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Is this thing on?
You working?
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Hey, man.
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Oh, hey, it's you guys again.
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The funnel closers.
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What the fuck is up?
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That's what I'm talking about.
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Listen, I know that I at first I told you
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all you need was a funnel maker, but if
you really want to turn your shit up and
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increase your revenue, it's the words
that matter.
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So I've got my personal word.
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Slinger copyright extraordinary Carlos
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Redlick to come and put on a presentation
for us.
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Yes, there's going to be an offer at the
end of it, because listen, you're going
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to need the services of a good
copywriter.
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I have burned through fucking dozens of
them and well, this has been with me for
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about that time, and it's probably about
six months.
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And I've known and watched him for a
little over a year.
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And so I fully endorse him.
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He's done great things for a lot of my
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clients. And so I wanted to put this in front of
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you so that a, he can teach you about the
power of copy, but B, so that you also
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understand that funnels aren't just
pictures, they're pictures arranged with
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words. So I'm just going to introduce him and
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let him take it over.
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So, Carlos, are you there, my man?
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Hey, man, I'm here.
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Appreciate having me on the call.
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Awesome, dude.
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Well, it looks like you came equipped
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with. Four points and everything else.
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So I'm just gonna let you take it over,
my man.
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Thank you for doing this for my people
too.
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I appreciate it.
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Sweet man.
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So, yeah, hopefully everybody here has
got some kind of pen and paper and stuff.
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We'll be, we'll be rolling through these
little bit fast.
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More essentially I'll dive into what the
presentation is going to cover.
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But essentially there is a few different
parts to a fundamental right.
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There's the Facebook ads, there's sales
pages and landing pages and then there's
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emails. So all three of those elements are going
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to be covered throughout this
presentation.
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So just make sure you have some kind of.
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Deep or some kind of pen, or if you're
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recording this or whatever.
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And that's good too.
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But if you can write this thing down,
it'll be better.
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Oh, look at that.
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So anyway, it would be better if you can
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write it down.
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So OK, so who the heck am I?
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Ryan did a really great intro for me, so
I appreciate that.
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But just my own intro would be is I'm a
lifelong martial artist.
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I've been training martial arts since I
was 12 years old and I'm 30 now, so it's
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been a while.
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And the salesman, direct response,
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copywriter, and I also sell my own stuff
online.
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I'm the founder of.
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I love G kundo on Facebook and it's one
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of the things that I've done just being a
martial artist.
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I always wanted to be around in.
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When I used to own a couple MMA schools,
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I was around it, but I didn't want to
always own schools, I wanted to go
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online. So the power of being able to kind of do
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my own stuff online and sell stuff in the
martial art, and it's what I've always
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been interested in through funnels and
through copy, that's been really
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powerful. So let's just go ahead and dive right
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into it.
So here's what you can expect today,
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we're going to be covering what makes
people want to actually buy.
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We're going to go over how to remove the
fear of buying, how to influence action,
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how to write emotionally charged Facebook
ads that get results.
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Now there's two forms of this.
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There's a long form way to write Facebook
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guys and there's a short form way.
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So we'll go over both of those.
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And this presentation, if I can get
through it with the speed that I'm doing,
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it should be about 45 minutes to an hour.
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So we'll be going pretty quickly.
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And at the end, just like what Ryan was
saying, I'll offer you my lazy
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copywriting course and really only one of
two things is going to happen.
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You're either going to see the value and.
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Order or.
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You won't and that's still cool and you
still get the value of this training.
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So it's pretty cool, pretty simple.
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Alright, so let's get rolling some people
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principles. So one of the things you want to keep in
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mind is that people want the magic pill
and they literally pay virtually anything
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to get it.
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You see this a lot in supplements when
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people are selling essentially weight
loss solutions and they make the pill
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sound like it's like the end all to be
all thing to burn off all the weight.
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That right there is selling the magic
pill and you can do that pretty much any
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industry. You just got to figure out what the
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problem is.
That they want to solve, right?
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The other principle people hate work
there is actually a very cool it was an
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old book and an old promotion that ran
around that shoot, maybe it was 30 years,
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I'll forget, I forget the actual date.
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But it was called the lazy man's way to
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riches, and it was a huge success.
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And it basically played on the whole
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premise of people hate working, and
they're so busy working that they never
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have enough time to get rich because they
always working around the clock, right?
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So people hate working.
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If you can keep in mind that people hate
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work and that they want the magic pill,
your copy will be a little bit easier.
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To write another one is that people buy
hopes and dreams.
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Now here's actually a pretty funny story.
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And if anybody here is a salesperson,
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which I'm sure you sure all of you should
be if you're in the funnel closures
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group, the funnel closers group is that.
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Understand already, at least to some
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level, that people buy hopes and dreams.
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And there's a funny story that I won't
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mention his name, but what he does is he
sells these little wristbands that are
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supposed to like make you all balanced
and stuff like that.
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I'm not like an expert in his industry,
but what he does to sell these bracelets
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is important.
And what he does is he tried selling all
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these bracelets at like car conventions
and boat shows and things like that, and
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he still sells them there.
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But when he realizes he would only get a
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certain amount of sales when he was the
one selling and he's kind of like.
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He's like a not so attractive dude with a
beard and all this.
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He looks a little grizzly right?
He's not the nicest looking dude.
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So he was able to get some sales.
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He was able to talk and stuff, but when
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he hired 7 models to come and work for
him and slang these bracelets for him, he
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was able.
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I forget the exact numbers, but he was
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able to like damn near 10X his sales
because people were buying hopes and
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dreams. He quickly realized that the people at
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these boat shows were essentially you
know.
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Older gentleman, you know, an older being
my age, really, like not even that old,
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30 plus years old, 30 something years old
going to going to these places and
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they're looking at these models.
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They want to talk to them.
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And so here's what he would have the
models do.
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He would say essentially since they're
getting hit on every day and they were
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getting people asking for their telephone
number, he's like, well here, take this
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phone. We're going to call her burner phone.
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If you're not familiar with what a
partner phone is, it's like the cool kids
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slang term for like doing illegal
business on that phone and then throwing
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it away or whatever.
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That's like your burner phone or
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whatever. It's the throw away.
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So essentially.
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This was their burner phone.
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And so whenever somebody would come up,
come up to the supermodels or the models
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or whatever and say, hey, you know, I
want to take you out or whatever, they
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would respond with something along the
lines of hey, you know, i really want to
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go out with you, but I can't until I sell
like 100 or 150 of these bracelets.
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You think you can help me out?
I really want to get out of here and do
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something, but I got to sell this stuff
1st and so these guys would buy the
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bracelets and they still did.
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He actually, it's like 1000000$ business
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and this is how he does it.
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And then.
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And the ladies will get their number and
put it into their phone.
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So now what happens is they've got a list
of buyers and their burner phones.
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And anytime they come to the city,
they're like, hey, you know, I'm in
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Cincinnati again, come back like
bracelets, let's hang out or something.
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And then if they never hang out, that's
fine because, you know, these ladies are
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super busy.
How could they, you know, how could they
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hang out with everybody, right?
So they don't actually hang out with
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people, but they're selling hopes and
dreams.
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So that was.
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Very long story to kind of demonstrate
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that point.
But it's really important that you're
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able to do that.
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If you can identify their problems,
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provide a magic pill and kind of play on
the hopes and dreams of what they really
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want, you're going to be so much further
ahead.
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Another thing is people want to feel
appreciated.
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If you talk to pretty much anybody who
has any kind of nine to five job, many
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times they feel underappreciated.
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They're like, man, I'm working so hard,
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busting my butt, doing all this crazy
stuff, but like no one pays attention to
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me or no one gives me credit or my boss
hates me, whatever it might be, right?
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And then when they get home.
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They feel like their spouse doesn't
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understand they're like, man, why should
I cook food or why should I take the
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trash out?
I've been working all day so they feel
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underappreciated at home too.
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And anytime you're able to make somebody
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feel appreciated that you actually
acknowledge something they've done, even
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if that's open in email opening in, your
email, saying hey, I know you're super
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busy and busy and I really appreciate you
taking the time to open this email
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showing that appreciation goes a long way
and it goes a long way online, especially
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because you're building the trust.
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See, when you're talking to people on the
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phone, you're talking to them.
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Used to face, you're able to.
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Actually, you know, do, that's fine sorry
so if you're seeing these popping up
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things in the corner, this is a Tiffany,
my girlfriend's computer talking to her
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brother. So, you know, enjoy the side combo as
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well. Ok, so anyway, moving on.
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So people want to feel like they're
understood, they want to feel
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appreciated. If you can do that online, it
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demonstrates that they, you're trustable,
right?
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You're someone who's been in their shoes.
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You know exactly what they feel like, you
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appreciate what they've done so far, they
whether that's reaching out to you.
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And, you know, whatever it might be.
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They to build that trust factor and
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people trust you have a higher chance of
making you want to buy from you online.
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But if they do not trust you, that's
guaranteed that you will make 0 sales,
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right?
Another thing is that people and kind of
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leading to that is people want a credible
source to plug into.
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Where you know, where they're told what
to do, how to do it, when to do and stuff
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like that.
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Ryan actually mentioned something may
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have been on another podcast or on a on a
webinar or something, but I heard him say
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something like, you know, this is a
doctors are like the best.
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Like they're like the stone cold closers
of the world, right?
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Like, you can't go to a doctor and
negotiate.
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You can't be like doctors gonna say, hey,
you need this MRI.
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You know, he's he or she isn't saying you
gotta do it.
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And it's like a discount.
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You only got 7 days to order and some
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shit like that.
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The you got to get it.
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And if you start giving them anything
like oh, I don't know if I have the
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money, well you better borrow the money
or do something because you're gonna die
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if you don't do it right.
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So it's super important that you've got
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that going on.
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Ok, 13 critical sales elements.
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So here's where we really start diving
in.
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I wanted to pre frame the presentation a
little bit, so you kind of have the
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backbone of those principles, but we're
going to be going over here is in this
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section. Remember I spoke about how we're going to
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be going over sales pages, emails and
Facebook ads.
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Here's where we're going over the sales
pages.
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Now, if you're writing a long form sales
page, right, or even a webinar to a
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degree, you can follow these critical
sales elements literally step-by-step.
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So starting from one and ending at 13.
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00:09:49,410 --> 00:09:50,740
You can literally follow it.
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00:09:50,750 --> 00:09:54,400
Now if you're going to be doing stuff
that may not be a full on sales page, or
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00:09:54,410 --> 00:09:59,260
full on video sales letter, or full on
webinar, you can take elements and pieces
237
00:09:59,270 --> 00:10:04,270
of these 13 and apply it to that piece of
copy, say for a short form landing page
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00:10:04,280 --> 00:10:05,010
or something like that.
239
00:10:05,020 --> 00:10:06,900
And you can use these elements to make
240
00:10:06,910 --> 00:10:10,360
your offers convert better, right?
So you don't always have to use all 13.
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00:10:11,160 --> 00:10:15,390
But just so you can kind of write this on
your notebook or whatever, if you're ever
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00:10:15,400 --> 00:10:20,680
writing a sales page, video, sales letter
script or possibly even a webinar to a
243
00:10:20,690 --> 00:10:21,870
degree, it may change a little.
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00:10:21,880 --> 00:10:24,120
But if you're doing any of those three,
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you want to follow this step by step one
through 13, all right, so.
246
00:10:29,070 --> 00:10:31,910
What's element number one?
Element number one is you need to steal
247
00:10:32,110 --> 00:10:35,400
attention, right?
So think of this like on the top of a
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00:10:35,410 --> 00:10:38,380
website, you have your big headline or
something that's going to grab them by
249
00:10:38,390 --> 00:10:41,670
the shirt collar, or pull them in and
make them read your entire page.
250
00:10:42,220 --> 00:10:44,620
That is what you've got to do with your
headlines.
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00:10:44,680 --> 00:10:50,150
So many times you'll see people a little
nervous and timid with their headlines
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because they they're scared of standing
out.
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They're scared of getting the attention
because frankly most of us were told
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don't get attention staying your lane and
right.
255
00:10:57,980 --> 00:11:00,170
But you've got to do it, especially
online.
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You've got and this, these stats actually
may be less than what I say, but from
257
00:11:04,560 --> 00:11:07,920
what I remember being told you've got
about 3 to 5 seconds to grab somebody's
258
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attention when they're online.
259
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I think it may be even less than that,
260
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but let's say 3.
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5 seconds, that accurate?
262
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You need to have the number one thing.
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They're the big headliner or whatever it
264
00:11:17,720 --> 00:11:19,770
might be.
You've got to have it capture their
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00:11:19,780 --> 00:11:22,990
attention. Now let's say you're doing a video sales
266
00:11:23,000 --> 00:11:24,610
letter. If you're not familiar with what a video
267
00:11:24,620 --> 00:11:28,990
sales letter is, it's essentially the
same thing as a long form sales page
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00:11:29,000 --> 00:11:31,300
that's essentially just crammed into a
script.
269
00:11:31,310 --> 00:11:35,550
So it's the same word, same stuff, but
it's a script form instead of written
270
00:11:35,560 --> 00:11:36,970
form. So you're going to have slides or
271
00:11:36,980 --> 00:11:39,200
something going to read it or act it out
or whatever.
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00:11:39,360 --> 00:11:42,840
Now one of the things or one of the
niches that I sell to.
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Or sometimes i'll work with clients who
are selling stuff in the financial
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00:11:46,430 --> 00:11:48,900
industry, right.
So a lot of the people in that industry
275
00:11:48,910 --> 00:11:52,780
are about like 50 year old Republican
males that live in the US, right.
276
00:11:52,790 --> 00:11:57,440
And so a lot of these guys may be used to
watching, for example, CNN and news
277
00:11:57,450 --> 00:11:58,580
stations like that.
278
00:11:58,590 --> 00:12:01,030
So what you want to do to?
279
00:12:06,070 --> 00:12:10,180
You look like a pattern interrupt, right?
So Frank Kern, i know i'm segueing a
280
00:12:10,190 --> 00:12:13,520
little bit, but I know Ryan talks about
Frank kernel of Frank Kern does this very
281
00:12:13,530 --> 00:12:15,660
well. If you've ever looked at his stuff, he
282
00:12:15,670 --> 00:12:18,980
will talk about it on pure marketing
video, where he's going to sell you
283
00:12:18,990 --> 00:12:19,920
something at the end.
284
00:12:19,930 --> 00:12:21,840
He won't always start with a video of him
285
00:12:21,850 --> 00:12:22,860
in front of the camera.
286
00:12:22,870 --> 00:12:24,760
He'll start with him playing guitar, him
287
00:12:24,770 --> 00:12:28,400
surfing or a B roll of the ocean or
something, right?
288
00:12:28,410 --> 00:12:31,940
Because it's a pattern interrupt that's
going to grab your attention and suck.
289
00:12:31,950 --> 00:12:32,380
You win.
290
00:12:32,390 --> 00:12:33,950
It's not meant to sell you yet.
291
00:12:33,960 --> 00:12:37,620
It's just meant to grab your attention
and suck you into the presentation,
292
00:12:37,640 --> 00:12:39,670
right?
So going back to the example that I have
293
00:12:39,680 --> 00:12:43,610
here, if I were selling financial info to
that demographic that I mentioned before,
294
00:12:43,620 --> 00:12:48,170
I would have something that's like a news
like intro that you know, kind of looks
295
00:12:48,180 --> 00:12:50,830
like CNN.
You don't want to rip it off directly,
296
00:12:50,840 --> 00:12:52,020
right?
You don't want to get sued or anything.
297
00:12:52,030 --> 00:12:53,710
But something like that, something to the
effect.
298
00:12:53,720 --> 00:12:58,520
You can even get people that are actors
to do this for you on fiveor.com
299
00:12:59,040 --> 00:13:00,890
for like less than 150 bucks.
300
00:13:00,900 --> 00:13:03,210
It's pretty freaking cheap and it makes a
301
00:13:03,220 --> 00:13:06,080
big difference right so very important.
302
00:13:06,090 --> 00:13:07,970
First thing you got to do is go to steal
303
00:13:08,210 --> 00:13:11,560
their attention, right?
The second thing is you need to identify
304
00:13:11,570 --> 00:13:12,830
what the big problem is, right.
305
00:13:12,840 --> 00:13:14,870
So there you've obviously, you've gotten
306
00:13:14,880 --> 00:13:15,730
them to come to your page.
307
00:13:15,740 --> 00:13:17,450
You've gotten them to go to wherever it
308
00:13:17,510 --> 00:13:20,930
might be, but now you and so you've
grabbed their attention, but now you've
309
00:13:20,940 --> 00:13:24,470
got to tell them, OK, so here's what
you're facing or here's the big problem
310
00:13:24,750 --> 00:13:26,150
and whatnot because.
311
00:13:27,120 --> 00:13:29,150
This is what they're going to actually
312
00:13:29,160 --> 00:13:30,130
pay you for.
313
00:13:30,140 --> 00:13:31,910
They want the solution to that big
314
00:13:31,920 --> 00:13:35,440
problem, and the big problem can't be
something that's very generic.
315
00:13:35,560 --> 00:13:38,720
You want to be specific and these should
be something emotional, something that's
316
00:13:38,730 --> 00:13:40,190
like gut wrenching for them.
317
00:13:40,200 --> 00:13:41,750
There's people that talk about this being
318
00:13:41,760 --> 00:13:43,420
like the pillow talk before they go to
bed.
319
00:13:43,430 --> 00:13:45,390
I can't remember who says it.
320
00:13:45,400 --> 00:13:46,870
I would definitely give them credit.
321
00:13:46,880 --> 00:13:50,460
It wasn't me who made that term up, but
somebody made that term up and it was
322
00:13:50,780 --> 00:13:55,490
awesome and essentially what it is the
big problem that people talk about with
323
00:13:55,500 --> 00:13:56,790
their spouse before going to bed.
324
00:13:56,800 --> 00:13:58,300
Something like, you know, I don't know
325
00:13:58,310 --> 00:13:59,870
how I'm going to be able to pay rent.
326
00:13:59,880 --> 00:14:01,570
And the next couple days I barely have
327
00:14:01,580 --> 00:14:02,890
100 bucks in my bank account.
328
00:14:02,900 --> 00:14:04,810
I don't know what's going on, but these
329
00:14:04,820 --> 00:14:06,870
are the problems that they're really
talking about.
330
00:14:06,880 --> 00:14:11,130
This is the real pain, right?
The fact that their boss was mad at them
331
00:14:11,140 --> 00:14:13,060
at work, that's not the big problem.
332
00:14:13,140 --> 00:14:15,510
The real problem is they're scared that
333
00:14:15,520 --> 00:14:19,480
because the boss is pissed at them at
work that they're going to get fired and
334
00:14:19,490 --> 00:14:20,940
they can barely keep their head.
335
00:14:20,950 --> 00:14:22,120
Of water now.
336
00:14:22,130 --> 00:14:25,210
Oh my gosh, what happens if I get fired
and I have no money coming in?
337
00:14:25,220 --> 00:14:26,150
I'll be screwed.
338
00:14:26,210 --> 00:14:28,720
This is what they're scared about right
339
00:14:28,730 --> 00:14:29,980
that's the big problem.
340
00:14:29,990 --> 00:14:31,640
And so in that case, you wanna tell them,
341
00:14:31,650 --> 00:14:33,000
here's how to take control of your life.
342
00:14:33,010 --> 00:14:34,540
Here's how to make money from your
343
00:14:34,550 --> 00:14:37,060
underwear on your laptop or whatever it
might be, right.
344
00:14:37,070 --> 00:14:39,720
So identifying the big problem is huge.
345
00:14:39,730 --> 00:14:40,510
And there's a few ways.
346
00:14:40,520 --> 00:14:43,600
So you might be wondering well, how the
heck do I actually, you know, figure out
347
00:14:43,610 --> 00:14:45,800
the problem?
You don't want to guess, right?
348
00:14:45,810 --> 00:14:47,780
That's the last option, right.
349
00:14:47,790 --> 00:14:49,380
You don't want to just guess because then
350
00:14:49,390 --> 00:14:50,380
you're losing money.
351
00:14:50,390 --> 00:14:53,230
So at a very simple way to actually hack
352
00:14:53,240 --> 00:14:57,220
into your, into your prospects mind and
figure out what the heck they want to buy
353
00:14:57,230 --> 00:14:58,790
is to go on Amazon.
354
00:14:58,970 --> 00:15:00,390
And here's a little trick I learned from
355
00:15:00,400 --> 00:15:02,790
Jay. Abraham, you go on April, you go on
356
00:15:02,800 --> 00:15:04,280
Abraham, you go on Amazon.
357
00:15:04,420 --> 00:15:07,410
And let's say I'm selling a weight loss
358
00:15:07,420 --> 00:15:11,380
book or something in the OR weight loss
stuff, it doesn't matter book stuff or
359
00:15:11,390 --> 00:15:15,850
whatever, but let's say weight loss book
targeting women who are 35 years old or
360
00:15:15,860 --> 00:15:19,620
30 years old and just had a baby and want
to lose the baby fat, right?
361
00:15:20,520 --> 00:15:25,850
Well, I'm a 30 year old guy, so i don't
really have the same thought.
362
00:15:25,860 --> 00:15:28,170
Like I'm not going to be able to hop into
their head just naturally.
363
00:15:28,180 --> 00:15:32,170
So I need to do some research, right?
So in order to not assume I know what
364
00:15:32,180 --> 00:15:34,490
their problem is, I'm just going to
figure out exactly.
365
00:15:34,500 --> 00:15:37,170
So what I would do and what I've actually
done that I did this for an Amazon
366
00:15:37,180 --> 00:15:39,890
product called Fee fit is you go on to.
367
00:15:41,100 --> 00:15:43,350
Amazon type in weight loss for mothers or
368
00:15:43,360 --> 00:15:47,190
something like that, whatever the keyword
might be, and you're going to have tons
369
00:15:47,200 --> 00:15:50,430
and tons and tons of results pop up with
all these different books.
370
00:15:50,440 --> 00:15:55,070
And what you want to do then is sort the
books by the amount of reviews.
371
00:15:55,080 --> 00:15:56,810
So you want to get as if you can.
372
00:15:56,820 --> 00:15:58,490
If you get sorted by having like a book
373
00:15:58,500 --> 00:16:01,550
on the top that has like 500 or a
thousand reviews or whatever, that's
374
00:16:01,560 --> 00:16:03,670
perfect. That's exactly what you're looking for.
375
00:16:03,680 --> 00:16:06,170
There are chances are there's gonna be
multiple of those folks, but you want to
376
00:16:06,180 --> 00:16:11,170
go ahead, go click on the one that's got
the most reviews, go to the five star
377
00:16:11,180 --> 00:16:13,670
reviews. Action and when you do that, you're going
378
00:16:13,680 --> 00:16:17,390
to start skimming through and noticing
that people are spilling the beans.
379
00:16:17,400 --> 00:16:22,630
They're literally spilling their guts
onto the page as to how this helped them.
380
00:16:22,640 --> 00:16:26,550
And if you're if you're keen enough, if
you look at this clearly enough, you can
381
00:16:26,560 --> 00:16:29,390
actually identify the big problems that
they're facing.
382
00:16:29,400 --> 00:16:33,410
For example, one of the problems that
these mothers were facing from my
383
00:16:33,420 --> 00:16:38,370
research when I was doing this was, I'll
tell you example, one of the reviews and
384
00:16:38,380 --> 00:16:41,390
I'm going to paraphrase it, but it said
something like this is like, I have a
385
00:16:41,400 --> 00:16:42,480
confession to make.
386
00:16:42,490 --> 00:16:43,720
I'm 33 years old.
387
00:16:43,730 --> 00:16:48,200
I just had my baby and I'm, you know, 20
or 30 or whatever, pounds overweight and
388
00:16:48,210 --> 00:16:50,520
I've tried Billy Blanks and stuff, P
ninety.
389
00:16:50,530 --> 00:16:55,360
X i've, tried you know, 80 different
other weight loss DVD's and programs and
390
00:16:55,370 --> 00:16:56,760
nothing seems to work.
391
00:16:56,770 --> 00:16:58,790
I was about to quit and give up and just
392
00:16:58,800 --> 00:17:01,510
assume I would wear these whatever
clothes forever.
393
00:17:02,710 --> 00:17:04,530
But then I figured out the solution.
394
00:17:04,540 --> 00:17:05,859
Or then something crazy happened.
395
00:17:05,869 --> 00:17:10,359
I found this program and it kicked butt
because it showed me XY and Z or whatever
396
00:17:10,369 --> 00:17:12,520
it might be, but so what's the problem
there?
397
00:17:12,530 --> 00:17:13,800
The problem is that they've tried.
398
00:17:13,810 --> 00:17:14,990
So many different things.
399
00:17:15,000 --> 00:17:17,230
Nothing seems to work that they're on the
verge of giving up.
400
00:17:17,240 --> 00:17:18,240
They seem hopeless.
401
00:17:19,380 --> 00:17:20,960
That you can identify that they're
402
00:17:20,970 --> 00:17:23,339
desperate, they're desperate to lose the
weight.
403
00:17:23,349 --> 00:17:24,290
They've tried everything.
404
00:17:24,300 --> 00:17:26,530
They've invested freaking fifty 6090
405
00:17:26,750 --> 00:17:27,670
bucks a program.
406
00:17:29,030 --> 00:17:30,550
And haven't seen the results they've been
407
00:17:30,560 --> 00:17:31,340
banging their head against.
408
00:17:31,350 --> 00:17:33,500
So you can really identify that now.
409
00:17:33,510 --> 00:17:34,540
You can resonate with them.
410
00:17:34,550 --> 00:17:36,670
You can put yourself into their position
411
00:17:36,800 --> 00:17:38,640
and write to them exactly.
412
00:17:38,650 --> 00:17:39,460
You don't have to guess.
413
00:17:39,470 --> 00:17:40,530
You don't have to assume.
414
00:17:40,540 --> 00:17:42,140
You can literally even take those
415
00:17:42,150 --> 00:17:45,800
reviews, copy and paste them onto the
page, tweak them up a little bit.
416
00:17:45,810 --> 00:17:49,560
But that right there could be the intro
to your sales page, the intro to your
417
00:17:49,570 --> 00:17:53,100
sales letter script, your Facebook ad,
whatever it might be.
418
00:17:53,110 --> 00:17:56,500
That right there is the golden info
that's going to get your offers to
419
00:17:56,510 --> 00:17:59,070
convert, because again, it's not coming
down to guesswork.
420
00:17:59,500 --> 00:18:05,300
It's literally just tapping in and seeing
exactly what these people are feeling,
421
00:18:05,320 --> 00:18:06,640
looking at everything.
422
00:18:06,720 --> 00:18:07,710
It's right there.
423
00:18:07,720 --> 00:18:10,240
Another thing you can do, and I've
actually just done this recently.
424
00:18:10,380 --> 00:18:13,520
I do this when I sell T-shirts to my
martial art audience sometimes.
425
00:18:14,700 --> 00:18:20,010
Is that essentially just run an ad and
ask them what the heck they what the heck
426
00:18:20,020 --> 00:18:22,400
they like?
So for example, since I saw stuff in the
427
00:18:22,410 --> 00:18:25,790
martial art image, I'll have like a yang
shirt and then another yang shirt that's
428
00:18:25,800 --> 00:18:28,340
a different color, right?
And I'll put them up on my Facebook page
429
00:18:28,350 --> 00:18:32,410
and I'll run an ad for like 100 bucks to
my page and to my audience and I'll say,
430
00:18:32,420 --> 00:18:37,550
hey, which one of these do you like more
for a, press A for B, press B or whatever
431
00:18:37,560 --> 00:18:41,150
it is or type B?
And so then i run the ad, I get hundreds
432
00:18:41,160 --> 00:18:45,930
or thousands of comments of people saying
ohh, I'd like a or I like B or i like
433
00:18:45,940 --> 00:18:46,510
neither of them.
434
00:18:46,520 --> 00:18:48,350
These are freaking horrible, right?
435
00:18:48,360 --> 00:18:50,150
Usually though, you'll get one or the
other.
436
00:18:50,160 --> 00:18:53,470
And when that happens, now all you got to
do is take that design, put it on a
437
00:18:53,480 --> 00:18:56,590
T-shirt put it on a hat, put it on a
computer case, put on whatever it is that
438
00:18:56,600 --> 00:18:57,340
you sell.
439
00:18:57,420 --> 00:19:00,010
And now you've got a higher chance of
440
00:19:00,020 --> 00:19:01,990
actually converting because you're doing
the research.
441
00:19:02,000 --> 00:19:05,450
You're not assuming this image versus
that image is going to work on your
442
00:19:05,460 --> 00:19:08,830
T-shirt design or whatever and your
funnel design or whatever it might be.
443
00:19:08,840 --> 00:19:12,930
You literally just ask your audience, say
A or B, which one is better, right?
444
00:19:12,940 --> 00:19:14,820
And they tell you another thing you can
do.
445
00:19:14,830 --> 00:19:15,940
And I haven't done this, actually.
446
00:19:15,950 --> 00:19:19,200
A year and a half or so you know, i don't
447
00:19:19,210 --> 00:19:22,540
personally do the hashtag detective work
as much as I used to, but I wanted to
448
00:19:22,550 --> 00:19:25,990
include it because I know some people do
this for local businesses and stuff.
449
00:19:26,000 --> 00:19:29,010
One of the things that I used to do as a
cooperator to try and find copywriting
450
00:19:29,020 --> 00:19:34,120
clients is I would go on to Instagram and
I would type in hashtags like Internet
451
00:19:34,130 --> 00:19:39,420
marketer, hustling sales savage shit like
that stuff that Internet marketer
452
00:19:39,430 --> 00:19:42,800
salesman my potential clients would
actually be typing in when they post
453
00:19:42,810 --> 00:19:45,420
stuff. Or I'll be type I'll type a hashtag in of
454
00:19:45,430 --> 00:19:46,000
a seminar.
455
00:19:46,010 --> 00:19:47,170
Because I know the only people at that
456
00:19:47,180 --> 00:19:51,390
seminar are you know relatively
successful Internet marketers and again
457
00:19:51,740 --> 00:19:54,090
those are my clients, my potential
clients many times.
458
00:19:54,100 --> 00:19:57,410
So what I would do is I would go there
like on you know, I would like their
459
00:19:57,420 --> 00:19:59,870
picture and say oh man I was, I missed
that event.
460
00:19:59,880 --> 00:20:04,020
I wanted to go essentially just be
engaged and get involved and that's that
461
00:20:04,030 --> 00:20:05,440
was to kind of get clients.
462
00:20:05,480 --> 00:20:08,170
But if you were to write for these people
463
00:20:08,180 --> 00:20:11,090
you want to look through the comments and
see what people are responding to.
464
00:20:11,100 --> 00:20:13,920
So for example if you have a E commerce
product.
465
00:20:15,670 --> 00:20:19,520
You know, and there's a, there's a
hashtag that's relative that's kind of
466
00:20:19,530 --> 00:20:20,900
relevant to that product.
467
00:20:20,910 --> 00:20:23,000
I would check out all of the comments for
468
00:20:23,010 --> 00:20:23,620
that hashtag.
469
00:20:23,630 --> 00:20:24,790
What did, what's everybody saying?
470
00:20:24,800 --> 00:20:27,320
What's the community talking about?
Is there a common theme?
471
00:20:27,330 --> 00:20:30,720
Is there something people really hate or
really like or whatever it might be?
472
00:20:30,730 --> 00:20:34,960
Is there a big as do all of the people
who like your ecom or potential ecom
473
00:20:34,970 --> 00:20:36,990
product for some reason also like Bruce
Willis?
474
00:20:37,000 --> 00:20:39,880
Well maybe you need to start talking
about Bruce Willis and your ads, right.
475
00:20:39,890 --> 00:20:43,700
Or whoever it might be, but you would
never know unless you did the detective
476
00:20:43,710 --> 00:20:45,420
work. So that's kind of, that's the whole
477
00:20:45,430 --> 00:20:48,550
point. Now the final thing is compiling a list
478
00:20:48,560 --> 00:20:49,660
of their many complaints.
479
00:20:49,680 --> 00:20:52,750
This is actually something that I like to
480
00:20:52,760 --> 00:20:57,110
the Amazon review trick with is whenever
you're we've already talked about what to
481
00:20:57,120 --> 00:20:59,860
do with the five star reviews, but we
never talked about what to do with the
482
00:20:59,870 --> 00:21:00,890
one and two star reviews.
483
00:21:00,900 --> 00:21:02,690
And those are incredibly important,
484
00:21:02,770 --> 00:21:04,800
right?
So you want to compile all the one and
485
00:21:04,810 --> 00:21:08,720
all the two star reviews for these
different products that you've looked up
486
00:21:08,730 --> 00:21:11,390
on Amazon.
And the reason you do that is because
487
00:21:11,400 --> 00:21:15,080
these are essentially going to be your
big objection obliterators, right?
488
00:21:15,090 --> 00:21:19,400
You're essentially going to say, if one
of the complaints was I hated this
489
00:21:19,410 --> 00:21:22,560
product because it didn't have a weight
loss guide, well then in your bullet
490
00:21:22,570 --> 00:21:24,330
point. You're going to make sure you say, well
491
00:21:24,340 --> 00:21:27,150
one of the best things is you have a
weight loss guide or a meal guide or
492
00:21:27,160 --> 00:21:30,180
whatever it is, right?
So you literally they tell you what
493
00:21:30,190 --> 00:21:34,970
they're unhappy with and you just fulfill
and tell them, hey, that's not a problem
494
00:21:34,980 --> 00:21:36,690
anymore. So hopefully that makes sense.
495
00:21:36,700 --> 00:21:39,930
These are very simple strategies, but not
many people do it.
496
00:21:39,940 --> 00:21:43,980
Too many people just wing it and write an
ad off the cuff and say hopefully this
497
00:21:43,990 --> 00:21:45,190
works, hopefully it doesn't.
498
00:21:45,200 --> 00:21:48,200
I don't like to waste my money as much so
499
00:21:48,210 --> 00:21:50,110
I rather just do a little bit of
research.
500
00:21:50,120 --> 00:21:53,000
Again, the Amazon review trick will only
take you like.
501
00:21:53,120 --> 00:21:55,240
Ten 1520 minutes actually do.
502
00:21:55,250 --> 00:21:57,150
It's not very complicated, and it gives
503
00:21:57,160 --> 00:21:58,690
you tons of great data.
504
00:21:58,810 --> 00:22:01,240
Ok, element number three, the magic pill
505
00:22:01,250 --> 00:22:04,200
solution, right?
So in element number one, we grab their
506
00:22:04,210 --> 00:22:06,500
attention. Element number two, we identified the
507
00:22:06,510 --> 00:22:08,320
problem. In element number three, we're going to
508
00:22:08,330 --> 00:22:10,660
start showing the light at the end of the
tunnel, right?
509
00:22:10,670 --> 00:22:14,580
We essentially an element number two,
painted the picture and really rub salt
510
00:22:14,590 --> 00:22:17,240
into the wound as to what their problem
is.
511
00:22:17,250 --> 00:22:20,380
Now we don't want we want to agitate and
we want to make them feel a little
512
00:22:20,390 --> 00:22:23,430
uncomfortable. Excuse me so that they keep reading.
513
00:22:23,440 --> 00:22:29,230
But you don't want it to be to the point
to where now they're like so depressed,
514
00:22:29,240 --> 00:22:30,000
they don't know what to do.
515
00:22:30,010 --> 00:22:30,760
You've got to lead.
516
00:22:30,770 --> 00:22:33,600
You got to say, OK, I listen, I've been
in those shoes.
517
00:22:33,610 --> 00:22:34,990
I know that pain.
518
00:22:35,490 --> 00:22:37,300
And here's what I did to come out of it,
519
00:22:37,310 --> 00:22:39,880
right?
It's the light at the end of the think of
520
00:22:39,890 --> 00:22:42,930
it like you're the sponsor and they're in
drug rehab or whatever, and you're
521
00:22:42,940 --> 00:22:44,730
freaking here trying to lead them across
the way.
522
00:22:44,740 --> 00:22:45,860
Listen, I've been in your shoes.
523
00:22:45,870 --> 00:22:47,960
I know what it's like to go to rehab.
524
00:22:47,970 --> 00:22:49,160
I know what it's like to go to jail.
525
00:22:49,170 --> 00:22:50,700
I know what it's like to have your family
526
00:22:50,710 --> 00:22:51,400
criticize you.
527
00:22:51,410 --> 00:22:52,260
I know what that's like.
528
00:22:52,270 --> 00:22:53,860
But here's the light at the end of the
tunnel.
529
00:22:53,870 --> 00:22:54,780
Here's what you gotta do.
530
00:22:54,790 --> 00:22:57,140
Take these steps and you 2 can make
531
00:22:57,150 --> 00:23:01,200
money, have a good life, fucking drive a
Maserati, or whatever the fuck Patrick
532
00:23:01,210 --> 00:23:02,880
has now patrick is my new hero.
533
00:23:02,890 --> 00:23:04,140
Ryan is my hero.
534
00:23:04,150 --> 00:23:05,810
But fucking Patrick just got a Maserati.
535
00:23:05,820 --> 00:23:07,560
That's dope as fuck anyway, coming back
536
00:23:07,570 --> 00:23:09,550
to it.
So you want to make sure that you're
537
00:23:09,560 --> 00:23:13,860
showing the light at the end of the
tunnel and that way it gives them hope.
538
00:23:13,870 --> 00:23:16,700
And when they have a little bit more
hopes, remember you're selling hopes and
539
00:23:16,710 --> 00:23:19,800
dreams when they have a little bit more
hope that there's a solution and that you
540
00:23:19,810 --> 00:23:21,130
have the real solution.
541
00:23:22,070 --> 00:23:23,260
Reading right?
542
00:23:23,270 --> 00:23:27,500
Another thing you want to do is you want
to include a story of skepticism, right?
543
00:23:27,510 --> 00:23:31,480
And if you're the hero of that story, you
need to show how you overcame it, right?
544
00:23:31,490 --> 00:23:35,340
And for example, here's if you're selling
anything online, you can say something
545
00:23:35,350 --> 00:23:36,910
like you know and.
546
00:23:37,710 --> 00:23:39,490
Either you can use yourself or you can
547
00:23:39,500 --> 00:23:40,560
say a friend of mine.
548
00:23:40,570 --> 00:23:42,860
You can say something like, you know, my
549
00:23:42,870 --> 00:23:47,520
friend Jay was really interested in
getting this program, but he was on the
550
00:23:47,530 --> 00:23:51,500
fence because he, frankly, he had bought,
you know, tons of different programs
551
00:23:51,510 --> 00:23:55,200
online and everybody seemed to promise
the world to him but never came through.
552
00:23:55,270 --> 00:23:57,150
And he had been jaded so many times.
553
00:23:57,160 --> 00:23:59,280
He was about to give up and just stay
554
00:23:59,290 --> 00:24:05,280
stuck at his nine to five rat face and
rat face, rat race and but then something
555
00:24:05,290 --> 00:24:06,610
crazy happened he.
556
00:24:07,230 --> 00:24:09,130
You know, he suspended his disbelief.
557
00:24:09,310 --> 00:24:11,800
He took a leap of faith and he made it
happen.
558
00:24:11,810 --> 00:24:15,760
He jumped in full head or head first and
whatever it might be.
559
00:24:15,770 --> 00:24:18,310
But now you're taking them through a
journey because, you know, they're
560
00:24:18,320 --> 00:24:20,740
skeptical. So don't wait for them to just kind of,
561
00:24:20,750 --> 00:24:23,760
you know, they can't ask you because the
sales page, but in their head, you don't
562
00:24:23,770 --> 00:24:26,170
want them to just simply ask it and not
get an answer.
563
00:24:26,180 --> 00:24:29,640
You want to identify the conversation
they're currently having in their head
564
00:24:29,650 --> 00:24:34,390
and that means identifying the skepticism
that now they have because frankly.
565
00:24:35,320 --> 00:24:37,730
You've just told them the biggest problem
they're talking about.
566
00:24:37,740 --> 00:24:39,320
They're not sharing with anybody else.
567
00:24:39,330 --> 00:24:40,250
You've identified that.
568
00:24:40,260 --> 00:24:43,440
So now you brought it up and now they're
feeling like crap.
569
00:24:43,450 --> 00:24:46,850
You're providing a possible solution, but
this is a problem that they probably had
570
00:24:46,860 --> 00:24:48,910
for a few months, years, who knows.
571
00:24:48,920 --> 00:24:50,690
So the fact that maybe they stumbled
572
00:24:50,700 --> 00:24:54,690
across this website and it really is a
legitimate solution, man, that it seems a
573
00:24:54,700 --> 00:24:55,470
little far fetched.
574
00:24:55,480 --> 00:24:56,610
Why didn't this come sooner, right?
575
00:24:56,620 --> 00:24:58,730
These are the things they're asking
themselves in their head.
576
00:24:58,740 --> 00:25:00,270
So you need to identify that.
577
00:25:00,280 --> 00:25:01,810
And the best way to do it is through a
578
00:25:01,820 --> 00:25:06,020
story. Old saying story, sell facts, tell
579
00:25:06,030 --> 00:25:08,670
something along those lines and it's
totally true.
580
00:25:08,710 --> 00:25:12,670
You want to lead them in with shock and
bring them in and everything but you got
581
00:25:12,680 --> 00:25:15,120
to have a story that relates to them
right.
582
00:25:15,130 --> 00:25:18,700
And then going back to what we spoke
about before people buy the laziest
583
00:25:18,850 --> 00:25:24,100
solution not the most complicated it's
one of the reasons quote unquote done for
584
00:25:24,110 --> 00:25:26,470
you. Businesses work really well because if
585
00:25:26,480 --> 00:25:29,970
you're able to sell it done for you
solution people don't have to think.
586
00:25:30,660 --> 00:25:33,670
They don't have to work, they just have
to copy and paste, right?
587
00:25:33,680 --> 00:25:40,740
Laziest solution, laziest solution right?
Element number four why should someone
588
00:25:40,750 --> 00:25:43,850
trust and believe you?
So here's where you want to briefly
589
00:25:43,910 --> 00:25:45,270
highlight your credentials.
590
00:25:45,370 --> 00:25:47,100
And essentially it's kind of positioning
591
00:25:47,110 --> 00:25:49,330
yourself as the doctor in your industry.
592
00:25:49,340 --> 00:25:50,340
Kind of like we were speaking about
593
00:25:50,350 --> 00:25:54,520
before how Ryan had mentioned doctors are
like the most stone cold clothes in the
594
00:25:54,530 --> 00:25:55,720
fucking world, and it's true.
595
00:25:55,730 --> 00:25:57,590
So you need to position yourself as the
596
00:25:57,600 --> 00:25:58,630
doctor in your industry.
597
00:25:58,640 --> 00:26:01,100
And one of the ways to do it in your copy
598
00:26:01,110 --> 00:26:04,640
is to essentially highlight all of the
things you've been a part of, whether
599
00:26:04,650 --> 00:26:07,610
that's magazine speaking on stage.
600
00:26:08,540 --> 00:26:10,390
Doing a podcast that has thousands of
601
00:26:10,400 --> 00:26:12,790
listeners and email and use whatever it
might be.
602
00:26:12,800 --> 00:26:15,670
You need something to establish yourself
as an authority.
603
00:26:15,680 --> 00:26:18,600
Something that says I show people how to
do.
604
00:26:19,080 --> 00:26:25,200
This right, whatever this might be, if
your dentist, I help people get million
605
00:26:25,210 --> 00:26:27,350
dollar teeth or whatever The thing is
right.
606
00:26:27,360 --> 00:26:29,900
But whatever it is, you are the expert.
607
00:26:29,910 --> 00:26:30,660
You have to establish it.
608
00:26:30,670 --> 00:26:34,750
But The thing is, you don't want it to be
like pages and pages long.
609
00:26:34,760 --> 00:26:38,880
So many people kind of drop the ball on
this and screw it up a little because.
610
00:26:40,640 --> 00:26:42,570
I it's a defined line.
611
00:26:42,580 --> 00:26:44,150
You want to be an expert but you don't
612
00:26:44,160 --> 00:26:46,130
wanna brag so you want to keep it short.
613
00:26:46,140 --> 00:26:48,130
Hit the points and if you talk to if you
614
00:26:48,140 --> 00:26:51,290
talk too much about it yourself people
will tune out.
615
00:26:51,300 --> 00:26:54,950
They only care about themselves and what
you can do for them.
616
00:26:54,960 --> 00:26:59,640
So you only reason we're saying what
we've accomplished and what you know all
617
00:26:59,650 --> 00:27:03,310
this cool stuff is just so that they can
continue to believe us and eventually
618
00:27:03,320 --> 00:27:04,050
take our advice.
619
00:27:04,060 --> 00:27:05,730
But it is not the biggest part of the
620
00:27:05,740 --> 00:27:08,110
copy. It is not something that needs to be 20
621
00:27:08,120 --> 00:27:10,700
pages long.
So for example mine is.
622
00:27:11,600 --> 00:27:12,480
To be.
623
00:27:12,900 --> 00:27:14,190
My name is Carlos Redlick.
624
00:27:14,200 --> 00:27:18,310
I specialize in helping 7 figure business
owners optimize their campaigns to
625
00:27:18,320 --> 00:27:19,950
increase their conversion rates.
626
00:27:19,960 --> 00:27:22,010
I've been featured in Content magazine, a
627
00:27:22,020 --> 00:27:25,890
European digital marketing magazine, and
have also been a guest on hundreds of
628
00:27:25,900 --> 00:27:29,170
podcasts bam so what?
That's what's that say?
629
00:27:29,180 --> 00:27:29,910
I'm an expert.
630
00:27:29,920 --> 00:27:31,470
I've been in a magazine and I've been
631
00:27:31,480 --> 00:27:36,480
interviewed on hundreds of radio, online
radio shows AKA Podcast, right.
632
00:27:37,410 --> 00:27:39,250
And you can do the same thing.
633
00:27:39,650 --> 00:27:41,760
Element number five you need to stack the
634
00:27:41,770 --> 00:27:43,910
benefits. So here's where you start listing out all
635
00:27:43,920 --> 00:27:46,320
the different features and benefits,
right?
636
00:27:46,330 --> 00:27:49,610
The feature would be like the light bulb
is bright.
637
00:27:49,620 --> 00:27:52,370
The benefit of that would be like, why is
that important?
638
00:27:53,040 --> 00:27:58,390
So that I don't hit my shin on the on the
side of the bed or whatever it might be,
639
00:27:58,400 --> 00:28:00,160
right?
So you want to make sure that you're
640
00:28:00,170 --> 00:28:01,980
listing out all these features that
benefits.
641
00:28:01,990 --> 00:28:05,840
And one of the secrets and I put hit the
top five or seven points.
642
00:28:05,980 --> 00:28:11,710
But in reality, I like to flood as many
bullet points as I possibly can.
643
00:28:11,720 --> 00:28:16,580
Sometimes it's only 1015 but I've done as
many as 50 bullets in one sales page.
644
00:28:16,590 --> 00:28:20,270
And I know that sounds like a lot, but
stick with me here because the reason I
645
00:28:20,280 --> 00:28:22,340
do that is very simple.
646
00:28:22,370 --> 00:28:23,210
It's because.
647
00:28:23,220 --> 00:28:27,550
You don't know exactly which one of these
features and benefits are going to
648
00:28:27,560 --> 00:28:28,630
resonate with them most.
649
00:28:28,640 --> 00:28:30,190
You don't know which one is gonna push
650
00:28:30,200 --> 00:28:32,530
them over the edge, make them want to
take action.
651
00:28:32,540 --> 00:28:36,870
And because we're targeting tons of
people online, maybe they're similar and
652
00:28:36,880 --> 00:28:39,590
stuff, but there are tons of different
people online.
653
00:28:39,600 --> 00:28:41,940
You let me click this later.
654
00:28:44,950 --> 00:28:47,360
Remind me tomorrow alright so yeah, it's
655
00:28:47,370 --> 00:28:48,760
there's tons of different people online.
656
00:28:48,770 --> 00:28:50,940
You don't you have a general idea of what
657
00:28:50,950 --> 00:28:53,660
they're interested in but you don't know
all the specifics.
658
00:28:53,670 --> 00:28:57,020
And so if you can hit them, just like
with a bullet point sounds like if you
659
00:28:57,030 --> 00:29:02,030
hit it like bullets, Bang bang, now they
can read through and even if only one of
660
00:29:02,040 --> 00:29:06,060
those bullet points resonates with them
it's enough to push them over the edge.
661
00:29:06,070 --> 00:29:09,660
So you always want to list out like I say
at least five or seven bullet point
662
00:29:09,670 --> 00:29:11,390
benefit statements but.
663
00:29:12,400 --> 00:29:13,650
The more the better, right?
664
00:29:13,660 --> 00:29:14,630
The more the better.
665
00:29:14,640 --> 00:29:16,840
Element number six proof to overcome
666
00:29:16,920 --> 00:29:18,050
their BS meter.
667
00:29:18,060 --> 00:29:19,880
So what you've done is you've gotten them
668
00:29:19,890 --> 00:29:20,700
all hot and heavy.
669
00:29:20,710 --> 00:29:22,190
You've agitated their problem.
670
00:29:22,200 --> 00:29:25,490
You've made them feel like you're in
their shoes, and you know the solution
671
00:29:25,500 --> 00:29:26,230
that's right for them.
672
00:29:26,240 --> 00:29:27,300
And heck, you're the expert.
673
00:29:27,310 --> 00:29:27,830
You're the doctor.
674
00:29:27,840 --> 00:29:29,030
They should be listening to you.
675
00:29:29,040 --> 00:29:32,970
And you here are some of the other things
you're going to do from bullet right.
676
00:29:32,980 --> 00:29:36,780
And now we're getting to where they're
like, man, this sounds so good.
677
00:29:37,680 --> 00:29:40,750
It might be too good to be true, right?
Have you ever heard that?
678
00:29:40,760 --> 00:29:44,670
I'm sure you have you ever heard, man,
that sounds so good.
679
00:29:44,680 --> 00:29:46,130
It almost sounds like too good to be
true.
680
00:29:46,140 --> 00:29:48,070
If it's too good to be true, it usually
is.
681
00:29:48,080 --> 00:29:50,890
So what do you want to do?
You want them to feel this way, right?
682
00:29:50,900 --> 00:29:52,690
It's got to feel like a no brainer.
683
00:29:52,700 --> 00:29:54,020
Don't confuse that as a bad thing.
684
00:29:54,030 --> 00:29:54,830
That's a good thing.
685
00:29:54,840 --> 00:29:55,930
You want them to feel that.
686
00:29:55,940 --> 00:30:00,480
All you've got to do now is continue
solving all these different problems and
687
00:30:00,490 --> 00:30:03,410
all these objections they're having the
conversations in their head.
688
00:30:03,420 --> 00:30:04,810
You've got to be able to tap into it.
689
00:30:04,820 --> 00:30:07,330
And so now that you know the logical next
690
00:30:07,340 --> 00:30:08,110
step for them.
691
00:30:08,120 --> 00:30:10,900
Would be to become a little bit skeptical
692
00:30:10,910 --> 00:30:13,430
again, because it's such a damn good
solution.
693
00:30:14,630 --> 00:30:20,060
You want to overcome that with proof with
testimonials, proof with case studies,
694
00:30:20,070 --> 00:30:23,860
and if you're selling anything on how to
make money, then income snapshots, bank
695
00:30:23,870 --> 00:30:25,740
snapshots, whatever that might be.
696
00:30:26,470 --> 00:30:28,830
Now, when you're using testimonials, it's
697
00:30:29,230 --> 00:30:32,420
there's two types that I like to really
drill into.
698
00:30:32,430 --> 00:30:34,480
So the first one is result based.
699
00:30:34,490 --> 00:30:36,060
And an example of a result based
700
00:30:36,070 --> 00:30:40,840
testimony would be something along the
lines of I lost 20 pounds of three weeks
701
00:30:40,850 --> 00:30:44,960
with my friend George bam that's result
based.
702
00:30:44,970 --> 00:30:48,830
Skepticism based on the other hand, would
be something like before I started
703
00:30:48,840 --> 00:30:51,730
training with George, I almost didn't get
started.
704
00:30:51,810 --> 00:30:55,910
I had worked with three or four different
personal trainers and none of them were
705
00:30:55,920 --> 00:30:57,850
able to help me get the results I wanted.
706
00:30:58,370 --> 00:31:01,000
I hated every part of training, so I
707
00:31:01,010 --> 00:31:02,510
almost didn't do it.
708
00:31:02,530 --> 00:31:04,080
But then something crazy happened.
709
00:31:04,090 --> 00:31:09,000
I suspended my disbelief, I took action
and three weeks later I couldn't be
710
00:31:09,010 --> 00:31:11,440
happier. If you're on the edge and you're on the
711
00:31:11,450 --> 00:31:13,240
fence, do what I did.
712
00:31:13,250 --> 00:31:14,110
And take action.
713
00:31:14,120 --> 00:31:16,050
I promise it'll be the best decision
you've ever made.
714
00:31:16,060 --> 00:31:17,840
Bam, and I just freestyled that right.
715
00:31:17,850 --> 00:31:19,420
But that's a pretty damn good testimonial
716
00:31:19,430 --> 00:31:22,980
because it identifies a skepticism and
says hey, I felt the same way you did.
717
00:31:23,360 --> 00:31:24,590
I overcame it.
718
00:31:24,600 --> 00:31:26,250
And look I'm happy now because of it,
719
00:31:26,260 --> 00:31:27,900
right. The light at the end of the tunnel,
720
00:31:28,100 --> 00:31:29,450
right. A case study.
721
00:31:29,460 --> 00:31:33,110
So if you again, the easiest thing would
be showing people how to make money
722
00:31:33,120 --> 00:31:33,990
online, for example.
723
00:31:34,000 --> 00:31:35,460
So we'll just use that as an example.
724
00:31:36,160 --> 00:31:39,350
If I'm showing you this whole thing on
the sales page or how you 2 can make
725
00:31:39,360 --> 00:31:42,890
money and you you're interested, you're
definitely wanting to do something but
726
00:31:42,900 --> 00:31:47,150
you're a little, you know, obviously
thinking this may be BS, you can say hey
727
00:31:47,160 --> 00:31:51,720
here's my here's one of my buddies, Ryan
Stewman, who's made like six million
728
00:31:51,730 --> 00:31:53,030
dollars so far this year.
729
00:31:53,040 --> 00:31:54,180
Whatever it is, it's like.
730
00:31:54,190 --> 00:31:55,290
Enormous, yeah.
731
00:31:55,300 --> 00:31:56,430
Here's how we did it.
732
00:31:56,440 --> 00:32:01,040
And then you have a case studies, AKA
similar to like A blog style article
733
00:32:01,100 --> 00:32:07,460
going over step by step what you did yeah
the important thing is at the end you
734
00:32:07,470 --> 00:32:13,190
include a call to action for them to
either be shown how to do what you did or
735
00:32:13,250 --> 00:32:14,480
to hire you.
736
00:32:14,490 --> 00:32:15,840
So you do it for them, right?
737
00:32:15,850 --> 00:32:16,840
It's very important.
738
00:32:16,910 --> 00:32:18,940
The case study is about what you did,
739
00:32:18,950 --> 00:32:19,930
you're not saying.
740
00:32:20,880 --> 00:32:22,690
Here's what I did step by step, because
741
00:32:22,700 --> 00:32:26,140
then why the hell do they need you right?
You need to show what you did so it's a
742
00:32:26,150 --> 00:32:30,830
broad overview and they can see it on a
high level, and then they buy and they
743
00:32:30,840 --> 00:32:33,390
get the actual result right?
And then income snapshots.
744
00:32:33,400 --> 00:32:36,940
Again, it's just proof and it's pretty
self-explanatory If you're showing
745
00:32:36,950 --> 00:32:41,190
somebody how to make 1000000$ you should
probably show a screenshot of 1000000$ in
746
00:32:41,200 --> 00:32:43,620
your bank account, right?
Something like that would probably help
747
00:32:43,630 --> 00:32:45,860
you out.
Ok, element number seven.
748
00:32:46,480 --> 00:32:47,830
Your irresistible offer.
749
00:32:47,840 --> 00:32:48,440
This is huge.
750
00:32:48,450 --> 00:32:51,840
This is literally probably one of the
most important parts of the entire
751
00:32:51,850 --> 00:32:54,540
presentation. The reason why is because if you have an
752
00:32:54,550 --> 00:32:57,500
irresistible offer, you can't possibly
write.
753
00:32:58,190 --> 00:33:00,050
Such bad copy that it won't convert.
754
00:33:00,060 --> 00:33:00,940
Here's what I mean.
755
00:33:00,950 --> 00:33:04,500
If I'll use this Ferrari example that
I've actually written down here.
756
00:33:04,510 --> 00:33:06,860
Normally this Ferrari is a hundred and
twenty thousand dollars.
757
00:33:06,870 --> 00:33:10,880
But right now while you while you are at
the dealership, you can get it for only
758
00:33:10,890 --> 00:33:13,220
forty nine thousand dollars with a two
thousand dollar down payment.
759
00:33:13,230 --> 00:33:15,440
That right there just sounds like a
fucking no brainer, right?
760
00:33:15,450 --> 00:33:15,820
That's it.
761
00:33:15,830 --> 00:33:17,900
Almost like, is the engine in there?
762
00:33:17,910 --> 00:33:19,390
Is it broken?
Is it used?
763
00:33:19,400 --> 00:33:22,800
What is wrong with this right, because
it's such a steal of a deal.
764
00:33:22,810 --> 00:33:24,990
It's such a no brainer offer.
765
00:33:25,050 --> 00:33:26,360
It's so irresistible.
766
00:33:27,660 --> 00:33:31,320
There's got to be something that's wrong
with it, right?
767
00:33:31,420 --> 00:33:34,000
So again, that's what you want.
768
00:33:34,010 --> 00:33:36,010
You want it to be so as long as you can
769
00:33:36,020 --> 00:33:39,070
back it up, right?
You want it to be a no brainer, offer a
770
00:33:39,080 --> 00:33:40,460
steal of a deal.
771
00:33:40,470 --> 00:33:42,830
Because again, suck at writing a
772
00:33:42,840 --> 00:33:46,660
headline, or suck at writing an
introduction, or suck at writing emails
773
00:33:46,740 --> 00:33:47,950
and ads and all this stuff.
774
00:33:47,960 --> 00:33:51,890
If you have a killer offer, it will
775
00:33:51,900 --> 00:33:56,480
always overcome weak copy, right?
So just burn that into your head.
776
00:33:56,490 --> 00:33:57,740
You don't always have to be the best.
777
00:33:57,750 --> 00:33:59,510
Popular in the world, you just have to be
778
00:33:59,520 --> 00:34:03,340
slightly better than the next person and
if you've got a killer offer.
779
00:34:04,110 --> 00:34:08,040
You can kill even a lot of good
copywriters because you can write a an
780
00:34:08,050 --> 00:34:10,570
amazing sales page, but if the offer is
weak.
781
00:34:11,080 --> 00:34:14,650
So it was the sales page, right?
So after you've done your irresistible
782
00:34:14,659 --> 00:34:18,510
offer, the natural thing, take a guess
before I even slide to the next go to the
783
00:34:18,520 --> 00:34:19,280
next slide.
784
00:34:19,860 --> 00:34:21,699
If you were told, hey, normally this is a
785
00:34:21,710 --> 00:34:24,690
hundred and twenty thousand dollars for
this but, right now it's forty nine with
786
00:34:24,699 --> 00:34:27,590
only two thousand dollars down payment,
your natural reaction would be like, holy
787
00:34:27,600 --> 00:34:28,320
shit, that's amazing.
788
00:34:28,330 --> 00:34:30,100
What's wrong with it, right so.
789
00:34:32,030 --> 00:34:35,420
You are an offer a risk reversal, right?
Because they're obviously wondering what
790
00:34:35,429 --> 00:34:36,270
the hell is wrong with it.
791
00:34:36,280 --> 00:34:36,889
Something's wrong.
792
00:34:36,900 --> 00:34:41,830
So you want to make sure you take away
that fear of purchase and that skepticism
793
00:34:41,929 --> 00:34:46,290
now again by saying, hey, no worries, I
have a money back guarantee.
794
00:34:46,350 --> 00:34:49,850
Listen, the last thing I want to do is
have bad karma lurking over my shoulder.
795
00:34:49,989 --> 00:34:54,460
That's why if for some reason you're not
100 % satisfied with your Ferrari, just
796
00:34:54,469 --> 00:34:57,130
bring it back within 30 days and I'll
give you all your money back, no
797
00:34:57,139 --> 00:34:58,370
questions asked.
No hard feelings.
798
00:34:58,380 --> 00:34:59,040
Obviously I don't.
799
00:34:59,050 --> 00:35:00,720
I don't know if you can actually do that,
800
00:35:00,730 --> 00:35:02,880
but that demonstrates the point.
801
00:35:02,890 --> 00:35:05,780
That if you can get such an irresistible
802
00:35:05,860 --> 00:35:08,900
offer to where there's so like right
there about to buy.
803
00:35:09,940 --> 00:35:15,430
Have to throw in a guarantee that removes
the fear of buying so that now they take
804
00:35:15,440 --> 00:35:18,940
action and if you actually have a good
product, they won't want a refund, right?
805
00:35:19,540 --> 00:35:21,130
Here's something that's very interesting.
806
00:35:21,140 --> 00:35:23,170
It was a tactic that John Carlton, Gary
807
00:35:23,180 --> 00:35:28,490
Howard, all the guys from the past that I
studied used to use in direct mail and it
808
00:35:28,500 --> 00:35:30,500
was increasing the length of the
guarantee.
809
00:35:30,760 --> 00:35:34,230
Now there's something that I've tested
this online and I've noticed that it
810
00:35:34,240 --> 00:35:37,670
works best with higher ticket products
not lower ticket products.
811
00:35:37,680 --> 00:35:41,640
The reason why and I'll and i'll do my
best to explain the history behind this,
812
00:35:41,650 --> 00:35:47,900
right the longer guarantee in direct mail
and in offline direct response marketing
813
00:35:48,100 --> 00:35:49,740
works so well because.
814
00:35:49,850 --> 00:35:51,760
You generally didn't save those sales
815
00:35:51,770 --> 00:35:54,440
letter that told you the guarantee and
how to refund, right?
816
00:35:54,450 --> 00:35:57,470
You would just buy it and it would say
you have a three hundred sixty five day
817
00:35:57,480 --> 00:35:58,360
money back guarantee.
818
00:35:58,370 --> 00:35:59,680
So if you're ever worried about it, just
819
00:35:59,690 --> 00:36:01,680
return and get all your money back or
whatever it is.
820
00:36:01,690 --> 00:36:03,430
People would be, Oh yes, this is awesome.
821
00:36:03,440 --> 00:36:05,800
They would buy and throw the letter away.
822
00:36:05,810 --> 00:36:09,680
So the chances of them refunding it were
a little bit less because they had less
823
00:36:09,690 --> 00:36:11,320
time to, you know, they didn't save it.
824
00:36:11,330 --> 00:36:12,780
They were like, oh, I have five days, let
825
00:36:12,790 --> 00:36:16,450
me put this in my filing cabinet so I
don't forget where it is so.
826
00:36:17,100 --> 00:36:21,270
Going back to, you know, modern day stuff
right now that still works and i've
827
00:36:21,280 --> 00:36:22,700
tested it with.
828
00:36:24,940 --> 00:36:27,700
Low ticket offers say under 100 bucks and
829
00:36:27,710 --> 00:36:31,300
things that are high ticket, and I've
seen the higher ticket stuff, it really
830
00:36:31,310 --> 00:36:32,060
makes an impact.
831
00:36:32,070 --> 00:36:33,400
And when I say high ticket, if you're
832
00:36:33,410 --> 00:36:36,920
selling something that's ten twenty
thirty heck even a thousand dollars
833
00:36:37,510 --> 00:36:40,670
offering something that's a one year
money back guarantee.
834
00:36:40,890 --> 00:36:44,030
It gives people the trust that you're not
trying to scam them over.
835
00:36:44,040 --> 00:36:47,460
And it also goes back to the old school
way of thinking, which was, you know, if
836
00:36:47,470 --> 00:36:50,600
I've got 7 days to make a refund, I'm
going to circle it on my calendar and
837
00:36:50,610 --> 00:36:52,160
make sure I refund it if it sucks.
838
00:36:52,170 --> 00:36:54,410
But if I've got three hundred sixty five?
839
00:36:54,420 --> 00:36:56,320
Hey, I can, I can return it next week.
840
00:36:56,330 --> 00:36:57,740
Next month, it doesn't matter.
841
00:36:57,750 --> 00:37:01,610
I've got plenty of time and eventually
it'll be forgotten about forever, right?
842
00:37:02,210 --> 00:37:07,720
So what this does is it essentially
reinforces that making this purchase is a
843
00:37:07,730 --> 00:37:10,670
no brainer decision because they
literally have nothing.
844
00:37:11,220 --> 00:37:15,160
To lose, right?
Ok, element number nine.
845
00:37:15,300 --> 00:37:19,680
The reason for immediate action delay is
the death of a sale.
846
00:37:19,690 --> 00:37:23,800
You've probably heard that many times in
sales, and it works the same way online
847
00:37:23,880 --> 00:37:26,860
if you don't give people a reason to act
now.
848
00:37:27,840 --> 00:37:33,210
And you leave it up to them to bookmark
your website or save your email or save
849
00:37:33,220 --> 00:37:35,610
your Facebook ads so they can come back
to it later.
850
00:37:35,620 --> 00:37:37,140
You're relying on hoping.
851
00:37:38,030 --> 00:37:40,180
It's just probably not gonna work out
852
00:37:40,190 --> 00:37:42,300
well for you, right?
So you need to make sure that they take
853
00:37:42,310 --> 00:37:45,850
action right then and there, because if
not, they're probably going to talk
854
00:37:45,860 --> 00:37:46,520
themselves out of it.
855
00:37:46,530 --> 00:37:48,260
Or they'll just forget about it entirely,
856
00:37:48,270 --> 00:37:50,800
right?
Because, hell, you're probably listening
857
00:37:50,810 --> 00:37:53,000
to this presentation, you probably got
your phone on you.
858
00:37:53,010 --> 00:37:56,410
And if you know if you're anything like
me, there's a good chance you're probably
859
00:37:56,420 --> 00:38:00,580
skimming your Facebook feed every once in
a while to see if anyone liked your stuff
860
00:38:00,590 --> 00:38:01,280
or done anything else.
861
00:38:01,290 --> 00:38:02,740
So the point is that there's so many
862
00:38:02,750 --> 00:38:07,020
distractions that if you don't make them
act right now, it won't happen.
863
00:38:07,030 --> 00:38:09,880
So how do you make them?
Back now, there's a couple ways.
864
00:38:09,890 --> 00:38:14,040
You can include scarcity where there's
like a limited amount of something or
865
00:38:14,050 --> 00:38:18,620
they have to take action before that
limit before like I'll give an example,
866
00:38:18,630 --> 00:38:21,560
so there's a limited amount and there's
urgency where it's like, hey, there's a
867
00:38:21,570 --> 00:38:23,420
deadline approaching, take action now.
868
00:38:23,430 --> 00:38:24,570
So here's an example.
869
00:38:26,420 --> 00:38:27,250
Of that, right.
870
00:38:27,260 --> 00:38:29,210
So we're only holding this special
871
00:38:29,220 --> 00:38:32,630
discount offer for the next 100 people
who take action today.
872
00:38:32,640 --> 00:38:34,070
After that, the price goes up.
873
00:38:34,080 --> 00:38:36,450
So scarcity after 100 people, prices
874
00:38:36,460 --> 00:38:37,740
going up, right.
875
00:38:37,750 --> 00:38:39,040
And there's a deadline because it's going
876
00:38:39,050 --> 00:38:42,350
to happen today where you could say, hey,
we're only holding a special discount
877
00:38:42,360 --> 00:38:43,960
offer for the next seven days.
878
00:38:44,010 --> 00:38:45,530
After that, the price goes up.
879
00:38:45,540 --> 00:38:47,370
Boom, there's urgency because there's a
deadline approach.
880
00:38:47,380 --> 00:38:49,490
You got to act right now, right.
881
00:38:49,500 --> 00:38:51,830
And then what I end and generally like to
882
00:38:51,840 --> 00:38:56,400
do is I'll insert a testimonial right
there because we're giving them the
883
00:38:56,410 --> 00:39:00,790
reason to act out and just in case
there's still a little nervous, you want
884
00:39:00,800 --> 00:39:02,040
to include a testimonial.
885
00:39:02,140 --> 00:39:03,780
So it shows social proof that somebody
886
00:39:03,790 --> 00:39:06,500
else is successful with what they're
about to purchase.
887
00:39:06,520 --> 00:39:09,490
And so therefore, there's a good reason
that they should probably be successful
888
00:39:09,500 --> 00:39:11,500
too and they'll probably want to
purchase, right.
889
00:39:11,510 --> 00:39:14,230
So you will always want to include some
kind of reason to act.
890
00:39:14,240 --> 00:39:18,270
Now, frankly, if you include all the
other stuff and forget to include the
891
00:39:18,280 --> 00:39:21,580
urgency and the scarcity and the reason
for them to act now, you're going to have
892
00:39:21,590 --> 00:39:22,460
lower conversions.
893
00:39:22,490 --> 00:39:24,290
You may have some conversions, but I know
894
00:39:24,300 --> 00:39:27,090
for a fact there's been webinars where
everything has been.
895
00:39:27,100 --> 00:39:27,840
Crushing it.
896
00:39:27,850 --> 00:39:29,820
But at the end there's no, there's no
897
00:39:29,830 --> 00:39:33,320
like hey act right now or else will
happen.
898
00:39:33,330 --> 00:39:35,760
And if you don't have that, it just
doesn't convert as well.
899
00:39:35,770 --> 00:39:37,090
You can still get conversions.
900
00:39:38,250 --> 00:39:39,750
Is effective right?
901
00:39:40,210 --> 00:39:45,340
Ok, element number ten, the call to
action right now this has to be very
902
00:39:45,350 --> 00:39:48,310
specific. You literally need to tell people exactly
903
00:39:48,890 --> 00:39:52,180
what you would like them to do if you
want them to click a button.
904
00:39:52,190 --> 00:39:57,210
You don't just say order now, you say
click the button below this page to order
905
00:39:57,220 --> 00:40:00,500
now or click the button under here to
order now whatever it is, but you very
906
00:40:00,510 --> 00:40:02,950
specific as to what they need to do.
907
00:40:02,960 --> 00:40:05,340
And when you do that you get more people
908
00:40:05,350 --> 00:40:09,040
to take the proper action right?
And one of the things that will help
909
00:40:09,050 --> 00:40:12,850
boost conversions.
Overall is, let's say you have a sales
910
00:40:12,860 --> 00:40:16,190
page where they click on the button that
says, yes, I want to order and then it
911
00:40:16,200 --> 00:40:18,610
takes them to what's called the order
page, right?
912
00:40:18,620 --> 00:40:23,890
The next step in your funnel, well, on
that page is where the actual billing
913
00:40:23,900 --> 00:40:25,410
details and the purchase happens.
914
00:40:25,420 --> 00:40:27,070
The selling is done on the sales page,
915
00:40:27,080 --> 00:40:31,200
but the actual buying and ordering is on
that order page.
916
00:40:31,240 --> 00:40:34,320
And so one of the things that you want to
do is keep everything congruent.
917
00:40:34,340 --> 00:40:37,340
It's kind of a principle overall in
marketing and direct response.
918
00:40:37,420 --> 00:40:41,470
If you've got a message, it needs to be
congruent throughout the entire funnel
919
00:40:41,480 --> 00:40:46,170
right so if you're telling people, give
me your email address and I'll show you
920
00:40:46,180 --> 00:40:48,260
how to get white teeth then.
921
00:40:49,430 --> 00:40:51,960
When they click that add it should say
922
00:40:51,970 --> 00:40:56,220
something on the next page like and your
email address and you'll be showing how
923
00:40:56,230 --> 00:40:57,140
to get white teeth.
924
00:40:57,150 --> 00:40:58,820
It should be almost exactly the same
925
00:40:58,830 --> 00:41:02,880
right?
So it's incredibly important that you pre
926
00:41:02,890 --> 00:41:05,800
frame your prospects and here's what I
mean.
927
00:41:05,810 --> 00:41:11,180
So here's an example actually of pre
framing for what will happen after they
928
00:41:11,190 --> 00:41:14,100
take action.
So once you click over you'll be taken to
929
00:41:14,110 --> 00:41:17,250
our secure order page where you will fill
out your billing details.
930
00:41:17,410 --> 00:41:19,550
After that you'll be granted exclusive.
931
00:41:19,570 --> 00:41:22,770
Access to the XYZ program and whatever it
932
00:41:22,780 --> 00:41:25,890
might be, right?
So it literally walks in a very simple
933
00:41:25,900 --> 00:41:29,530
one or two sentences says exactly what
they can expect.
934
00:41:29,540 --> 00:41:30,840
So they don't.
935
00:41:32,120 --> 00:41:34,030
You may think this is common sense and
936
00:41:34,040 --> 00:41:36,630
some people I know when I would listen to
some of these things, I would be like,
937
00:41:36,640 --> 00:41:39,810
well, that makes sense yeah i mean,
that's of course when you click the
938
00:41:39,820 --> 00:41:42,150
button, you're going to have to fill in
your billing details.
939
00:41:42,160 --> 00:41:45,730
But you would be surprised how many
people will click the button and be like,
940
00:41:45,740 --> 00:41:48,920
oh shit, I gotta feel I'll do this later
and then they don't do it.
941
00:41:49,460 --> 00:41:51,100
Pretty frame them.
942
00:41:51,530 --> 00:41:52,940
On the sales page.
943
00:41:52,950 --> 00:41:57,110
Then when they click the button, they
know what they have to do and they're
944
00:41:57,120 --> 00:42:02,460
already warmed up to actually buy, so
hopefully that makes sense.
945
00:42:02,470 --> 00:42:05,890
It's a very, it's a, it's a, it's like a
one or two liner thing you can include in
946
00:42:05,900 --> 00:42:08,290
your copy that makes the world of
difference, right?
947
00:42:08,640 --> 00:42:13,750
Ok, element number eleven, predict the
future if no action is taken.
948
00:42:13,760 --> 00:42:14,760
This is really important.
949
00:42:14,770 --> 00:42:16,190
You want to make sure you're painting the
950
00:42:16,200 --> 00:42:21,190
picture of what would happen if your
prospect did not take action and buy what
951
00:42:21,200 --> 00:42:25,120
you wanted them to buy or do what you
wanted them to do right and you can do
952
00:42:25,130 --> 00:42:30,200
this in a way that just brings up the
pain of what you agitated in the
953
00:42:30,210 --> 00:42:31,630
beginning of your sales page.
954
00:42:31,640 --> 00:42:33,030
You can say something like, you know,
955
00:42:33,040 --> 00:42:37,090
chances are high that if you don't take
action today, you probably never will.
956
00:42:37,100 --> 00:42:39,210
That means you'll be stuck seeing the
exact same.
957
00:42:39,220 --> 00:42:41,830
Results and the exact same bank account
balance.
958
00:42:42,640 --> 00:42:45,190
And then you would actually paint that
even more and continue on.
959
00:42:45,200 --> 00:42:49,880
But that'll give you an example of really
predicting if you don't do this.
960
00:42:50,570 --> 00:42:54,540
You like factor probably get worse or
whatever the case is, but you want to
961
00:42:54,550 --> 00:42:57,070
paint that picture because now it's like,
OK.
962
00:42:57,520 --> 00:42:59,910
As a responsible human being, I need to
take action.
963
00:42:59,920 --> 00:43:02,960
Now, you're working some more stuff in
here, not just emotionally, but
964
00:43:02,970 --> 00:43:05,550
logically. If they don't take action, well, then
965
00:43:05,560 --> 00:43:07,710
they're going to feel pain, and they
don't want to feel pain.
966
00:43:07,720 --> 00:43:11,620
So the logical solution would be to give
you money so they don't feel pain, right?
967
00:43:11,720 --> 00:43:12,400
Of course.
968
00:43:12,460 --> 00:43:15,410
So element number, twelve the final
969
00:43:15,420 --> 00:43:18,410
reminder. Now here's like one of your final pushes.
970
00:43:18,420 --> 00:43:19,650
There's still one last stand.
971
00:43:19,660 --> 00:43:20,930
I'll show you after this.
972
00:43:20,940 --> 00:43:22,010
Or I think.
973
00:43:23,340 --> 00:43:25,510
You know the final reminder here is
974
00:43:25,520 --> 00:43:29,670
you're essentially taking all of the
features that you don't want to take.
975
00:43:29,680 --> 00:43:33,970
If you've written 50 bullet points before
you've gotten to this point, you don't
976
00:43:33,980 --> 00:43:38,290
want to take all fifty i know I said more
is better in that section right here when
977
00:43:38,300 --> 00:43:42,140
we're getting closer to the end you want
to stack probably what you believe or
978
00:43:42,150 --> 00:43:47,290
what you have noticed the market response
to investor or really wants like the five
979
00:43:47,300 --> 00:43:48,930
to 7 is really right here.
980
00:43:48,940 --> 00:43:51,010
This is where you put maybe 5 or 7 hard
981
00:43:51,020 --> 00:43:52,970
hitting bullet points of exactly.
982
00:43:53,670 --> 00:43:55,760
What they're going to get, what they're
983
00:43:55,770 --> 00:43:56,810
going to experience.
984
00:43:58,860 --> 00:44:00,710
And on top of that, you want to remind
985
00:44:00,720 --> 00:44:04,000
them of the guarantee because that way it
removes the risk.
986
00:44:04,810 --> 00:44:08,140
And it makes them fearless to actually
purchase, right?
987
00:44:08,150 --> 00:44:09,140
So here's an example.
988
00:44:09,150 --> 00:44:11,200
Remember, you have absolutely nothing to
989
00:44:11,210 --> 00:44:13,340
lose. You'll get blank, blank and blank.
990
00:44:13,350 --> 00:44:18,020
And on top of that, you're also fully
covered by my 30 day money back
991
00:44:18,030 --> 00:44:21,710
guarantee. Making this totally risk free, right,
992
00:44:21,990 --> 00:44:24,060
makes it a no brainer decision.
993
00:44:24,070 --> 00:44:25,300
So always have that.
994
00:44:25,310 --> 00:44:29,850
As a final reminder, element number
thirteen, you want to repeat the scarcity
995
00:44:30,250 --> 00:44:34,080
and the urgency again where since we're
getting down to the final part of the
996
00:44:34,090 --> 00:44:37,010
sales page.
A lot of this stuff is reminding them,
997
00:44:37,020 --> 00:44:39,410
hey, look i've already sold you on the
whole thing.
998
00:44:39,420 --> 00:44:41,230
You're right here about to fall over the
fence.
999
00:44:41,240 --> 00:44:42,400
I just need to push you a little bit.
1000
00:44:42,410 --> 00:44:43,030
You're on the fence.
1001
00:44:43,040 --> 00:44:47,630
I got to push you over a little bit like
push right if you're right there.
1002
00:44:47,640 --> 00:44:51,610
So one of the things that you can do is
remind them again with the scarcity, with
1003
00:44:51,620 --> 00:44:52,140
the urgency.
1004
00:44:52,150 --> 00:44:54,010
So something like listen, you need to
1005
00:44:54,020 --> 00:44:58,000
take action right now before 100 people
sign up and the price.
1006
00:44:58,740 --> 00:45:03,560
Increases, this is a limited time offer
and it's on a first come, first serve
1007
00:45:03,570 --> 00:45:08,830
basis at now, right and again you remind
them that they need to take action.
1008
00:45:10,890 --> 00:45:16,570
Ok, so here's something I I've just
started including a lot more of and it's
1009
00:45:16,580 --> 00:45:18,330
called the.
I called the bonus element.
1010
00:45:18,430 --> 00:45:20,070
It's the frequently asked questions.
1011
00:45:20,150 --> 00:45:22,810
So right here, let me go back.
1012
00:45:23,620 --> 00:45:24,850
Element number thirteen.
1013
00:45:24,860 --> 00:45:26,540
This is essentially the final piece of
1014
00:45:26,550 --> 00:45:29,020
your letter.
Like your letter is technically basically
1015
00:45:29,030 --> 00:45:30,350
done and when I say letter.
1016
00:45:32,910 --> 00:45:34,390
Is it almost interchangeably right?
1017
00:45:34,400 --> 00:45:37,390
So the same thing is it almost
interchangeably right?
1018
00:45:37,400 --> 00:45:40,380
So same thing is it almost
interchangeably right?
1019
00:45:40,390 --> 00:45:41,360
So same thing.
1020
00:45:41,910 --> 00:45:43,740
Stand here is your final objection
1021
00:45:43,750 --> 00:45:48,580
obliterator like series and what you do
is take the top 10 or 20 frequently asked
1022
00:45:48,590 --> 00:45:53,320
questions and you essentially just put
them down there and say question do you
1023
00:45:53,330 --> 00:45:56,700
have a refund policy?
Answer yes.
1024
00:45:56,710 --> 00:46:00,560
It's a 30 day money back guarantee so you
have nothing to lose making this totally
1025
00:46:00,570 --> 00:46:02,380
risk free.
Make sure you click the button now and
1026
00:46:02,390 --> 00:46:06,520
order immediately right?
Because at the end of every single one of
1027
00:46:06,530 --> 00:46:13,700
these answers for the FAQ you want to
have a call to action to for them to take
1028
00:46:13,710 --> 00:46:16,040
action, right?
You want to have you want to say click
1029
00:46:16,050 --> 00:46:20,050
here in order by here click the button
below or you need to call them to action
1030
00:46:20,150 --> 00:46:27,170
at the end of each one of the FAQ
questions and answers right there is for
1031
00:46:27,180 --> 00:46:32,170
the sales pages and now all of those 13
elements, 14 if you include the bonus or
1032
00:46:32,180 --> 00:46:36,980
like I said before to write from A
through Z, A to Z beginning to end a full
1033
00:46:37,270 --> 00:46:38,510
long form sales page.
1034
00:46:38,520 --> 00:46:40,150
It's actually the same formula pretty
1035
00:46:40,160 --> 00:46:44,040
much that I used to write the entourage
page for Ryan, right.
1036
00:46:44,050 --> 00:46:44,890
So familiar with that.
1037
00:46:44,900 --> 00:46:46,240
You may see some of these elements in
1038
00:46:46,250 --> 00:46:48,920
there, so you can take a look at that.
1039
00:46:49,290 --> 00:46:51,300
Next thing is how to write emotionally
1040
00:46:51,310 --> 00:46:54,790
charged Facebook ads that convert like
crazy in five easy steps.
1041
00:46:54,800 --> 00:46:56,570
I'm actually going to show you two ways.
1042
00:46:56,890 --> 00:46:59,400
The 1st way is 5 steps and it's a long
1043
00:46:59,410 --> 00:47:00,500
form Facebook app.
1044
00:47:00,510 --> 00:47:02,880
And now I want to pre frame this to by
1045
00:47:02,890 --> 00:47:07,240
saying that when you're using the long
form Facebook ad you want to make sure
1046
00:47:07,250 --> 00:47:10,760
that you're using it to sell something
slightly more high ticket.
1047
00:47:10,770 --> 00:47:14,150
For example, if you're doing something
like pushing people to a webinar and at
1048
00:47:14,160 --> 00:47:16,830
the end of the webinar you're going to
offer them something then.
1049
00:47:18,070 --> 00:47:22,700
The ad on Facebook, you wanted to
resonate with these people a little bit
1050
00:47:22,710 --> 00:47:25,880
more on top of that, and I'm not a
Facebook at Guru.
1051
00:47:25,890 --> 00:47:29,090
Ganzak is probably the one to talk to
about that personally.
1052
00:47:29,570 --> 00:47:30,910
He's the man with Facebook.
1053
00:47:31,600 --> 00:47:33,090
One of the things that I've realized is
1054
00:47:33,100 --> 00:47:38,330
when I use these long formats and a B2B
space, they started getting more virality
1055
00:47:38,460 --> 00:47:42,760
because it relates with people and they
start sharing it, commenting, liking,
1056
00:47:43,040 --> 00:47:47,950
driving the cost down because it's
actually relevant to my audience.
1057
00:47:47,960 --> 00:47:49,790
I haven't just said want this click here.
1058
00:47:49,800 --> 00:47:51,930
I've said I've resonated on because it's
1059
00:47:51,940 --> 00:47:53,930
actually relevant to my audience.
1060
00:47:53,940 --> 00:47:56,950
And so again, it may sound like you would
1061
00:47:56,960 --> 00:47:59,250
want to do that for everything, but it's
actually kind of funny.
1062
00:47:59,260 --> 00:48:02,540
I've noticed that when you're selling
physical products.
1063
00:48:02,830 --> 00:48:07,160
So for example also like nunchucks or
DVD's or stuff like that and my stuff in
1064
00:48:07,170 --> 00:48:12,520
my martial art niche, I've noticed that
using a short form Facebook ad using a
1065
00:48:12,530 --> 00:48:18,690
short form Facebook ad that using a short
form face would add to this the first
1066
00:48:18,700 --> 00:48:23,020
step. Is you want to ask a yes question.
1067
00:48:23,040 --> 00:48:27,660
So for example, you want them to say yes
as soon as like the main thing with the
1068
00:48:27,670 --> 00:48:31,310
Facebook ad is the image or the video is
primarily the thing that's going to stop
1069
00:48:31,320 --> 00:48:32,720
them and grab their attention.
1070
00:48:32,840 --> 00:48:35,420
But after you've grabbed their attention,
1071
00:48:35,430 --> 00:48:37,070
they're going to read the copy.
1072
00:48:37,080 --> 00:48:38,700
And the copy has to be something that
1073
00:48:38,710 --> 00:48:40,570
will. The way you do that is you make them say
1074
00:48:40,580 --> 00:48:43,590
yes. The way you do that is you make them say
1075
00:48:43,600 --> 00:48:47,480
yes. As they read your copy, so for example,
1076
00:48:47,490 --> 00:48:50,630
want more customers, the answer is
obviously yes, right?
1077
00:48:50,640 --> 00:48:52,380
So they're nodding their head yes.
1078
00:48:52,390 --> 00:48:53,960
And after you do that you would throw in
1079
00:48:53,970 --> 00:48:57,160
a link just like what I have right here
is like 3 equal signs and the little
1080
00:48:57,170 --> 00:48:59,450
bracket thingy and then you include your
link, right.
1081
00:48:59,460 --> 00:49:02,280
That's not where the whole thing ends,
but that's just element number one.
1082
00:49:02,290 --> 00:49:04,800
Step number one, you ask a yes question.
1083
00:49:04,810 --> 00:49:06,920
If I was, if I had my martial arts
1084
00:49:06,930 --> 00:49:10,730
school, I would say want to learn mixed
martial arts in Jacksonville, florida
1085
00:49:10,790 --> 00:49:12,390
questionmark because that's where I
lived.
1086
00:49:12,400 --> 00:49:16,150
And then. That answer would be yes, if
I'm targeting the right people.
1087
00:49:16,160 --> 00:49:18,640
Yes, I do want to learn mixed martial
arts, and I live in Jacksonville, florida
1088
00:49:18,650 --> 00:49:19,900
That's exactly right.
1089
00:49:19,910 --> 00:49:21,920
And so that's the whole purpose of it.
1090
00:49:21,930 --> 00:49:25,300
Step 2 is you want to have a story to
relate to them.
1091
00:49:25,310 --> 00:49:29,320
So for example, the story needs to make
them feel like you literally know exactly
1092
00:49:29,440 --> 00:49:32,780
where they are in their right life right
now and understand their struggles.
1093
00:49:32,790 --> 00:49:36,320
It's very similar to how when we were
writing the long form sales page, you're
1094
00:49:36,330 --> 00:49:39,120
probably like, oh, this kind of this
seems similar as follows a page.
1095
00:49:39,130 --> 00:49:42,130
You're probably like, oh, this kind of
this seems similar as follows.
1096
00:49:42,150 --> 00:49:44,440
So you want to make sure that you're
relating to them.
1097
00:49:44,450 --> 00:49:48,000
One of the things that I've discovered is
that when I try to relate to somebody, it
1098
00:49:48,010 --> 00:49:48,760
works best.
1099
00:49:48,770 --> 00:49:51,680
Especially with copy, it works best when
1100
00:49:51,690 --> 00:49:53,420
I start in the middle of a story.
1101
00:49:53,430 --> 00:49:55,050
Think of all the best movies.
1102
00:49:56,110 --> 00:49:59,940
They're pretty much any movie that you've
seen in like, the last few years and
1103
00:49:59,950 --> 00:50:01,580
pretty much forever, even Bruce Lee
movies.
1104
00:50:01,590 --> 00:50:03,410
They started in the middle of an action
scene.
1105
00:50:03,420 --> 00:50:06,260
One of the Bruce Lee movies started in
the middle of like essentially an MMA
1106
00:50:06,270 --> 00:50:09,230
fight between Bruce Lee and this other
person using finger gloves.
1107
00:50:09,370 --> 00:50:12,880
And that was it, right?
That was getting people.
1108
00:50:12,890 --> 00:50:15,730
And it was capturing attention because it
started in the middle of a story.
1109
00:50:15,740 --> 00:50:16,850
And that's what you want to do.
1110
00:50:16,860 --> 00:50:19,200
You can replicate that in your Facebook
1111
00:50:19,210 --> 00:50:20,710
ads, for example.
1112
00:50:20,720 --> 00:50:22,260
Here's a here's one way you can relate to
1113
00:50:22,270 --> 00:50:24,720
somebody, right?
I remember doing everything I could to
1114
00:50:24,730 --> 00:50:27,010
grow my business, but no matter how hard
I tried.
1115
00:50:27,020 --> 00:50:28,470
Nothing seemed to work.
1116
00:50:28,840 --> 00:50:30,220
Dot now you can expand upon that.
1117
00:50:30,230 --> 00:50:33,590
You can say I did this, that, the other
thing and whatever, but this that's an
1118
00:50:33,600 --> 00:50:37,200
idea that gives you an example so that
you understand that you can.
1119
00:50:37,510 --> 00:50:41,720
First you ask the yes question and then
second you have the story to relate to
1120
00:50:41,730 --> 00:50:43,490
them. Step three.
1121
00:50:43,500 --> 00:50:46,750
This is the big aha moment, right?
It's the big plot twist.
1122
00:50:46,760 --> 00:50:49,170
This is where you're starting to show
that light at the end of the tunnel.
1123
00:50:49,180 --> 00:50:53,610
And one of the canned transition phrases
that I like to use a transition phrase
1124
00:50:53,620 --> 00:50:56,220
would be the phrase from going from Step
1125
-->
00:50:56,820 --> 00:51:01,800
Right, the story to relate to step 3I
1126
00:51:01,810 --> 00:51:06,390
then something crazy happened, right?
So if we use this previous example, I
1127
00:51:06,400 --> 00:51:09,670
remember doing everything I could to grow
my business, but no matter how hard I
1128
00:51:09,680 --> 00:51:11,780
tried, nothing seemed to work.
1129
00:51:12,260 --> 00:51:14,610
But then something crazy happened, right?
1130
00:51:14,620 --> 00:51:16,300
You see how that's a natural transition.
1131
00:51:16,360 --> 00:51:18,050
It's works with anything you can live,
1132
00:51:18,060 --> 00:51:21,680
you know, these five steps you can plug
and play and sell, anything you can sell
1133
00:51:21,690 --> 00:51:24,990
coffee, water, business, anything you can
do with these five steps.
1134
00:51:25,000 --> 00:51:28,900
Ok, step four suggest the possible
solution.
1135
00:51:28,940 --> 00:51:30,310
Now this is super important.
1136
00:51:30,320 --> 00:51:31,960
A lot of people end up actually just
1137
00:51:31,970 --> 00:51:35,960
saying, hey, this is going to work for
you, guaranteed by my shit, and when
1138
00:51:35,970 --> 00:51:37,540
you're doing stuff like that.
1139
00:51:38,270 --> 00:51:41,930
On a Facebook ad, it just screams BS,
1140
00:51:42,250 --> 00:51:44,850
right?
And a lot of people are not converting
1141
00:51:44,950 --> 00:51:45,890
because of that.
1142
00:51:45,900 --> 00:51:47,290
And so one of the things that you want to
1143
00:51:47,300 --> 00:51:51,560
do is make your read or make your
prospect actually want what you're giving
1144
00:51:51,570 --> 00:51:53,740
them. And the way to do it is to say, hey, this
1145
00:51:53,750 --> 00:51:57,200
is work for me and it's work for all of
my friends, even hundreds of other folks
1146
00:51:57,210 --> 00:51:58,520
or thousands of other folks.
1147
00:51:58,530 --> 00:52:00,600
Maybe it'll work for you too.
1148
00:52:00,610 --> 00:52:04,760
So what this is doing is it's playing
with the hopes and dreams thing in their
1149
00:52:04,770 --> 00:52:06,710
head. They're like I hope.
1150
00:52:07,850 --> 00:52:11,350
Because they've identified that with the
story, I relate to them.
1151
00:52:11,360 --> 00:52:15,660
So I've identified the problem and I've
identified that I actually know what they
1152
00:52:15,670 --> 00:52:16,640
feel like.
1153
00:52:16,650 --> 00:52:18,220
And I've also identified that I've been
1154
00:52:18,230 --> 00:52:21,310
through it and I've seen the solution,
I've seen this the light at the end of
1155
00:52:21,320 --> 00:52:26,090
the tunnel, and I know the way, right?
So i'm showing them this.
1156
00:52:26,100 --> 00:52:29,020
And then I'm not saying, hey, this is
guaranteed to work for you because what's
1157
00:52:29,030 --> 00:52:33,080
happening, they have skepticism, right?
So if I'm saying this is definitely work
1158
00:52:33,090 --> 00:52:35,160
for you, they're even more skeptic,
right?
1159
00:52:35,170 --> 00:52:37,120
And So what I say is, hey, it's worked
for me.
1160
00:52:37,130 --> 00:52:38,230
It's worked for all these people.
1161
00:52:38,240 --> 00:52:39,520
Maybe it will work for you too.
1162
00:52:39,530 --> 00:52:41,100
And now they're had to like, ohh crap.
1163
00:52:41,110 --> 00:52:42,180
I really hope it works for me.
1164
00:52:42,190 --> 00:52:43,480
I really wanted, I wanted to work.
1165
00:52:43,490 --> 00:52:44,200
I want to work.
1166
00:52:44,210 --> 00:52:48,150
And now you're selling them before, and
this is a motional salesmanship.
1167
00:52:48,170 --> 00:52:49,490
You're selling them emotionally.
1168
00:52:49,630 --> 00:52:51,060
Not many people are doing this.
1169
00:52:51,070 --> 00:52:53,940
And when you do this, you'll start seeing
better results, right?
1170
00:52:53,950 --> 00:52:55,700
Element number five, the call to action.
1171
00:52:55,710 --> 00:52:57,330
So now after you've gotten this and when
1172
00:52:57,340 --> 00:52:59,880
you do this, you'll start seeing better
results, right?
1173
00:52:59,890 --> 00:53:00,540
For them.
1174
00:53:00,550 --> 00:53:03,060
Now you tell them exactly what the next
1175
00:53:03,070 --> 00:53:05,540
step is.
You say so to get the full scope, click
1176
00:53:05,550 --> 00:53:08,310
here to see if you qualify or whatever it
is right but.
1177
00:53:08,320 --> 00:53:12,820
Following these five steps, it makes
writing your ads essence.
1178
00:53:12,830 --> 00:53:14,560
You can write them in like you know.
1179
00:53:14,570 --> 00:53:16,160
After you've got this down, you can write
1180
00:53:16,170 --> 00:53:17,530
in like 5 or 10 minutes.
1181
00:53:17,650 --> 00:53:19,480
Very simple, very easy.
1182
00:53:20,550 --> 00:53:22,790
As long as you can follow the formula,
right.
1183
00:53:22,890 --> 00:53:27,410
Ok, now I'm going to show you the short
form ad it's actually kind of funny.
1184
00:53:27,530 --> 00:53:31,300
One of the things that we'll go through,
it's very similar to the five steps,
1185
00:53:31,310 --> 00:53:33,300
except we just condense into like two or
three.
1186
00:53:33,310 --> 00:53:35,620
So the first thing is you ask a yes
question, right?
1187
00:53:35,630 --> 00:53:38,400
And then we insert the link and then we
have a call to action.
1188
00:53:38,410 --> 00:53:42,960
One of the things that I've been testing
out now is I ask a yes question and then
1189
00:53:42,970 --> 00:53:44,330
I put the link twice.
1190
00:53:45,350 --> 00:53:48,070
The identical same link twice, right?
1191
00:53:48,080 --> 00:53:50,390
They're not different than sending them
to different places.
1192
00:53:50,400 --> 00:53:51,860
The exact same link.
1193
00:53:51,870 --> 00:53:53,660
It almost looks like a freaking typo.
1194
00:53:53,670 --> 00:53:56,880
You use it twice and then you have the
call to action to tell him what to do
1195
00:53:56,890 --> 00:54:00,720
either before or after that, right?
So here's actually one of the examples I
1196
00:54:00,730 --> 00:54:02,380
have. Want more students in your mixed martial
1197
00:54:02,390 --> 00:54:06,020
arts school questionmark link links both
sending to the landing page.
1198
00:54:06,030 --> 00:54:09,790
Click here to see to grow your MMA school
the same way a hundred thirty seven
1199
00:54:09,800 --> 00:54:13,840
other, schools did right?
So it's very short now the example I'm
1200
00:54:13,850 --> 00:54:15,980
going to show is going to show you one of
the examples I'm running now.
1201
00:54:15,990 --> 00:54:20,830
For my martial art, initially can
actually see it follows the short form
1202
00:54:20,840 --> 00:54:23,470
principle. But I had tested it with two and two
1203
00:54:23,480 --> 00:54:26,830
links and one link actually did work.
1204
00:54:26,840 --> 00:54:29,790
One link and one link actually did work.
1205
00:54:29,800 --> 00:54:33,550
They've noticed it working in a lot in
the B2B space, right?
1206
00:54:33,560 --> 00:54:36,500
I'm selling to consume, I'm selling
martial arts stuff.
1207
00:54:36,510 --> 00:54:40,850
But if you're a I've noticed this working
as well for if you're like a business
1208
00:54:40,860 --> 00:54:44,670
person trying to if you're a coach trying
to teach business people how to do their
1209
00:54:44,680 --> 00:54:45,880
business better, whatever.
1210
00:54:46,000 --> 00:54:47,080
I would use these two links.
1211
00:54:47,090 --> 00:54:51,040
I don't know why it works, I mean two of
my clients I know for a fact or using
1212
00:54:51,050 --> 00:54:54,770
this very successfully now and they also
have a video ad attached to it so.
1213
00:54:55,710 --> 00:54:56,870
Keep that in consideration.
1214
00:54:57,010 --> 00:54:59,280
Ok here's a short Facebook guide example
1215
00:54:59,290 --> 00:55:00,020
one of mine.
1216
00:55:00,030 --> 00:55:02,020
Want to end the Dow G Kundo for yourself
1217
00:55:02,030 --> 00:55:04,560
or a friend enter our free contest
giveaway right?
1218
00:55:04,570 --> 00:55:06,820
Yes question has a call to action.
1219
00:55:06,830 --> 00:55:07,750
It has a link.
1220
00:55:08,250 --> 00:55:11,580
Very simple right?
And then here's some of the results this
1221
00:55:11,590 --> 00:55:15,510
is from I probably snapped this like.
1222
00:55:16,270 --> 00:55:17,300
Maybe a little less.
1223
00:55:17,310 --> 00:55:21,070
So this is almost as close to real stats
real time right now, but this is
1224
00:55:21,080 --> 00:55:21,780
essentially what it is.
1225
00:55:21,790 --> 00:55:24,180
I spent 497 bucks and I've got twenty six
1226
00:55:24,190 --> 00:55:26,060
hundred leads right now.
1227
00:55:26,070 --> 00:55:28,240
The leads that I'm getting are slightly
1228
00:55:28,250 --> 00:55:30,880
different than your leads, possibly
right.
1229
00:55:30,890 --> 00:55:34,850
If you're selling stuff, that's again,
I'm selling 10 to the end user, I'm
1230
00:55:34,860 --> 00:55:39,520
selling to martial arts fans, so my cost
is going to be a little cheaper than if
1231
00:55:39,530 --> 00:55:42,800
you're selling to like dentist and you
need to get dentists on your optin page.
1232
00:55:42,810 --> 00:55:46,720
Either way though, following the
principles that I laid out.
1233
00:55:46,730 --> 00:55:50,370
Before are gonna reduce your ad cost
because it just makes sense.
1234
00:55:50,380 --> 00:55:53,360
I mean, think of it, if they're relating
with what you're saying, then they're
1235
00:55:53,370 --> 00:55:54,300
going to engage.
1236
00:55:54,360 --> 00:55:56,110
And if they engage, it drives their costs
1237
00:55:56,120 --> 00:55:56,970
down, right.
1238
00:55:56,980 --> 00:55:58,380
So that's kind of the secret with this
1239
00:55:58,390 --> 00:55:59,930
whole thing or one of the secrets.
1240
00:56:01,260 --> 00:56:05,900
Ok, Next up is the seven step email copy
1241
00:56:05,910 --> 00:56:09,080
formula and this is kind of the final
segment of this presentation.
1242
00:56:09,180 --> 00:56:09,850
So stick with me.
1243
00:56:09,860 --> 00:56:12,280
If you've been on here for the last few
1244
00:56:12,290 --> 00:56:15,510
minutes where we've been on for like 5055
minutes or something, stick with me.
1245
00:56:15,520 --> 00:56:18,400
We're almost going through it, but I want
to make sure you get this.
1246
00:56:18,410 --> 00:56:20,010
So make sure you're writing this down as
well.
1247
00:56:20,020 --> 00:56:22,170
So seven step email copy.
1248
00:56:22,180 --> 00:56:23,410
Formula it's funny, I've actually got a
1249
00:56:23,420 --> 00:56:24,370
four step for you get this.
1250
00:56:24,380 --> 00:56:25,630
So make sure you're writing this down as
1251
00:56:25,640 --> 00:56:27,770
well. So 7, seven step.
1252
00:56:27,780 --> 00:56:28,800
Ok so.
1253
00:56:29,720 --> 00:56:31,050
The first thing you want to make sure
1254
00:56:31,060 --> 00:56:35,780
you're doing is your emails should end in
a question mark or should end in the
1255
00:56:35,790 --> 00:56:40,550
ellipses, the three dots, right?
Umm i have assumptions as to why this
1256
00:56:40,560 --> 00:56:41,840
works right?
It's curiosity.
1257
00:56:41,970 --> 00:56:43,050
It makes them want to read more.
1258
00:56:43,060 --> 00:56:44,240
I don't know, nobody knows.
1259
00:56:44,250 --> 00:56:45,580
We just know that it works.
1260
00:56:46,360 --> 00:56:49,470
But that's why I think it would work is
1261
00:56:49,480 --> 00:56:50,070
because it was.
1262
00:56:50,080 --> 00:56:51,290
It's got the question marks on the three
1263
00:56:51,300 --> 00:56:53,370
dots. But every time I test it always works
1264
00:56:53,380 --> 00:56:56,200
well, better than if I just do an
exclamation mark or some other nonsense.
1265
00:56:56,210 --> 00:56:59,800
So test that and your subject line
question mark or the three dots.
1266
00:56:59,880 --> 00:57:02,740
Make sure your subject lines are 7 words
or less.
1267
00:57:03,360 --> 00:57:04,460
Question mark.
1268
00:57:04,680 --> 00:57:06,180
Well, that's going to make them click.
1269
00:57:06,340 --> 00:57:07,460
Question mark.
1270
00:57:07,670 --> 00:57:08,730
Well, that's going to make them click.
1271
00:57:08,740 --> 00:57:12,570
If they got some curiosity, how to
ethically hack your dot that's an
1272
00:57:12,580 --> 00:57:14,940
incomplete sentence.
It makes them want to read more.
1273
00:57:14,950 --> 00:57:18,050
And was like, well, hack what?
Hack my mind, hack my bank account.
1274
00:57:18,060 --> 00:57:22,350
What we hacking here, you know, so that's
super important.
1275
00:57:22,360 --> 00:57:26,040
And what you want to keep in mind is that
the goal is to get people to actually
1276
00:57:26,060 --> 00:57:27,450
just open the email.
1277
00:57:27,460 --> 00:57:28,690
We're not selling them anything.
1278
00:57:28,700 --> 00:57:30,320
We're not giving them coupon codes.
1279
00:57:30,330 --> 00:57:33,400
Shit, we're not saying buy here for 99 9
1280
00:57:33,410 --> 00:57:36,000
% off.
Like sure, people do that, but it's not
1281
00:57:36,010 --> 00:57:38,440
exactly going to get you the best
results, right?
1282
00:57:38,450 --> 00:57:45,510
The only point of your subject line is to
get people to open the email that's it.
1283
00:57:46,110 --> 00:57:49,180
That's the only job, right?
Step number.
1284
00:57:49,190 --> 00:57:54,910
Two you're opening copy, so you want to
start with some kind of personal story.
1285
00:57:54,970 --> 00:57:58,790
Think of this like subject line number 2,
subject line number 2.
1286
00:57:58,800 --> 00:58:01,870
The reason I say that is because if
you're on Gmail, you'll notice that
1287
00:58:01,880 --> 00:58:04,120
you're going to see the subject line,
right?
1288
00:58:04,130 --> 00:58:07,230
But then you'll also notice this little
preview pane where it gives you like the
1289
00:58:07,240 --> 00:58:11,470
first one or two sentences or whatever it
is of the actual email.
1290
00:58:11,550 --> 00:58:14,700
And that right there is what I consider
subject line number 2.
1291
00:58:14,710 --> 00:58:16,900
So what you want to do is avoid the
common thing.
1292
00:58:16,910 --> 00:58:23,330
Saying, you know, dear Jay which clearly
sounds like hear Jay which clearly
1293
00:58:23,340 --> 00:58:25,490
sounds, it sounds like you're gonna pitch
him some shit.
1294
00:58:25,500 --> 00:58:30,080
So I like to start in the middle of a
story before I even introduce myself,
1295
00:58:30,160 --> 00:58:31,340
because that way.
1296
00:58:31,970 --> 00:58:33,790
If I have something that's like, you know
1297
00:58:33,800 --> 00:58:37,430
how to, what was this like how to
ethically hack your dot and then I say
1298
00:58:37,440 --> 00:58:40,150
ever since I was 12 years old, I knew
there was something different about me,
1299
00:58:40,160 --> 00:58:41,650
something I think you'd relate to.
1300
00:58:41,660 --> 00:58:44,690
You see well, there's going to be a
1301
00:58:44,700 --> 00:58:48,230
higher chance that people open and click
that because they want to know how the
1302
00:58:48,240 --> 00:58:50,960
heck this thing relates to them, how
where we hacking.
1303
00:58:51,020 --> 00:58:53,920
There's just a lot of answers, a lot of
curiosity that they got to find out.
1304
00:58:53,930 --> 00:58:57,700
So it's very important that you start
with a with a personal story or some kind
1305
00:58:57,710 --> 00:59:01,970
of story as a as your intro, right?
Step 3.
1306
00:59:01,980 --> 00:59:05,550
After you've opened the email, you sucked
them into the story.
1307
00:59:05,840 --> 00:59:07,680
Now you wanna introduce yourself.
1308
00:59:07,690 --> 00:59:09,440
So now you say something like, hey Ryan
1309
00:59:09,450 --> 00:59:11,620
Stewman here, right.
1310
00:59:11,630 --> 00:59:13,310
And after you do that, will actually go
1311
00:59:13,320 --> 00:59:14,190
to Step 4.
1312
00:59:14,230 --> 00:59:16,360
After you introduce yourself, you want to
1313
00:59:16,370 --> 00:59:19,350
continue on with that story that sucked
him in, I mean.
1314
00:59:19,720 --> 00:59:21,270
That's what got him to open the email.
1315
00:59:21,280 --> 00:59:22,930
That's what got him to read on.
1316
00:59:22,940 --> 00:59:25,530
So you want to continue on with that, but
here's the deal.
1317
00:59:25,540 --> 00:59:29,070
You want to make sure that it's
interesting, but something that ties back
1318
00:59:29,080 --> 00:59:33,220
to what they're actually interested in so
I can talk about it.
1319
00:59:35,930 --> 00:59:39,180
Shorts, that's my target market, so I
could say something.
1320
00:59:39,190 --> 00:59:43,690
Nails who are interested in Bruce Lee and
martial arts, that's my target market.
1321
00:59:43,700 --> 00:59:45,780
So I could say something like.
1322
00:59:46,330 --> 00:59:49,390
I was writing an email blast for my job
1323
00:59:49,400 --> 00:59:52,580
and it may capture interest, they may
not.
1324
00:59:52,590 --> 00:59:56,100
But if I don't quickly transition that
into something related to Bruce Lee or
1325
00:59:56,110 --> 00:59:59,560
martial arts or fighting or getting in
shape or some shit like that, I'm going
1326
00:59:59,570 --> 01:00:00,100
to lose them.
1327
01:00:00,110 --> 01:00:01,430
And so that's the point you want to make
1328
01:00:01,440 --> 01:00:02,360
sure you're doing here.
1329
01:00:02,370 --> 01:00:03,920
You've gotten, you've done a good job by
1330
01:00:03,930 --> 01:00:06,320
sucking them in, but now you need to.
1331
01:00:06,910 --> 01:00:07,890
Tie it together.
1332
01:00:07,900 --> 01:00:12,040
Think of it like the moral of the story
and how it ties into what it is you're
1333
01:00:12,050 --> 01:00:17,380
offering, right?
Step Five is the big plot twist, right?
1334
01:00:17,390 --> 01:00:18,450
This is very similar.
1335
01:00:18,460 --> 01:00:20,070
You'll start seeing some patterns, from
1336
01:00:20,080 --> 01:00:24,220
the sales pages to the Facebook ads to
this where we have these big ups, to the
1337
01:00:24,230 --> 01:00:27,370
Facebook ads, to this where we have these
big happened.
1338
01:00:27,380 --> 01:00:28,590
But then something crazy happened.
1339
01:00:28,600 --> 01:00:30,740
Whatever the transition phrase is, you'll
1340
01:00:30,750 --> 01:00:34,400
notice that we do that a lot because we
take people through a journey.
1341
01:00:34,410 --> 01:00:37,040
We take them on an emotional roller
coaster.
1342
01:00:37,050 --> 01:00:40,620
Feeling the pain that they already feel
at night, we're bringing that out of
1343
01:00:40,630 --> 01:00:44,090
them. We're rubbing salt into the wound, making
1344
01:00:44,100 --> 01:00:47,250
them feel that, and then we're getting to
getting them to respond.
1345
01:00:47,260 --> 01:00:50,150
But we get them to respond not because
they hate us.
1346
01:00:50,600 --> 01:00:53,480
But because we've shown them that there's
a light at the end of the tunnel, we've
1347
01:00:53,490 --> 01:00:54,150
got the solution.
1348
01:00:54,160 --> 01:00:55,380
We just need them to take some freaking
1349
01:00:55,390 --> 01:00:59,620
action and either give us a call or do
whatever it might be so that so that they
1350
01:00:59,630 --> 01:01:02,960
can take whatever it might be so that so
that they can take it.
1351
01:01:02,970 --> 01:01:04,040
Whoever's on here.
1352
01:01:04,500 --> 01:01:06,850
May be familiar with Kenneth Travis's 10
1353
01:01:06,860 --> 01:01:08,140
days of pain sequence.
1354
01:01:08,320 --> 01:01:10,270
That sequence it's pretty funny because
1355
01:01:10,280 --> 01:01:13,110
sometimes people get offended by it or
not, but people do respond.
1356
01:01:13,120 --> 01:01:15,870
It's one of the best converting sequences
that he's put out, but from my
1357
01:01:15,880 --> 01:01:18,870
understanding, right.
You can ask him and out from my
1358
01:01:18,880 --> 01:01:22,020
understanding right, you can ask him and
certain problems.
1359
01:01:22,160 --> 01:01:25,810
But it's not like I'm just here to piss
you off because no one wants to do
1360
01:01:25,820 --> 01:01:28,230
something, but some business with
somebody just pisses them off.
1361
01:01:28,240 --> 01:01:30,110
But I'm pissing him off because it's good
for you.
1362
01:01:30,120 --> 01:01:31,250
I'm like your coach.
1363
01:01:31,260 --> 01:01:32,860
I'm not going to let you eat a pizza if
1364
01:01:32,870 --> 01:01:33,880
you're trying to lose weight.
1365
01:01:33,890 --> 01:01:34,620
I'm going to be like.
1366
01:01:34,630 --> 01:01:35,660
No, fat ass.
1367
01:01:36,370 --> 01:01:37,250
Eat a salad.
1368
01:01:37,290 --> 01:01:41,440
Don't do that shit right you can think
that's rude, but it's really in your
1369
01:01:41,450 --> 01:01:43,520
benefit. And maybe you change the wording and
1370
01:01:43,530 --> 01:01:46,900
maybe you change copy a little, but
that's kind of the deal, right?
1371
01:01:46,910 --> 01:01:49,720
Ok, so step 6, social proof.
1372
01:01:49,730 --> 01:01:52,260
Now, if this is a sales email and not all
1373
01:01:52,270 --> 01:01:55,660
emails are sales emails, some of them are
just, you know, click this link and then
1374
01:01:55,670 --> 01:01:59,020
we saw you on the next page, just, you
know, click this link and then we saw you
1375
01:01:59,030 --> 01:01:59,860
on the next page.
1376
01:01:59,870 --> 01:02:01,440
We'll have like a 15 email.
1377
01:02:01,450 --> 01:02:05,520
Campaign and that's like one email per
day and each email is like fifteen
1378
01:02:05,530 --> 01:02:06,740
hundred words.
And if you're not?
1379
01:02:06,750 --> 01:02:08,440
Familiar with emails that's like.
1380
01:02:09,340 --> 01:02:11,330
The thirteen hundred words longer than
1381
01:02:11,340 --> 01:02:12,190
most emails, right.
1382
01:02:12,200 --> 01:02:15,550
So it's super long but it works many
1383
01:02:15,560 --> 01:02:19,320
times because we've gone through the
whole process of relating to them, done
1384
01:02:19,330 --> 01:02:20,040
all this stuff.
1385
01:02:20,050 --> 01:02:21,870
But we also include social proof within
1386
01:02:21,880 --> 01:02:25,900
the email so that by the time they click
over to actually buy the product or go to
1387
01:02:25,910 --> 01:02:30,050
the order page or go to the sales page or
S or whatever might be they've been pre
1388
01:02:30,060 --> 01:02:33,860
framed. That it's like you just need to give them
1389
01:02:33,870 --> 01:02:38,480
the freaking buy button, right?
So the sales emails, whenever I'm really
1390
01:02:38,490 --> 01:02:43,900
trying to get heavy on that and really
make my case, so to speak, I will almost
1391
01:02:43,910 --> 01:02:47,450
always include some kind of testimony
that says, hey, and you know what, Jenny
1392
01:02:47,460 --> 01:02:52,940
from Wisconsin had this to say about this
service and then Sally from, you know,
1393
01:02:52,950 --> 01:02:57,840
Minnesota or whatever had this to say,
you know, so that right there, it's more
1394
01:02:57,850 --> 01:03:01,970
social proof.
That what it is that you're offering is
1395
01:03:01,980 --> 01:03:06,710
actually working right?
And then the final step seven, is you
1396
01:03:06,720 --> 01:03:10,650
show them what to do next, right?
You lead them to the next step.
1397
01:03:10,660 --> 01:03:14,250
And one of the secrets to actually
getting more click throughs on your
1398
01:03:14,260 --> 01:03:17,140
emails is making the link text.
1399
01:03:18,080 --> 01:03:20,360
Copy as the subject line.
1400
01:03:20,540 --> 01:03:25,730
The reason you do that and I like to bump
up the size like one size larger than all
1401
01:03:25,740 --> 01:03:27,090
the other copy for the link.
1402
01:03:27,100 --> 01:03:28,970
And the reason I like to do the same copy
1403
01:03:28,980 --> 01:03:31,890
as the subject line is because it
obviously got their attention enough to
1404
01:03:31,900 --> 01:03:34,830
click once.
To open the email.
1405
01:03:34,870 --> 01:03:40,160
So there's a very good chance that if you
use the same copy, it just did it, so
1406
01:03:40,170 --> 01:03:41,860
make sure you test that as well.
1407
01:03:41,870 --> 01:03:44,060
You just did it, so make sure you test
1408
01:03:44,070 --> 01:03:46,210
that as well and you'll start seeing.
1409
01:03:46,830 --> 01:03:48,820
Tons of killer results, especially if you
1410
01:03:48,830 --> 01:03:51,570
start using that subject line trick,
right?
1411
01:03:51,670 --> 01:03:56,440
So here's some resources or here's the
resource you should totally invest in my
1412
01:03:56,450 --> 01:03:58,800
lazy email marketing course right now.
1413
01:03:58,810 --> 01:04:00,170
And here's what you're going to get.
1414
01:04:00,180 --> 01:04:04,240
You'll get 43 proven and killer headlines
that capture attention.
1415
01:04:04,250 --> 01:04:07,240
These are headlines that have been tested
that capture attention.
1416
01:04:07,250 --> 01:04:09,120
These are headlines that have been
tested.
1417
01:04:09,130 --> 01:04:14,000
You also get 500 different subject line
templates for increased open rates.
1418
01:04:14,010 --> 01:04:16,740
All of these subject lines have either
been mailed out by myself.
1419
01:04:16,750 --> 01:04:20,540
By stewman, by any of my other clients,
and these are the subject lines that have
1420
01:04:20,550 --> 01:04:21,790
had the best success rate.
1421
01:04:21,800 --> 01:04:24,120
All you would have to do is plug and play
1422
01:04:24,160 --> 01:04:25,600
what it is that you're offering.
1423
01:04:25,610 --> 01:04:28,060
And there on top of that you also get 33
1424
01:04:28,100 --> 01:04:32,350
email templates for literally just about
any promotion, whether that's to deliver
1425
01:04:32,360 --> 01:04:37,730
some kind of lead magnet to cold email
to, have a follow up sequence for your
1426
01:04:37,740 --> 01:04:39,870
webinars, whatever it might be.
1427
01:04:40,550 --> 01:04:42,750
These templates will all be done for you,
1428
01:04:42,760 --> 01:04:47,220
and again, all you've got to do is plug
in your specific information and it's
1429
01:04:47,230 --> 01:04:51,810
done for you also get access to bonus
video trainings with correlating sales
1430
01:04:51,820 --> 01:04:52,600
letters and email.
1431
01:04:52,610 --> 01:04:54,420
Samples so what that means is I've
1432
01:04:54,430 --> 01:04:59,420
actually step-by-step broken down winning
sales letters, the winning emails and
1433
01:04:59,430 --> 01:05:03,920
showing you exactly the psychological
triggers that are pushing people to take
1434
01:05:03,930 --> 01:05:05,690
action and want to buy.
1435
01:05:05,790 --> 01:05:07,900
You'll also discover the simple four step
1436
01:05:07,910 --> 01:05:11,240
formula for writing successful emails
from scratch.
1437
01:05:11,250 --> 01:05:13,180
This is what I actually just talked about
before.
1438
01:05:13,200 --> 01:05:17,630
It's the formula I currently use to write
all Ryan stewman these emails and a lot
1439
01:05:17,640 --> 01:05:21,190
of other folks including my own and it's
been working like gangbusters, so that's
1440
01:05:21,200 --> 01:05:24,230
also included.
On top of that, it's also backed by our
1441
01:05:24,240 --> 01:05:26,190
30 day money back guarantee.
1442
01:05:26,200 --> 01:05:28,240
So you literally have nothing to lose if
1443
01:05:28,250 --> 01:05:32,500
you get the course and you say, hey, this
was total crap, Hola, you know, no
1444
01:05:32,510 --> 01:05:34,130
worries, we'll give you all your money
back.
1445
01:05:34,140 --> 01:05:35,870
So very easy peasy.
1446
01:05:35,880 --> 01:05:37,440
Originally this was going to sell for
1447
01:05:37,450 --> 01:05:42,080
997$ but since you're a funnel closer and
you're on this webinar.
1448
01:05:42,570 --> 01:05:45,680
You can get it today for only 397 bucks.
1449
01:05:45,690 --> 01:05:48,790
Just go to copy paste templates dot com
1450
01:05:48,840 --> 01:05:51,110
slash order now again it's copy.
1451
01:05:51,890 --> 01:05:54,230
Paste templates dot com slash order now
1452
01:05:54,240 --> 01:05:57,470
make sure you write it down, circle it,
click the link, whatever it has to be.
1453
01:05:57,480 --> 01:06:00,530
But go ahead, invest in that today and
thanks for having me on guys.
127800
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