$115M of Business Knowledge in 1hr (FULL COURSE)

I built a business that's done over $115

million in sales and made me a deca

millionaire many times over. In this

video, I'm going to show you every

single thing you need to do to make your

first $10,000 and beyond by breaking

down everything I did step by step.

First thing we need to do is we need to

find an offer. Now, you can sell or do

whatever you want. I would do a

service-based business. And here's why.

Not only because that's what I did. It's

100% profit. It only takes time. So, you

don't have any inventory. You don't have

to make something like a protein bar, a

watch, something like that, and you can

sell it very quickly. So, you could

literally make it today and sell it by

the end of the day. It's that fast. The

offer needs to be in the health, wealth,

or relationship sector. Every single

person only takes an action to either

create more wealth, right? They want to

make more money, get better health, or

better relationships. Nothing any person

does isn't around those three things.

So, if I say, "Hey, I need you to do

1,000 push-ups a day." It's not because

you want to do 1,000 push-ups. is

because a thousand push-ups increase

your health, your strength, your

muscles, right? That's the key thing

here. So, examples for health that I

wrote down is how to lose 20 pounds.

Pretty basic, right? How to train for a

triathlon, how to add 10 pounds of

muscle, how to prep for a bodybuilding

show. Examples for wealth would be how

to build an online business, something I

do, right? How to do Amazon drop

shipping, how to grow your

brick-andmortar gym locations, how to

buy and flip real estate. Examples for

relationships, how to find your wife,

right? or how to get dates, how to save

your marriage, how to approach women.

Okay, so those are basic. I'm going to

go into how you can make those more sexy

cuz that doesn't matter because you

don't want to sound like everyone else.

But that is the concept is what can I do

or show someone that's going to help

them make more money, have better

relationships, or you know, have better

health. In fact, one of my software

companies is directly built to help

personal trainers make more sales,

right? Make more sales in their

business. And so if it didn't do that,

it wouldn't sell nearly at the clip that

I'm trying to sell it at. Now, if you're

unsure about what to sell or you need

ideas, I would just go to either

Udemy.com. So, I'll show you guys these

on the screen. Udemy.com is actually how

I learned Facebook ads years ago. I was

like a hundred bucks. So, you can

actually come here and I'll show you.

You just type in Facebook ads

and voila, right? All these pop up. Look

at this. $22, 30 bucks, 15 bucks. And

they have a ton of ratings. like this

has 43 48,000 ratings, right? Like this

is pretty good and it's pretty cheap,

right? So, if you need help and or you

need an idea and you say, "Well, I don't

know anything." Which is bull, but if

that's how you're going to think about

things, you can go here and learn

something for less than, you know, 50

bucks. Okay. The other option is if

you're literally broke, you're in a

homeless shelter, like you have

absolutely no money whatsoever, you

could just go to allison.com and do the

exact same thing. So, I could come here

and I could type in Facebook ads and

boom, bada bing. Same stuff. So, you

know, 30,000 learners, 50,000 learners,

18,000 learners, 16,000 learners. Like,

you can go through and learn a skill.

So, just keep in mind a lot of the

skills that are going to make you money

out in the normal world is not taught in

school. Think about it this way. If it's

rare, that's how you can get paid a lot.

If it's taught in school where a lot of

people go, it's probably not going to be

rare. So, I didn't realize that a lot of

the stuff they teach in school, yeah,

sure it can help to a degree, but it's

not usually the stuff that's going to

make you the big money or the big bucks.

So, if you don't know what to sell

outside of like hiring a coach or agency

or consulting company, right, like some

people do with me with one of the links

down below, you would have to figure out

what you're going to sell. And usually,

I would go to one of these two places

because you can see what's kind of out

in the marketplace. And you can also ask

Chad GBT. You can say, "Hey, Chad GBT,

what what is something that's really

valuable right now that I could sell in

these niches?" Right? And then you find

something that you know pretty well or

something you want to learn. And that

becomes a thing you're going to sell.

Next up is we have to find a tagline

that stands out and creates curiosity so

people don't think you're just like

everybody else. So the form for this

tagline should either be I help people

do XYZ without ABC. I'll give you an

example in a second. Or I help people do

ABC using 1 2 3. Okay. Now you can add

in a little bit extra or you can take

away. But the goal is to be unique and

create curiosity. Okay? If you just say,

"I help people lose weight," okay? Like

every other personal trainer on earth,

that's so boring and it definitely won't

help you make sales, especially if

you're charging, you know, 2,000,

$3,000, $4,000, right? Which some of my

clients do. It's not going to help you

to get there. To get paid premium, you

have to sound premium. Okay? So, you

have to think, what is your unique

angle? What do you do better than all

your competitors? So to give you an

example of this something I sold is I

said when I had an online fitness

business I said how to eat whatever you

want without sabotaging results. Now

what I was referring to was calorie

counting and if it fits your macros.

Okay so most of science out there like

you know probably some of the comments

will disagree but most of the science

out there says that if you eat less than

your body needs you'll lose weight. If

you eat more than your body needs you

gain weight. Pretty simple right? So

instead of saying, "Hey, I teach people

how to calorie count or do if it fits

your macros," what I said instead was,

"Hey, I teach people how to eat whatever

they want without sabotaging results."

It created curiosity cuz people like,

"Well, what is he talking about?" They

would click on my ads or engage on my

content. And then I could start a

message, right? Because it creates

curiosity. And then I could also charge

premium because I said, "Hey, I'm doing

something that no other personal trainer

is doing." When I started my business

consulting company, one of the things

that made me super successful was DM

ads, right? for direct messaging ads or

so when you click on an ad it goes into

a DM. I was really good at that and so I

came up for a name with a name for it

called conversion conversations. Why?

Because I said I help people increase

their application rate by up to 72%

using conversion conversations. Right?

So people will go well what is

conversion conversations and then they'd

click on my stuff and engage and I could

then try to sell them. But if I said I

help people increase their application

rate by 72% using DM ads. The thing is,

if they already know what DM ads are and

they think they've done it, they're

going to immediately write you off.

They're, "Oh, I've already done that. It

doesn't work." Just like calorie

counting. Oh, I've already done calorie

counting. It doesn't work. But if

they're intrigued, if they're like,

"Man, what is that?" That's going to get

them through the door and that's going

to help you make a sale. So, the next

thing you need to come up with is your

tagline. Now, if you go, "Well, there's

nothing really unique about what I do."

You got to go back to the drawing board.

Because if there's nothing unique about

what you do, why would someone pay you

more money when they can get the same

thing down the street? And that's where

most people lose because they're

fighting the battle of price, right? Oh,

well, I'm this train. Well, this trainer

down the street said this. But if you're

able to say, "Well, I do this

differently than every other trainer.

That's why you pay more cuz you're going

to get better results." Then you can

charge whatever the you want. And that's

what has made me so successful cuz I can

charge a premium price for quote unquote

the same work, but because I'm able to

establish it or market it in a way

that's different, people will, oh, like

that's why you're so good or this is why

I should pay you more money. Hopefully

that makes sense. So, it's not about

being deceiving, but you have to present

it in a way. It's like if you're trying

to get a girlfriend and you said, "Yeah,

I'm just an average guy. I'm like every

other guy. Like, I really have no

special qualities." Like, you're not

really selling yourself. But if you say,

"Hey, like I go to the gym all the time.

I make a lot of money. I'm decently

tall. I want to have seven kids." You

know, whatever. And it's what that girl

wants. Then you're going to stand out

from the other men she could possibly be

looking at. Okay? So, hopefully that

makes sense. So, we come up with the

offer, then we come up with the tagline.

This is step by step. Okay? So just

follow this to a te. The next thing

we're going to do is we're going to run

it through Alex Termoszy's $100 million

offers offer equation. Okay, I don't

even know what they call it, but I call

it the offer equation. So there's four

key points. Determined outcome. Okay, so

that's what is the outcome they're going

to get. So for example, this is the

easiest part. It's like make more money,

lose weight, etc. Like it has to be

something people want, right? So if you

say how to be happier, like that's not

like an outcome. People are like, how

the do I get that? But if it's around

money, health, or relationships, it's

really easy for people to conceptualize

what they're going to get. Next thing is

perceived likelihood of risk. So, how

likely is it that they're going to get

it? I'll walk you through a normal offer

in just a second. Then time. So, how

long is this going to how long is it

going to take? And then effort. How hard

will it be? So, most offers only have

one out of four. That is okay. You can

still make a lot of money, but it puts

more pressure on you to be better at

sales, marketing, fulfillment, etc. The

more points of this that you have

filled, the less skilled you have to be

at actually running a business. So, let

me give you an example. If I take how to

lose 20 pounds through this, let's look

at it. How to lose 20 pounds. Determined

outcome. Bing. People want that.

Perceived likelihood of risk. Pretty

low. Like a lot of people fail at losing

weight, right? That's why there's so

many overweight people in America. Time

takes a lot of time. Effort. It's pretty

hard. So, that's only one out of four.

So, can you sell it? Sure. But your

marketing better be pretty damn good.

because if it's not, you're not going to

win. Now, let me give you an example of

something that has a lot more points.

I'll give you one of my portfolio

companies that I have equity in. It's a

day trading offer with an app. Okay? So,

the app does the day trading for the

person. It has a 2:1 win ratio. Works

really well. So, determine outcome,

you'll make more money. Okay? Perceived

likelihood of risk. 2 to1 ratio to win

rate. So, pretty likely you're going to

win. Time, it's instantaneous. It does

it for you. Effort, none. So, that's

four out of four. that offer sells way

easier and way better like a 10x ROI on

ads because it hits more of the points,

right? So, if you're looking at the

offer equation that you can read and

learn about in Alex Herozy's $100

million offers, right? The way he put

that out there, I was doing it for

years. I just didn't realize is that

it's easier to sell. So, it doesn't mean

your offer has to hit all four points,

but in an ideal world, in an ideal

scenario, we want to get some the

outcome with 100% certainty right now.

No effort, right? That would be the best

outcome. Most offers don't work that

way, but it's good to know so you can

make the offer as good as humanly

possible. Now, we need leads to sell it

to. Okay. Now, in terms of getting

leads, I'm going to assume you have no

money, right? So, if you do have money,

you can skip this part and skip a little

bit ahead in the video. Otherwise, I'm

going to pretend you have no money.

You're brand new. You're broke. It's not

even an option for you. Okay? I'm going

to start by reaching out to all my

followers. I don't care if you have one

follower or 10,000 or whatever. When you

start, it's really simple. You can just

come right here and you look at my

follower list and you can go down here

and you look for people that possibly

will like your service. Now, I've done a

lot of ads. I've done a lot of Instagram

shoutouts, a lot of stuff. So, not every

follower I have is a quote unquote good

follower, someone who's going to buy.

But if I'm looking at these individuals,

right, I want to find someone who I

think uh might buy my service. So, this

person generating millions of views with

clients d like we can message them.

Okay. Keep showing this guy. This guy

looks legit, right? Okay. He's a

trainer. He looks ripped. Someone we

could reach out to. Okay. Um, this guy.

Okay. He's not necessarily has a

business, so maybe not be the best one

cuz I I'm doing business consulting.

Okay. Maybe this one. Online energy

healing program. So, you guys kind of

get the gist. Like, I can skip through

this and find like this person probably

not, right? Let me show you a couple

people. Maybe this one probably fake

account. Okay. This one probably not a

good account. uh this guy definitely.

Okay. What you want to do first is you

want to reach out to these individuals

and you can just start by having a very

simple framework. Okay. So if I took you

through the actual framework

is pretty simple. You first would just

say hey thanks for the follow.

What's your goal for XYZ? And because

they're following you it's going to

land. So what I would say this guy say

hey dude uh thanks for the follow. How's

your business going?

It wouldn't be weird because he's

already following me. And then he's

like, "Oh, yeah. It's doing good, etc."

I'm like, "Cool. What's the goal for

this year?" "Oh, I want to make, you

know, a million." Got it, dude. That's

awesome. What's your struggle? I just

don't know how to get leads

consistently. Oh, really? Like, what

what's up? Like, what have you tried?

Have you tried ads, etc.? Yeah, I mean,

it just didn't really work before. It's

like, oh, got it. Like, have you ever

had a coach? Yeah, it didn't go that

good, etc. It's like, well, look, like,

not to be cocky or anything, but I've

done $150 million in sales, so I'm

pretty good at scaling businesses. if

you're open to some help, be happy to

set up a call to see what that could

look like, right? And then you can fight

through their objections. Okay? Now, if

you haven't done $15 million in sales,

obviously you can't say that, but you

want to just be like, "Hey, like I could

help you, but like no pressure." It's

called pushpull. You want to make sure

you do that because if you don't, it

makes people really uncomfortable. So,

the goal is to get them to think the way

you think by using questions. If I just

tell you, hey, you're stupid. You don't

know what you're doing. You're dumbass.

Like, that's not going to work. You

don't want to tell them what to do. But

if they say something like, "Oh, dude,

like I just can't afford it." I say,

"Yeah, dude. I totally get that." Like,

"Isn't that exactly why you need this,

right? Cuz I can ask questions to get

them to change their mind." Now, if they

don't change their mind, you're not

going to be able to sell them. But you

got to ask questions, right? I don't

have time. Yeah, dude. I totally get

that. Like, you're going to definitely

have to sacrifice if this is something

important to you. Um, what's your

schedule look like? You know, do you

think you can find two hours here? Okay,

cool. Awesome. Yeah, I don't know. I've

been scammed before. Yeah, dude. I

totally get it. Like, have you had

girlfriends before? Yeah. Do you have a

wife? Yeah, I do. Okay, got it. So, out

of all 10 girlfriends you had, you only

married one, right? Okay, cool. It's

kind of the same thing when you find a

coach. Some are good, some are bad. Does

that make sense, right? Like, you can

find the easiest thing in sales is

people are always looking for oneliners

or what to say. It's really simple for

them to get someone to buy something

from you. They have to believe you,

right? They have to believe you're an

honorable person, a trustworthy person,

and they have to believe what you're

selling can help them. So, the

objections are because they don't

believe that. And so you have to ask

questions that get them to think, "Hey,

maybe this guy is truthful. Maybe this

person can help me." Once you do that,

you're going to get a lot of results.

Okay? So, the first thing you do is when

I started my business, I just literally

messaged all my followers. I would do

about uh 20 per hour, 100 per day, and I

think I had a couple thousand followers

to start. And then what happened is the

numbers I'm looking for is let's say you

do 20 per hour, 100 per day, because you

don't want to get a spam block. So about

20 per hour, you'll get 10 or 15 people

to reply. Pretty low be, you know, or

excuse me, you get about 30 people to

reply. 20 to 30. Okay? And then out of

that, you get 10% to book a call. So

let's say 30 people reply. You work

through this DM process. 10% and then

book a call, three, and then you

hopefully close one of those. And then

if you don't close one, let's say you

need six calls or you need nine calls.

Well, then you just got to do double or

triple the work. But because you're

starting from zero and then you can

charge $1,500 plus or $3,000 plus, like

it is well worth the effort. And that's

also why I like selling premium because

then you can afford to do this work. If

you were doing all this work just to try

to sell, you know, a $100 thing. That's

just not going to be worth it. Once

we've exhausted our followers, we're

going to want to go to cold followers.

Okay? So, if you're going, "Well,

Tanner, I don't have any leads or

followers or like I'm completely new to

social media." Then, we're going to want

to transition. So, we're going to go to

cold. Now, what I do when I'm going to

cold is you can go to Facebook groups,

but those have been beaten up over the

years and everyone gets DM'd in Facebook

groups. So, what I prefer instead is IG

hashtags. You could also do LinkedIn

depending on your offer, but like I'm a

bigger fan of IG hashtags. Okay, let's

say I have a fitness offer. What I did

back in the day is I would just go here

and I go fit mom or whatever I think a

good fitness hashtag would be. And you

could type in fit mom, go to tags, and

you can see 30 million posts, 140 posts,

111 posts, okay, so let's just say I go

here. And what I'm going to do is I'm

going to scroll down until I see someone

who's a little bit out of shape. like

not in a bad way, but you know, I want

to find someone, okay, who might want

coaching. So, this person, individual

has a big profile, like they're probably

not going to pay for coaching. Like, I'm

looking for someone who is genuinely out

of shape that I can DM to try to get on

a call. Okay? Now, obviously, you're

going to see a lot of fit individuals on

here, but some of them are not going to

be fit, and those are going to be the

people that we're going to want to reach

out to. Okay? So, like, let's say I

reach out with this person. Okay? So,

she's a coach, right? So, I don't want

to reach out to her. You could read that

really quickly on her profile. You might

have to scroll for a bit. It might take

you 2 to 3 minutes to find a person. But

if you do this for an hour and let's say

it takes you 3 minutes to find a person,

you can find, you know, 20 people give

or take that are going to be a that

you're going to be able to message,

right? And that's kind of what we're

shooting for is like 15 to 20 per hour.

So you go, "Oh, this takes so long. Like

I have to scroll so much. You know, it

takes me 3 minutes." It's like, you're

broke. So get the over it, right? You're

broke. And there's not really a better

way to do this because you don't have

any money. Okay, so let's say I'm going

to scroll down and you can see a lot of

these have a lot of views. This would be

perfect. So let's just say this woman

was not in as good a shape. Like let's

just say she's in a little bit um she's

a little bit out of shape. She's perfect

because she's not promoting a business.

She says girl mom. She's in Houston,

whatever. And she's trying to obviously

get in shape. She's in fitness. So let's

just assume she was out of shape. you

could message her and you would say, um,

I'll walk you through the framework, but

that's that's essentially how it goes. I

haven't done this for a bit because I've

been running my business for eight years

and like I don't really have to do this

anymore cuz this is how you start. But

you're going to want to find a hashtag

that makes sense. Now, once you've done

that, we're going to just do it a little

bit differently because you remember the

warm leads, these are cold leads. So,

I'd say find something to compliment

them on. So, it's say it's a it's a girl

mom, right? Be like, "Oh my gosh, your

hope this isn't what you're saying. Your

kids are so cute. I'm from a family of

seven kids, so I just had to give you a

compliment. Oh, no. Totally cool. Yeah.

What do you do for work, by the way? Oh,

I, you know, I'm a registered nurse. Oh,

awesome. Does that keep you busy?

Everyone is going to say yes. So, notice

like the questions I'm asking as well.

Like, I already know what they're going

to say. Like, this is premeditated. They

go and I go, "Got it. Does that make it

hard to work out or does that make it

hard to go to the gym or does that make

it hard to eat healthy?" And they're

going to go, "Yeah, it does." And now,

boom, I'm in the sales pitch. So, it's

like, "Oh, okay. Got it. like what are

your fitness goals? I'm just curious.

Oh, they're this. Like, got it. Like,

what are you struggling with? I just,

you know, just not seeing progress.

Like, what have you tried before? Like,

have you tried this? Have you tried

that? Oh, yeah. Just hasn't worked.

Well, have you ever had a coach? Like,

you know, no. And remember, just ask as

if you're at a bar or you're just

getting to know them. Like, don't make

it weird. And then you're like, well,

look, you know, I don't know if you care

or not, but I do this fitness stuff all

day long. Um, so I'd be happy to offer

you some help if when you have some

time. Just could hop on a quick call and

see if I could help. No. And no pressure

by the way. Like it's super simple right

now. If you need help with this type of

stuff, you're like, "Hey, I need to know

exactly what to say, how to say it, when

to say it." There's a link down below

you can apply to work with me and my

team. But like this is the framework.

This is the framework that's made me

million dollars in a year. And then I've

done $15 million in six years. Like the

same framework. Okay. So for B2B, let's

say that's B TOC offers. B2C offers is

business to consumer. So it's not a

business. It's you're selling a service

just for them. Okay? So fitness for

example is B toC. B2B is, hey, you're

trying to help grow their business. It's

a little bit different because it's

going to be a little bit more direct,

right? Because they kind of know why

you're reaching out. So, what I do for a

business, I go, hey dude, sit Corvette,

right? You start with compliment, dude.

Sit Corvette. I've been thinking about

getting one. How's it run? Oh, it runs

really good. Cool, dude. Like, how's By

the way, how's business going this year?

Right? So, I already transition really

quickly because like they have a

business, they're a business owner. It's

already usually on their profile. They

know or you know, and they're like,

"Yeah, like here's my goal." I'm like,

"Dude, awesome. Like, any struggle

getting there? like everything going

pretty smooth and then hopefully they're

like, "Yeah, like you know, I've been

running leads. They're not coming

through consistently, having some issues

with ads." Got it, dude. Like, have you

ever tried this or this? Like, I've ran,

you know, millions and millions of

dollars in ads, so like I I'm pretty

adept at it. Oh, no, I haven't. Like, or

you know, I have. It's just not going

that well. Okay, got it. Like, you ever

had a coach? Yeah, I mean, just hasn't

gotten that good. It's like, well, dude,

like I don't like I said, you know, I've

done $150 million in sales, so no

pressure or anything, but I, you know,

I'd be happy to get on a call with you

and like see if I could like help. Um,

no pressure though. And it's as simple

as that. And some people will say yes

and some people will say no and you move

the on, right? And so then a lot of

people look at this, they're just like,

what are the numbers I'm looking for? So

when you're doing warm outreach, it's

100 messages, 20 per hour. Okay? 100

messages per day, 20 per hour. Usually

you're going to get 30% respond. 10% of

those responses will book a call. Okay?

So let's say you send 100 messages, 30

respond, three book a call if you're

doing things right. If you're not

getting those numbers, then you're off

in your process. something's wrong. For

uh B to for cold outreach, it's usually

going to be 100 outreach, 15 10 to 15%

respond and then you'll book like, you

know, 10% of those. So like one call. So

the difference is usually it's going to

take three times more output for cold to

get the same you're going to get for

warm. And that's just how it works

because these people don't know you're a

stranger versus people who are already

following you. They're kind of your

friend, right? They kind of know who you

are. Okay. And now we can go into

boosted posts or we can go into paid

ads. Okay, what you're going to want to

do is you're going to first want to go

on Instagram and you're going to want to

do it from your desktop because Apple

charges like a crazy fee. You can go to

any post. You can boost the post. Okay,

so I could click here and boost the

post. You say boost without music.

And the benefit of this is think about

it is you need to make more sales, you

need more leads. to get more leads, you

have to do cold outreach, which we

already went through, or you message

your followers. At this point, if you've

made a couple sales, you have cash, so

you can now put that back into the

business. But it's it's a slow thing to

try to be go viral or be an influencer

or to keep messaging people, right?

Like, the business isn't going to really

grow. It's going to stall, and you're

going to be trading your time for money.

It's okay in the beginning, but now we

got to transition. So, the point of a

boosted post is it's really cheap, but

then Instagram or Facebook, in this

case, Instagram, is going to push it out

to new people who possibly will follow

you. And I'm going to show you what

those metrics look like in a second. So,

what I'm going to do is I'll hit the boo

boost the post button. You click visit

your profile. Okay, you can do a

suggested audience or you can come up

with an audience. So, you can create

your own and you can put in the

locations and the age range and all that

kind of stuff. Pretty self-explanatory.

Usually I would start with suggested,

but if it's bad, you could come here and

say, "Hey, I want to do this for, you

know, the United States."

Okay? And you click save. And then you

could do, hey, I want to do this for,

you know, they have to be at least 25

depending. And um you say, I don't want

them to be more than, you know, 45

and all genders. Okay? So you save that.

And then you could pick your budget per

day. Okay. Now, your budget per day just

comes down to usually what I would do is

okay, audience name. So, you just put in

a fake thing here, your name, and then

your budget. So, your budget per day is

just what you could spend in a month.

So, let's say you're like, "Hey, Tanner,

I can only spend." And at this point,

you should have a couple thousand dollar

cuz you made some sales. So, let's say

you have 3,000 for the month. Well,

that's about 100 bucks a day because 100

times 30 is 3,000. And you're like,

"That's about what I want to spend." So,

you take, you don't have to do just one

boosted post. You can say, "I'm going to

do five boosted posts." And you do 20

bucks a day per uh boosted post,

something like that. Okay? It's totally

up to you. But I usually would spend

minimum, right? Like if you want to get

some traction, I'd say like at least

like 20 to 50 bucks a day. Okay? If you

can't spend that, like you shouldn't be

doing boosted post. And then you're

going to boost it. Now, once you've

boosted it, here's the beauty is you're

going to be able to reach out to these

people very cheaply. So, what you're

looking for is 10 to 20 cent profile

views, okay?$1 to $2 per follow. So, let

me give you an example. If you spend

$1,000 in boost of posts, you get 500

followers uh at two bucks a pop, right?

By the way, if you're going, "Hey, well,

how how do I how do I, you know, see,

you know, how well it's doing?" Well,

when you boost a post, you can see the

stats. Okay? So, once you've boosted a

post, let me go back to this. Once

you've boosted a post, you could go to

view insights, and the insights will

tell you, right? So let's say I click on

view insights and you can see all the

stats over here and because you boosted

it you're going to see how many likes,

how many followers etc. Okay, so if this

went to your followers or excuse me if

you or you had nonf followers, right?

Cuz it's like profile visits, follows,

right? You could see all these metrics.

Well then it's like hey if I spent 100

bucks on this yesterday and I had 10 new

followers like you could do the math,

right? It needs to be one to two bucks.

Okay, why does it need to be one to two

bucks? Because the metrics will not make

sense. All you're going to learn in paid

advertising is it's a numbers game, but

you got to have the numbers in KPI. So,

for example, if I was trying to get on a

date and I wanted 10 dates and I had to

ask a 100 girls a day, but I had to pay,

you know, these girls a dollar each

time, like, it has to make sense. If I

had to pay them $100 each time, like, it

doesn't make sense anymore. Hopefully,

you're making sense of what I'm saying.

Like, it comes down to how expensive it

is to run ads. Ads work no matter what.

It's just how cheaply or expensive they

are is going to determine your ROI. So,

we want $1 to $2 per follower, 10 to 20

cent profile views. A profile view just

means they saw your ad, they clicked on

it, they went to your profile, that's

it. Usually about 10% of those people

will follow you. So, that's why I say$1

to $2 per follower, right? Cuz if you do

10 10 cents time 10, that's a dollar. 10

uh time 20 cents is $2, right? Okay. So,

$1,000, you get 500 followers, we'll

just assume the worst case scenario. You

message all them, usually about 30% will

respond. Why? Because they're following

you, remember? So, it's like a actual

follower. it's going to be a higher

chance that they respond. So, out of 150

people, cuz that's 30% of 500, 10% book

a call. You close 30%, which is pretty

industry standard. Most of you can close

at a higher clip if you get really good

at sales. Okay? I'm going to go through

sales in a second. So, you close five

and if you're charging $1,500, you made

$7,500 off $1,000. Okay? And then you

can rinse and repeat that process.

Right? Now, I have some clients who are

doing, you know, $150,000 a month just

with boosted post. Literally, like this

is their whole strategy. The upside of

boosted post is you get a lot of volume.

The downside is usually the quality is

not as good. So, there's trade-offs with

ads. If you start making money

consistently and you want to have more

direct ads where they come straight into

your DMs or they go straight to your

website, right? Then that's what I call

straight to page or DM ads. If boosted

posts are working for you, just stick

with that, right? The only time you're

going to want to upgrade to other ads is

if you're trying to scale the business.

So, there's a restriction on boosted

post past a certain point because you're

going to get what? A spam block, right?

you're going to be reaching out to so

many people or you're going to get a

block or you just want to really scale

the business. So boosted post could get

you to like, you know, I've seen 100

150,000 a month. Most of you might be

like, "Yeah, that's plenty." Like that's

all I want to get to. But if you want to

get to half a million a month or a

million a month that you got to start

running regular ads. So when I say

regular ads, you have straight to page

ads or DM ads. So the first thing we

have to do is we have to actually make

the ad. Obviously I I know how to make

normal ads and I shoot a lot of those

kind of like how you're seeing this

video like get a camera set up, do a

backdrop, you know, come up with a

script. But I'm going to show you guys

like how to make ads AI ads and I'm

going to show you how to come up with a

copy form. So two things that we use to

you make AI ads now is Zebracat

and

Hen. Okay. So I'm actually going to sign

into this. Let me go log into this and

we'll rock. Okay. So I'm going to come

here and create a video. All right. So

this is Zebracat. There's a bunch of

stuff you could probably use, but to me

these are the two best that have worked.

You're gonna laugh at how some of these

ads look, but you'd be shocked at how

much money they're making my company.

Even though they're ugly, they get a lot

of clicks. They get a lot of people

through. And ultimately, like it doesn't

really matter if it's ugly or not, if it

works. So, let's just say first, I'm

going to reverse order this. Let's come

with a script. Now, you could come with

a script on your own, but let's say

you're new to this and you're nervous.

What you could do is I could come to

chat dbt and I could say, "Hey, uh, my

name is Tanner Chidister and I've done

$15 million

in sales in under six years.

Um,

I now live my dream life and paid off my

parents mortgage.

um bought uh my dream car, a Lambo,

let's see, SVJ,

um travel the world, and basically live

my dream life. Um,

I have helped over 50K business owners

use the same

strategies. Let's see

that I have um with sales, marketing,

ads,

fulfillment,

ops hiring

etc. I made a free

course um com

uh they can have by clicking down below

and I do that for one of two reasons.

One

I build trust. Two they consider working

with me. Okay. So I can put this in

and then Chad GBT will make me a little

bit uh better copy. Okay. So let's just

say I take this copy. Let's say it's

perfect, right? It's not, but let's just

say it's perfect. I could go to

Zebracat, put this here. Okay. Say that

I want this for ads. I want it about 60

seconds. I'll put that in. And then it

will generate a script. All right. So

let's say this generates a script. So

give it a second. Then you come here and

you pick what script. We'll just go

script one for, you know, speed

purposes.

Pick that. I want a realistic visual

style. We go to next step. We pick a

character, right? So, you can try to

edit this and stuff like that. You could

create your own character. Um like this.

I I think this is one of our one of our

clients that we try that for. But it

doesn't really matter. I've seen this

work. So, even though this looks kind of

ugly, I'm telling you, this stuff works.

It's crazy. Like, I have some of these

ads like absolutely crush. Okay. So,

this video is being generated and it's

really simple. I'm going to show you how

easy it is as soon as this is done. The

next one is Hey Gen. So, while we're

waiting on that, we'll go to Hey Gunen.

So, let's say we go here and I want to

create a video and I'll just say um

landscape, right? Cuz most ads are being

ran in landscape view. We'll put the

script here

and we will uh

replace avatar. Okay. I could either add

myself or I could use let's say this

guy, right? Okay. So, this guy looks a

little bit more like me. Um, and then I

just click generate. Okay. And we'll

just say practice video

MP3. Okay. The resolution. And then

yeah, you can do like, you know, frames

per second. Turn off the watermark.

Click submit. So now we have two videos

uh being worked on. And you can see

right here, this video is about 5%

ready.

This one is about 62%. So, it's that

simple to make a video. You could use

that with AI. You don't even have to do

anything. Like, you could literally sit

your ass here and run an ad. Now, some

of the ads are ugly. I'll show you like

one of the ads, but it's crazy how well

some of these convert. Okay, so let me

show you one of the ads that's actually

running for us. So, we'll go to Okay, so

you guys can see it. Like, this is how

it looks. And it's like basically just

images with uh text over it. And it just

goes in and out. And it has a AI voice.

It's really not that great, but the cool

thing is it works, right? End of the

day, it's like how much money I spend,

how much money I make. Okay, so these

are two things that you could try. Once

these download, you're good to go and

you can uh start running them as ads.

Okay, so that's number one. Okay, number

two is then come up with a copy with

Chat GBT. So, I already showed you guys

that. Number three is then if you're

going to start running these ads, you

need to actually make a funnel. Okay, so

we use elite 360.io. If you guys want an

account, you get a 7-day free trial. I

think it's 14 days. You could go to

elite360.io.

Okay. Now, once you come in here, I'm

just going to show you a normal funnel.

Now, most funnels have three pages. You

have an opt-in page where you get their

name, email, phone number. You have a

VSSL page, which has a video. And then

you have somewhere they can book a call.

I'll show what that looks like. And then

you have a thank you page, which is

like, "Hey, thanks for booking the call.

Here's how you get ready." So, if I

click on this here and I want to edit

this, okay, this is a software I use.

You can use whatever you want, but this

is what I use. The biggest thing is the

headline. So these words up here and

then down here we can get their name,

email and phone number. Why? So if they

opt in, I can now email them. I can text

them. I can call them. I can send

voicemails. I can now send retargeting

ads. I can create lookalike audiences

and lists. Like there's all kinds of

stuff you can do. So let's say they opt

in. Okay? So they I run the ad, they opt

in, then they come to this page and they

see the VSSL. So like let's say you came

to one of my pages. This is a old VSSL.

I couldn't find my new one, but here's

how I can help. here's a video and then

they book a consultation. Then on this

consultation, right, they fill this out

and they book a time. And then once they

book a time, they're going to go to this

page right here. So this thank you page.

And it's like, "Thanks for scheduled

your call. Here's a video that preps

them for the call, etc., etc." And you

need to learn how to do these things.

Like, if you're not going to learn how

to do it, you're going to have to pay

someone. And I highly recommend learning

it because yes, I have people on my team

who do this for me now, but I know how

it works, right? So I know if I'm

getting screwed over. I know if like

what they're telling me is incorrect. I

know if it's [ __ ] right? So, I

could come in here and you see like you

got to learn how to use this thing. This

is just part of business, especially

online. If you don't know how to do this

stuff, I just think it really hurts you

in the end. So, now we have our funnel.

So, the last thing we need is our emails

and text setup, right? And so, inside

Elite 360, I'm just showing you the

software we use. Happy to use it. Uh, if

you want to use something else, you

know, knock yourself out. But they

submit on one of those pages and then we

tell, hey, wait a minute. Okay. um set

contact DND is off right make sure like

you know we can message them give our

setter a notification um you know add to

this workflow okay so workflow is like

automated emails okay then it's like all

right give them this uh contact lead

give them this email okay if we want to

edit the email you come in here and you

can edit what the email says here's a

text message if you want to edit what

the text message says you can do that

right like there's a lot of stuff you

can do to make sure that your leads are

being marketed to appropriately and all

this stuff matters because when you're

spending money, you can't afford to

waste the leads. Like, you have to get

these leads to convert, right? So, this

is the highest level of scaling a

business. Most people, you don't have to

start here, but this is how you could

work up to it. All we have to do now is

run ads. So, what you're going to want

to do is you're going to come over to

the ads manager. This is what it looks

like. Let me show you guys real quick.

When it comes to running your ads,

you're going to run it straight to the

DMs. So, they'll click on the ad,

they'll go to the DM, or they're going

to click on the ad and go to a page. I'm

going to show you both ways to do it.

So, I run most of my ads, and what made

me really successful is running ads to

the DMs because when you run to the DM,

not only can they go to your website,

but they can also have a conversation

with you, and that's what made me really

successful. Still to this day, that

works really well for me. So, when

you're writing DMs, you can do

engagement, leads, or sales. I've tested

all of them. Leads, for whatever reason,

seems to give me the best cost per

message. So, that's the one I'll do. So,

I'll go ahead and click that. You can do

whatever you want, but I've spent $30

million on ads, so, you know, knock

yourself out. Um, here I will choose

adset budget. Adset budget just means

like each adset will get a similar

amount of spend. I don't like CBO. I

think CBO is some people do, but I'm

just not a huge fan of it. CBO just

means like it is going to choose which

adsets it goes to. When you're running

your ads set, what you're going to want

to come up with is first we want to run

this to Instagram. So, this is for the

DMs. You're going to want to click on

this. You go down to single and you're

going to want to choose Instagram

picture here. You want to choose the

page you want to run it to. Okay. And

you in terms of budget, let's say you

want to use an amount of money that you

could spend and lose it and not worry.

So let's say it's 3,000. Do 3,000* 30.

It's 100 bucks per day. And then

depending on how much money you have, I

like to distribute that among different

adsets. The reason being is that I'd

rather have 10 adsets, right? So 10

different people I'm targeting or

audiences or interests, whatever you

want to call it, versus one big ad set

where I throw a big dart, right? So it's

like I want 10 small darts versus one

big dart. So if I had 100 bucks, I'd

probably do, you know, $10 to $20 adsets

like this and then I would distribute

that 10 adsets, 10 bucks, that's 100

bucks a day. Something like that. Okay.

So when I come down here, United States,

uh minimum age, I sometimes will raise

it to 22. It's up to you. You just got

to, you know, think if a 18-year-old is

actually going to buy your uh language

will be English.

And then in terms of demographics, I

just want to choose, you know, something

they like. So let's say, okay, I want to

do entrepreneurship. The goal will be is

that you're looking for about 1 to 2

million people here. This is way too

big. So I need to narrow this down or

add something. So it's like they like

entrepreneurship and they also are an

owner and a CEO. Something like that.

Okay. And you guys can see this is too

small. Like it just really got super

small. Okay, but the goal is like we're

looking for one to two million. Why?

Because it's big enough that you're not

going to run through the audience really

fast, but small enough that it's usually

pretty targeted. You want to mix. Okay,

you don't want it so small that you know

it cost you a million dollars to show it

to that person. But you don't want it so

big that it's really cheap, but you're

just showing it to a ton of people that

are not actually your demographic. Okay?

Because we're doing Instagram here. Just

leave this alone. If you really want to

get the most bang for your buck, you can

usually just run it to the feeds. That's

where most people click on ads. Uh but,

you know, some people disagree with

that. I usually will just run to the

feeds, but it's completely up to you.

Okay. Um that's pretty much all you're

doing here. You're just choosing age,

country, um targeting, and then you're

going to run the actual ad. Okay. So,

once we come over here to the ad, you're

going to connect it to your Facebook

page, your Instagram account. You'll set

up the creative. So, we'll just do an

image to make this really easy. I'm

going to go through this pretty quick.

Okay. You set up the creative right

there. And then you're going to come

down here and create a form. So, the way

I set up my forms is they're set up like

this. It'll say, "Hey, you know, hey

Tanner, please answer a few questions so

we know where to send it." This right

here in parenthesis lets my team know

which adset it's from. That's really

important because if we're getting bad

quality, we want to know where to turn

it off from. In terms of questions,

we'll ask for their name, their email,

and their phone number. Why? So, we can

text and call them and email them,

right? So, Elite 360 that you guys have

seen, we can put that data, we can

scrape it through Zapier and put that

data inside here. Okay? So, that becomes

really, really helpful because, you

know, we text, email, and call them. And

then after we have gotten their info,

we're going to have a complet message

sending them where we want. Now, because

we already got their email and phone

number and so forth, we don't need to

send them to an opt-in page. page when

you run straight to page you will and

I'm going to show you that in a second

but because we already did that after

that where I'm sending them is my school

group okay so they come to school group

they get information and then we can

also text and email them etc etc okay so

that's how that is set up it's really

that simple right it's not hard it's not

complex this isn't complicated that's

how you're going to set up a DM campaign

now if you're wanting to set up a

straight to page campaign it's going to

look pretty similar

I'll show show you what that looks like.

But you're going to do the same thing,

but I would use a sales objective.

Again, you can use whatever you want.

That's what I've seen work the best. So

that's what I'm going to use. And then

when we come in here, same thing. Do

adset budget. Go to next. Then when we

are choosing this, we'll do website. So

it's going to, you know, we're going to

optimize to send to the website. You'll

do all the same stuff like the budget,

the targeting, etc. The only thing that

you may want to look at is where you

send

the ads to. So, for example, you could

come in here and you're like, "Hey, I

only want to send it to the feeds." Now,

the feeds are going to cost the most,

but that's where most people click on

the ad. So, what I would do to start is

like send it everywhere and then if you

want to try to optimize, you can try

different things and over time you'll

see I run a lot of my stuff to the

feeds, but it's completely up to you and

it depends on the person. And honestly,

a lot of it depends on the offer. This

is actually interesting right here,

block list. Um, so you can put in words

in there where people like talk about

you and obviously like one of them that

we get is scammers. Then when you come

to the ad, it's the exact same thing.

The only difference is you're going to

put a link to the page you want to go

to. So for example, this right here is

not the link I would send them because

this is straight to the VSSL. Where I

would send them is this page where you

can get their name, email, phone number.

Because they click on the ad, they're

going to go straight to that page. Why

do you want to send them to an opt-in

page? So you can get their information,

start texting them, calling them,

emailing them, uh make custom audience

lists, uh retargeting them, etc., etc.,

right? like you you want multiple

opportunities to try to get someone to

buy your products. You don't just want

it to be a one and done. So, you'll put

that link in here and then you're pretty

much done. Publish it, right? So, the

trade-off would be if you want to run DM

ads, it's more work, but you get a

better follow-up process. Like, you have

more chances to try to get those

individuals to book a call because they

could book a call through your DM or

they could book a call by going to your

website. With this, there's it's easier,

there's less follow-up, but it puts more

pressure on your marketing. So for most

beginners, I say start with DMs and then

you can move straight to page. In a

perfect world, which would be better,

apples to apples, straight to page. Why?

Because you could scale it easier

without as much staff, without as much

work, etc. Okay, once you have this set

up though, we now done everything we can

do for leads. And so these are the

numbers you're going to want to look

for. If you're in a BC offer, let's just

say fitness for example, okay, $10

leads, $100 to $150 applications or book

calls, and then a 25% c. So what that

means is you get a customer for five

grand. You don't want to spend more than

12250 to acquire that customer, right?

Because you need some ROI for profit to

pay your team to scale more ads, etc.

For B2B, it basically doubles, right?

So, you get $20 leads, $200 to $300

apps, and then still 25% of CA. So, if I

spend $100,000 in a month, the goal

should be I make about $400,000, right?

You want usually a 4x ROI. Now, you

could do a little bit less, but at

scale, it gets real tough to run your

company that way. for most of you if

you're just starting out. Not a big deal

right now, but it's just good to know.

Okay, so now that we have leads, we need

to make sure that we close them over the

phone. So, here's how. So, I'm going to

take you guys through my closer

framework. And it's really, really

straightforward. It's very logical. So,

when you start a call, you want to start

with the intro or preframe. So, it could

sound like, "Hey, so Tanner, the point

of the call today is to understand what

your goal is, what you're showing with,

what you've tried before. If at the end

of the call, you feel what we do is

great fit, let's do it. If not, that's

fine, too. My goal is honestly to just

help you make a good decision. So that's

what I'm trying to do. Okay. The next

thing is then the discovery or overview,

okay, or questions. All right. So what's

the goal? How much do you want to make?

This is for a business offer, right? So

I do business consulting, right? So

these are the questions I would ask.

There's not specific questions to ask.

The the thing you need to do is ask the

questions you need to know to give them

goodbye. So let's just say a friend came

to me and said, "Hey, I I have cancer."

Well, what do you think I should do?

Well, I got to know stuff like, have you

gone to a doctor? How far along is it?

What stage is it? What kind of cancer is

it? Have you gotten professional

opinions? How much money do you have? Do

you have insurance? Like, I need to ask

these questions so I can give good

advice. So, same thing here. So, when

I'm asking someone about their business,

I'll say, "What's your goal? What are

you struggling with? What have you

tried? You ever had a coach? Have you

ran ads? Do you have experience in

sales?" Right? That matters. Uh, is your

spouse supportive? Okay. Why now? Why

today? Like, why do you even care? Like,

do you have any urgency to even move

forward, right? to create urgency. How

much money have you lost out on by not

taking action? I also make an emotional

pain. So, it's like they'll move forward

at the end of the call. Okay. If they're

more experienced, I'll say, you know,

what's your sales process like? How do

you currently get clients? Uh how does

your fulfillment work? You know, if I

paid you, what money would it look like?

Why are you so busy and still broke?

Right? So, I'm asked these types of

questions to either create emotional

pain and create urgency and scarcity or

to understand their situation. Once I

understand their situation, I just point

it out and I say, "Look, so it sounds

like the biggest thing for you is this

and this." So, if we can figure out a

way where you're 100% confident we can

deliver on that, are you in? Yes. Okay.

Then we move into what are called the

three pillars. Okay. Now, I've done

other trainings on this on my YouTube.

In short, what the three pillars are is

the top three things you do. So, usually

when a business owner comes to me to

make this simple, they have offer

issues. They don't know what to sell or

they're selling it incorrectly. They

have a lead issue. Okay? and then they

don't know who to hire. So what I do is

I say okay based on that the biggest

three things I can help you with is your

offer lead generation and then who to

hire. Right? So I'll say pillar number

one is what I call offer creation. Most

people do this and this is why it

doesn't work. What I do is this and this

is why it does work. You need to create

polarity. This is what most people do.

Stupid. This is what I do. It's amazing.

And then it makes it very easy for

people to go oh that's why I should hire

you. If you just say, "Here's what we do

and it's the best." Every other

salesperson they've talked to says the

exact same. It's not going to work. So,

you need to create here's what they do.

They is your competitors, everyone else.

And here's what I do. Now, if I go down

to pillar number two, it's the same

thing. Most companies, I'll walk you

through it. So, pillar number two, I'll

say I call it the faucet system. Okay?

So, what most companies do is they tell

you to do one thing to run an automated

webinar. nails can work, but sometimes

you're crossing your fingers and if it

doesn't work, you're pretty much screwed

because you have to keep redoing it over

and over again. You'll be 20 $30,000

deep in ad spend and you know uh cost of

coaches and you know even if they do opt

in, you only get 30% open rates on

emails. So what we do is something

called conversion conversations which

increases application rates by over 57%

compared to other systems. What's unique

about this is it's a follow-up system of

text, emails, voice messages,

retargeting ads, DMs, voicemail drops,

you name it. And so we set it up so that

you're hitting potential customers from

all sides and squeezing out every last

drop of juice. So even just hearing that

you guys are like, "Oh, that sounds

better. You're definitely thinking

that." That's what you have to come up

with. Okay. And then the final one is

who you should hire. So what I tell

people is look, you want to hire off

three things. Experience, specificity,

and attention. I have done 100 million

in sales. I've built multiple different

companies, B TOC, B2B. Like so no matter

what you're doing, I can help you do it.

And then the last thing is attention,

right? So if you have Bill Gates for

five minutes or Bill Gates team for five

hours, who would you rather hire? Bill

Gates team, right? Because I'll tell

like, you know, hypothetically, it's

like, do I get to work with Tanner? No.

But my team has been trained on

everything I've done. Then you do a

brief overview of the program. So people

don't care what they're getting in the

program. They just need like a

fiveminute explanation so they feel

comfortable. So I'll say, "Hey, you come

in, you get one-on-one support, daily

office hours, daily business reviews,

Facebook group, a portal, scripts,

content, etc." Right? Makes sense. Like

I'm helping you build your business.

Like no. and they're like, "Oh, it makes

sense." And they feel comfortable. Then

I will create certainty. You want to do

this before you price drop. So I'll say,

"Cool. Now that you've heard everything,

do you, you know, how do you think this

is? Do you think it's a fit?" They'll do

one of two things. They'll say, "Oh my

gosh, this is amazing. I can't wait to

sign up." That's high certainty. The

other way they'll say is, "Yeah, it

sounds pretty good." Low certainty. So

you got to go, "Oh, you don't really

sound so sure." Like, why is that? The

reason is you want certainty as high as

humanly possible because as soon as you

drop the price, you lose control of the

frame. Like they are now in control. And

if it's a high price, they're like, "Oh,

like I don't know. It's not really worth

it, and I don't even really like it."

So, you want to get them to really say

they like it. So, when you drop the

price, they'll still commit. Okay? Now,

once you drop the price, I usually just

say, "Hey, it's $10,000 or $16,000 or

$100,000, whatever I'm selling for 4

months." And I shut up. Now, you're

going to get four objections. Okay? You

get price, spouse, I need to think about

it, and belief. I'm going to walk you

guys through those. Okay? If you learn

these four objections, you will be super

rich. It's always the same. four

objections. You're not going to get

anything different because if you've

done it correctly, these people have

been pre-qualified. We're going to go

into price. This is the most common. So,

here's how it's going to sound. You guys

can follow me on the screen. Hey, so the

price of the program is 10,000. They're

going to object. Oh, it's too much,

Tanner. I say, totally get it. No

problem. Agree. You never like want to

argue with them. Agree. Is there

anything else besides the price that

would stop you from moving forward today

or is it just the price? Just the price.

Got it. Okay. So, that's a tie down. And

they say just the price. So, we're going

to go for a double time. Got it. So, if

we're able to figure out the price

you're in, yes, perfect. So, the best

way for me to help is to figure out

what's your cash on hand. Checking,

savings, credit cards. What do you have

today that you could spend? I'm not

saying you have to spend all it, but I

need to kind of know your financial

situation.

They have to tell you. If someone says,

"Well, I don't know." It's like, "Yes,

you do." Like, they know. Everybody

knows. So, so you just got to be like,

"Yeah, dude. Like, I mean, what do you

make in a month on average? What do you

spend?" That's what I'm asking. Get them

to tell you. If they don't tell you, you

can't help someone. Think about this

way. If someone says they can't afford

it and you know how much money is in

their bank account, then you know if

they can afford it. There's a difference

between they can afford it and they

don't want to pay for it. It's two

different things. So, we got to figure

out if they can afford it. Now, once I

know their cash on hand, let's say I'm

selling the program for 10,000. Uh let's

say they're, you know, a great person,

they want help, but they're in a really

bad situation. You should have a lowest

number that you're willing to sell it

for. Why? This is a service. You're

selling information. There is no cost of

goods. So, you can move the price if you

need to. So, for example, if someone uh

only has, let's say they go, Ten, I only

have 2500 bucks. At that point, I can

either sell them for 2500 or I can just

lose the deal. So, that's why I think

you should have a lowest number you're

willing to sell for, right? You can

still pay your team, still make a little

profit, etc., but it then lets you make

more money and because you're spending

money on ads, you can use that money

that you get from these quote unquote

deals, put it back into ads, and then

get the better deals. Okay? So, if they

have the full price, take it. But let's

say hypothetically they go, I only have

2500. Let's say that's the lowest I'm

willing to go. If they have less than

2500, I just wrap the call up. But if

they're like, "Yeah, I only have 2500.

I'm do I wouldn't do anything. I just

don't have 10 grand." So here's what it

sound like. I go, "Well, look, so

typically the price of the program is 10

grand and I don't have I don't think

that's a realistic option for you to do

cuz you don't have it. So I'm down to

work something out for you that's

customized, but before I do, I just want

to make sure that you can move forward

today." And they're like, "Well, well,

like what's it going to be?" It's like,

"Don't worry about that. Like I'll make

it work. I just want to make sure you

can move forward." Get the commitment

before you drop the price. Do never drop

the price before you get a commitment.

Because as soon as you drop the price,

if you haven't gotten a commitment, they

go, "Oh, cool. Sounds great. Let me

think about it." It's like, "No, no, no.

The price is 10K. If you're going to get

it for cheaper, you got to move forward

right now." Right? If they're not going

to do that, don't give them a discount.

And you'll be surprised at how often

they'll come in and they'll go, "Well,

what is it?" I go, "Well, look, I don't

think you should spend all of it, but I

do think you should do something." So,

you say you had 2500. Let's go ahead and

put a,000 down today and we'll do the

rest of the 1,500 over two months. How's

that sound? Right? Does that sound sound

fair enough? And they will come in.

That's how you handle price. Okay. So

people a lot of times are like how do I

handle this objection? The they will say

that it's a value issue. Yeah.

Sometimes. So if it's a value issue, you

need to go back to the three pillars and

figure out like why don't they think

this is valuable? But as long as they

think it's valuable and it's actually a

cash flow issue, which it usually is if

people are being honest, this is the

problem. It's like they don't have the

cash. And so then you need to work

through this formula. Okay. Next one is

spouse. So there's three parts to this.

So if I say, "Hey, the price of the

program is 10,000." They say, "Oh, I got

to ask my wife." I first say, "What are

you going to do?" If they say, "No." 20%

of the time they'll say, "I'll do it

anyway." So I'm like, "Carol, let's

start." That that's very rare. Usually

they'll say, "Well, then I couldn't move

forward. So let me go to B." So I say,

"Price of 10K. I got to ask my wife,

what are you going to do if they what if

they say no, I can't do it." Okay. What

were the biggest objection to me? And

they'll usually say, "It's price." I'm

like, "Oh, got it." So then I go back up

here to price for number four and I say,

"Got it. So, if we're able to figure out

the price you're in, it's not that it's

your wife has an issue. You just know

that she'll have an issue with the

price, right? Yeah. Boom. You could

close it. Every once in a while, they'll

still say, "Yeah, I appreciate you doing

that, but I still can't do it. I got to

talk to my wife." So, then you go to C,

which is past agreements. Past

agreements means stuff they already

know. So, I said, "Cool. So, does your

spouse or your wife know like that this

is important to you, that you're

struggling, you know, and if the roles

are reversed, would they you support

them?" Okay, cool. Cuz the thing is

here, you're not asking for permission,

only support. Because if you ask and

they say no, you don't do it and two

years later you're still poor, you're

going to resent them, right? So that's

when things start to go downhill because

you didn't own your goals. So you tell

them that I don't I'm not going to do

this. So you tell them that if I don't

do this for me, I'm going to resent you.

So I'm not going to complain about what

I commit to. I'm going to go all in. I'm

not asking for permission. I'm just

asking for support. Sound fair enough?

And what will happen is sometimes it'll

close. Usually most of the calls it goes

to B and it stops, right? What are you

going to do? What if they say no? I

can't do it. What their biggest

objection be? Price. Boom. Go to price.

Close. If they still after C say no,

then I go to a delayed payment. So I go,

well look, right, I definitely want you

to talk to your wife cuz you're going to

start losing rapport after you push

three times. Stop. Cuz you'll start

breaking rapport and there's really no

benefit. You're not going to get the

deal. And then they hate you and they'll

talk about you. Don't do it. So at that

point, I'll say, "Cool. So let me ask

you this. Are you 51% yes or 51% no?"

They're like, "Well, I'm 51% yes." I'm

like, "Cool. So let's do this. I'm going

to go ahead and have you put down a a

small deposit. You go back to your wife

and if she says she doesn't want you to

be richer and more successful and all

these things. She says that you just

come back to me and I'll rip it up. I'll

rip up the agreement and give you a

refund. Sound fair enough? Like that's

what I'll say. And one of two things

will happen. Either A, they'll come

through or B they'll say I'm still not

going to do it. Okay, cool. How much

time you need to talk to your wife? Like

what time could you be done by tomorrow?

10. Okay, so by 10 tomorrow if you don't

text me and you come in then the deal's

off. Sound good? Cool. And what happens

then is you've worked all the way

through the deal. You've worked through

all the objections and then they're

either going to come in tomorrow or you

don't have to waste your time following

up, right? You don't have to be texting

them and all this stuff. A lot of sales

reps following up is good, but they

follow up for people are never going to

close. Okay? So, I give them a deadline

because once I've pushed three times, if

you keep pushing, you're just going to

piss people off. Three times is the

limit. Okay? That's probably the second

most common. Then we have uh time or

stall, like I need to think about it.

Okay? So, I'd say the price of the

program is 10,000. Like, I need to think

about it. Most people will say, "What do

you need to think about?" I do it a

little different. Okay. So, what I say

is, "Well, do you know what decay

means?" It comes from the Latin word

uh cadair, which means to cut off. So,

are we cutting off the future of your

dreams or your passive in action? Cuz

indecision is still a decision. If

you're cool, I can walk you through

three things, and based on those three

things, you'll actually know what to do.

Sound fair? Yeah. Cool. Do you think

you're more or less likely to hit your

goal working with us? More likely. Okay.

Do you believe we're going to deliver

what is promised? Yeah. Okay. Do you

have access to funds? Yeah, they usually

will say yes to all these. So, it's

like, okay, so based off that, you

actually have all the information you

need to make a decision. Okay, those are

the only three thing three things you

need to know. You're not going to find

any more information that's going to

make you feel more comfortable cuz this

is a quote unquote risk. Like, you have

to go to get to second base. You have to

take your foot off first. So, I'd

encourage you to go ahead and make the

decision because you said yes to those

answers. Sound fair enough? If they

still say no, you go delayed payment.

You don't get this that often because if

they're sure, they're not going to say

they need to think about it. Like if

they're super sure and you raise

certainty really high, they don't need

to think about it. Okay, last one's

belief. Belief is they're scared. So

it's like, Tanner, this sounds good. I

have the money. I can do it. I'm just I

just got to I don't know. I don't know.

So I'll just say, well, what is the

worst thing that you could possibly

imagine happening? They're like, well,

it doesn't work. I'm like, cool. So

let's walk through that. Okay. So you

can either sign up, get results, and

life's great. You can do it and it

doesn't work and you get your money back

if you have a performance guarantee.

Performance guarantee means they have to

do XYZ stipulations to get the refund.

You cannot give a money back guarantee

unless it's a product. Services are

different because they have to do work

to get the result. So if you have a

performance guarantee, just pick stuff

that you know if they do they'll get the

result. So there is no way you'll ever

give a refund because if they do these

things they're going to get the result.

The only time people don't get results

is when they don't do it. Okay. And then

the last one is you do nothing and stay

stuck. Okay. So then I'll say so all

these options are risk-f free. the So,

are you gonna pick the option that's

going to give you the potential to go

where you want to go or are you just

going to pick the option that guarantees

you stay stuck, right? Because if you

sign and get results and you're happy,

who cares? If you do it and it doesn't

work, you get the refund, right? You do

nothing, stay stuck. So, it's like

they're all risk- free. There is no

risk. So, all you do is you take away

their risk. Once you've done that, you

will close everybody that those are the

only four things you need to actually

close. It's that simple. Okay. So once

we've actually closed, last but not

least, what we have to do is we need to

actually fulfill. Okay, so when someone

closes for my company, here's what we

actually do. So the first thing we do is

we want to make this process as simple

as possible. So the sales rep closes and

we send them this link. So it's like,

make sure you sign the agreements, make

sure to join the groups. We also have a

private WhatsApp group in case we need

to send massive messages to hundreds of

our clients, right? They also fill out

an intake form which is really helpful

because when they come on board we know

their full situation so the coach

actually knows exactly how to help them

and we don't have to waste time on

calls. Okay. And then they give us their

information so we can send them you know

gifts or whatever. You want to have a

client check-in form. So this is how one

looks. So we have these automated and

every single week these go out. And the

reason they go out is because it lets us

know where the clients are at, right?

And so the clients who are filling this

out, they're the clients we want to

spend most of the time on. It's the 8020

rule. The clients who are filling this

out care the most. They're putting in

the work. They put in the effort. And so

we send this out automated. Not every

client fills it out. We're not going to

be on there asked to do it, but this

helps us know where to spend our time

and which clients are struggling.

They're in the yellow and then they're

in red, etc., etc. The next thing is you

also want to have somewhere where all

your coms are. So this is base camp is

what we use. This is really cool. So

this is our client. And then all their

docs and files one place, sales scripts,

you know, ads, ads tracker, metric

sheet, etc. This is their coaching

channel, right? This is their technical

support channel. This is their setter

and closure channel. And then this is

their ad support. So everything's in one

place, but if anyone needs to go find

something out, they can just go in the

different channels, grab any documents.

It's all in one spot. And that just

makes it so easy when you're scaling a

business. I used to do stuff in Facebook

Messenger. They DM us there and then

we'd have a Facebook group and we'd post

documents in there and then we'd have

separate calls and like it was just a

nightmare, right? And it's like

something I really regret. Having your

stuff in one place is super super

important. And then finally, you want to

have your automations in one place for

these clients. When we onboard a client,

we'll add these tags and these tags will

send out automated emails, automated

texts. It'll put them in certain

workflows. It'll also make sure they

don't get certain emails and texts for

our leads because they're now a client.

So, this is how I did $115 million in

sales and built a massive business. If

you want to see me working onetoone with

some of these clients using these same

frameworks to blow up their business,

you can click right