So what I would do if I was in this niche is I wouldsay,hey, just tell me the date that we can hold the funeral for all the money that's being murdered from you doingthis.
So instead what I'm going to do for youis.
Today I'm talking to SabriSubi.
He is kind of like the Australian GaryVee.
He's got a marketagency.
He's on Shark TankAustralia.
He's a funguy. I wanted to brainstorm withhim.
Businesses that he would starttoday.
So next 18months, where is the opportunity that hesees?
If you're starting fromscratch, you got noresources, maybe no experience or capital to startwith.
How would he still makeit?
Because this is a guy who took his laptop and basically built one of Australia's biggest growthagencies.
And I wanted to hear what he would dotoday.
So we brainstormideas.
And then at theend, we talk about some of his sales philosophies because he's a very good sales guy and also some of his lifephilosophies.
How he lives his life a little bit differently thanmost.
So enjoy this episode with SabriSubi.
What are some ideas or business ideas that you are excited about rightnow?
So trends that you're seeing opportunities yousee.
If you weren't doing what you're doing rightnow, what things would you be interestedin?
What businesses would you gocreate?
So I've got a few and I'll start fromlike, I'll lead up to the bestone.
When I think the best opportunitiesare,right?
So I would say the first thing that would be avery, very compelling offer is when you're running a business and you start with one trafficchannel,right?
And you kind of start with one trafficchannel, you make anoffer, you get somethingworking.
It might be Googleads, it might be Twitterads, it mightbe, youknow,TikTok.
It doesn't matter what itis.
You run with onechannel, you see some success andthen, youknow, you got sales comingin, customers are coming in and like a lot ofbusinesses, there's always so much more opportunities that are flying byyou.
And it seems like the bigger that you get and the more success that youhave, the more illustrious that these opportunitiesare.
And the challenge is that focus is the main thing when what I have found when runningbusinesses, because I had shiny objects in drumreally, really badly in the beginning of mycareer.
And that's where I had these ups and downs and I made money and then I lost all my money and then I had to do everythingagain.
And it was all because I lacked focus and I was just looking for the nextnews, sexy saleschannel, the next new businessmodel.
And so that's something that I see for a lot of businesses and they know that they need to focus on onething.
So they focus on one trafficchannel, but as a result ofthat, they also then say no to a lot ofopportunities.
So I think that a very good opportunity right now is to reach out to businesses that are running ads on aplatform, whether it be Google andsay,hey, you got your funnelhere, it's all dialedin, it's obviouslyworking, but I noticed that you're not running any Facebookads,right?
And that's always because they need ateam, they needexpertise, they need to do something or they tried it and it didn't work because they tried to use the same funnel that we're using on Google ads onFacebook, from hot traffic to cold traffic and it didn'twork.
And you justsay,look, I'm going to do everything foryou.
Don't pay me acent. I'm going to build thefunnel.
I'm going to run theads.
I'm going to show you that thisworks.
And I just want a percentage of thesales,right, from this trafficchannel.
There's no risk and it's only going to result in something that's actuallyproven.
And I think there's so many platforms that you can do thatwith.
There's a lot of people that are like really all in on Facebook ads rightnow,right?
And meta ads and they're kind of waiting to see what happens with TikTok and the band and they're not really running that yet where you could come to those people and belike,awesome.
What we're going to do is we are going to run TikTok as a platform foryou,right?
We're going to build the funnel because what a lot of people don't understand is there's different compliance for TikTok andFacebook.
So we're going to build all of that foryou.
We're going to run theads.
We're going to do everything you're not doing it rightnow.
And we just want10% over it and we'll doeverything.
Nice. And so what do you think of what do you call that that pitch where it's not like it's a reverse cell basically or you're it's a killer offer where you're offering them something that they'd be they'd be a fool to say noto,right?
It's a nobrainer. Do you have a phrase for that because I know you're good withcoin.
Yeah, I totally got fatherof.
Right. So it's like making makinglike, youknow, your prospects and author that they simply can'trefuse.
And when I think back now to like all of the roles that I hadthat, youknow, the companies were crushingit.
They were growingvery, veryquickly.
They were all had avery, very strong off like that was the one thing that was the throughput to all ofthat.
Allright. Let's take a quickbreak.
I gotta tellyou, you've ever seen those Coachella posters where it's got all the artists names and you'relike, oh mygod.
Wow, theygot, youknow, Fred again in scrillex andthis, that's what the HubSpot inbound conference lookslike.
Just listen to the speaker list that theyhave.
I don't know how they pull thisoff.
Butlook, listen tothis.
RyanReynolds, SerenaWilliams, CaraSwisher, MattWolf,Darmesh.
They got BrianHalley. They got tons of good speakers at HubSpotsinbound.
It's comingup. It's September 18th to the20th.
It's live inBoston. And it's where yougo.
If you want to learn marketingsales, AItrends, you want to know where the puck is going so that you can be there before everybodyelse.
It tons of great talks on stage where you're going to learn salesstrategies, improving marketingtactics, but also the networking where you get to meet other people and understand what are other people in the industrydoing?
How are other people gettingahead?
So check itout. Go to inbound.com to see the lineup and grab your ticketstoday.
We had the same thing happen ine-commerce.
A lot of stores are on Shopify that are not onAmazon.
And what you can do is you can go to every Shopify store that's not on Amazon in a very simplepitch, a very kind of rinse and repeatpitch.
You basically would search for a Shopify store above X andtraffic, which you can go use similar web or whatever to the Chromeextension.
We'll just tell youthat.
And yousay,great. You reach out to themcold.
We can always get the business owners email and yousay,Hey, notice you're not on Amazon rightnow.
Probably because it's a biglift.
It's kind of operationallyintensive.
You don't know where to doblah,blah,blah.
But I did a little research and three of your competitors are onAmazon.
There's another tool that will tell you how much somebodyselling.
So you say your competitors are doing million dollars a month on Amazon rightnow.
Andactually, there's low competitiveness for this keyword.
I thinkthere's, I think you're leaving X dollars on thetable.
It'll take some time to rampup, but I can do that foryou.
Leave the items in yourwarehouse.
You don't even need to ship it to Amazonyet.
We could start simple and then we can get more complicated once it starts to showresults.
And you could pickup, youknow, 5K amonth, 10K a monthclients.
And, youknow, 10 5K a month clients is 50,000 amonth.
That really one person who understands Amazon FBA coulddo.
And to understand Amazon FBA islike, you're four months away from being good enough to operate this for one store and then you do it for twostores.
By the time you do it for twostores, you could doit.
You'll be able to do it for10.
You'll just have to hire a couple ofpeople.
And so I think that that's another example of people just find some agroup, find a class of businesses that are not on a channel and make them a custom killer offer or as you callit, Godfather offer to do businesswith.
Exactly.Yeah, and I think that's is that is something that is not not a lot of people are talking about and it is a very niceshoeing.
You're already being able to identify a group of people that would be a perfect candidate for what it is that you've got that havemoney,right?
But they don't have time and they don't have the expertise in thatchannel.
And just bring that tothem, making it a veryrecent.
The mistake here is people try to do this forpodcasters.
They'relike,hey, you should be posting clips or you should dothis.
I'll do it foryou. And then what they forget is that most podcasters don't have any money or they don't make enough money on a podcast to be able to dothis.
And so you want to go fish in a pond where something like e-commerce works because if an e-commerce store is still in business three yearslater, it's makingmoney.
And forthem, it's very easy to say why they should do this new channel because it will also generate money rightaway.
You can make a strong case for why Amazon is worth it because it'll generate revenue from dayone, whereas posting your podcast clips on TikTok is kind of silly because you're not necessarily going to get money or even podcast subscribers fromit.
Yeah, it's harder to justify thesale,right?
Like, if you're giving someone anROI, it's a much easier sale than justlike, he's another expense just to get clips chopped up foryou.
And you already don't have nomoney.
Allright, what's ideatoo?
So idea number two is I think this was probably the place that I wouldstart.
I wouldstart. I didn't have anyskills.
And so one thing that's present right now is that CPMs on Facebook are through theroof.
And there's only pretty much one certainty other than death andtaxes.
And that is that the cost to advertise next year is going to be more expensive than thisyear.
And it's going to keep goingup.
And it's going to keep goingup.
And so what's happening right now is a lot of these SaaS businesses that have these CACs that are veryhigh, they're really feeling the pinch and their payback periods gone from six months to 12 months to 18months,right?
I think I read a report the other day about Salesforce and their payback period is some crazy now like 24 months or something or even longer thanthat.
Yes, two or threeyears, I think it was two or threeyears,right?
And so that is going tocontinue, people are going to continue to fill thatpinch.
So I thinkthat, youknow, as long as that continues tohappen, there is going to be an arbitrage with people that can actually deliver people customers with a lowerCAC.
And so a great way to do that is that a lot of thesebusinesses, whether it's HubSpot or Go Highlevel,ClickFunnels,HiRos, all of theseguys, they offer insane affiliatecommissions,right?
I believe HubSpot's affiliate commission is40%, which is just astronomicallyhigh.
So what I would dois... But that in dollarterms,roughly, what do you think thatmeans?
To deliver acustomer. So thisis...
The HubSpot affiliate is basically the bottom tier ofit, itsays, is30% recurring up to oneyear.
And so I don't know what the average price point is forthis,but...
What do you see on the pricingpage?
Okay, marketing Hub is $800 amonth.
Marketing Enterprise Hub is $3,600 amonth.
So let's just pick the800,right?
And then we're saying that they pay you over theyear, you get30% ofthat.
So that's threegrand,right?
It's basically what you're going to make for not doing alot.
Percustomer. Per customer without having to operate and maintain thatcustomer.
You've all floated the rest of that to the actual companythemselves.
Yeah. And there's some that are even more lucrative thanthat,right?
So if you look atHiRos, they say that they pay a minimum of $1,000 and up to $15,000 for acustomer.
And there's countless of theseguys.
So what I woulddo, if I was in thisniche, is I would pick oneniche.
Let's just say it'sChiropractors.
And I would build out a full funnel that I know converts for that niche with anoffer, theopt-in, the email flows andeverything.
I would then build a list of people in that it for all Chiropractors in whatever the geography is that you want toservice.
You can do this onUpwork, you can do this withbuilt-in, you can do it with a whole bunch ofthem.
And then I would run a campaign where I outreach to these people or I would call these people and I wouldsay,hey, I can see that you're running ads rightnow, but you're sending them to yourhomepage,right?
Just tell me the date that we can hold the funeral for all the money that's being murdered from you doingthis.
Soinstead, what I'm going to do for you is I've already built you a funnel and here itis,right?
You get the emailflows, you get the landingpage, theoffer, everything likethat, the textmessages.
You don't need to pay me nothing forit.
I usuallycharge $5,000.
Because all that I ask is that you sign up through thiscommission, through this affiliate link in order to sign up and get this funnel through HubSpot forfree,right?
Ofcourse, I have to pay there and then I get my kickback.
And that is something where a lot of agencies that service Chiropractors or dogwashers or doesn't matter theniche, these people are actually charging forthat.
So if you're able to go out there and actually just offer people or the same thing withChiropros,right?
It's like theirguarantees, like their guaranteed to give you an uplift of 15 to20% in revenue fromthat.
Build a list on built with of all Shopifystores, cross-reference ones that are running Facebook ads that have the Facebook ads pixel onthere.
And I will guarantee to increase the revenue track from your ads by20%.
Interesting.Okay, so I didn't understand the genius of your ideahere.
So what you weresaying, I thought you were justsaying,hey, HubSpot pays at affiliatecommission, become a HubSpotaffiliate, run traffic to get people to sign up forHubSpot.
Butno,no,no, you had a two-stepsystem.
You weresaying, find a bunch of people that if they were sophisticated in theirfunnel, would have enough leads where they would need to useHubSpot.
So you'relike, let me just do create a free turnkey funnel forChiropractors.
Then go to the Chiropractor and have them just give that to them and they'relike,wow,thanks.
Really? What's thecatch?
And you'relike,oh, the only catch is that these leads need to livesomewhere.
They should live inHubSpot.
So that's my affiliate link when you signup, when you go ahead and make that officialthere.
And so that is how you would generate a higher volume of customers for these SaaS products by giving away the thing to the end user who needs to useit.
Correct.Okay.Smart. Allright.
Cool. I likeit. Give me anotherone.
Give me a differentone.
Is there one that you have that's not as internetmarketing?
Well, Ido. Ihave, there are pretty much all kind of internet marketingniche.
Another one that I think I'll hit you with twomore.
So the next one that I would do is there are 400 million small businesses in theworld,right?
There's 60 million inAmerica.
There's 5 million in theUK.
There's 2 million inAustralia.
And as everyone moves online and there's people all overit, all different time zones that want to get in contact with thesebusiness, a lot of these businesses have a Google My Businesslisting,right?
A Google page with their reviews and all those kind ofthings.
And the thing thatvery, very few of these people offer is livechat.
So I would offer live chat as aservice.
And it was just me and I was trying to start a sidehustle.
You know what Imean? I could do it afterhours, whereas where a lot of people don't have the manpower to offer support after hours or to be able to fieldinquiries.
Andagain, it would befree.
I wouldsay,hey, I'm going to do this foryou.
Nocharge. So I don't need to try and convince these people to doit.
But a compelling offer is infinitely more powerful than a convincingargument.
So I do not want to get into a convincing argument over the phone that they should do this and they should pay me money to dothis.
I wouldsay,cool. I know that this can increase your sales by10% because I can look at your Google My Business listing and say that you gain so much traffic after hours that you guys aren'topen.
When I'm going to get in contact withyou, I'm going to field thoseleads.
I'm going to nurture thoseleads.
I'm going to then send them to your sales team or even close some of them for you throughchat.
But I want a20% commission as a result ofthat.
I would start it as myself until I go to going and then I'd hire some people in the Philippines or wherever it might be to actually servicethat.
And I think that that is something that for people that are running ads or that already rank on Google is just a nice littleshoehorn.
It justfits.Okay. I likeit.
What would youtarget? So whenyou're, let's say you were at the beginning and you're trying to buildup, are you trying to make these into $20 millioncompanies?
Are you trying to get to $1,000 a month or trying to replace ajob?
What's your mindset if you were starting from the beginning here and you're thinking about one of these kind of hustler ideas where you're going to be doing the internet market forsomebody?
What would be your goal or your approach to that to get to that firstmilestone?
How do you think aboutthat?
I can tell you how I thought about it and at the beginning it waslike, just operation don't bebroke,right?
Like you are broke right now and you need not to bebroke.
So it wasn't like I had this big like elaborate vision of having all these team members and multiple offices in abook.
No, none ofthat. It was justlike, you need to not bebroke,right?
So what I look for is people like what I call customers that have a bleedingneck,right?
The neck is bleeding and they need an immediate solution to solve thatproblem.
And so I like to try to get as close to like the revenue producing activities for business as possible because that's theoxygen,right?
That's the blood of abusiness.
And I think that the way that I would think about it straight away is first replacing my income either was a started as a sidehustle.
And everyone kind of has this magical number of like 10k per month that they want to get to permonth.
And I think that going through this route is a way tovery, very clearly getthere.
But the other lens that I like to look at it for is like what other skills that I'm going to need to possess in order to make this business get to $10,000 permonth.
And what are the half life of thoseskills,right?
Am I going to be learning just Facebook ads that what I know right now with Facebook ads is going to be infinitely different in the next threeyears.
And so the half life of those skills is probably 36months.
And then I've lost those skills and then they don't compound forme.
So then I would be looking at it is like what are the skills that I'm going toacquire?
But this might be a little dirty down side hustle at 10k permonth, but I can then use those skills and build something that is really big further down theline.
And it's going to serve me which will bring me to the to the lastthing,right?
Which I think that this is the best business opportunity right now for people that want to get started bynone.
So the idea that I want to speak to you about is something that you need no money to beginwith,right?
You don't need to show yourface.
You don't even need to use yourvoice.
There's nothing about it at all that youneed.
And it is a market that is completelyexploding.
And it is a way that you can earn at a bare minimum $10,000 permonth.
And there's proof of people making 100 to 100 grand a month withthis.
Do I have yourinterest?
If you have myinterest, you have myattention.
So we all know that TikTok shop is exploding rightnow,right?
And what we're also seeing right now is that obviously the whole war between these platforms is now YouTube shopping is about to have a second crack at it and they've just launched theirthing.
And so what TikTok shopis, if anybody that doesn't knowit, TikTok shop launched their platform which allows brands to sign up to be to offer affiliates and to have people sell their products with a product tag onit.
And then they get a percentage of whatever sales that they drive towards thatbusiness.
And this thing isexploding.
Like social commerce under that umbrella is completelyexploding.
And we're kind of in a war right now for like Gen Z's and these youngergenerations.
Like everyone wants to get in on these guys because theyknow,right?
They don't focus on themnow.
They're going to be dinosaurs in the next fiveyears.
So what you want to do is you can use a website like Callow Data or there's another one called FastMoss.
And you can go through and you can find the best selling products on TikTokshop.
And then they will tell you not only they'll show you exactly the revenue that these products aredoing, they'll show you the TikTok videos and the reels that people are using to actually sell thesethings.
Now you might be thinking right now I can hearthem.
I can hear the objections coming out of the back of thecrowd.
I don't want to showmyself.
I'm not a contentcreator.
Well this is where the magichappens,right?
You don't need to do none ofthat.
So what you can do is a lot of the people that are selling the most through these platforms is they're using 11labs,right?
Cool 20 bucks amonth. We're good to go on that badboy.
And you can start to look at the scripts on something like Callow Data and have a look at what are they writing inthem?
Get themtranscribed, figure out what's making the ones sell themost, what's why making it get the mostviews.
Reverse engineerthat.
When you can plug that into something like 11labs, it will give you the voiceover forit.
And then you can use mid-journey or whatever free AI generation tool to create the images forthat.
And then throw all of that into cap cut and away you go and the boys arecooking,right?
The boys are girls and cooking if you dothat.
And you might be thinking that soundsokay.
There are people printing withthis.
There are kids out there that used to work in Chipotle that are earning 50 grand a month doingthis.
And it's not by doing a thousand ofthem,right?
It's about doing one aday.
Right. What's anexample?
How didyou, how did you stumble across these kids or give me a story about somebody you met that's doingthis?
Yeah,well, Isaw, I kept on seeing all these crazy ads for like this stuff and it was like called ShilajitRisen.
And I waslike, what the hell is ShilajitRisen?
And I was like this black tar and it was like an ad that came up and it waslike, what would happen toyou?
This is what would happen to you if you ate Shilajit every day for 14days.
And what is ShilajitRisen?
I've never even heard ofthis.
Shilajit is likea, it's like a black tar that they get in the Himalayas in India and it has like all of like the essential minerals and drinkingit.
You put it on yourteeth.
What do youdo? It's a wild black syrup and they sell it in this tiny little like jars that look like a lip balm jar and it comes with a goldenspoon.
And for anyone that runsads, know that that is immediatelykilled,right?
But it makes a little pattern interrupt with blacktar.
It looks really weird on the on thefeed.
And so I started to see these thingseverywhere.
And now all AI voices and now I'm making the most outrageous claims that I've ever seen that it doubles to yourtestosterone.
It increases your pencil size as they call it and it does always wildthings,right?
And all these like weird people get in jacked with this black tar all overthem.
And I started to look then once I clicked onone, the algorithm knows and I start seeing these thingseverywhere.
And I waslike, I need to go down this rabbithole.
I needto. I am a man of the internet and this is myduty.
So I will go down and I will start to investigate thisthing.
And so I found this company called Better Old Himalayan Shilajit Reson that all of these TikTok affiliates werepushing.
And then I found Calo data and I plugged them intothat.
And I saw that they were selling 91,000 units right over like a 90 dayperiod.
It was like a thousand units a day of the ShilajitReson.
And I waslike, that isinsane.
And then I went further down the rabbit hole and these guys had done just shy of $9 million in Shilajit Reson in 90days, in 90 days through TikTokshop.
$100,000 a day on TikTokshop.
Yeah. And then there was the tip of the iceberg because then I went over to their funnel and started to have a little look and started to see what I couldfind.
And there was like thousands and thousands ofreviews.
And then if you go to theirwebsite, they say that they sold 9.5 millionservings.
Right. And itwas, it'scrazy.
Like itwas, it was like a $200 million worth ofShilajit.
You looked at it calculated that based on their lowest average ordervalue.
Yeah.Okay. So they're crushingit.
What's the otherone? They're like Guru Nanda or whatever thatis.
Thetea, is it teeth whitening orwhat?
You were saying is Guru Nanda oil pulling kiteverywhere?
These guys are all overTikTok.
Like they dolives. The funnel is verycrazy.
And those behind this is just like two 26 year olds or like whois, how did they dothis?
Like some ancient Indian herbal recipe or something likethat?
Which is exactly how it's meant tosound.
Right. But it's crushing on TikTokshops.
So I assume it's like a guy witha, youknow, zero high fade ona, youknow, haircut who is behindthis.
Do you know thestory? Do you know who these guysare?
I don't knowthe, the founders behind thesethings.
Butbasically, I guess like one thing that they all have in common is story basedcopy.
Right. Like it's all about the story about the thing that they'vegot.
And they'll focus on a ancient oilpulling.
The Egyptians used to doit.
And they hadthe, there's still people that are mummies that are under the pyramids that have perfect teeth because they've been doing this oilpulling.
And then they hook you in likethat.
Andyeah, GuruNanda, same thinghere.
Like 100,000 units a week through TikTokshop.
Well, I'm looking up the founder rightnow.
Imean, it looks like what you wouldexpect.
And Imean, either this is acomplete, this is a fake AI generated guy or he's got aneffort.
He's got like a nephew with the fade who is doing this because it isunremarkable.
How much they'vedone?What, give me a sense of thenumbers.
How big is thisthing? I thought this was the number one selling product on TikTok shops for awhile.
Yeah, itwas. They're doinglike, I think I had done like 1.2 million in sales for theapp.
100,000 units aweek. They've got 40,000 reviews and there's like 30,000 videos tagged with Guru Nanda onTikTok.
Andagain, these is only seeing the numbers directly through TikTok shop using these websites that you can findthem.
But the crazy thing is all of theseproducts, they've got way more reviews on Amazon because the thing that they're doing so smart is that like you've got a lot of people that are promoting the product on something likeTikTok,right?
And they're getting a lot of attention and eyeballs onit.
But then the people arrive at something that is much more trusted like Amazon and then they get that little bump in conversionrate.
This trustalready, they're sold from a video and then they get all of these secondarysales.
So the opportunity here istwofold,right?
Because you can attack it where you can go andsay,hey, like you're just going to start as anaffiliate,right?
And that's just like the skills that you will learn is likecopywriting.
How to grab people'sattention,right?
Howto, you will understand the social currency of theseplatforms.
What goesviral? And you can take those skills to any business and just explode theirsales.
And what you can dois, forinstance, you could start off like that and you could get some traction and then you could go to a business and you couldsay,hey, you're going to pay me 20 grand amonth.
And what I'm going to do is I'm going to build out TikTok shop as a platform foryou.
I'm going to do all the creatives foryou.
I'm going to runthat. I'm going to crank the revenue fromit.
It's a $20,000 per month retainer plus5% ofsales.
You don't donothing. But I'm going to do you one better than that because I know that you guys are running a lot of Facebook ads and anybody that runs a lot of Facebook ads knows that the number one bottleneck iscreative.
So I'm going tovet. I'm going to run all of theseTikToks.
I'm going to make him go viral and then I'm going to give them to you to run on Facebook that you can scale up on paid ads evenmore.
100%. But this is a greatidea.
The beauty of what you just said is you're going to learn these more timelessskills,copywriting, understanding consumerpsychology, videoediting, videostorytelling, knowing how to utilize social media to goviral.
All of these things which are horizontal skills that can be used on it in anybusiness, but you're going to get paid to doit.
You're getting paid to go to school to build the most valuable skills that exist for marketers of going forward by doing this as either affiliate or as aretainer, consult it for some of thesebrands.
That's the reason why I think it's the best is because the skills that you're getting and getting paid to get are going to serve you for the rest of yourlife.
These are notskills. These are not shiny objects that are going to goaway.
We are going to be communicating in 20 to 30 years fromnow.
It's going to even be a more hyperfragmented.
It's going to be even a greater war forattention.
You get the reps innow. You're uploading a TikTok aday.
Just imagine the skills and the understanding that you have on human psychology in ayear, in two yearstime.
What that will allow you to do is you go into a more legitimate business and you know this and you know all of thoseskills, what you'll be able to bring to thosebusinesses.
I think this is a great advice for people early in theircareers, people whose main attribute and asset is hustle and willingness to learn things and figure themout.
If that's all you have going for you then this is the perfect type of thing foryou.
Especially if you don't have codingskills,right?
If you can't build in otherways, then youknow, which isme.
I was thatguy. I was 21 yearsold.
I didn't have codingskills.
I didn't have anyassets.
I didn'tknow. If I was a greatinvestor,cool.
I don't have any money toinvest.
Nor do I have any track record to be able to go raise money toinvest.
So I can't do that careeryet.
I didn't have any skills to buildsoftware.
If I could have builtsoftware, I would have builtsoftware, but I would have had to have learned that first in order to even build a product in thatcategory.
Whereas this is something that the bar to enter is so low that it's applicable advice to anybody who's at thebeginning.
I was just sayingthat. So I don't necessarily think it's thebest, but I do think it's the best for a certain group of people who are in a certain context where they only have certain attributes and they have certain things that they're lacking at thattime.
Correct, you just don't need anything to get started other thantime.
And that's when you'rebroke, that's all you have istime.
And the reality of it is that most of these people are already spending four and a half hours a day on theirphone.
So that's where I believe that it's a very ripeopportunity.
You have a few phrases that Ilike.
I want you to tell me aboutthem.
Oneis, kill the little bitchinside.
What isthis? That David Gargonsphrase.
Yeah, Ijust, I think that there is a duality of man that ispresent.
Andwhenever,like, youknow, you're trying to do something that ishard, there's the little bitch that comes out and starts to whisper in yourear.
Like,hey, it's coldoutside,Subry.
Like you've been working out allweek,man.
Just it'sokay. Just roll over and go back tosleep.
Or,hey, you've already had really great conversations thisweek.
You send out some very promisingproposals.
You don't need to make another 20 coldcalls,right?
Just knock off for the day and go hangout.
And there's always that little bitch that comes out and typically the harder the things that youdo, the more loud itgets.
And it is the best salesperson that exists because it knows all of your littleweaknesses.
It knows all of your littlevices.
And it knows exactly how to hit those painpoints.
Andit's, I have found that the harder things that Ido, the more it's my ability to silence that person and to do things despitethem.
And I have like an interesting relationship with that little voice that lives in my head because either it rears its ugly head and tries to say that stuff tome, then I just put it throughpain.
So it islike, you need to skip thegym.
Like you go a little bit of a tweak in yourmuscle.
I don'tgo. It's like just for recommendingthat, like we're going to finish the workout with 5 days and it's a hillsprints.
Like you shouldn't have come out heretoday.
You want to send it intoisolation.
Exactly. I want to let itknow.
What will be accepted in thisfranchise?
You want to only do you ignoreit.
You penalize it for being there so that it doesn't re-retell itagain.
Ido. Because I think that like the biggest lie that people tell themselves is like the lie everyday.
Like the people thatsay, I need to work out or I need to do this or I need to dothat.
And then they start their day by like lying to themselves and not acceptingthat.
Like forme, it's just likebinary.
It's like either I know that I'm not going to dosomething, then I'm just not going to say to myself that I'm going to doit.
Because I don't want to teach myself that I make promises to myself that I don'tkeep.
Like that's a really badthing.
So either I feel like I don't want to go to the gym the next day or there's going to be a reason why I can'tgo.
I'll just say itnow. I'm not going to say I'm going to go and then lie tomyself.
What do you do when you get caught in that situation where you thought you were going to do something youdidn't?
So let's sayyou, I have to catch it ahead oftime.
Yeah. What is the tax that youpay?
The tax is always morevolume.
So it's always more of the thing that I said I was going to do that I didn't doit.
Not only do I doit, I now have to domore.
Ido. I haveto. It comes tocollect.
What are some of the other big ideas that serve youwell, either lifephilosophy, maybe a lifestyle technique youhave.
Maybe it's a belief you have that you think most people don't live by that you do that has served youwell.
So I think what I'm asking is what's some wisdom you can drop onme.
But the wisdom is in the form of something you actually take actionon.
I think that when I started mycareer, I thought that I needed to look and act a certainway.
And I was watching businessshows.
I had read business books and I waslike,okay, I need to be like this seriousdude.
Like I need to wear a blazer and I need to show up like abusinessman.
And as a result ofthat, I had to act a certainway.
And that certain way wasn't really a way that was indicative of having a lot offun.
And over theyears, it's like the world just like tries to beat you down to being likevanilla,right?
And to fitting in and like not being that like dark rich chocolate or that person with a bit of showmanship or a bit of flair and a bit of fun toit.
Like people think this isbusiness.
So I need to act a certainway.
And I definitely fell intothat.
And so one of the philosophies that I try to embrace is just to have morefun.
And to everything that I do is just to have more fun in my life and in mybusiness.
Because at the end of theday, like therevenue, the salesnumbers, the profits and all of that kind ofstuff, like the years rollby.
And unless you're having a lot of fun doing what it is that you'redoing, like nothing elsematters.
So and it was actuallylike, it was only after I started of on focusing on having morefun.
Did I start making a lot moremoney?
And so like anexample. What did you do that was morefun?
And how did that what was the turn of events that led to more money or were they notconnected?
No, they were definitelyconnected.
So obviously like some of the things that like I would say that are fun is that like a specific example is about a year and a halfago.
I put together an adcampaign.
And usually when I put together an adcampaign, I'll belike,okay, how do I make this convert thebest?
That is thegoal. It'slike, how do I just make itconvert?
And to call traffic because that's thegame.
And then I waslike, let me just think about like what would be the funniestad?
Like what would be what would I need to do to have the mostfun?
And I started from that place of just having it's still wild fun at that regardless of the with your own business ornot, it would be entertaining andfun.
And we did all types of outrageousthings.
One of them was like having me dressed as a priest and we had Lord Zuck's and Lord Elon in thebackground.
And we were having a funeral in a church for the money that is being murdered in most people's adscampaign,right?
And that was a whole lot of fun making thatad.
And everything that we did in that whole script was a lot offun.
It wasfunny. And that one campaign tripled oursales.
And so that is a very transactionalexample.
But it's also about like what is it that would befun?
So I try to do something that islike, youknow, really big and have a bigswing.
Something that's really risky everyyear.
Because I know me and I know the urge that I have as an entrepreneur to like always keep engaged and to have to scratch thatitch.
And the big sin that I made early on in my career is I looked at scratching that itch through other business opportunities and other likethings.
When what I do now is I'm present that that is the law ofgravity.
I'm always going to want to do newer novelthings.
But I have a newer novel thing that I do that is attached to the mainthing,right?
So it might be a new campaign or a new channel or a new offer that I'm going torun.
And that will scratch thatitch.
And I think that like getting wrapped up in working people as they get older in theirlife.
I like to take things a lot more seriously and they forget thatlike,oh, we're just all here having fun at the end of theday,right?
What's the point of you're not havingfun?
So I like to talk tostrangers, lots ofstrangers.
You were told from a very early age not to talk tostrangers.
Strangers have got everything that it is that youwant.
My wife was once astranger,right?
Like mycustomers, my businesspartners, my bestfriends, all of these guys were strangers tome.
And so I think that is something that isunderutilized, having parties and entertainingpeople.
It's so easy to get caught up in organizing your business life and the meetings and the events that people don't take that same vigor and discipline with planning fun and making like eventsfun.
And when you do that and you have fun and you've got all of these things that you do in yourdowntime, it just makes you like bring so much more zest andlife.
To your everyday business because it's not like this just never ending constantgrindstone.
Yeah, there was a great Googleprinciple, Ithink, called20% time that they had for aperiod, which was they acknowledge that the most talentedpeople, the best programmers that they wanted tohire, they would never be able to just chain them to the desk and say optimize these Google ads for the rest of yourlife.
And that they needed the20% time to justsay, go work on whatever youwant.
And you're going to do itanyways.
You're either just going to do it when you go home and that's going to become a sidehustle.
It's going to become a newcompany.
It's going to become a reason toleave.
It's going to become so much more fun that you're just kind of disconnected from your job because the fun is what you're having outside of thejob.
So instead theysaid, explicitly use20% of your work time to do something completely different than what you would do in your normal day today.
And out of that came some really greatideas.
I know withFacebook, out of theirhackathons, which are their version oflike, let's just build someshit.
Forget theprocess, forget theproduct, forget theroadmap, forgeteverything.
Let's just build some shittonight, have beerpizza.
And I think like the like button came out ofthat.
The most pushed button in the history of the universe came out of somebody in a hackathonssaying,hey, what if we added that to ourproduct?
And so I think that there's great examples of this in business aswell.
We used to have a do cool shitbudget, which was we would take20% of ourtime.
But we'd alsotake, I think it was like10% of ourmoney.
We said10% of the marketing budget has to be a no ROIplay.
Meaning we think it'sawesome, but it's notmeasurable.
It's notclear, it's not proven that this wouldwork.
And it was only out of that extra10% that we would do things that were the kind of big swings out of the box ideas that might result in a big winner or might result in we just tried something we learned sofun.
We have a good story to tell we move back on and we had a creative release that we now use to do somethingelse.
Tim Ferris was on the podcast and he said thiswell, hegoes, I've learned that just because I charge my batteries doing somethingsilly, doesn't mean I have to use them doing somethingsilly.
Forexample, he will do something that's not quote unquote productive because it charges hisbatteries.
And he'slike, now I have batteries to go do more productive stuff if I wantedto.
If I only ever do the super productivestuff, but it's just draining mybatteries, that's notbetter.
That's not theway.Yeah.
And I think that that is even a more powerfulexample,right?
Because like looking at likeGoogles,like, youknow, they're20% time and allthat, that's still tied towork,right?
But it's more so it'slike, as we getolder, like most people think that getting old means gettingboring.
Like just think aboutit.
They think about most people as they get older and they have the kids and they all of these thingshappen, then it'slike, they just feel like that is almost like a whole past to being boring and just like fitting in and doingstuff.
So like there's this annual server that they do every year that is the happinessindex,right?
That measures people based on theirhappiness.
And if you ask mostpeople,like, are you happy orlike, youknow, if you had to rate yourself on a scale of one to10, how happy would yoube?
Most people sayseven.Yeah,seven,right?
Obviously.Yeah. But I don't like to live atsevens,right?
Like I want to be very happy and I want my life to bevery, veryfull.
And I just think that this far toooften, we take things far tooseriously.
They do not need to be seriously takenseriously.
And wejust, we feel like that because naturally we're getting older or getting morecynical.
And it comes back to you need to do silly things that do charge you and that you do get energy for because you want to have like thosesprints.
It's not about sitting down and working 16 hours a day just grinding on something because you've got the hours to doit.
It's about doing your most meaningful work and I find that I do my most meaningful work when I focus on having more fun with everything that I'm doing because it's like if you're going to compete withsomebody, it's like the Navalequote,right?
You want to do things that feel like play to you and that look like work toothers.
So if you can inherently have more fun doing thosethings, you're going to do them forlonger, you're going to get better and you're going to see betterresults.
Can I read your quote about this exacttopic?
An hour before thispodcast, I was supposed to be preparing for the part that I was deep in a rabbit hole on Sylvester Stallone of allpeople.
I was studying the story of Rocky and Sly and he said thisquote.
Hegoes, I think that life belongs to people who can make a sick joke out of itall.
And hesaid, if you take life tooseriously, I don'tknow.
Either you either think one of twothings.
Either you think that life is a comedy or you'll feel that life is atragedy.
And I just lovethat. And it reminds meof, I was at a Tony Roberts eventonce.
And there's 7,000 people from 56countries.
And we're all totally differentages, groups ofpeople, differentbackgrounds, differenteconomics, differenteverything.
And he sayssomething. Hegoes, show me what a depressed person lookslike.
How does a depressed personstand?
If yousaid, don't say aword.
Just how do theystand? And everybody instinctively does the samething.
Youknow, you sort of shouldersdown.
Hesaid, how do theybreathe?
It's likeshallow. It's not deepbreaths.
Hesaid, how does their facelook?
You could seeeverybody, regardless ofbackground,new.
We all knew theprotocol.
And he saysit. Hegoes, you guys have practicedthis.
You know what stress lookslike.
You know what depressed looks like because itis, we all know instinctively what that lookslike.
You said somethingearlier, which is that we all believe that as you getolder, you getboring.
Nobody says that outloud.
But I think it's an implicit belief that's baked into all ofus.
Just like knowingthat,well, if I want to be in a low energy depressedstate, I should hunchover,breathe, kind ofshallow, shuffle my feet and talk in a lowvoice.
That is going to manifest that in the sameway.
I think that most people truly do believe and accept that as I getolder, life becomes moreboring.
And that'scrazy. We got to like uproot that and eradicate that as a default way of accepting how things are going to go because it's these beliefs that are so ingrained in you that you don't even really acknowledge those are the ones that kind of drive yourlife.
Correct. And it's all driven by the activities that you do if you think aboutlike, why are you like more energized and excited forlife, youknow, when you're maybe in your 20s as opposed to being later inlife,right?
Just as anexample. And a lot of the times it's because people stop doing newthings.
And it's like they just repeat the same thing everyday.
Soinstead, it's likethat.
And among a quote oflike, youknow, show me where I'm going todie.
So I never go visitthere.
It's the samething, sameactivities.
You want to look atlike,well, why are youlike, why do you have a little bit more pep in your step when you'reyounger?
You're always doing newthings.
You're taking big swings likethis.
And there's always agame, youknow, to quote the little bitch in the back of your mind that'ssaying, butyeah, I have kidsnow.
I haveresponsibilities.
I have certain things that I need todo.
Whoever said that means that you can't do also new things or that you can't also have fun while doing thosethings.
And it's just little exercises that you can put in your daily life that you make theordinary, extraordinary.
This is a little small talk protip.
One of the most common questions people ask islike, so what'snew?
That's what we ask people when we seethem.
What'snew? And if you're on the receiving end of the what's newquestion, it'slike,oh, got what'snew.
Like, andsad. It's like nothing's reallynew.
And for most ofus, nothing is just new between the last time we saw you innow,right?
Like, we're still working that samejob.
We don't change jobs everyweek.
Still got the samekids.
They're stillaround. Still got thesame.
Most of the things we do are thesame.
And so asking what's new is a terrible question toask.
And it puts the other person in a sortof, you sort of pinned them into a sort of sad realization about their life in themoment.
A different small talk question that I think is generally much more interesting responsesis,um, what's something you're excitedabout?
Comingup. So I'll ask you with this all thetime.
I'll belike, I'llsay, I'll even say what's new so that the question doesn't sounddifferent.
I'll belike, what'snew?
What's something that you're looking forward to rightnow?
What are you excitedabout?
What's coming up foryou?
And then they'll tell melike,oh, I'm really looking forward to this thing that I'm going todo, this show I'm going todo, this thing I'm going to gosee.
And then they light up because people light up when you ask them what they're looking forward to because we need things that we're excited about and we're looking forward to to yourpoint.
We should be building the muscle of having more fun of building planning things that we're excited about that are going to befun.
Yeah, you got to engineerthem.
You can't just wait for them to happen bychance.
Um, and the best way that I have found to do that is just to sit down at the start of the year with yourpartner, whoever it mightbe.
And like notas, as everybody plans out theirwork,yeah,right?
They'relike, these are the projects that I want to do on a dual inQ1.
Then we've gotthis. It'slike, do that about your ownlife,right?
No. We're going to go on a holidayhere.
I want to try thishere. I want to do some crazyhere,right?
What are some examples you'vedone?
Yeah, so some of the stuff that that I like to do is I like to look at like all the different areas like of mylife, myrelationships,wealth, all of those kind ofthings.
And you start to have thesepillars.
So the pillars might belike, forme, I like to go away every 90days.
I've got threedaughters, mywife, I workvery, veryhard.
And I liketo, I love totravel.
I like to gothrough, like to do cookingclasses, experience newcultures.
And I don't wait for when I need aholiday.
I just plan them in advance because I knowthat, youknow, a 10 day holiday is going to give me that thing is going to give me thatjuice.
And I come back and get way more done in that nextquarter.
So like we like to plan the year in terms of like all the holidays that we're going totake.
And then a little hack that I like to do with you've got kids and you go traveling is whenever we go to a newcity, youknow, every year we go to multiple newcountries, try to go to multiple new countries ayear.
And wherever the cities or the countries that we're going to bevisiting, I go to chat GPT and I ask it to write me a children's story book about that and I read that to my daughters leading up to going to thecountries.
And it'sincredible. Like you can sayno, make it like I had three characters and these are thecharacters' names and they're all my daughter'snames.
And they'relike, it fuses all the things about that culture intoit.
And it just makes everyone board in and so much moreexcited.
Yeah, because the anticipation is always more fun thanthe, than the actual event thanitself, so that makes sense to actually invest in the anticipation part ofit.
Indeed. And you have a pretty interesting set of interest that align with what I'm interestedin.
Youlike, I askedyou, I textedyou, Isaid,hey, what should we talk about onpod?
And you said to me four words of which I'm actually interested in all ofthem.
One of the first one you said wasshowmanship.
Talk to me aboutshowmanship.
Why is this on yourmind?
Yeah, I think that entertainment is like the currency that buys the attention of your prospect and of yourmarketplace.
And showmanship for me islike, it's a lot ofthings.
Like it'sstorytelling.
It's being able to have stage presence and energy with the way that you showup.
And it's also visual storytelling and being able to surprise and bring drama and excitement to whatever it is that youdo.
And I think that regardless of the business that you choose tobuild, you veryquickly, once you get to a certainheight, you realize that you're in the peoplebusiness,right?
You're in the business of leading people and communicating to thosepeople, regardless of what the product or the industry that you'rein.
And it just becomes infinitely more important with your ability to be a showman and to bring like a bit ofpizzazz, youknow, a bit of that source to things that seemordinary,right?
And it couldn't seem mundane andboring, whether it's a job advert that you're writing or an interview that you're conducting or a team meeting that you're running and all hands ondeck.
And it's just one of those lost art forms where people just like most of our communication is done through text andemail.
So I think that people just naturally just get to a plateau where they don't really emphasize itanymore.
And I think that with everything that's happening with content creation and stuff likethat, and the importance that people are placing on building anaudience, there'slike, youknow, a renaissance of like showmanship that is having to comeback.
I like that yousaid, showmanship is the currency that buys the attention of yourprospects.
That'skiller.You, it seems like it's kind ofpolarizing,right?
The people who are out there creating content on TikTok andYouTube, they probably know more than anyone how important showmanship is and they're benefiting from doingit.
And then there's a whole bunch of people who are opted out ofthat.
That soundscomplicated,hard.
I don't know how to dothat.
And they're living inemails, textmessages, maybe where most business ownerslive.
And I think I buy what you'resaying, which is that when you're communicatingthrough, let'ssay, just emails or where you're runningads, you tend to kind of conform or subdue yourself into a verytransactional, just dry informational way ofcommunicating.
And that actually does you adisservice.
Is most of the new business you get through content you're making on your YouTubechannel?
No, we run a lot ofads. So we get that aswell.
I look at it as like the whole ecosystem and the YouTube content is a way to also get more repsin,right?
I understood that like I want to become a betterstoryteller.
I want my hooks to get more dialedin.
I want the whole thing of retaining people'sattention, learning all these storytelling techniques for shadowing and all of this kind of stuff that I kind of really came up through the whole tutelage of direct response and learning my way through that and understanding that like the landscape is changing and like you really need to become even better atstorytelling.
And all of those reps that I get in onYouTube, I can then translate them to all the ads that Ido, theemails, the video sales letters and whatever else that I'm going to do even presenting and just being ashowman, it allows me that instead of getting feedback of maybe doing a launch or a campaign everyquarter, like I'm uploading a YouTube video everyweek.
So it's aboutpractice.
Let's say if I'mgood, what's something you've learned in the gap between good and great on storytelling or showmanship throughcontent?
Yeah, I wouldn'tsay, like I wouldn't put a crown on myself and say that I'm greatyet.
I think I stillgot, I've got ways togo.
But I think that fundamentally it's understanding the principles of like how do you first hook somebody's attention and then retain it and then be able to make anask.
And I think that the place that a lot of people start is really focusing on how to make anask.
They think about how to write the most influentialcopy, the most persuasive copy to have a huge amount of emphasis on the offer and the ask that you're making to youraudience.
And I think that the number onething, if you want to improve the conversion rate of anything on anyvehicle, the thing that you need to focus on is improving the consumptionfirst.
Andso, I think that you want to place a disproportionate amount of your effort on first getting thatconsumption.
And the way that you do that is by understanding the hook and understanding thelead.
Right. So how do I have either something that's going to be a patent interrupt or a patent match to mymarket?
And then how do I slowly justforeshadow?
How do I buildstakes? How do I have where I'm basically delaying a payoff out there and have multiple storylines init?
Because if you can do that and if you can earn thatviewer, even iflike,yes, you want to have a very strongoffer, but it doesn't matter how strongly offer is if you don't get people to that part of your whole pitchanyway.
Right. And you havea, you have an interesting method here thatyou, I just was reading one of your titles that I reallylike.
The title of one of your most popular videosis, sell likecrazy, stop praying to the internetguards.
What's the premise of thatvideo?
Is that like a lot of people sit around and hope and pray to Zuck's about that they're going to get cheaperCPMs,right?
Or they everything would just get easier with my adaccount.
It's like the algorithm wouldn't be so wild and so volatile orpeople, youknow, basically beg people for referrals and they sit around and operate their business by whatever fate falls in theirlap.
But most businesses don't have a repeatable predictable way to actually put a dollar into a machine and turn it into three or five or $10back.
And with all the businesses that I've seen with the thousands of clients that I've worked with all the businesses that I've actually been an employeeof, youknow, that's the one thing that those people all have is a repeatable process to go out there and get clients because if you do not havethat, you have an expensive hobby that just is worse than a job because you don't getvacations, you got all thestress, you got everything that else that you need to dealwith.
And you end up working double the amount of hours and you wouldn't an ownjob.
Right. What are some examples of these repeatablesystems, which might be just a salesfunnel, a great sales funnel that you've seen right now that youcould, youknow, teach me about or tell meabout?
Yeah, I think that like if you look at it on like a lead genperspective, youknow, a basic funnel is having somebody having a piece of information or a video or a free report or something that you can get your target market to raise their hand in a sea of people andsay,hey, I would be interested in learning more aboutthat.
And that's the first like cardinal sin that most businesses make is that they go out to their market and they conduct it like they're in the darkages.
They lay out their wares like they're in themarketplace.
They cansay, these are all the products and services that I'vegot.
There's a little bit of haggling back and forth on the prices and then a deal isdone.
Right. They just like get a quoteby,by, by where you will get 10 times the amount of people if you go out to your marketplace with something of value to try and educate people and basically lead with your best foot forward and use a piece of content that you know that is going to be bait to get that person to raise their hand in a sea ofpeople,right?
And it can be a free report aboutanything.
And then once you get them to raise their hand on a very small ask that is notconfronting, it's notintimidating, then you have them arrive on a page where then you make youroffer,right?
Where then it's atwo, a basic two stepfunnel.
So instead ofsaying, get in contact with our sales team or get aquote, yousay, here's a free piece ofinformation.
They downloadthat. Then you arrive them on a page that makes them a godfather offer to get on thetelephone.
And you just get 10 times the volume of people that will come into communication with what it is that youdo, if you dothat.
So what's an example ofsome, a specific example of someone doingthis?
So in terms oflike, we do that alot, all of our clients dothat, but there islike, insay, forinstance, you're a digital agency and you want to sell your digital agencyservices.
Instead of beinglike,hey, we can help you grow your business with digitalmarketing.
You'relike, here is a free report of the 22 things that you need to know when running Facebookads,right?
And then that's only going to pull people in that are interested in running Facebook ads and a percentage of those people are going to be interested in having someone run their Facebook ads forthem.
That's it on the lead genside,right?
Then if you've got like the e-commerce side ofthings,again, it's about being able to first go out there and get people's attention throughcontent.
And then the brands that are crushing it the most is they're notlike, here is our goop in abottle.
Here is our proteinshake,right?
All of these peoplenow, if you look at the landscape with TikTok and everything is goingon, they hit you with a piece of content that justlooks, it just slides under theradar.
It's completelyorganic.
It doesn't look like a salesmessage.
And then you're watching it because it's very interested and the algorithm does all the optimizing for you and then you get to the end ofit.
And then they make theask,right?
So if they're selling like a testosterone boostingsupplement, they're notlike, here's this testosterone boostingsupplement.
Why?Yeah, they'relike, did you know that testosterone in males has dropped by70% over the last 10years?
And it'slike, that will get someone's ears to kind of perk up andgo,okay, what isthat?
And did you know that was aclose-up?
Right. Or was it opposed to a clip of Joe Rogan talking abouttestosterone?
It just looks like it's someone sharing a clip of Joe Rogan and then it starts to go to weave you into an actual product bitchlater.
Exactly. Like I saw a brilliant one the otherday.
Like I'm in the process right now building a house and it was a real on TikTok and the guyslike, these are the best 20 things that you definitely want to be building inside your house that nobody tells youabout.
And it'slike, you want a whole house waterfilter.
You want this dehumidifier for your wholeproperty.
Right. You want these essential oils that diffuse and go through yourAC.
You want to heatedtiles.
And I'mlike,dude, like this isfire.
And then at the end ofit, and it'slike, and all these things areexpensive.
And so if youwant, you must be thinkinglike,how, how much is this going to costme?
Well, I just put together a course that shows you how to buy and flip home so you have the money to buy all thisstuff.
I waslike,dude, we got to hook line and syncup.
Yeah, that's absolutely judo flip at the endthere.
Exactly. And forget about having ahome.
You can't affordit. But the way you could afford it is if you like mycourse, it's start learning how to make moneyonline.
That'samazing. You didit.
You did this with yourbook,right?
I remember going down the funnel once of your freebook.
And I waslike, this isvery, verysmart.
He's got a free bookfunnel.
Tell me aboutthis, sell like crazy bookfunnel.
How many people have got in a book from you from throughthis?
I would guess it's a pretty ridiculousnumber.
Yeah, we've sold a million copiesnow.
But are you selling them or are theyfree?
I thought they'refree.
Yeah, like it's free plusshipping.
So like between we are on Amazon and whatnot aswell.
Butyeah,overall,it's, we've sold a million copies through both the Amazon and thefunnel.
And I sawthis, I waslike, this is genius because books are not good money makersanyways.
So instead of trying to make a profit charging nine bucks for abook, you'relike, let me give away a free book on teaching you how tosell.
And then you would create what I call theyes,yes,yes, nofunnel.
Theyes,yes,yes, no funnel is you hear somebody telling you how to dosomething, how to get better orsomething.
They're not selling youanything.
And yousay,yes,yes,yes, that all makessense.
That'strue. That's a greatexample.
That's a greatpoint.Yes,yes,yes.
And at theend, you justsay,no, I don't have the energy to dothat.
And at theend, what you're hopingfor, the ideal prospect for a lot of these businesses is somebody who is now convinced that you know yourshit.
But they're also convinced that they don't have thetime, the energy or the skill to go do itthemselves.
And you couldsay, if you don'twant, I'm giving you theplaybook.
But if you don't want to do this yourself or you don't have the time to do thisyourself, luckily we'rehere.
We do this foryou. And you have a marketingagency, forexample.
So you could teachpeople, you could give away how to domarketing.
And people woulddo,yes,yes,yes, and at theend, they wouldsay,now, but I'd rather you do it forme.
You've all you've done is convinced me that you are an expert atthis.
And I want to now enlist you to doit.
Yeah. And I think there's a caveat toit,though,right?
And so like what a lot of people do when it comes to book funnels or any of these kind of things is they effectively make the book like a thinly veiled sales pitch to do exactly justthat.
And one of the things thatlike, youknow, I think I started it in the differentway.
Like I started in a position where it's like we were getting so much inbound to what we weredoing.
And youknow, we're a premiumagency.
There's a lot of businesses that couldn't on a Ford to work withus.
And they would always ask uslike, who else would yourecommend?
Like,right? Who's the no frills version of what it is that you guysdo?
And in thebeginning, I waslike,okay, let me try to find some people that kind of know what they're doing and send them theirway.
And they would always come back to bite me in theass.
And they'd belike,hey, you recommended this person and they just murdered mymoney,right?
So, and so I just decided then I was going to write like a playbook to help those people to get them to a point where they may not be ready rightnow.
But let me give them this stuff forfree.
Let me literally no holdsbarred.
Give them exactly the playbook and not hold anythingback.
And then maybe in thefuture, they might come back as a client and even ifnot, that's completelyfine.
So, there's a lot of people thatjust, they go the oppositeroute.
And theygo, let me build theyes,yes, nofunnel.
And let me just make basically the book a sales letter for my coreoffer.
And so I was very conscious of not making that the situation because I wanted to be something like books isinteresting.
Books is not like a YouTube video of areal,right?
Like that book is going to be around in somecapacity, hopefully long after I amgone.
So you really need to pour a lot of time and energy to make it the best that you possiblycan.
And soyeah, like I think that that's the distinction to make is that it's not a bait and switch oflike,yeah, you buy the book and it's justlike,you, I'm going to hold back all the secrets you're the secret 11 herbs andspices,baby, you're not going to knowthem,right?
And you need to literally lead with your best footboard and do give themeverything.
And then if they arrive at thatdecision, they don't feellike,okay, he's giving meeverything, but the secret little part that turns the machineon.
Yeah, I think that's a very goodpoint.
Awesome.Well,dude, thanks for comingon,man.
I knew I would learn some stuff outmarketing, but I also got some good life tips and life wisdom out ofthis, which is always always a good thing forme.
So I appreciate you comingon.
Workerpeople, find you or get more aboutyou.
It's been apleasure. Thanks for having meon.
You can check me at SubriSubi.
Pretty much on oldplatforms.
And if you likedthis, you can go to YouTube and check meout.
Awesome. Thanks forcoming.
I lovethose. I feel like I could rule the world and know I could be what I wantto.
I put my all in it like no daysoff.
