Module 15: Website 101 with David Wood

We are back and this next module is going to be absolutely awesome. We've got a guest here who, in my opinion, is one of the absolute best in the entire world at what he does. This is a man who is responsible for almost $200 million in sales online. This is someone who's worked with a lot of people when they're brand new, just trying to get started, and he's worked with a lot of people who've had a lot of success. So he's seen people do things right, and he's done things wrong.

This man is one of the clearest teachers that I know about how to do marketing online. So we brought him on to talk about what does a brand new passion-based entrepreneur do to go ahead and get their business started right, and how do you avoid some of the worst mistakes that you can possibly make. And so with that, let's go ahead and invite up David Ward! So guys, I'm going to go ahead and have a seat. What I want to do here real quick is I want to teach you how to avoid some really common mistakes that I especially see a lot of new people making in their business online.

I've had the pleasure of working with all kinds of people in different kinds of businesses, and no matter what it is that you do, no matter what it is that somebody's getting started with, whether they have an existing business, like they're a doctor, a lawyer, a coach, whether they're somebody who's getting involved in a home-based business, people on the internet do the same rookie mistakes when they're starting something new. And I actually, originally this came up because Will was wanting me to talk about website one-on-one, how to build a website when you're new on the internet. So actually what I decided to do, rather than teaching you how to build a website, was teach you what you should actually do, which is don't build a website. What I want to cover with you in the next Comserious, I have worked with so many people that get caught in this never-ending tech branding trap, and they never get out of it, and they never start getting results, and because of that, they never start making money. And so when you get a new person started on the internet with a business that's existing, for example, what do they actually need to be able to do?

They need to be able to generate sales and make more money on the internet. They're not there to have a big, flowery, pretty brand unless they've got a pre-existing company that's already doing tons of sales, especially if you've never been a coach before, if you've never had a consulting business before. What you actually need to do is, number one, make money, and number two, actually help your clients produce results. If you focus on doing those two things and the activities that are going to do those two things, then you're actually going to have results, which is actually what builds great brands. Actually, there's a saying I learned from our COO, Mars, who's also done $70 million in info product sales on the internet and is doing this micro-launch broadcast and this product development that we're producing right now, and he says this.

He says, great products make marketing easy, and great marketing makes selling easy. Now here's the thing that he's added to that, which is great selling makes funding even better products easier, and if you're watching this, this is how I want you to think about you and your business and your brand. I want to think about you and your business as a product that you're marketing. The results are actually how you're going to sell that product, and if you don't have them, you don't really have any product to market, and you don't really have anything to talk about on your website, and today, especially in 2016 and beyond, you literally can make six figures a year doing a passion-based business with nothing more than basic business automation tools and Facebook and some social media accounts, and that's literally all you're going to need, and so what I want to do is I want to talk about what you should be doing actually when you're new, and this goes for people that have an existing business, whether it's a practice of some kind, whether they're a coach that just wants to expand their presence on the internet, or whether somebody's getting involved in the home-based business industry, or whether they're just trying to go out there and get their first sales and clients. What should you actually be doing with your time, and how should you be structuring what it is that you do?

Well, let me outline some things that I've taught literally to tens of thousands. I've actually had hundreds of thousands of clients come through my business organization. I've taught this to tons of people, and still sometimes I teach it, and people say, whatever, I'm going to do it my way, and if you do it a different way, what you're going to end up doing is spending tons of time and money doing something you don't yet really get and don't really understand how to do, but if I focus you on things that are going to make you money, here's the beautiful part. All this technology stuff, all the tech work that you don't understand if you're not a tech person, all the branding and the pretty stuff, you can actually hire people to do this stuff with you and actually pay them to actually create a real brand around your business, and you can focus on selling and getting more clients and customers. Let me grab a marker here and show you a couple things that I believe that you should be doing in your business, really simple, basic concepts, and then I'm going to focus you in by the end of this presentation to income-producing activities, then I'm going to teach you what you need to do next after that, and then what I'm going to do is I'm going to give you an outline and a structure of how to use that to actually build a brand and a website on the internet when the time is right, which I don't think is going to be for at least 90 days unless you've got a pre-existing brand with pre-existing results.

A couple things that I think are really important for you to do. Number one, you need to get clients of some kind, and this is going to depend on what kind of business you're in. You need more clients. Isn't that why you're building a business on the internet? Now, if you don't have any clients, you need more clients.

If you've already got a bunch of clients, you need more clients. This is what marketing is for. Marketing is not to look pretty. Marketing is not to feel good. Marketing is there to get clients, and specifically, you want to get clients who pay you more money, stick around for longer, and create a better, bigger business.

That's the first thing you should be doing. Number two thing, and this is actually a problem in a lot of the niches I've worked with people in, you need to deliver whatever it is that you're selling. A lot of people, they get really good at selling, and they can't deliver what they're talking about, and so they hype things up with empty promises, and they actually end up ruining their brand because they sell things, and then they have a hard time following up and delivering because they keep over-promising, under-delivering, they never have really good results and stories in order to make their marketing great, and again, then what are they missing? They're missing a great product, which is their brand. You can't actually create a results-based brand without any results at all, if that makes sense.

You can talk to the biggest branding experts in the world, we've got some of them right here, and they will tell you the same thing, that great brands are started with great results for their clients. You need to get clients, and you need to deliver your products. Here's the problem that a lot of people have, especially in this space. We work with tons of creative people that like to help people. Creative people, and Mars could tell you this, I'm one of those guys, I hate scheduling stuff, drives me crazy.

Mars should tell you, he's our COO, was our CMO for a long time, he'd tell you I'd show up late for every call, and he had to be like, Dave, be on time, and I had to learn to show up on time, and today I'm on time to almost everything, not everything, I still have a hard time with it, but here's actually what I learned. You can't actually get together with your clients, and you can't work with people if you don't schedule things, and if you're in any kind of a service business, any kind of a sales business, you're going to be killing yourself if you don't work on a schedule. So a lot of people, what they do is this, they have a job full time of the day, or they have a practice of some kind, it could be a doctor, and all they want is to get more clients on the internet. That's all they want. I've worked with a lot of doctors, a lot of lawyers, a lot of people in different professions, a lot of people who are in the coaching space, like my brother, I've worked with my brother, and my brother's worked with me, right?

We've helped each other learn our different trades, and that's why we're working together because we know we've got skill in what we do, and they all do the same stuff, and what a lot of people do is they say, I'm going to learn to market my business on the internet, and then they get home after work, or they finish working with their clients, and they just sit there in front of their computer and work really ambiguous hours, and they think they're doing something that's going to make them money, but if you actually look at what they do, nothing that they're doing in that entire time could generate two dollars, possibly. It's not possible to generate money. You know, I've worked with a lot of people, and they're like, I'm going to market on Facebook, so they get on Facebook, they log in, and they click on stuff for hours, looking at different posts of different marketers, and what they do, and then posting random updates. And if you ask them, you know, how many hours did you work your business last week? They pause for a second and say, man, I'm working hard, but they can't answer the question because they're not doing anything, right?

And so here's actually the way that I phrase it to people, because a lot of people who come into this space, they want to be entrepreneurs, and they want to learn how to do it, but they've never been an entrepreneur, and because they've never been an entrepreneur, they don't connect with some of the phraseology. So I actually tell people that for most people who've never been an entrepreneur, never been a successful entrepreneur yet, it's actually better to treat your business like a job than it is to treat it like a business. It's better, right? Because people say, oh, I got it, right? And here's the question to ask if you're treating it like a job, is this, is would you, right, check this out, fire yourself, right?

If you're doing what you're doing right now, right? Would you fire yourself? Would you pay yourself six figures a year for sitting there doing what you're doing? If the answer is, oh, no way, and you start laughing, right, or you feel a little embarrassed, right, I'm fine. I've been through phases like this, be like, oh, no, I'd fire myself, right?

Then how can you expect to make six figures in your business? So I work with a lot of part-time entrepreneurs, and part-time entrepreneurs are really not any different from somebody that's full-time in a profession and then wants to expand their business on the internet. It's actually the same thing. And here's actually what you need to do, and these things are very specific, and this will get into a space where when you're ready to do it, you're actually going to create a powerful brand that creates a great name and a great presence for your business online. And here's some basic stuff.

Number one, you need to have a specific outcome for your business, and we're actually going to talk about outcome setting in the delivery of this product. My brother will do that. He does that better than anybody that I ever met in the world. You need to get really clear on what you're there to achieve and what your effort is there to produce. If you're not clear, if you're like, I want to get rich in my business, I want to be a big-name marketer, I want to help millions of people, that is not clear.

It doesn't make any sense. So a lot of people, they don't set clear outcomes, and because they don't set clear outcomes, they can't get there. And I actually like to use a metaphor with an app that's really common, at least in Costa Rica. I live in Costa Rica. It's probably common here too, and that's Waze.

Waze is a driving app that people put social directions in there and tell you where the cops are and stuff like that. So I like it, so I can slow down. I didn't say that. But in any case, if you don't actually put a location in Waze, can it send you somewhere? No.

And people think that if they don't have goals that are clear, that somehow they're going to get there. And I like to tell them, where are you going to get? I'm going to be rich. What does that mean? You know what I mean?

It means actually different things to different people. It is not clear. So number one thing, you need a clear outcome specifically in your business on where your business is going, the vision behind it, and all the steps there. Now, Will do a great job at telling you how to set very clear outcomes in our performance product that's part of this master course. Now, here's the next thing that you actually need to do.

This, I'm telling you, most people will not do it. I do it, and I am awful at this. Now for me, I'm so disorganized, I have to have, you know, assistant, and then I work with other people with assistants, and they all have to coordinate with each other to schedule stuff and hassle me constantly to be on time. And that's what I have to do because I'm so naturally disorganized. But I force myself to do that because if I don't do that, how can I work with people who need to show up from all around the world at the same time that I'm working if I don't have a schedule?

How can I expect them to magically do it? How can I talk with somebody on the phone if I'm working with people in different time zones if I don't have specific hours that I'm doing things? It makes no sense to build a business like that. That's the second thing. You need to actually schedule, right, two things, right?

And this is if you're doing a service-based business. If you're only doing sales or building teams or doing things that I've taught people to do where they're selling other affiliate products, you actually don't necessarily need to deliver the products, right? But if you're selling and delivering, you must schedule both or you're going to set yourself up for a complete disaster, whether it's this month or months in the future. Because a lot of times what happens is a really common pattern with salespeople. You've worked with salespeople all over the world like me.

It's salespeople initially and they only do things to produce sales. It's like they get started and it's like they prospect, they do marketing, they generate leads, and it's like sales, sales, sales, sales, sales, sales, sales. And then what they do is they're like, oh my gosh. And they're like deliver, deliver, deliver, deliver, deliver, deliver, deliver, deliver, 90 days later, no sales, right? If you don't schedule both of them, you're going to massively screw up your business.

And so you need to schedule number one, and this is especially if you have, I'll say A, you need to schedule sales and marketing activities, right? This is a specific goal of doing things that are going to create new clients, new customers, new affiliates, new sales reps, right? This is not anything to do with delivering your product. Now for a normal person who has either a job or profession full time in the day, they've only got 10, 15, or 20 hours a week to do that. So if all you do during the whole time that you have to get new clients is all you do is go through training courses, or all you do is click on things, checking if it's working but you actually haven't done anything to attract people, will that actually work?

Would you actually pay an employee to do that? Or if you had a business that had employees sitting there and you caught somebody just sitting there clicking on Facebook all day, what would you do? You'd probably pull them into the office, sit down with them and say, Frank, let's have a face-to-face conversation. This is a business, we need to generate profits, and what you're doing is costing the company money, but I want to give you the opportunity to change it. If you change it, you can keep your job, I'm going to put you on probation, I've seen you doing this for a week.

Can we change it together and make an adjustment, or do you need to go find a new job? If you want to find a new job, it's okay. That is a boss-to-employee conversation for doing a lot of the things that we do when we get on the internet and we don't think about it because we're not thinking about it like a job. For me, I actually like thinking about it like a business because I've been an entrepreneur so long I no longer really connect to being an employee, but for most people that metaphor works way better. Does that make sense to everybody in here?

Think about it like a job, would you fire yourself? Number two thing that you need to do is you need to schedule the time that you're actually going to be delivering whatever it is that you're doing. Now we actually have a real problem with this, especially in the info marketing, internet marketing space, and that's because what people do is the same pattern I just described with sales people. They go out there, they sell, sell, sell, sell, sell, and then what they do is they continue to hype up the promises that they have to make it so they create more sales, sometimes out of desperation, sometimes because they're excited for the income, and they forget what they're promising. And so they're actually saying, we're going to do this, we're going to do that, they have a coaching business, and then they don't actually even show up.

So if you're going to coach people, you need to show up and you need to actually deliver what it is that you say you're going to deliver because then you're going to create a great name, you're going to create a great product, your great product is actually you. And that's going to make your marketing really easy because all you've got to do is you've got to point to your clients. My business today, I could just point to the people I've helped make money. I could say, look at this person, look at that person, I've got a single mom over here, I've got an engineer over here, I've got a doctor over here, I've got a lawyer over here, I've got another guy over there, I helped them start a whole other company, I worked with that guy over there, look at this person I helped sell stuff, look at this person I increased their coaching practice, this is actually what I do, and if you don't want to work with it, fine, I don't have time to work with everybody. So I've got, because of that, a real pull for all the people that I'm bringing on as clients and sales reps, because I actually don't need them, they need me.

Does that make sense? If you create a great brand, you want to create more demand than there is supply, and then your selling is always going to be easy in your business. But the way you do that is actually focusing your time and energy. So therefore, if you have no product, or somebody else is delivering, what should you be doing? Just sales and marketing.

If you have both, you need to schedule both. So Will, for example, and I could just ask him and he could tell you, if you don't schedule marketing time, what happens to your practice in 90 days? It disappears. Has that ever happened before you? It has.

You have a cyclical income. Real high, real low. Yeah. You go out there and you start selling, he's learned, and then it's like, bam, bam, clients everywhere, and he's like, man, I can't handle all these clients, and then all of a sudden it's like they're getting slowed down a little bit, and he's like, why aren't the clients calling me so much? It's because he stopped doing what he was doing 90 days ago that generated all that momentum in his business.

So you actually need to force yourself, even if you've got tons of clients, to stop delivering and not schedule things in certain times to expand your leads, clients, and sales if you've got too much business to handle. If you don't do it, that's going to screw you up too. Does that make sense to everybody in the room? So this is thinking stuff. So here's what I always say when new people are getting started.

I say, what's your financial goal? I follow a really similar process to Will. He's better at certain parts, like listening, and I'm better at other parts of different things that we do. And so he listens like a million times better than me. I was listening to the training.

They delivered the first part of this product. I was like, man, that thing I'm doing is so stupid. I don't know if you guys felt the same. You know what I mean? I was like, I'm going to work on that bit.

I kind of blow over people sometimes. But the reality is that if you're not blocking this time off, you're not going to win. So this is what I actually tell people to do, and it's a real simple process. I say, how much time do you have to build your business to accomplish this goal? Normally people say something like, well, I could dedicate 10 hours a week, 5 hours a week to marketing.

Now most people who are leading that new person would say, okay, and leave it there. But it's a mistake. What I tell people when they tell that to me is I say, okay, so you're willing to dedicate 10 hours per week, right? And they say, yes. If I tell you what to do in those 10 hours, are you going to do it?

They say, yes. I say, when? And then usually they freeze, because they have no clue, right? And then what ends up happening, because they don't actually put that down, they don't know where they're supposed to be and what they're supposed to do, therefore they never do it, right? So I say, when?

And then people go, oh, crap. I wasn't expecting that. Just sell me the thing. But I actually ask them when. And I make them write it down, okay?

I actually tell people that's coming into my organization, I say, look, if you're going to do personal development each day, you should schedule it. And that is not work. Going through this product is learning like going to a university is learning. It's not work. It's not going to produce income.

Going out there and using this information in the market is going to produce income. So I tell new people that are coming in, whether they're a salesperson, whether it's a business, I say, after you get started, schedule your learning time. It's not work. And these 10 hours, you're only allowed to go to one life training week. That's it.

The rest of the nine hours only is income producing activities and sales producing activities. until you're making six figures a year from this, regardless of what your other incomes are. If you're a full-time doctor, you're a full-time lawyer, you're a full-time coach, and you've got other income from other sources, I tell people, don't do anything but this until you're making six figures a year from your internet activities. And what do you do during all the time you've got scheduled? You're only allowed, if you're gonna keep yourself as an employee, to do income-producing activity.

There's only a few things that are actually gonna generate income. And oftentimes, this is because people don't know, but oftentimes it's actually unconscious avoidance behavior because people want to avoid the simple things that could make them money right now because they're uncomfortable with part of it. Maybe they're uncomfortable with getting on the phone and telling somebody what to do, right? I learned a long time ago, the majority of times, it's not actually very healthy or helpful to ask people what they wanna do, right? It works better to find out what they need and want and what they're willing to do and what they're not willing to do and what direction they wanna go.

And because I'm the expert and I tell them what to do next, I say, here's what we're gonna do next. Here's what you're gonna do next. The next step is, and this is going back to the sales process. So you wanna make this income, yes. And you have this amount of time, yes.

When? I want you to schedule it. When will you actually dedicate that time? I'll dedicate it during these hours. So if I tell you what to do during those hours to hit this income, you'll do it, right?

And if I give you an assignment, will you follow it? Because I don't wanna work with people that don't follow assignments, yes. Okay, here's what we're gonna do next. I'm gonna send you this page. We're gonna go ahead and get you enrolled, get you started, and I'm gonna get you plugged into the training, the tools, and the system to help you accomplish this goal in that amount of time.

And you've gotta promise me in this process to listen. Are you ready to do that? For sure, yes. How do you want your name spelled on your bank deposits? It's a simple process of getting people started, but if I get them started like that, they come in with an expectation of working, not just getting something for free.

Marketing is not magical. It's a process, okay? And so you wanna schedule the marketing and sales time with whatever it is that you're doing and do income-producing activities only during that time. And these are the only things, in my opinion, that are gonna make you money, especially when you're getting started. Number one thing is gonna be expanding your audience, whether it's a social media audience, whether it's networking, whether it's personal relationships and referrals, whether it's something that's gonna be generating social traffic, blog traffic, whatever it is that you're doing to attract more customers and leads through your process.

That's one thing you could be doing, expanding your audience, okay? There's a lot of ways to expand your audience. The beautiful thing is that there's so many strategies on this. You could do networking like Will, and I listened to that. I actually get a little stressed out just thinking about it, you know what I mean?

Some people are more hermit-like me. I'm like, man, I don't wanna leave my house, you know? But other people, they're really good with social media. Other people are really good with generating paid traffic of some kind. But what you wanna do is you wanna do things during that time that are gonna expand the audience that you have with quality people in the niche that you're marketing to, right?

So if you're selling coaching, you don't wanna go and buy leads from a company that's selling things to people that want free stuff on the internet. It is not a very good way to generate leads, right? If you're building a business and you're building a home-based business, you're bringing on new reps, you actually don't want people that are looking for a free lunch or looking to click on something to just buy something. You want quality people that are professionals that will actually work with you, right? You want clients that are actually, you'd feel comfortable bringing them around people you know.

And this is something Will and I talk about all the time. It's like when you know what you're doing, you actually don't want everyone doing it, right? I've had some people in my business, I've been like, I wouldn't want them within 20 miles of my house. You know what I mean? If you put $1,000 on your table and invited that person around, would you actually invite them in?

You know what I'm saying? If the answer is no, probably don't want that client, doesn't matter what you do. It's not worth it. There are better ones, you know what I'm saying? Do you want people that have zero money, right?

And have had zero money for years in their life and aren't willing to change it for a reason, do you really want to try to sell things to those people? No, right? You want to be building an audience in your niche with people who have money, who want what it is that you're selling. We'll talk about that the other day. It's easier to sell to people who already buy things in your niche.

And so that's number one thing you could be doing. Number two thing you could be doing is building rapport with that audience, right? Now, how do you build rapport with a target audience? You give them solutions to things they're looking for. Now, this is something normal businesses never think about.

Like, think about a doctor for a second. Have you ever gone into a doctor practice and gotten a weekly email from them with a health tip? Well, most people actually like getting health tips from doctors, but they only go see doctors when there's a problem, right? But if you look online to people who really make a lot of money that are doctors, you got people like Dr. Mercola sending out constant health information, right?

And he probably makes so much money from all those vitamins and stuff he's selling, he probably didn't have time to see clients for 10 years, right? But if a doctor literally all they did, and I'm saying this is all, if they literally took, for example, the tools platform we're using, Kalottu Cloud, and all they did was upload their client list and email them one health tip a week in a video with an offer to come in for a consultation, they would double their practice in 60 or 90 days, almost 100% of the time. Something simple like that. That's building a rapport with their audience because if you do that, then if you actually are feeling off, what doctor are you going to see? The doctor that never communicates with you or the doctor that's sending you a weekly email, right?

The doctor is sending you a weekly email. What if a lawyer, they took all their prospecting client list and they emailed them out a free business protection tip once per week or something like that for their target audience, right? Here's how to protect your business, right? And they get a whole client list of all the businesses in town and offer a discount on a consultation to come into the office or free consultation. Instantly double their practice like this just by using tools and providing value to the audience.

You provide value to the audience by giving them what they want regardless of whether they're working with you or not. And then when they're thinking about buying something or doing something, who actually comes into their brain? You. That's how great networkers do it. What did Will talk about the other day from networking?

A lot of people don't connect these from different industries. He talked about going around and networking and what did he say? Reciprocity. He says if you give value to other people, it always comes back to you. That's true in personal relationships, networking business relationships and that's true with your audience online.

If all you're doing on the internet is trying to get people to buy stuff, what happens is maybe it works and as you continue to do it and that's all you do, your open rates clicks and trust with your audience goes down and they get sick of seeing the pitch. Does it make sense? So you got to market harder to get bigger list to make less and less sales as time goes by and it gets more expensive to get less customers doing that. But if what you do instead is you're constantly giving them value and then directing them into an offer, same group of people sees the same presentation 10s more times and buys 10 times more stuff. Way, way easier to do.

Next thing that you should be doing if you're building rapport with your audience and again, how can you do that? You can do that by giving value. You can do that by following up with technology and tools and giving them value in their niche. You can do that by doing things like webinars once per week. If you're in a coaching space or if you're in a service-based industry where you're helping clients, for example, create transformation, you're getting marketing clients, you're recruiting salespeople, reps in your company.

If you're not doing some kind of value-based webinar with your whole audience or a conference call, if you're not doing that once a week, what's going to happen is you're going to lose influence with your list over time and they're going to go to people that are giving them more value. But if you're in front of them all the time and here's what I like to teach people. I like to teach people the learn, do, teach triangle. This is the value triangle. You learn something, you do it and you teach it to your audience.

If you're just literally teaching as you're learning and doing, people see you growing and they just stick around for years and years and years. There's a difference between million-dollar earners I've got and people that have earned a few hundred thousand dollars by doing 10 times more stuff and spending 10 times the money. There's a big, big difference. Learn, do, teach triangle. So you're building rapport with your audience using tools, using webinars, using follow-up.

That's the second thing that you do. The next thing that you do is you want to personalize the closing process, right? And I'm going to put something else before that and that's something Will talked about the other day. You want to filter people for your ideal client, right? He talked about that the other day.

I don't need to repeat it. You get a list, you get an audience, you have an offer and before you connect with them, filter them through a process and if they don't go through that filtration, they're not your ideal client. So you want to filter through and make sure you're attracting people you want. A lot of people, especially home business niche and internet marketing, they desperately want to sell to everyone. They're like, I just want more people to buy off this video.

Just do anything to make this video buy. Get people to buy. I want people to see this video, click on it and just buy something. And there's this fantasy where, do you really think somebody you want to work with for the rest of your life is going to see a video, click on a link, pull out their credit card, they'll do that, but then do you think they're going to do that and without any communication ever in groups or one-on-one, they're going to work with you for the rest of your life and make you rich forever? That's the silliest thing I've ever heard in my life when it's phrased like that.

But people don't think about it like that and because of that, they want a fantasy. And I could show you out of the people that I've brought in that have earned hundreds of thousands or millions of dollars, I could actually tell you which one of my salespeople or myself actually personally connected that person into our marketing organization. They were all brought in personally, all of them. So if you take a look at that filtration process, number four thing you want to do is you want to have more personalization and you actually want to be personally involved in consultations, I'll say, and closing. All right?

Now, this is a thing where Will taught it the other day and the reason I say consultation slash closing is because most people go like this when they think of closing, but if they think about consultations, they feel better about it. It's the same thing, right? What you want to do is take those people after they've gone through your process and you want to find out what they need and want and then tell them what to do next, like a doctor would. You don't go into a medical practice and tell the doctor what they're going to do for you. You might tell them the problem and then they ask you questions and if they're a good doctor, like we were talking about the other day, they're going to ask you specific questions until they diagnose the symptoms and then what they're going to do is they're going to tell you what you need to do next and it's your choice whether or not to do it, right?

I actually had that happen the other week. I had some sort of medical emergency. I went to the doctor. I thought I was going to be in the hospital for an hour. This true story and I went in there.

He asked me a few questions and I was in the hospital for a week but that doctor, you know what he did? He came in and he said, this is what's going on. These are the problems that can create. Here's what you need to do next and it's urgent, okay? Seriously, and I was like, what the heck?

I'm going to be in here for a week. Well, I was in the hospital for a week. Why? Because the doctor told me what I needed to do. If he didn't tell me what I needed to do, it's the same thing Will was talking about the other day.

What happens is you're actually taking away people's chances of success. If you ask them what they want to do, they're not the expert. You are. Find out what they want and need, what they're willing to do, what they're willing to commit to and then what you do is you tell them what they need to do next and then it's their choice, if that makes sense, to succeed or to fail, like it is for you right now. Will you listen or not?

Your choice. But this stuff will help you transform in your business. The next thing that you want to be doing is you want to be putting people in a process to plug them into the delivery of whatever it is that you're doing. All right? And so these things make all the difference in the world and they seem like simple things but it doesn't matter what it is that you're doing.

It doesn't matter what it is that you're selling. If you think about these concepts, you want to schedule marketing time. If you're building another business, you want those hours blocked out and when you're marketing, don't do anything else. No training, no delivering, no sitting there and going through emails. Only things that either building a new audience, creating rapport with the audience that you've got, filtering people for your ideal clients, consultations and closing, or delivering whatever it is that you're doing.

I can teach anybody how to go through those things and they can make six figures a year. Now, where does this fit into websites? If you go out there and create results for people, building websites and getting a presence on your own brand, on your own domain is incredibly easy because there's experts in that. We actually even have systems to help people do it but even with the systems, what I tell people to do is let's get you results first, let's focus your energy and then what we're gonna do is we're gonna do this and what do you guys think is gonna sell better? Website with a pretty brand or a website that is up with results, with testimonials, with a proven process because here's the next step, two more phases and I'm done, I'm gonna turn it back over to Will.

What's the next phase after you're doing this and you've got to process down your generating clients every day, okay? If you're not generating new clients every day, don't stop phase one. This is phase one, what's phase two? Optimize and automate, right? You take what you're doing, use technology and automation systems and learn how to make a lot of what you're doing happen through automation systems like autoresponders, automated webinars, automated video follow-up, right?

Maybe you have salespeople come in and do some of the stuff you're doing, maybe you have a personal assistant. You automate and optimize what it is that you're doing and this is phase two and phase three is you go out there and you build a website that's built around success, conversions and results because when you have an optimized process and then you overlay a website on top of it, what kind of website should that be? Nothing more than a blog that funnels people in to whatever optimized process you have. If you're not in a technology business, you never need a different kind of website than a blog and that's my advice for you. Take it or leave it.

It's helped a lot of people who listen. It's gotten a lot of people refocused who are way off track. Don't focus on building team websites. Don't focus on building really complex processes. Focus on getting results, making money, optimizing your process and then using that process to build a brand that's actually built in success that you can be proud of because when people look at it, they know that you can get them results and that's what you want to do.

So Will, back over to you. I just wanted to take a minute while you're still up here and say that the advice that he's giving is absolutely spot on whether you're a coach or whether you've got any kind of passion-based business. I can't tell you how many brand new coaches that I've coached. I'm thinking of one in particular who delayed coaching for almost two years. Against my advice, delayed coaching for two years.

Nobody listens to this stuff. Yeah, nobody listens to this. He says, no, I have to have a website. I have to have a website. And in the end, I was like, no, you have to have clients.

You need to go out and get clients. However you get them, you got to go out and get clients. And the easiest way is to start with either people that are in your personal sphere of influence or to go out and to build a personal sphere of influence through networking. That's one of the fastest ways to do it. And he spent like $20,000 building a website that was not built with no optimized process and had no clients and no results and he suffered.

And then when he was done, he had spent all of the savings that he had on his website and he still had to go back to the thing that he had managed to avoid for almost two years, which was to go out and to get clients, get results and build an optimized process. So what I'd like to challenge you to do is to take a solid look at what you're... Well, let's give one more example and then I'm done. Yeah, yeah, one more example. Take Will, all right?

Will, and I'll say previous to the development of this because you'll probably see a later one. You have an awful website. I have an awful website. So he wanted me to train on this because he's not a website builder. But because he's done that and because he's developing this product because we're actually teaching you how to build a real business the right way that's actually delivering, right?

We're like, dude, we'll get your website up in like a week and it'll be good. But we know how to do that, you know what I'm saying? They're really archaic. But they won't be in a week, you know what I mean? That's the time because he's out there, he gets so much referrals, he creates so much results that when I want to develop this product and we want to bring it to the marketplace, I said, nobody better than Will to do it.

Nobody better, nobody better. It's not here because he's my brother. I love him and I trust him and that helps because I know him. He's here because when I need coaching, I go to him. You know what I mean?

So I appreciate you, brother. I will, I think we gotta go to the next segment. I think so, let's give him a round of applause, guys. Appreciate y'all. Here we go.