we can help you get more sales in your business want to have a call about it

[SPEAKER_06]: Yeah, and then how many books calls did you get from just this?

[SPEAKER_06]: I mean, it was mind blowing.

[SPEAKER_06]: A lot of times we need more calls, but the shortest distance to getting books calls is doing honestly what you're doing.

[SPEAKER_03]: And it's so simple.

[SPEAKER_03]: Like, I call it my revenue routine that I'm just doing five minimum five outreach and then five follow up and I track them.

[SPEAKER_03]: And I've had the different ways that I've tracked them.

[SPEAKER_03]: You can have a CRM.

[SPEAKER_03]: You can just have a straight spreadsheet.

[SPEAKER_03]: a sauna just somewhere that you can keep notes and maybe have the link to their profile and then just maybe even a date two of one to follow up like if I sent a message to this fake Corbin here right now and he didn't I might put a link or a comment of let's respond on Monday and in that way when I go to my list I'm like what are all the dates in order that are due for a follow up

[SPEAKER_06]: You got a pretty big list too.

[SPEAKER_06]: I mean, you work this thing.

[SPEAKER_06]: Just like a salesperson is working a pipeline.

[SPEAKER_06]: I mean, you're working pre-pipeline.

[SPEAKER_06]: You're working this list out to fill the pipeline.

[SPEAKER_03]: And you can have setters and closers that are doing the exact same thing.

[SPEAKER_03]: I just think that it's also helpful for you as the attractive character of your business to be making those personal connections and building those relationships because they're going to choose who they work with based on people who are with people they know.

[SPEAKER_06]: Yeah, no one like it.

[SPEAKER_06]: That sheet.

[SPEAKER_06]: Mm-hmm.

[SPEAKER_06]: We're going to transition just a little bit here, but what questions do you guys have?

[SPEAKER_06]: Do you see how this works right now?

[SPEAKER_06]: Do you see how this is like, you guys are going to use chatGPT to write scripts?

[SPEAKER_06]: And Cloud.

[SPEAKER_03]: Cloud great.

[SPEAKER_03]: Great app.

[SPEAKER_03]: I mean, either of them work, any of them work.

[SPEAKER_06]: Yeah.

[SPEAKER_06]: There's some funny things that you helped me come up with in this thing.

[SPEAKER_06]: We were gone.

[SPEAKER_06]: I should have gone to offer mine.

[SPEAKER_05]: I think sure.

[SPEAKER_05]: I like to take all the losing candidates of whatever.

[SPEAKER_06]: Whatever election is going on.

[SPEAKER_06]: With quotes, I should have taken Steve's course.

[SPEAKER_03]: Can I screamer?

[SPEAKER_06]: Yeah.

[SPEAKER_06]: Oh yeah, it's freaking out.

[SPEAKER_06]: Why the socials cost the road?

[SPEAKER_06]: Because everyone else is doing it so seem fair.

[SPEAKER_06]: All right.

[SPEAKER_06]: Go for it.

[SPEAKER_06]: No.

[SPEAKER_06]: Hold please.

[SPEAKER_06]: I bet I have to stop.

[SPEAKER_06]: Just one second.

[SPEAKER_06]: Now this is a little ad brought to you by Apple for silo.

[SPEAKER_03]: We love that show.

[SPEAKER_06]: It's great show.

[SPEAKER_03]: There we go.

[SPEAKER_03]: So I will give you guys this is just a very simple spreadsheet that you guys can use.

[SPEAKER_03]: You give it to all of our clients in a program we have called the content game.

[SPEAKER_03]: So you basically just put the name of the contact here, whatever avenue of communication you're having with them.

[SPEAKER_03]: Link to the profile, whether that's Facebook, Instagram, LinkedIn, whatever access you're using.

[SPEAKER_03]: You can put notes in here.

[SPEAKER_03]: If you have other people that are on your team that are using this spreadsheet, you can also

[SPEAKER_03]: All going here status and you can also add different status statuses.

[SPEAKER_03]: If you have different touch points that you want to add in here, but those are pretty basic.

[SPEAKER_03]: Initial contact date, next follow-up date, so then what I do is I will sort by follow-up date.

[SPEAKER_03]: So it's like, okay, today's Thursday.

[SPEAKER_03]: I'm going to do all of the ones that I scheduled for myself to do today.

[SPEAKER_03]: CTA intention, like what I

[SPEAKER_03]: what the relationship I think is gonna lead to and then just other notes.

[SPEAKER_03]: The other cool thing is you could just duplicate this sheet and turn it into like, these are all my podcasts, leads, these are all my JV leads, these are all my client leads and just keep building your leads like that.

[SPEAKER_03]: This is a very basic spreadsheet.

[SPEAKER_03]: You could totally have something with more functionality in a CRM software, but this is a great place to start.

[SPEAKER_06]: Honestly though, like,

[SPEAKER_06]: Just to give you as the gravity of how important it is to do this, this is the one thing that I see Russell continue to do.

[SPEAKER_06]: He'll call he has a new sheet per like per offer and he'll make a list of anywhere from four hundred to a thousand people and then he starts working them and that's like one of

[SPEAKER_06]: of things that he will do personally besides ads, which he sends out to John Parks, and then a content which is the content person.

[SPEAKER_06]: But the thing he's doing is this, who make podcasts episodes randomly in his car, and he'll do this.

[SPEAKER_06]: And that's the reason why he is so known as well is because he made himself known.

[SPEAKER_06]: He continues to introduce himself to others.

[SPEAKER_06]: It's a huge deal.

[SPEAKER_03]: This is the daily power moves that I have my clients go through, and it's like, every day of all you do is just publish one piece of content.

[SPEAKER_03]: You're sending front requests, you're starting conversations, you're leading to either a CTA or a book to call, and then we're just tracking it every day.

[SPEAKER_03]: We came if I had.

[SPEAKER_03]: So we're like, how many points did you get today?

[SPEAKER_03]: And then this is our daily revenue routine spreadsheet that we do like a little mindset in the morning.

[SPEAKER_03]: We call it the morning formula.

[SPEAKER_03]: You make it daily post.

[SPEAKER_03]: You do your money on the table leads five outreach.

[SPEAKER_03]: You do your five follow up.

[SPEAKER_03]: And then you just, this is our end of the day kind of wrap up of you completed the game.

[SPEAKER_03]: You did everything on your revenue routine and that consistency just compounds.

[SPEAKER_06]: This is like finding those people who remember the pest control, like, oh my gosh, I'm calling you because I actually have ants in my pants and wasps in the walls.

[SPEAKER_06]: And we knew, again, that just go in after and when I was doing door to our sales, just knocking a hundred dollars a day, even a bad salesperson makes money.

[SPEAKER_06]: And it's like, this is the equivalent of that.

[SPEAKER_06]: We're just showing up and talking to people.

[SPEAKER_06]: Yes, do the broad blast emails and the broadpo, you know, all that stuff, but just the one on one piece that you do is very artful.

[SPEAKER_06]: So,

[SPEAKER_06]: It's really powerful.

[SPEAKER_06]: What questions do you guys have?

[SPEAKER_06]: Yeah, can we throw it over to Tyler here?

[SPEAKER_00]: How important is response time when someone like deems you back?

[SPEAKER_03]: I mean, do your best.

[SPEAKER_03]: If it's a hot lead and they're like, yeah, let's book a call.

[SPEAKER_03]: I would love to be able to say like, great.

[SPEAKER_03]: Here's my link or as soon as you can to keep that momentum.

[SPEAKER_06]: I've lost a lot of money by waiting too long.

[SPEAKER_03]: Yeah, I mean, I have my notifications on and I respond pretty quickly if I can.

[SPEAKER_03]: But also, people have lives and if they're a good lead, you just keep following up with them.

[SPEAKER_03]: I don't think you've lost them just because you didn't respond in five minutes.

[SPEAKER_03]: You just keep following up.

[SPEAKER_06]: I've had people who clearly should have bought, but because I followed up too quick, they actually, it's spooked and also too quick.

[SPEAKER_06]: Yeah, they were like, they thought they were being gameed a little bit or something, you know, like, so I don't think that you should never not follow up as fast as possible, but I do think that making it seem realistic that, you know, some people take long time to pitch and re-pitch, follow-up and follow-up and follow-up.

[SPEAKER_06]: What is it?

[SPEAKER_06]: This is a proven stat as it's said, I think it's seven times before someone, most people say yes.

[SPEAKER_06]: If the answer is truly no, they'll unsubscribe or just, I mean, you don't want to annoy him, but...

[SPEAKER_03]: I actually have a lead that I'm continuously following up with.

[SPEAKER_03]: And I said something in my lat, like they haven't responded to several of my emails.

[SPEAKER_03]: And I'm at the point where I'm like, hmm, am I being annoying that I'm responding so much?

[SPEAKER_03]: But I just ended my last email with, like I sent another email with overwhelming social proof.

[SPEAKER_03]: Hey, last time we talked, so you said that you wanted this.

[SPEAKER_03]: Here's a result that we just got.

[SPEAKER_03]: Oh my gosh, this is so amazing.

[SPEAKER_03]: I just, like, just give me thirty days.

[SPEAKER_03]: I'm about to blow your mind.

[SPEAKER_03]: And then I ended it with like, let me know your thoughts where you're at.

[SPEAKER_03]: If I don't hear from you, I'm gonna keep following up because I assume you just love these emails.

[SPEAKER_07]: It's what you're writing during the lecture.

[SPEAKER_03]: Yeah, actually, no, that was another one.

[SPEAKER_03]: I had a lead.

[SPEAKER_03]: I have a lead that keeps saying next month, next month, next month.

[SPEAKER_03]: And I asked chat, GPD, I was like, write me a ridiculously aggressive response to this.

[SPEAKER_03]: Just to see what it came up with.

[SPEAKER_03]: And it was like next month, what is this?

[SPEAKER_03]: Oh, because the reason why they keep moving forward is because they said that they're terminating their previous relationship with a vendor.

[SPEAKER_03]: And I was like, what is this?

[SPEAKER_03]: A Taylor Swift breakup album?

[SPEAKER_06]: It came up with.

[SPEAKER_06]: It was hilarious.

[SPEAKER_03]: I was taking so long and I didn't actually sound about it.

[SPEAKER_03]: I thought it was really funny.

[SPEAKER_06]: Now I think it's the beauty of this though, is it in a sea of vanilla continued responses and whoops?

[SPEAKER_03]: Just making me just following up.

[SPEAKER_06]: It's on a bump.

[SPEAKER_03]: Yeah.

[SPEAKER_06]: It's something okay.

[SPEAKER_03]: You know, are we okay?

[SPEAKER_03]: It's like I am.

[SPEAKER_03]: So I just I always love to respond with humor and especially just by saying like by me saying I'm just going to keep following up because I assume that you until you tell me no I assume that you love these emails.

[SPEAKER_03]: So I'm also giving them an out if you tell me no I will stop but then I'm also going to be humorous about the fact that I know I'm following up with you a lot and I'm just going to own that.

[SPEAKER_00]: You're good.

[SPEAKER_00]: Are you responding?

[SPEAKER_00]: Are you like DMing more people who were leads like say opted in to your funnels and then you're kind of following up with them or are you like just people who have never heard of you like what like to what degree do they know?

[SPEAKER_03]: I always go for the lowest hanging fruit first.

[SPEAKER_03]: So most of the time, I'm talking to people that I have a relationship with or they've engaged with my content in some way.

[SPEAKER_03]: And the cold people that I might reach out to might be people that are like podcast intros or something like someone that I want to be on the podcast.

[SPEAKER_03]: But I'm because there's, there's a lot of opportunity already with warm people.

[SPEAKER_03]: I don't need to start with cold people.

[SPEAKER_03]: Like if you just go with all your warm people,

[SPEAKER_03]: while you're also still creating content, that's going to keep turning the cold into warm.

[SPEAKER_03]: Let the content be the traffic to increase their temperature.

[SPEAKER_03]: So my order in temperatures like people who bought from me in the past, people who've opted in, people who have recently bought something low ticket, and I'll just follow up with them like they see that they bought from an ad yesterday.

[SPEAKER_03]: I'll follow up the next day.

[SPEAKER_03]: People that have engaged with my content, meaning they've commented, they responded to emails,

[SPEAKER_03]: They've started following me recently.

[SPEAKER_03]: People in my Facebook group.

[SPEAKER_06]: It's like the content is really what's taking the cold to the warm.

[SPEAKER_06]: But when people start to do with ads, it's so fast.

[SPEAKER_06]: It's too fast for the conversion to happen.

[SPEAKER_03]: The people that I may reach out to, they're cold.

[SPEAKER_03]: They'll give you an example.

[SPEAKER_03]: Several years ago, Alex Sharfen, who teaches at the time was teaching operations.

[SPEAKER_03]: I was binge listening to his podcast and loved him so much.

[SPEAKER_03]: And I was like, I want to be friends with this guy.

[SPEAKER_03]: He's just, I listen to his podcast, everything he's saying.

[SPEAKER_03]: It's like he's in my brain.

[SPEAKER_03]: How do I, how do I,

[SPEAKER_03]: know him personally.

[SPEAKER_03]: How can I do that?

[SPEAKER_03]: And so first I just kind of started by commenting on his stuff a lot.

[SPEAKER_03]: Genuinely not just like great post.

[SPEAKER_03]: I agree like the stuff that you just ignore because it's vanilla love the content.

[SPEAKER_03]: It's so great.

[SPEAKER_06]: Um I think that word.

[SPEAKER_03]: And then I would share his content with my genuine

[SPEAKER_03]: response to it and I think that people also would like that's another level when people are sharing your content because then it's like they're also helping me to get my message and they believe in my message or I would make a piece of content referencing something of his because it was not like I loved when he talked about treating yourself as a million dollar race horse or multiplication by subtraction like those are things that I've talked about a lot in my business that I learned from him.

[SPEAKER_03]: that then I would make a piece of content around and say, I learned this from Alex Sharfman and it changed my life.

[SPEAKER_03]: That's a much different impact than just someone that just continuously commenting and being passive.

[SPEAKER_03]: Now I'm also showing that how he's made an impact and sharing with other people.

[SPEAKER_03]: So I feel like they would start to notice that more.

[SPEAKER_03]: Then I bought something of Alex's.

[SPEAKER_03]: and gave a really great testimonial, and that's how I think I like moved up in the awareness of who I like for me and his mind me being cold and then like now he knows who I am.

[SPEAKER_03]: And then I think there was just a switch from me being like an observer, a commenter, a shareer, a buyer, a great testimonial, and now we have a relationship.

[SPEAKER_03]: And then we had a birthday party together because of the same birthday party.

[SPEAKER_07]: Yeah, okay.

[SPEAKER_03]: We went from like passive listener to like, oh my gosh, I wish I could be his friend to know we have joined birthday parties.

[SPEAKER_06]: Yeah.

[SPEAKER_06]: One of the, so we'll go just a little bit more here.

[SPEAKER_06]: We have several ways that we're going to continue to grow other rare things, show, and we're psyched about that, and we've both been podcasts, there's a YouTubers for seven years, eight years.

[SPEAKER_06]: And there's a lot of ways to grow them, and there's things that work and things that don't.

[SPEAKER_06]: What do you think?

[SPEAKER_06]: Um, what do you think is going to be the best approach to getting bigger and bigger people on the show without reach?

[SPEAKER_08]: Oh, well.

[SPEAKER_06]: That's one of the biggest things actually titans have asked me is, is how do I reach out to really, really massive people?

[SPEAKER_06]: And how am I going to answer for it?

[SPEAKER_06]: But you're also a genius of this.

[SPEAKER_03]: Well, actually, you asked this on the podcast episode that's coming out next week where you were like, how do you do this?

[SPEAKER_03]: And I was like, here's the secret, you ready?

[SPEAKER_03]: I literally just asked.

[SPEAKER_03]: I ask like I whether I ask them directly or I ask someone that knows them like I just emailed Daniel Priestley who wrote the book over subscribed.

[SPEAKER_03]: We love this book and he is a great software that we love and I also recently met his business partner so I'm like oh we're in circles and then I had a friend that works with Daniel Priestley I'm like I would love to have him on my podcast and he was like oh yeah I'll just make the connection right now

[SPEAKER_03]: What's that six degrees of separation thing?

[SPEAKER_03]: You're one introduction away and whether it's you just introducing yourself and if you introduce yourself genuinely to be like, hey, just wanted to say hi, as a real human, I love your content.

[SPEAKER_03]: The seven, eleven, four principle that you shared.

[SPEAKER_03]: That, like, I devoured the book.

[SPEAKER_03]: I share that principle with my clients.

[SPEAKER_03]: I would love to have you on our podcast so that I could, you know, I'd love to get to spend some time with you personally and then share the more of your content with my people.

[SPEAKER_03]: I know it's going to be so valuable.

[SPEAKER_03]: Would you be open to that?

[SPEAKER_03]: Like, why would, if they're not unavailable, fine?

[SPEAKER_03]: But, like, I think that's a pretty genuine ask.

[SPEAKER_03]: And if it doesn't get through because maybe they, you know, their messages are inundated.

[SPEAKER_03]: They don't have someone to read their messages for them.

[SPEAKER_03]: Then I'll just keep trying.

[SPEAKER_03]: And no, isn't it?

[SPEAKER_03]: No, it just leads to the next.

[SPEAKER_03]: Yes.

[SPEAKER_06]: Yeah, and if someone doesn't, like if someone does say actually no, I mean, what's funny is like I Russell told me, no, the first time he doesn't actually know this.

[SPEAKER_06]: So I was building funnels for companies.

[SPEAKER_06]: I was not working at ClickFunnels at this time.

[SPEAKER_06]: And my first funnel micro a little success started happening, right?

[SPEAKER_06]: And I started seeing happening as an army.

[SPEAKER_06]: I was reading.com secrets literally out in the dirt with an M-sixteen.

[SPEAKER_06]: Anyway, that's a crazy story, but that's how I read it.

[SPEAKER_06]: And so I started applying it now super excited about what all the principles they were in there.

[SPEAKER_06]: And so I built this little tiny funnel.

[SPEAKER_06]: And I was like out of just a long shot, I wonder if Russell would respond.

[SPEAKER_06]: He's the only person I knew of in my entire life that was doing this stuff.

[SPEAKER_06]: No one else in my circles was doing that kind of stuff.

[SPEAKER_06]: And so I sent him a message on Facebook, a little DM, and I said, hey, man, I just want to know, even if nothing else happens, these principles from your book is already changed my life.

[SPEAKER_06]: He responded.

[SPEAKER_06]: He was like, hey, thanks.

[SPEAKER_06]: That's awesome.

[SPEAKER_06]: And I was like, oh my gosh, we're going to run some stuff.

[SPEAKER_06]: I almost put a poster of him up on my wall.

[SPEAKER_06]: I'm really glad I didn't access for the awkward.

[SPEAKER_06]: Guess what?

[SPEAKER_06]: And I was just like, vomited on him, right?

[SPEAKER_06]: I was like, check out this page and this page and this page and this page and understandably he didn't respond anymore to that.

[SPEAKER_06]: But the thing that I learned after this really changed my life is I decided that this is a key thing to understand.

[SPEAKER_06]: If you're trying to get the attention of somebody really big and they're not giving you the time of day, what you do is you have their audience deliver you to them.

[SPEAKER_06]: And so what I did is I decided, at that time there's only twenty five at only, there's only twenty five thousand people in the Facebook group for ClickFunnels.

[SPEAKER_06]: And so what I did is I made the commitment with myself that I was going to pretend like I was ClickFunnels support.

[SPEAKER_06]: And so for the next six months,

[SPEAKER_06]: Every time someone asked a question inside of the ClickFunnels Facebook group, I went and I read the support doc and I tagged it and put it back over there.

[SPEAKER_06]: And so much so that people thought I was support.

[SPEAKER_06]: So I was doing it between classes.

[SPEAKER_06]: That's why I knew it so well after a while, read all the support docs.

[SPEAKER_06]: And what was crazy is fast forward six months of me doing that.

[SPEAKER_06]: I started like people started tagging me in things.

[SPEAKER_06]: So the audience delivered me to him.

[SPEAKER_06]: Does that make sense?

[SPEAKER_06]: It's very easy to go do that.

[SPEAKER_06]: Just become just become the side wing of whoever, you know, just add tons and tons of value like that.

[SPEAKER_03]: I think that's how people also get on the stages that they want to get on like, we've been asked, how do you get on stage of funnel hiking live?

[SPEAKER_03]: Like, yes, you can make it known that you want to be on that stage, but also it's how do you show up for the community that makes it a very obvious reason why a promoter of an event or whatever would say.

[SPEAKER_03]: Like, yeah, of course I want them because

[SPEAKER_03]: They're giving value already and it's great for the community, for them to have this platform.

[SPEAKER_03]: And so I think like when we look at Russell and how he chooses people to speak at funnel hacking live, it's like the people that are gonna give the most back to the community.

[SPEAKER_03]: And then that reminded me, I asked Russell to speak at my event.

[SPEAKER_03]: This was like before I really knew Russell very well, so it wasn't an easy, just like call up Russell because I'm doing an event.

[SPEAKER_03]: Would you do me favor and speak at it?

[SPEAKER_03]: I got his attention by making a song.

[SPEAKER_07]: I remember the M.K.

[SPEAKER_07]: Yeah.

[SPEAKER_03]: And it was a, I know we made a music video to ask him to speak at my event and it went, you know, mini viral within our community that then everyone was tagging Russell, like Russell, you got to speak at this.

[SPEAKER_03]: What is your answer?

[SPEAKER_06]: Are you going to say yes to him?

[SPEAKER_06]: So now all the audience is asking Russell because she too to get sued.

[SPEAKER_06]: That was awesome.

[SPEAKER_03]: It worked.

[SPEAKER_06]: They did, yeah.

[SPEAKER_03]: Yeah.

[SPEAKER_06]: Yeah, Chris, you code Red and that one too, as well.

[SPEAKER_03]: Yeah.

[SPEAKER_06]: Explain the ukulele.

[SPEAKER_03]: Yeah, I did a rap music video and I did a ukulele music video.

[SPEAKER_03]: I did two.

[SPEAKER_06]: That's right.

[SPEAKER_03]: Yeah.

[SPEAKER_06]: Both asking.

[SPEAKER_03]: Yeah.

[SPEAKER_03]: And he said, yeah.

[SPEAKER_06]: So fun with it.

[SPEAKER_06]: You know, it's interesting because like you realize that big big influencers, they're pitched twenty four seven.

[SPEAKER_06]: Right.

[SPEAKER_06]: And so if you just make the act of being pitched more interesting than the next person,

[SPEAKER_03]: Oh, yeah.

[SPEAKER_06]: A lot of times.

[SPEAKER_06]: A lot of times, it all takes.

[SPEAKER_06]: I mean, it's like the interview.

[SPEAKER_06]: Someone entered me last week.

[SPEAKER_06]: It was such a good interview.

[SPEAKER_06]: Or a few days ago.

[SPEAKER_06]: I don't remember.

[SPEAKER_06]: It was such a good interview because he didn't ask me the same questions that every single person asks me, had you get started?

[SPEAKER_06]: Wow, was that crazy?

[SPEAKER_06]: What was it like when it was crazy?

[SPEAKER_06]: What would you say to people if they were here right now?

[SPEAKER_06]: Where could people follow these?

[SPEAKER_06]: It's the same five freaking questions every time we interviewed.

[SPEAKER_06]: And so anytime someone comes up, I've been like, five hundred dead interviews now.

[SPEAKER_06]: And it's the same thing with the pitch piece.

[SPEAKER_06]: Just make it interesting.

[SPEAKER_06]: What's novel?

[SPEAKER_06]: What's unique?

[SPEAKER_06]: One time I wrote an entire webinar and delivered it to Russell.

[SPEAKER_06]: Like I was Claude Hopkins, grossed at Christmas fast-style.

[SPEAKER_06]: And acted like it was Claude Hopkins and famous market from the nineteen-hundreds, eighteen-hundreds-ish era.

[SPEAKER_06]: And I was like, Russell, you should speak.

[SPEAKER_06]: It's the use of it.

[SPEAKER_06]: And I wrote a whole webinar and pitched them.

[SPEAKER_03]: You know, just traumatic demonstration.

[SPEAKER_03]: Yeah.

[SPEAKER_06]: So like, but I didn't want to, I didn't want to, um, when make an emotional withdrawal from the emotional bank account of the friendship, right?

[SPEAKER_06]: Which is really important too.

[SPEAKER_06]: Like, I have blood for my audience and if someone comes up goes, oh, I've got a great opportunity here for you.

[SPEAKER_06]: I'm like, I already have one.

[SPEAKER_06]: I mean, worst way to approach somebody, you have to always think what they're going to get and pitch it from their eyes and put aside all the benefit you're going to get by working with someone big.

[SPEAKER_03]: Yeah.

[SPEAKER_03]: Any other questions?

[SPEAKER_06]: Yeah, right here for Eric.

[SPEAKER_04]: So this is probably really going back to basics, but I'm super curious about something that you guys said.

[SPEAKER_04]: You were talking about the fact that, yeah, we need to connect with people emotionally, but you said, don't use hooks like this where you say, feeling hired or burned out or fill in the blank, whatever it is.

[SPEAKER_04]: Can you give us some examples of hooks that you like that connect with people who have a certain pain point, but aren't yes or no?

[SPEAKER_06]: Got a two hour presentation on that very thing.

[SPEAKER_06]: Yeah.

[SPEAKER_06]: A hook is something that gets someone to raise their hand and say, tell me more.

[SPEAKER_06]: That's all it really means.

[SPEAKER_06]: It's a long time to figure out what a hook is because it's not really a good definition for it, which is why it's going in the book.

[SPEAKER_06]: Most people are just like, it's the thing that gets attention.

[SPEAKER_06]: But I hate that definition.

[SPEAKER_06]: because I could slap you and have your attention.

[SPEAKER_06]: But you wouldn't say, tell me about your offer.

[SPEAKER_06]: So it's specifically hand raises that are saying, tell me about your offer.

[SPEAKER_06]: I'm interested.

[SPEAKER_06]: I think I have wasps in my walls.

[SPEAKER_03]: And there's stakes to it.

[SPEAKER_06]: Yeah, what you do is you deliver in a story where the stakes are continually being raised.

[SPEAKER_06]: I wish I had a few pulled up here and maybe we can go through a little later.

[SPEAKER_06]: I do it from a really broad stroke, let's study a whole market method.

[SPEAKER_06]: And I really love that what Marley does with it is she gets it down to an individualized level as well.

[SPEAKER_06]: We both have different approaches to the same thing, I feel like you just reach out, though, and just ask.

[SPEAKER_06]: I mean, it's

[SPEAKER_06]: It's perfect.

[SPEAKER_03]: Yeah.

[SPEAKER_03]: And it's a lot of it is either leading back to a sales call where then I can continue to connect with them face to face or just qualifying them in that DM to be like, here's a video or here's a course or here's a webinar or a training or something that I can just keep serving them.

[SPEAKER_03]: Because again, going back to the basic of business is caring about someone enough to know their problem and helping them to find the solution.

[SPEAKER_06]: Like the hook of the Corbin Maxi one, do you just wrote?

[SPEAKER_03]: Yeah.

[SPEAKER_03]: Dude, you have four million subscribers.

[SPEAKER_06]: Yeah.

[SPEAKER_03]: I can't believe that you're not monetizing it.

[SPEAKER_06]: It's a vision painting hook, right?

[SPEAKER_06]: Which is a great one to do for with people who are big.

[SPEAKER_06]: Your visionary, let me vision with you.

[SPEAKER_06]: Imagine if you could, and they love that.

[SPEAKER_06]: That's a good angle to take on it.

[SPEAKER_03]: And also to know, like, I, to know that that's their concern, whether it's, they've opted in for something that you've put out previously, so you know that they have interest in it.

[SPEAKER_03]: In the Corbin example, we've talked to Corbin about it.

[SPEAKER_03]: I know that he said, I have four millions of subscribers.

[SPEAKER_03]: What else could I be doing?

[SPEAKER_03]: I feel like it's something.

[SPEAKER_03]: I feel like, yeah, and then we're like, you don't have an email list.

[SPEAKER_06]: Do you want to retire immediately?

[SPEAKER_06]: You should do what we're saying in this.

[SPEAKER_06]: Yeah, so the hook piece though is definitely the hardest part.

[SPEAKER_06]: And I can go through it with some other stuff on that for sure.

[SPEAKER_06]: Yeah, absolutely.

[SPEAKER_06]: It's important to understand though, just on that note, and actually ties really into this, that a hook is very different than a sales message.

[SPEAKER_06]: And where people get things like DMs wrong is what they're leading within DMs is the sales message.

[SPEAKER_06]: The sales message involves the pitch and involves the ask, right?

[SPEAKER_06]: And I'm not saying it's a good take-offs time to get to the ask.

[SPEAKER_06]: Marley gets to the ask, but it's not the hook.

[SPEAKER_06]: The two totally different things, right?

[SPEAKER_06]: So the hook is very much the thing saying, you know, I'll open this.

[SPEAKER_06]: I read the preview of the DM.

[SPEAKER_06]: You guys do that before you choose open something.

[SPEAKER_06]: I always do that.

[SPEAKER_06]: I read the preview of the DM.

[SPEAKER_06]: All right, I see who it's from.

[SPEAKER_06]: Maybe that's a hook enough for me to open it up.

[SPEAKER_06]: And then once they're in, slight reference to the hook, and now we're actually in the ask.

[SPEAKER_06]: But where I see people mess up the two is they do the hook and the sales message as one thing.

[SPEAKER_06]: And they're two very different, two very different things.

[SPEAKER_06]: A way to think of it is kind of like,

[SPEAKER_06]: You know, in marketing, we're only ever selling the single next action, right?

[SPEAKER_06]: So the purpose of the subject line is to do what?

[SPEAKER_06]: Open the email.

[SPEAKER_06]: But a lot of times, the people use the subject line and they're selling the call of action.

[SPEAKER_06]: It's like, don't know, the only purpose of that subject line is to get people to open the email.

[SPEAKER_06]: What's the purpose of the headline?

[SPEAKER_03]: To get them to keep reading.

[SPEAKER_06]: Get them to keep reading, right?

[SPEAKER_06]: And then what's the purpose of the copy on the button?

[SPEAKER_06]: get him to click.

[SPEAKER_06]: But what you see a lot of people, especially when the amateur is what they do is though, in the email, they're actually selling like four steps forward on two pages into the funnel.

[SPEAKER_06]: You know what I mean?

[SPEAKER_06]: I wonder how come no one's taking action.

[SPEAKER_06]: And so like, you're always selling the single next action, never to a head.

[SPEAKER_06]: Too much for the head to conceive.

[SPEAKER_06]: It's the same thing with the DMs as you're opening up and you're saying, how do I get them to open this thing?

[SPEAKER_06]: How do I get them to commit to the conversation?

[SPEAKER_06]: How do I get them to even think or play with the idea of going to the event or the workshop or whatever?

[SPEAKER_03]: And I think what's going to make that DM convert so much easier is that they're seeing consistent organic content from you too.

[SPEAKER_03]: Because we talked about like, what do we send to cold people?

[SPEAKER_03]: Well, I don't want to go for cold people because that's a lot heavier of a lift.

[SPEAKER_03]: I let my content do it the heavy lifting for me that is broad to reach one to many.

[SPEAKER_03]: But then in the individual DMs, that's where I need to make them feel personalized.

[SPEAKER_06]: I love that.

[SPEAKER_06]: Any other last questions, sir?

[SPEAKER_06]: Yeah, ordered it.

[SPEAKER_02]: Marley, it seems like it could be a busy task for you, navigating through Instagram, DMs, Facebook DMs, X, whatever it is.

[SPEAKER_02]: You choose one platform or you just go wherever people are comfortable.

[SPEAKER_03]: Um, I spent a little bit of time on, well, I don't spend too much time on X, so I'm just on Facebook and Instagram.

[SPEAKER_03]: Uh, so Facebook Messenger, I'll respond to do DMs there and Instagram.

[SPEAKER_03]: That's it.

[SPEAKER_06]: It seemed like for content production, like YouTube's the base, but for DM's Facebook is the base.

[SPEAKER_03]: Well, and I think it's where you're most active, because that's where you're going to be having the conversations with people is where you're active.

[SPEAKER_03]: Like I wouldn't be sending DM's on X, where I'm not consistent, and I'm not putting my energy there.

[SPEAKER_03]: But I'm consistent on Facebook and Instagram, and I have people doing outreach to me, or asking me questions or opting into things on Facebook and Instagram.

[SPEAKER_03]: So that's where my lowest hanging fruit is, because that's where my attention is for organic.

[SPEAKER_09]: Yeah.

[SPEAKER_09]: So I'll ask one as I'm the number two, right?

[SPEAKER_09]: Do you ever consider outsourcing that portion to somebody on your team?

[SPEAKER_09]: Cause you said you do all of it.

[SPEAKER_09]: And so my question is like, would you ever have an excellent man take that if you have other tasks?

[SPEAKER_03]: Yeah, definitely.

[SPEAKER_03]: And I think that this is a really important thing for you to have setters and reach people that are doing that.

[SPEAKER_03]: But I also think that it is important for you, whoever is the attractive character or the leader of the business, to still have a pulse on real connections with real people.

[SPEAKER_03]: I remember one of the toughest times in my business was when I kind of became entitled to, oh well I've grown and now I don't have to do these things anymore.

[SPEAKER_03]: And you will never overcome something that you feel entitled to.

[SPEAKER_03]: So I was,

[SPEAKER_03]: I was like, I don't have to do sales anymore.

[SPEAKER_03]: And this person doing my copywriting.

[SPEAKER_03]: And I don't have to do this.

[SPEAKER_03]: And then I completely lost touch with the business.

[SPEAKER_03]: The sales person wasn't selling because I wasn't injecting my energy into the market or building relationships with people.

[SPEAKER_03]: And I ended up having to fire all of them because we weren't making enough money anymore.

[SPEAKER_03]: And I just, there's probably other systems that I could have improved it made it better.

[SPEAKER_03]: But regardless, I just feel like you need to have a pulse on.

[SPEAKER_03]: your audience, your community, whether that's through your organic content, your responding in the comments, or you are doing some DM outreach to it, because it could also be talking to your clients.

[SPEAKER_03]: And maybe it's your team's job that's doing the social media outreach and the emails and the outbound, whatever.

[SPEAKER_03]: But I never want to lose a pulse on the community and what the market needs.

[SPEAKER_03]: And that's going to come from me actually being in conversation with people individually.

[SPEAKER_06]: It's such a key thing, too.

[SPEAKER_06]: Gary V even says in sites that one of the reasons he became Gary V as we know now.

[SPEAKER_06]: He spent seven years responding to every comments, responding to every, you know, and it's not himself.

[SPEAKER_06]: You know, now he's got huge teams and stuff, but it does seem like you at some point, you get a lay-up base, especially if you're trying to solve the obscurity problem, people don't really know who you're doing or, you know,

[SPEAKER_06]: You know what I mean?

[SPEAKER_06]: I think there's just certain aspects of it.

[SPEAKER_06]: As far as the pipeline goes, yeah, get it off your shoulders, but this is like the one on one part that really matters though.

[SPEAKER_03]: Yeah.

[SPEAKER_03]: And again, talking to the lowest hanging fruit, go for the lowest hanging but highest leverage fruit.

[SPEAKER_06]: You know, so you're not, I mean, it's like, you're not doing it to everybody all the time.

[SPEAKER_06]: You are choosing the cream of the crop and she ain't all, I better engage with them.

[SPEAKER_03]: Yeah.

[SPEAKER_03]: But also in that communication, if there's someone that is, okay, so let's say I sell a high ticket thing and there's someone that's like just starting their business.

[SPEAKER_03]: I can direct them to a YouTube video, but I'm probably not gonna do as much consistent follow up as someone that I'm like, this is a done for you client that's gonna pay me a hundred thousand dollars.

[SPEAKER_06]: Yeah.

[SPEAKER_06]: They're gonna need a touch for me.

[SPEAKER_06]: Yeah.

[SPEAKER_06]: Yeah.

[SPEAKER_06]: Yeah.

[SPEAKER_06]: Probably would be a last question right here.

[SPEAKER_00]: Yeah, so that's that I guess that kind of already answer my question, but I was just kind of curious like when you do the sales versus someone else.

[SPEAKER_00]: Because when you're deems, but I guess that kind of already answered it, they're only going to be deems dim, DMing someone that's on the higher into the spectrum.

[SPEAKER_00]: Or at least for like pitching them a sales call.

[SPEAKER_00]: Then at that point would take the ball.

[SPEAKER_03]: maybe or sometimes sometimes it is better to have someone else take the sales call for positioning and also what your process is like I can do sales calls and I'm good at them yeah you are

[SPEAKER_03]: But also if I have a team and the process is going well, and I know that they're going to be a good hands, maybe even better hands than if I did it, so that it also frees me up to be creating curriculum or creating content, then that's good.

[SPEAKER_03]: But also if I do have a relationship with them, that I'm like, no, I don't want to pass them off.

[SPEAKER_03]: This is important to me that I continue this relationship, then I'll take it.

[SPEAKER_03]: So it's kind of a case by case basis.

[SPEAKER_06]: Yeah, and I would also say they like the core offer.

[SPEAKER_06]: I've lost more money by trying to handle sales myself than trying to bring in a sales team.

[SPEAKER_06]: If I look backwards, it's like clearly, and a lot of it's just that positioning thing.

[SPEAKER_06]: It's like, I'm already talking to you right now, so I wish I pay.

[SPEAKER_06]: You know what I mean?

[SPEAKER_06]: It creates a weird, creates a really weird relationship when you're the center and the closer and the onboarding and the coach and the face and support and fulfillment and it's like,

[SPEAKER_06]: It's weird.

[SPEAKER_06]: It creates a weird experience.

[SPEAKER_06]: You know, it's like you wouldn't expect Jeff Bezos to pick up the phone because you're, I am as honoured as a wrong.

[SPEAKER_06]: You know what I mean?

[SPEAKER_06]: Like, there is absolutely something to the positioning piece of having someone else pitch through.

[SPEAKER_06]: But if then if it's really high to get, like, what we have set up now is Robbie, is that he goes and pitches.

[SPEAKER_06]: And then if it's someone for a really high ticket thing, I obviously have the final say.

[SPEAKER_06]: So then they'll do a final interview with me.

[SPEAKER_06]: He's still the one selling it, but I'm gonna do the final, christening that I agreed it.

[SPEAKER_03]: And you do a great job of transitioning the authority.

[SPEAKER_03]: So if someone sees you on stage, Robby's been introduced and it's like, hey, you guys can have a call with Robby and they already know Robby.

[SPEAKER_03]: So it's not like, oh, who's this schmuck that I got to talk to?

[SPEAKER_03]: It's like, we love Robby.

[SPEAKER_03]: Of course, I want to go to a call with Robby.

[SPEAKER_03]: Yeah, yeah.

[SPEAKER_03]: Robby's not a schmuck, I shouldn't have said that.

[SPEAKER_06]: Well, guys, this has been, this has been good.

[SPEAKER_06]: If it helpful, hopefully some good insights came from this.

[SPEAKER_06]: And yeah, I think a lot of power comes from just, what is the eighty percent of healing as awareness?

[SPEAKER_06]: So if there's a problem even having on this, just being aware of how this stuff happens and how it's actually quite simple, that's why I wanted to have this come, this conversation.

[SPEAKER_06]: So awesome.

[SPEAKER_06]: Very cool.

[SPEAKER_06]: Thank you guys so much for sharing it.

[SPEAKER_06]: Thank you.

[SPEAKER_06]: Thank you so much for sharing it.

[SPEAKER_06]: Thank you so much for sharing it.

[SPEAKER_06]: Give me a lot of applause.

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