Create Money out of Thin Air: Testing an Offer Before You Scale It
You built the funnel. You wrote the emails. You recorded the webinar, answered every question yourself, and gave away hours of coaching for free because that felt like the generous thing to do. Then you looked at the bank account and it didn’t match the hours.
Here’s the uncomfortable part. Giving everything away for free doesn’t just cost you money, it can cost you the recruiting too. As someone trying to build a real income instead of just staying busy, you already know the frustration of working constantly and still feeling like the machine runs on you personally instead of running without you.
At the Classic Costa Rica Intensive, Dave Wood walked through the exact model shift he’d made in his own business, then handed the training over to Lawrence Tam, who had spent years building an outsourced content and traffic operation of his own, plus a very specific, very expensive lesson in what actually produces income versus what only feels like it should.
Why does charging for your information get you more signups, not fewer?
Dave’s original model was to give away everything for free, the training, the coaching, the tools, all of it, to build trust and get the opt in. It worked, for a while. Then he tested the opposite.
As Dave Wood puts it in the Classic Costa Rica Intensive, “Because then I’ll sell the membership site and make people pay to get recruited because it makes way more sense and it converts better. It converts better because people respect you more for valuing your information.”
The traffic didn’t drop when the free content stopped flowing. It held steady, and in some cases increased, because the same content now had a price attached to it, and people who pay for something refer to it and take it more seriously than something that landed in their inbox for nothing. The recruiting numbers moved alongside the direct sales, not instead of them.
The lesson underneath this isn’t simply raise your prices and hope. It’s that value perceived and value paid for are two different experiences in somebody’s mind, even when the content itself is identical. Free doesn’t prove the content is good. A price tag does the proving for you, before the person has even seen what’s inside.
This is also why a membership or a paid product does something a free webinar never can: it gives the person a reason to keep coming back and paying attention on a schedule instead of once, in the moment, and then forgetting you existed by the following week. A recurring payment is also a recurring reminder. Free content competes with everything else in somebody’s inbox for one moment of attention. Paid content earns a standing appointment on the calendar, and that appointment is where the actual relationship, and the actual recruiting, happens.
What actually happens when you fly to fifteen cities to build a team?
Lawrence had run a large content and outsourcing operation for years, but the story that landed hardest in the room was about the opposite of automation. It was about a stretch of weeks spent doing the most manual, most exhausting version of this business imaginable, home meetings, city by city, in person.
He flew to fifteen cities, booked venues, and told each local team to fill the room because he’d be bringing a well known guest speaker along to help draw a crowd. Some cities packed the room. Some drew four people total, one of whom was the taxi driver who happened to give him a ride that night.
As Lawrence Tam broke the month down afterward:
And, you know, by the end, I’d spent like $15,000. Right? And now here’s the thing. During that month, I made like $25,000. It was like a month of traveling. I was exhausted. I almost had a freaking heart attack from being tired of meetings. Right? Made about $25,000. And about $1,000 of that was from flying around doing the meetings. And about, you know, $24,000 was from doing nothing on the internet.
Sit with that split for a second. Nearly the entire month’s result came from the internet activity that kept running quietly in the background while he was on planes and in rental cars, exhausted, chasing a strategy that barely moved the needle. The travel, the venues, the pounding the pavement version of recruiting, produced a sliver of the outcome. The part he wasn’t physically present for produced almost all of it.
That’s not an argument against ever getting on a plane or picking up the phone. It’s a specific, expensive data point about where the real leverage was hiding, and it only surfaced because he was willing to test the exhausting version first and measure it honestly instead of assuming it was working just because it felt like hard work.
How do you turn a tested idea into a repeatable income machine?
Once the travel experiment proved where the leverage wasn’t, the next lesson was about where it actually is: a small, tested loop you can hand off piece by piece.
The process starts embarrassingly small. Sell one thing, a blog setup, a coaching call, a done for you service, at a price you pick somewhat arbitrarily. See if it sells once. Then see if it sells again. Only after it’s proven repeatable do you touch the next lever, which is paying somebody else to handle the delivery so your own hours come out of the loop entirely.
As Lawrence Tam puts it in the Classic Costa Rica Intensive, describing the mechanism directly, “And then you say, well, let’s test this and see, why don’t I just pay somebody else to do this for $150, and now I do nothing. Now, I’m making a little less than $15,000 a month, but I ain’t doing nothing. Now, you got a little system like you do with your little eBay thing. See what I’m saying? Creating money out of thin air, right?”
The order matters here. Test first, at your own price and your own labor, so you know the thing actually sells before anybody else’s time or money touches it. Only then do you hire the delivery out, take the smaller margin, and use the freed up hours to build the next layer on top of it, more traffic, an upsell, a second product. Each layer looks like magic from the outside because the testing that made it safe happened quietly, one small sale at a time, long before any of it scaled.
What’s here is the shift in thinking. The full lesson goes considerably further into the actual outsourcing mechanics, where to find writers and website builders for a few dollars an article, how to structure a small test job before you trust somebody with real work, and the specific process behind stacking one tested offer on top of another. If you’re new to it, the entire course is available for $99 at the Classic Costa Rica Intensive course.
Pick the smallest version of your next idea, test it once at full effort before you hand any of it off, and then start handing it off.
Full lesson transcript
Lightly edited from the original recording — fillers removed, nothing added. Income disclaimer.
So one model that I did a mistake with was I gave all my stuff away for free. People loved me because of it, right? And I made a lot of money because of it. Because I gave so much for free, people wanted to join me in the stuff that I was selling, right? But a fascinating thing happened when I said, well, what if I just sell this info?
And what will happen to the recruiting then? Well, it increases. So now not only am I making money from selling the info, but I'm also making more money from the recruiting because more people join because they're like, crap, look how much money this guy's making and how much information he's selling and how I'm joining, this is amazing, I want to do this, right? So my model for getting traffic used to be just give all the information and training and coaching away free, right? And then I'll get the opt-in and they'll move through a funnel and I'll sell them on a system and tools and recruit them.
Whereas now you don't see me putting up a lot of free webinars unless they're selling something. I don't put those up, I'm storing them all, I'll put them in a membership site, same thing. Why? Because then I'll sell the membership site and make people pay to get recruited because it makes way more sense and it converts better. It converts better because people respect you more for valuing your information.
And think about it like this, how many people in here think I can teach you all this stuff over the phone anyways in a way that would sink in? Can't, right? So is there more value then? In selling something for $3,000, right? Or trying to do this for free?
You can't do it for free. You know, what am I going to do? Pay for a huge house and say, alright everybody, I'm going to buy your tickets to Costa Rica because I want to help you. You know what I mean? Good way to do it.
If I was the government, I might be able to afford that by taxing you all. You know what I mean? Gotcha. Or the banks, I could just print the money and then do it. But I'm not, unfortunately, either.
Right? But do you guys see what I'm saying? So the new model, what's my new model? Well, you don't get any less traffic if you just entertain people and give them instructions on what to do next or just write a brief article describing something and tell them to opt in. You get the same amount of traffic being entertaining as you do putting all that free training up.
In fact, a little more. So now I entertain and I do a little SEO. It's just not much. I outsource all my SEO, right? But I entertain, I do SEO, I do social media.
All that stuff is automated. I don't really give away a lot of that same kind of content. They either have to opt in or buy something now to get the content. And I get more traffic. It's superior in every way.
I make more money doing it, you know. And I don't feel like a loser because I'm giving everything away for free. Because I've given away, a lot of times, more for free than you get $500 recurring courses. Huh? Doesn't it make you, you're like, think about how much money we've kissed away.
You know what I mean? 10,000 leads. You know what I mean? Seriously. No problem at all.
And you're working on it now. It's just tweaking things around and saying, Frick, I'm a loser, man. I got to follow Frank Kern's two rules, right? What is it? Don't fuck around and don't be a wussy.
Right? But you see what I mean? So you can sell a product on any skill and any result. I built my own webpage. Let me show you how.
$97 free coaching session. It's worth $4.95. For this info, right? Because as a new person, what's more valuable? Wasting your time wandering around the internet or talking on the phone with somebody for 30 minutes to explain to you, yeah, just get WordPress HostGator and set this up this way.
This is what you need to do. So as a very new person with a very small amount of knowledge, it's okay to charge $100 or you can charge $97 for how to integrate autoresponders with capture pages. There's no difference. Zero difference. You can do that.
Well, as much as $97, yeah. So I mean, that's useful to know. So I talked to Stephanie. I was like, well, Stephanie, why not instead of your stupid one payment of $97, three payments of $97? She's setting up more blogs and now she's excited, right?
That was awesome. I love these bugs. They're my friends, right? So now that's useful to know, isn't it? Not only is he making more sales, but now he's making more than three times the income.
The same work. Same work. Yeah. You know what I'm saying?
Isn't that awesome? That's totally awesome. Screw them.
Wow. Yeah, yeah. So you look at this and you're like, whoa, you know, this is the value of studying direct responses. You learn that you can test things and think about that test. What if that test cost $2,000?
Everything you do now can make three times more income, not including increased conversions, more like six times the income, just from that one little difference. And it's easy to set up point and click with any good shopping cart. And you can do it with any product, okay? Let me show you how to set up your own membership site, half an hour coaching session, three payments of $97. You're going to talk to me once a month for 30 minutes, and I'll lay out for you exactly what to do, one webinar, lay it out, and then I'll get on the phone with you for 30 minutes, give you a quick coaching session.
To a lot of you guys, that's the solution, because you can hop on the phone. You're willing to do that for, see, I'm not willing to do that for 300 bucks. I'd be like, I'll do it for three payments of 1,000, maybe. But I might miss one of the appointments on accident. Not guaranteed.
And I'm a top affiliate in two other things. But all that was built on outsourcing, because there's stuff I don't know how to do or stuff I don't want to do. And those are the two things. Two main things that I want to be able to drive through. And many people who, like David has mentioned this before many, many times, they want to do everything.
And they're not like, I don't. I do, right? But my situation is different, because I can't. And so I had to find a different way, how can I further my business without being in the business? Because the whole Timothy Ferris four-hour work week, David's holding a book with Ashley, that's just straight up sexy, because the book is sexy, and Ashley is too.
But the book is more sexy, because I get to sleep with the book. You know what I mean? That's sexy, you know what I'm saying? So what I did was, I don't have time to read. And so I took the audio.
I have a 45-minute trek to work. They have a shuttle for me. I don't drive. I just listen to it. But the problem was, I kept falling asleep.
So it took me like a month to finish this book, even though it's like, I'm going to sleep. It's like maybe four hours long. But I finally finished it.
And he was talking about, what I really got from it was two things. One, the products that you need to be promoting is information. It's cheap to market, easy to produce. China can't reproduce it, because there's too much stuff involved. They can reproduce golf clubs, but they can't reproduce your information, the way you deliver it.
And so you really don't need to be, am I as good as this person, or his list is bigger? Who cares? You're going to have a niche. If you could sell a product. Because I was talking to Ket Sing Thai, I'm like, this dude is freaking crazy, right?
I'm like, who does that? So, but I would never do that, right? But you gotta think of the person you're marketing to. My person I'm marketing to is a part-time marketer who's transitioning to a biz, or just looking to buy a car, house, education. And so this is me.
I am not full-time yet, but I'm not bashful with that. Why? I paid off two kids, sorry, prepaid, because I'm gonna tell you right now, there's no way I could pay 300K right now. There's just no way. So I prepaid it, two kids' college educations, I'm three years away from paying off my house, I bought a new car, I got 10K on it left, and it was a 30,000.
That was the most expensive car I ever had, it was 30K. I was driving a POS from college, the AC broke, and I think the transmission broke, and I'm like, I can't drive this anymore. So we sold it for like 300 bucks, and I bought a $30,000 luxury vehicle, which my wife drives, which is pretty funny. Oh, and she was a contractor accountant who no longer is a contractor accountant. That was one of my goals, I wanted to keep her home because we have two kids thinking about a third. So this, but the pain was coming in here: how do I physically attract this type of person? And that was my goal.
So let me digest that. All right, so what you got now, let's go back to, let's go member, let's go single contractor versus a team, right? I've experienced both. There's pros and cons to either. The single guy will bust his butt, you will, you can ream them, you'd be like, this is ridiculous, they want your business because they need the cash, that is your buying power. If you don't like something, don't pay for it. But this is your power, this is incredible.
A team, which is funny, you talk to one person and they have multiple writers, right? So what happened was this kind of sucked for me. I had one person I've been grooming for over a year, she's awesome, she's in Malaysia, her English isn't great but she does all the SEO stuff I need and she writes I think it was like 700 words for five bucks. I was like, I dig it, I love it, right? And then I got her, okay, how about for 10 bucks you spin it to 70%.
To me that is a massive amount of time, it is just, it is just too much, it is too much pain. I'd rather be watching TV with my wife, it's just, I can't do that, I can't do that, right? So what I did was, I still have a process of putting this into like spinners and stuff, I'm thinking about outsourcing all of that. I mean, I haven't been doing this, I've been doing some testing, so I'm not even doing this anymore. Why? She got pregnant, I didn't do it, wasn't me, she's in Malaysia man, she got pregnant. I love her, I hope she comes back, you know, I just let her go, you know, it's whatever.
So I have about 20 writers, my best writer writes, I think she writes about 12 bucks for 500 words. And so David's been outsourcing his stuff to UK, my, that's better than what you're doing. This was, I found her through, I found her through the Warrior Forum and she is actually in the States. And I was like, that is cheap, that is cheap, that is cheap.
Yeah, so going back to the 30 websites, I had about 20 people, right? And that was just the cost of learning, right? But the whole thing about why I have 30 websites, because I read some dude's free Warrior Forum post, he made six figures doing 30 websites. Or I mean, he has more than 30 websites, but I'm like, if he has 120 websites and it makes 120K his first year, can I take a fraction of that? Do 30, make 1K? I mean, just, you know, shoot low, whatever. I haven't yet, but in a single day I mean I've sold, I've sold over four thousand dollars on autopilot to Amazon from one website. And so that's, you know, it's a learning, I mean it's just something you learn from Warrior, but not to detract from that.
All right, so this is from a Warrior, this is a very good one. So what I did was, what I'm starting to do, stuff on my website that was very important to me, I'd have her write, she wrote my Numis article, I paid her, I paid her eighteen dollars and I think it was like 900 words. I thought I was number three for Numis Network, and that's like, that's a good investment, you know. I told her I wanted SEO optimized, I gave her some tips kind of what David talks about, and I gave her my main keyword and I go, how about, give me a Word document, what is your expected time of delivery and what is your PayPal account, I'll pay you. And so she's done about a couple things for me, not recently, I've been doing, I've been tinkering around.
But so I had these 30 websites, it needs content. What do you do with the 30 websites? So you have 30 websites that I'm building out, I think I have an 18 or 20 of 21 of them already set up. What I did was, there is the Warrior, which I like, and then there is Elance, right? There's these two, these are generally, it's a mixed bag, right? And this is generally, this is a little more controlled, there's a time frame. What you can do is you can put a list out and you can say, here's an open job for 30 days.
Whoever wants to do it, take it up and let me see your offers. Or you can force your hand and send the offer to people who have established Elance profiles. I would send this guy to outsource to A, outsource to B, outsource to C. My goal is to undercut them. So whatever they want, I shoot lower.
They say no, they say no, they say yes. And then the other ones that I listed, you know, you'll have people who are very new, very green. You know, I'm like, hey, you know, basis, you have to, you have to do $50 minimum for an order. And so my thing was 10 articles. I'm like, you're brand new, dude.
Hey, you give me, you would have to give me at least 12 to 15 articles at 50 bucks. You have to earn my trust because I don't want to waste time with you because these guys are established. And why would I pay you the same amount? This guy's got a lot of money. I don't want to waste time with you.
I don't want to waste time with you. I don't like 500 articles, you've done zero. You're going to notice in the Middle East, there's tons of hungry people who would do this. Your job is to find them and lock them down.
If you lock them down, you know, say, hey, I want to have a contract with you. I'm going to do about 20 articles a month. You have to be on time. So I don't care who other jobs you take in. If you break that and you, you know, you forfeit the money or whatever.
I mean, you work something out with them, but this is good money for them. Stay-at-home mom, I mean, this is what I had. A stay-at-home mom that was doing this for me. Yeah.
I've had a blog for one year. The year before, I had it on blogger.com like an idiot, right? I had to learn. So the first full year, I went to WordPress.com. You know, traffic was probably about, you know, 100 hits a day.
And then it spiked and levels off about 400, okay? Normally, averaging, I found if I concentrate on an article, I've actually hit 1,500 hits, unique hits in one day if I'm consistently blogging. If I'm consistently blogging. This is just, you know, trickle, trickle, trickle. This is consistently blogging.
A blog takes me keyword research, optimization takes me about one hour minimum. I don't know, do I want to do that for an hour? I don't know.
Depends. What is it worth to you? I might do it, I might not. But why not write for three weeks, I mean, three times a week and have a ghostwriter come in for four times?
Just, what is he writing about? I'm not writing about my life, that's my life. Having to write about technical stuff. Why not?
Because it takes forever. So what I do right now is I blog about once a week. And I have about five to 10 posts a week written to look like me, right? But I actually, see, my model, I want to pay a little bit more. I want to pay a little bit more for somebody to sound like me.
That's my, I'd pay somebody 25 bucks an article if they can write like me. If they can sound like it. Does that make sense? And it really doesn't matter. Like, if you're just looking for traffic, who gives a crap?
You know what I mean? It really, you can find, Lawrence is smarter with money than I am because I'll just blow money. You know what I'm saying? I'll just say, hey, here's some money. You know, take more.
You know, I'll give you more money here. You know, but the thing is, is if you could get that cost down, especially because he's really efficient. He's really part time. He's really good. You can get really low cost.
Why in the hell would you want to write all your own blog posts? That's stupid. No, seriously, just being honest. I mean, that's not criticizing anybody that does want to write their own blog posts. But if you had the choice to either blog or to get somebody else to do it and sound good and make it look like you're blogging all the time and involved, and to get them to run all your Facebook accounts and go post witty messages for you.
And then you're at the beach while all of a sudden you're at Facebook all day. They're like, gosh, Lawrence is everywhere. He's sending me text messages. He's calling me. He's freaking posting on Facebook.
He must work 18 hours a day. Yeah. Like, as a matter of fact, I do, drinking coconuts. I mean, think about it, now there's a difference here because we're all like employees who kind of found business, right?
But what would a business owner do, you know, who was hiring a good employee that they wanted to keep, right? And that's how I think, that's how I'm thinking now because I'm thinking, who do I really want doing this stuff? Because for me, on my personal blog, if it was another blog, honestly, I don't care. My personal blog, I want people to go and say, yeah, that's good info all the time, right? So what would they do?
Well, what they would do is they would say, you know, I got a job posting, right? I ain't hiring everybody, I'll have you test out, right? So here's what I'm looking for. I'm looking for a professional article writer to report on news, social media news, network marketing news, information on how-to information on new things that happen in the industry.
I can give you a list of subjects every week. I want you to write articles on them and here are the news headlines to subscribe to and here's the report that you need to submit to me every week, all right? And this is exactly what I'm looking for. This is what we're going to pay. And what you do then is you have people submit applications and what you can do is say, here's what I'm going to do.
I'm going to actually pay you. I want you to write a 700-word article, right? And this is a test. If I like your article, I'll have you write another one, all right? And we'll see how the relationship goes.
So what you do then is you interview people, right? Just like a job process would. You have them write a piece of content for you and you read it, right? Yeah. And if it's trash, you say, sorry, dude.
You know what I'm saying? And if it's good, you say, well, it's good but let's tweak these things here. I want you to write me another one. But I want this specifically done with the next one. I want to see how you do.
I can't, I'm not making you any promises yet. So you do it like a business owner would do it. You see what I'm saying? And then you can get a loyal, good person. I mean, freaking, I mean, the appeal.
We're talking about sex appeal and attractiveness. Who's more attracted to writing articles all day versus getting paid for it? You know what I'm saying? And you're not creating a blog post, you're writing articles all day versus getting somebody else to do it.
Yeah. How does it make you want to jump up and down? I have a 100-day blogging challenge. I have run from all of those. There is no way.
Well, me too. I get my employees to do it while I'm promoting the challenge. Actually, no. I'm a horrible speller.
My grammar is awful and so Denicky goes, when I see those misspellings, that's actually you. I'm like, yeah, because I like you, I'm actually writing to you, you know, I mean it's me, I'm very flawed, but you know, when I write, they know it's me. No, I'm just being straight, serious strategy here, cause what I do, what I do, and this is good bouncing off, cause I'm learning from Lawrence too, cause I'm scaling things out too, I'm learning how to do this. I suck bad at outsourcing my first start, and now I just suck, so I first suck bad, now I just suck, and I'll just suck a little bit maybe in a month or so after I hear this speech, right?
But you know what I do, my model is with the traffic, see, I do a few things. Number one thing is I have posts going on almost every day, I mean the last two days I've had two posts, right? I didn't write them, you know, they happen when I was talking to you guys, basically, you know, so I wrote about a post a day, right. Then what I do is when I have something interesting, this is what I do, it's got to be interesting, I email my list with the post, right? I don't email my list with boring ass crap, because what they do, right, is they read the interesting thing, they say, this guy, this guy, right, and then they look over on the right and there's all these informative posts that are written by my outsource guy, right? So then they're searching around my blog looking for information, and somebody search around my blog looking for information, they click on all sorts of links and buy stuff off my blog. Well, that's what I do.
Yeah, because what happens is you build a list, right, here's the elements of a lot of blog traffic here, from not SEO perspective, we'll have all lunch, oh, I friggin, Ola, right, we'll have Ola and Shola back there, just the one guy, the MLM brothers, right there. But here's the thing, here's my formula for this, this is non-SEO blog traffic, right, is you post daily, right? It doesn't matter if it's yourself, who gives it, who wants to do this, right? And I'll show you guys how to create viral, huh, yeah, sure, I throw at him, right, and I post daily. And you know what I prefer personally is how-to stuff, right, how-to and news, because that's what people want to read, right? So I post stuff like, you know, how to do Facebook plugins, what plugins are useful for a WordPress blog, social media news, I got Mashable.com, grab headlines, I say write an article about this, I look on Facebook, look at their new plugins, I say hey write an article about this news and stuff, because people like that crap, you know, I'm saying they like news, right? People sit at home at five o'clock just to watch the news, and it's useless information, so people like news even if it's useless, right?
So I post daily news, right, some SEO, then what I do is when I do something funny or interesting, I say it's an interesting post, right, and then I tell my whole list about it and I point them to the interesting post. Now here's what happens, I got a list of 18,000 people, not everybody's gonna go tweet and share that, are they, right? But you know what happens, I tell them tweet and share it, and I post that to my list, and for heaven's sakes, with that big old list I get 50, 60, 70 people sometimes, you know, my biggest is about 300 Facebook shares maybe, I do it through TriPro, maybe get about 70 tweets. So now my list that I've already got is going back to my blog, making my blog traffic look bigger, then they're digging around these posts that I'm not even doing, they're tweeting, they're sharing, then they're generating from their warm markets and their social media traffic to my blog, and I'm getting leads from my leads, warm markets, that makes sense, you're turning one lead into three.
So when David talks about, he doesn't know anything about SEO, it's ninja, because you came in here, you increased your bounce rate and your average time on site because of the filler information. What they feel like they want is they feel like they want Lawrence to kind of be everywhere, you know, I mean, they want them on Facebook, they want them on Twitter, they want to see a leader who's involved, who's on the phone, who's communicating, who's emailing, in the know, is part of it, they're part of this inner circle, that's what they kind of feel like, the one, you know, they really want lots of money with no work, you know what I mean? No, people always lie about it, they're like, no we work hard, but really, come on, who wants to work hard? Work sucks balls, right, seriously, it does. It work sucks, right? I mean, if you're doing it to help somebody or benefiting society or whatever, great, are you doing something you love, great. But work, if you had a choice of work or having sex with your wife, what are you gonna do? You know, I'm saying, work or watching a good movie, what are you gonna do? You watch the movie. Work or kung fu? What, are you kung fu? Wins every time. Work sucks, right? You want a bunch of money, and this is the only reason you're working, so let's not talk about it, you know, I mean, I'll be liars.
So David Sharp made a very good observation, he's like, it seems like you were gone a very long time on vacation, that's perception, I was gone for three weeks, but then it was like three weeks in like, you know, like three months, which isn't too bad, right? But when he was watching some of my stuff, he's like, dude is never even in the office, how is he even doing anything? It's because, you know, people pop in and out of your list all the time, you know? And what do I want to sell?
I want to sell a lifestyle. My lifestyle is, here's me getting money. A lead comes in. I don't call that lead because I have a phone center talking to this lead. I have this person who's booked to a webinar calling me.
That's it. That's kind of, I only want to talk to customers and people who've seen my presentation. I mean, that's me. That's, I think more people would rather do this than banging the phones like I did for, you know, 30 calls a night. You want to quit.
Let me tell you a story here. Okay, so I get in, you know, Numis, and I recruit all these people on the internet. And then I was like, freaking, you guys got to recruit more people. So let's do some home meetings. You know what I mean?
I was like, let's do it. Come on, let's go. And so I popped in a plane. I went to 15 cities, right? Because I was like, let's get everybody to do these home meetings because they're not going to do it unless I do it.
So here's what I do. A true story, right? Chris could verify here. I'll tell you, I'll tell the story. You know, you ask Chris if it's a true story.
Hold on. My strength is weakening because I'm running out of caffeine and I'm tired. Oh, this is good. All right, so here's what happened.
So I go to 15 cities. I spent about $15,000 to fly to all these towns doing meetings for people. And I say, here's the deal. Get 50 people in a room, I'll go to your town.
Dave Wood will be there. You know what I'm saying? Get people. Now, I'm telling you, people packed rooms. You know what I mean?
Really. You know, I flew all over the place. I went to Alaska. Now, here's my experience, though. I went to Alaska.
And this partly was a test because I want to say, does this duplicate faster or whatever, like everybody, you know, like all the old bald guys are saying. Right? Well, that's funny, Chris. All right, so I go to Alaska, you know, which cost me about $1,500 just to do my own home meetings so people would listen to me. Right?
And me and Chris, I get together with him because, you know, he just got in Numis too, right? And I was like, dude, let's do a home meeting. He's like, oh, God, dude, this is not why I got in this shit. So he's discouraged immediately, number one.
But anyways, we do it. We pound the phones for, what, three days, right? Three days of phone pounding. Now, during the three days while we were pounding the phones, I recruited about 15 people on the internet.
Okay? But not pounding the phones, so this is no phone. All right? No phone at all.
Well, no, but, no, I mean, it's a test, you got to test stuff, right? So I'm pounding three days of, like, five-hour days, five hours for three days. And number one, I wanted to die.
And all these people are going to come to my house, right? And guess how many people came to my house? Four.
Four. There's a taxi driver who took me from the airport to my house. And guess how many people came to my house? Four. There's a taxi driver who took me from the airport to my house, because I didn't want to bug my friends in the middle of the night. So I just took a taxi home, right? So I had a taxi driver.
I had Marcia, who had no intention of buying. One of Chris's buddies. I can't remember his name. Chris buddy. All right, one of Chris's many, many friends who want to touch his loins, right? And then taxi Marcia, Chris's friend.
And there was some other, like, random person. I'm just going to say random in the house. All right? At that meeting. So there was a total of four people who came to my house.
All right. There's a total of four people who came to our meeting after five, you know. And in this process, I recruited 15 people on the internet. And guess how many people joined?
Nobody joined. So I said, well, there's something wrong with nobody joining. So I said, well, let's do a voice broadcast to everybody in town. So I spent, like, $150. Broad cold calling.
On autopilot, of course. You know, everybody in town. I think we recruited a person from that or something. Like, yeah, we recruited three. We recruited three from a cold voice broadcast, doing no work, just sending out a message.
I spent $150. In the process, I was like, I'm going to do this. And that was city number one, right?
All right, not, you know, after we stopped calling, the relevance, right? Then city number two, I go to Anchorage. Stuart, how many people joined in Anchorage?
Zero. Okay. So city number two, about $1,000, nobody joins. All right.
City number three, I can't remember where I went. We did all these meetings. It was like eight meetings in one city, going around the city, meeting all this team. Freaking, like, two people joined. And, you know, by the end, I'd spent like $15,000.
Right? And now here's the thing. It was like a month of traveling. I was exhausted. I almost had a freaking heart attack from being tired of meetings.
Right? And about $1,000 of that was from flying around doing the meetings. And about, you know, $24,000 was from doing nothing on the internet. So I looked at that, and I was like, fuck these meetings. Yeah, I was like, screw this, dude.
No way. Pain and suffering, pain and suffering, versus doing nothing and making money for free. I mean, what are you going to pick?
You know? And so that's my, I mean, that's my honest experience with it. So I was just like, I'm done with this, dude. Anyways. You have a blog.
You have five readers. Do you blog seven days a week? I don't know. I think it'd be better to spend that seven days of time, which is, you know, let's equate that to, you know, 300 bucks of your time.
And you do Facebook PPC. To then get more readers. Now, I mean, there's a point in time you're like, okay, maybe it's worth it. I mean, it's really up to you. Ray Higdon has a lot of traffic.
David has a lot of traffic. But if you look at David, he's outsourcing all the meat while he's coming in with, like, you know, the nice seafood, the lobster. He's doing the surf and turf. You know, he's got the meat coming in, which is dry, technical stuff that kind of sounds like him. But he's coming in with the lobster tail.
He's like, hey, here's some butter. I will make you laugh with some poop in your pancakes. I mean, it's just, that's all he's doing. And that's very appealing to me. And that's something you can definitely, definitely look into.
So, okay, I do want to touch on, so I read it, okay, I've bought a lot of different things, right? I'm always interested in what people can sell, what they are selling. You know, David buys it just to look at the infrastructure. I buy it just because, you know, I like to read, you know, whatever. So one of the things is Fiverr, okay?
So Fiverr and Warrior to me are kind of the same in a way. Warrior, people are trying to make a name for themselves. This is a very particular niche. I mean, you can get programmers. You can get artists.
You can get writers. Great, great place to go. It's kind of like a no-holds-barred, I mean, it's Wild, Wild West. You get what you get, right? Fiverr is a $5, what will you do for me today?
It could be anything. And so a test was, one of the things I avoid and what you should be doing anyways is video. Everyone should be doing video. Why? Because it confirms you're alive.
You're not some person behind a desk that's fake, right? People don't know you're alive. Regardless of what you look like. You can be anything. You want to do video.
But video has many things to it. Video has shooting, editing, compression, upload. There's a lot of different things in video. Say you have a capture page. I mean, let's say you have a sales page.
Sales page, it's $5. They go, no. You go, well, how about if you buy it, I'll give you the PDF transcription. Would you still buy it for $5? You're trying to recoup it.
It's already there. See, remember, when you build assets, this is your stuff. If you're not selling it, you're not making any money, you might as well just throw that crap in there, right? If they say yes, what can you do? Hey, for another $5, you have a PDF?
I mean, you can tinker with this stuff. I mean, there's just tons of this stuff. Transcriptions. For Fiverr, I've gotten people to do, I wouldn't do articles on Fiverr. But, I mean, you might have good stuff.
So, what I did was, my platform was 30 websites. What I wanted to do was, I got my friend to install. Before that, I did the keyword research. Keyword research, I did, that's me. I did keyword research.
My friend did the install for WordPress. He did the customization also. $50 for 12 articles at 500 words. What is a header? It's the big piece of real estate on top of your website, right?
You would be surprised how good this stuff is for $5. I mean, it's surprising. If you go to that website I'm going to give you, that was $5. So, the idea was, my own header, I went to Warrior Forum. The dude charged me $45.
For my header on my Lawrence Tam blog. That was $45. And he took a week. This guy took three days. Actually, it might have been the same day.
It was $5. I don't know if this one was an order of magnitude of nine times better. I mean, it's just, it's perception. I mean, $45, it should be good. $5, it shouldn't be good.
It was good. So, I have a process of building websites. My time of less than 30 days. My time of less than maybe an hour. My friend writing articles.
Now, I'm still wasting time here. I'm still uploading these. I'm thinking about outsourcing this. My header. I mean, there's tons of different things you can do.
And to me, this is scalable. Why? Even if I don't outsource this, I'm going to give this to my wife. Why? Kids are at school.
Give me an hour. Let's make some money while I'm at work. And it's something very easy. I would set it up where it's dummy proof for her to do, how to cross check. And she actually told me, she's like, hey, you know, I don't know if my checking would be very good or whatever.
This article was written in their second language. Don't worry about it. And what's funny is these articles still pull in money because it's written well enough. I mean, you can have the best. That was my main issue.
You can have the best article for like $30, right? You're looking at about $30 for a very good article, maybe 1,000 words, but no one sees it. It just depends. I mean, if you're building a corporate site, this might be worth it because you're not having much content anyways.
Spend $100 on content. But if you're doing a blog that has thousands of pieces of content, to me, this doesn't make sense until you start making some money. Do your one or two posts a week and then have filler information on the back end. So that's kind of how I do it. Oh, there's one more thing I do.
How do you know it's original? You can do Copyscape. But when I hire them, like if I catch you one time that you're doing this and you're copying crap, I'm going to fire you. That's it. But, yeah, I mean, do I go through all of Copyscape?
No. But, I mean, you just go to a website. There's a big little thing. You take your article. You put it in there.
You hit the button, and it will check for plagiarism, kind of like what English teachers do anyways, right? You can definitely just do that, right? But is Copyscape that bad? Well, what are you looking at? Are you looking at it because your stuff isn't original?
Yeah, that's bad. But duplicate content, in my opinion, is fake. I mean, you can always just kind of, it's fake.
That's my opinion. Other people might say, oh, you can't rank from that. That's BS because I've ranked duplicate content before. Because I'm not saying the whole website is duplicate.
I'm just saying one article, fine, I'll let you pass, but I'll still fire you. But I'm not going to take it down. I already paid for it. Come on.
You know what I mean? It's one of, like, you know, thousands of articles. It's fine. Google is not going to kill your whole website because one of them might have 10% duplicate content. Not a big deal.
So, yeah, so the process was I want to be able to work two to three hours. I'm still doing about two to, I would say two to six, depending. I think most of my time still goes into leads, leads and research. Roughly.
And here's my reasoning. I do a flat 40. My hours are 5:30. I wake up.
I sleep at midnight. Monday through Friday. My wife lets me sleep in until I think about 9 Sunday through Saturday. All right? Now, how am I possible to do this?
That's inhuman. I'm still standing. The reason I can do this is because my why is really strong. I've conditioned my mind. My mind is stronger than my body.
And what I wanted to decide was do I want to change what I'm doing now when I'm still relatively young or do I want to wait until later on and, you know, I passed up all this momentum, all these assets I could have been building. This is where I'm at. And this is my biggest pain. And this is why I work so hard. I want to be the guy who wakes up at 7.
That's not that much different. But 7 means I get to take my kids to school. You know? Right? And that's one of my goals.
That was in my vision. I want to wake up at 7 o'clock, cook them breakfast, and take them to school. That is more like a goal. Huh?
I'm in the house at 4 o'clock p.m. every single day. Because I don't drive. All right? They have a shuttle.
They pay for me. It's all subsidized. Yeah. So, well, not really.
Remember, what was my why? My why was to spend time with my kids. My kids sleep. Now they're sleeping about 8 for summer.
School nights, when school starts, they're at about 7, 7:30. We have dinner ready. Depending if I'm watching a movie with my wife, you know, I might not mark it at all that day. That's just how it happens. But I would say generally on a flexible schedule, I'm looking at 9 to midnight is when I do my damage.
Now, I can still, I mean, I can still sneak in time like during my lunch hour. I might do a little bit. Maybe right in the morning I might do a blog post in the morning like at 6:30. It is a graveyard at my work until about 8:30. So, I generally, I might do a blog post.
So, if I really wanted to maximize my time, I could still probably do anywhere from, let's say, 3 times 7. That's 21 hours plus maybe another hour a day. That's another 7. That's 28 hours. No, because the kids are usually awake.
But maybe another 3 hours at night. Do you work on weekends at all? I do. Basically, all Saturday you're doing a lot of work.
No. When the kids are awake, I'm not working. So, kids get up before me. I'm sleeping tonight until 9, they wake up at 6:30, 7.
Right? They sleep at 9. Or no, they sleep at 8 right now. So, I still have the same time frame. Right?
And depending if my wife wants to watch something, you know, I'll kick it off. But it's not that bad. I mean, people say, you're slaving away 9 to 12. Like, not really. Let's put it into perspective.
I would like to put it into a test, me versus any other part-time marketer who has watched the podcast. Who has watched more movies than me? I don't think anyone has watched more movies, more series, more HBO, more Netflix, more football than me. Why? Most of the stuff from 9 to 12, there's no customer calls.
So, it's just data. Keyword research, maybe a blog post, maybe talking to an outsourcer in Malaysia. This is stuff I can watch movies doing. I'm not in the office. I'm at home.
I'm comfortable. I'm in my boxers. This is very comfortable. I could do 9 to 12 for the rest of my life. That's great.
But I can't do the 5:30. And this is my why. This is what I'm trying to solve right now. And I haven't been able to do it. I've been flat, which is pretty funny.
In the Google PPC days, I hit L4 in like two months. Right? I was in the system for a while. But I hit, in Google PPC days, and I hit L4 in two months. I was doing about 50 to 70 leads a day, paying about 250 a lead. As an engineer looking at this, I'm about to retire.
This, I was making. I had zero signups. But I was making killer bank from affiliates. I was just destroying it. Right?
I couldn't really care less. I was kind of depressed. And I couldn't get any people into my other opportunity. I found out the opportunity just wasn't good. Right?
It was just not good. Because it was only available in like two states. You know? I was like, well, crap.
I'm talking to people all over the world. And they're not going to go in two states. Whatever, right? So I had zero signups.
But I was still making very good money from this. Right? This collapsed. Google PPC dissolved, 50 to 70 leads. I'm probably doing about 5 to 10 leads.
But what's funny is I actually make more money today, having a tenth of the leads. How is that possible? It's conversions.
Testing. Going into different markets. Not being afraid to not be a network marketer. I actually make more money today doing the same amount of time, with a fraction of the leads.
And that's just, the whole process was, you know, this is me. This is the phone. Once I took that out, you know, it gave me a boost, you know?
And I was like, this is me. This is me. That's just, you know, just talking to David. Yeah. I'm just, I don't wanna talk to anybody. No.
That's just, no, you have to be a customer, or a serious prospect, you know?
But yeah, just talking to David, I feel like I'm very close to kinda cracking something, you know?
Going from a consistent, like, five to 10K monthly guy, you know, to something that's like 15 to 20. They always say, you know, it's so much harder to make 100K than just saying,
there's a big chasm of difficulty, because I feel like there's just a gap and once you understand that, go and jump in that gap, I mean it's much easier, right? But see, but because I'm seriously stupid, Dagan Smith, Dagan Smith goes, I paid Dagan over three grand, and he goes, in 90 days if you're not making over 10K a month consistently without doing crazy stuff, it's because you're shooting yourself in the foot. It's because, yeah, I am shooting myself in the foot, I seriously, I'm sure, cause my whole thing is, one, I am an employee who has a 401k, who has health insurance, who has 40 hours in a consistent paycheck, and I am 33 years old, taking those away for me is a major fear factor for me. How can I do that? I got not two miles of feed, I got three miles of feed, possibly a fourth, this is something I psychologically I've been trying to go through for a very long time, you know, because how do you take that step?
So younger guys who haven't been locked into this jail cell going after that, I mean, it's not much harder, because if you're a contractor or sales commission, real estate agents, they're used to that stuff, that's very easy for them, because then they're used to sporadic kind of big chunks of change. I can't do it. And so realistically for me to retire, I think I need to make about 12K a month on a low end, not a high end low. Oh, bad month made 12K, that's kind of where I need to be, and I'm not there, you know, and I could, I can always blame it because I don't have enough time, those are just excuses, right? You make it happen.
I mean, what I did was, you know, I made a conscious effort to fly to Costa Rica, and then I did was, gonna have to help me Monday morning, I'm going to have to pick up the phone or maybe just do an email, because I have no more vacation days, I spent them all on Disney World and Hawaii. But this is what, this is my life. Now, is this that bad?
Now, put it in perspective. I work 40 hours at my job. I might do a max of, let's say, 30 hours for my biz, which I am the boss. Like, I love playing that song, Who's the Boss? You know, I'm the boss, you know.
30 hours versus someone who has a full-time job plus a night job plus a part-time job, whatever, waiter, whatever. I mean, most people do 20 to 40 hours on their second job with commute. I'm not commuting anywhere. I'm at home.
I'm comfortable. I'm watching TV. This is my life. And if you can improve on this, you see a crack in this type of scheduling, by all means, hit me up if you have any guidelines. But my main thing is it's mental.
They always say it's always in your mind. I think it's in my mind, man. That's why I'm not breaking through. So, that's kind of my deal in outsourcing. Find a good person you trust.
One thing I do want to do, I love that comment about interviewing. It's kind of like, not like a shark tank, but like, you know, you're interviewing people because you're the boss. How much more gratifying is that versus me making my boss's dreams come true? By day. By night.
You know? I mean, that's just, it's just a total flip. And so one of the things was like, I almost had my wife have a heart attack. We were doing taxes. That is ridiculous.
I think it was like 18K I owed in taxes, end of the year. But with the business, I think I got under five. So, you get to do stuff like this. Fly to Costa Rica.
I mean, it's just crazy stuff, you know. And TurboTax to get an accountant. She's an accountant, so she kind of did all this stuff. But it's a great way. I mean, it's a shelter.
I mean, this is why I do it, you know. You can totally shelter your stuff. I've accomplished a lot of stuff part-time. So, I mean, it's definitely doable. And remember, the reason, like you were saying, you're not going after the dollars.
You're going after what the dollars can give you, which is, you know, vacations, a cruise. You know, you're going after this. And I would challenge you, anyone who's in my position travels more than I do. Next year, I'm going to be in Taiwan for three weeks. That's my goal.
So, that's my deal in outsourcing. I really like the scientific method, right? You're a scientist, right? You graduated from school of physics, right? What's the scientific method?
You have a hypothesis. What do you do? You form, exactly. And if your hypothesis is false, you might form a new theory. And then what do you do with that theory?
You do it again until you find something that's proven and verifiable and repeatable. Right? Now, if you treat your business like that, does it not make a lot more sense? Right? So, here's what you do.
You do a home meeting. Let's give this as an example. Now, let's say you actually do a home meeting, and you do it, and it works. All right? And you say, woo-hoo, I sign up two people for about three hours of work.
Not bad. And then you go do it again, and you're like, Frank, it works. And you sign up two more people, right? And then your downline all goes out, and they do it, and nobody signs up anybody, but you can do it, but they can't do it. You're like, okay, it's not a repeatable experiment.
You know what I mean? Right? So, what we're doing here is you have a theory. Okay. I have a little theory.
Why am I doing this? Let's be honest. It's to get resources. It's to get access to resources that you don't have. Time, money, energy, ability to move and pick up and go somewhere, ability to buy a house, ability to buy a car, ability to spend more time with your loved ones, right?
Not work so hard to be a little bit less stressed, lay off the stimulants a little bit, and go to sleep a little bit more, right? Put down the caffeine a little bit, right? You're doing this stuff for resources, not for money, for the resources that money can buy. So, you form a hypothesis. You say, okay.
For a lot of people, that's not bad, and it's pretty easy with a decent amount of traffic. If you wanted to do it, Angela, you could do it right now, if you wanted to set up blogs, right? So, you're going to do it. Right? So, you're going to do it.
So, you have a little experiment, you see, okay, freak, it works, I can sell one a day, right? Now, you got a little system like you do with your little eBay thing. See what I'm saying? Creating money out of thin air, right? Something you could do, right?
And then you say, well, I wonder, what if I did two payments of $495? For the same thing. Increase my price. I wonder if I could still sell one a day. Right?
Huh. Well, here's the thing. You can have, dude, there's companies out there where you can have outsourced teams of managers. You just got to take your time here and get good people. Jay Budd, one thing I learned from him, he gets good.
He gets good people. You know what I mean? He gets people who can get results, and he just pays them for it. You know what I mean? So, then you can take that money, you can put it back into your traffic and say, now your blog's getting 15 posts on it a week, rather than the five posts a week everybody else in the market's doing.
Well, who's going to get more traffic in a year? You. See what I'm saying? So, you say, well, I wonder, now I'm selling these guys this $495 blog package, I wonder if I could sell them a $50. So, you put together a little upsell and you say, all right, what I'm going to do now is I'm going to set up your blog, I'm going to host it for you on our own servers.
You don't have to worry about hosting or nothing. We'll make sure it's free of viruses and stuff like that. We'll host it for you, no problem to you. We'll even give you access to an affiliate program to promote it if you want to make money promoting our blog system, right? Now, all of a sudden, you're bringing in a blog a day, you're hosting it, so you control it.
Same work. So now you got, instead of the regular 15 posts a week going out, now you got, all of a sudden, 50 posts a week going out on your blog from people writing articles for you because you got a bunch of money. And how many people think a college student would write a damn good article for 700 words for like $20? That would sound like Buddha wrote it. Right?
So here's the thing, you get a college kid who's like, you're kidding me, $20 for an hour of work? I'm having an orgasm right now. You know, I don't need Adderall anymore. I'm quitting school. I'm done.
I'm done. $20 an hour, I'm a doctor. You know what I'm saying? That's what doctors are getting today after they're paying insurance and shit. Right?
So in any case, now you're paying these guys. Plus, they're paying you the hosting and you're just hosting it. Turnkey solution. Don't even worry about it. Right?
See what I'm saying? You sell anything. So it's scientific. And then you want to recruit. And do a network marketing deal.
You know, put a link to a Facebook government approved thing on there if you like. You know? I don't mind at all. And then, all of a sudden, you got a lead going into this thing. Right?
And then you got money and you freaking hire a call center to call your lead. Right? So you ain't doing nothing. As little as possible. Dude, my goal is nothing.
My goal is nothing. I mean, if I could do nothing and get money for free, that would be ultimate. I send out my own emails. So that's five or ten minutes.
Yeah. And I'm setting up my systems. I'm helping get that thing going. That's taking a lot of work right now. My goal is honestly nothing.
I want to create training. Have it uploaded by other people. Have all the tech stuff done by other people. All the support done by other people. All the phone calls done by other people.
The closing done by other people. I don't want to do it. Because it's pointless to do if other people can do it. Well, what if I could close, right, really well? Better than anybody I know, right?
So I'm a closer man. Because I can get people and I can close them. I'm good at it, actually. I can close, right? Now, the funny thing is, though, I actually make less money.
Because if I spend too much time closing, I stop being creative and I'm just on the phone. And I actually make more money from being creative. It's my personality, right? That's how I make most of my money. So closing actually inhibits my income, believe it or not.
Strangest thing ever, right? You're like, that sounds to contradict Todd Falcone. Well, not really. Todd Falcone's primary skill is being on the phone. Isn't it?
Right? For me, my primary skill is being creative. That's what I should do. Right? So the goal is I don't want to do any of that crap.
Why would I? Right? So now, all of a sudden, I can close. But I can close the best, better than anybody, right? So if I get on the phone with people, let's say I can close, you know, one $3,000 package a day in about 10 hours of work.
Right? I get on the phone. I close somebody. I could do about probably one a day if I did that. Right?
If I was talking to people, talking to people, talking to people. And if I was doing it all myself, because I want to make sure. They get the support. They get the tech support. I'm on the phone with somebody.
What? How the hell do I do it? Can't, right? So what if somebody else could close?
70% is good. Right? But now, once I got the traffic to that guy, I can hire another one and double it. What makes more sense? Now I don't have to be on the phone 10 hours a day.
See what I'm saying? Right? So I don't care to do it all myself. I don't want to do it all myself. I like being creative.
And I like doing stuff like this where I'm training. I enjoy this because then I have the opportunity to really give. Right? And the lights are turning on. Right?
You guys are seeing this. This is a business. Right? And people say, oh, if I got an office and I got all these people, I got to be there. No, you don't.
Right? You can get my phone room to call your leads. You know? You can get big outsource companies. You know what I mean?
Get people who are talented doing the stuff. People who are gifted, who love it, doing the stuff. Get people who love doing it. Right? Because who do you really want calling your leads?
Right? Number one, somebody to pre-screen it for your sales guys. Because do you want your sales guys calling leads that haven't been pre-screened? Hell no. You don't.
Who do you want your sales guys calling? People who are ready to be sold. Because a sales guy, I'll tell you something that I learned. Sales guys are almost never good at prospecting. They're good at selling.
Isn't it truth? Right? A prospector is somebody who just hammers the phones. A sales guy is somebody who's been good on the phone with somebody who's a decision maker.
And they can bring him in. Those are two totally different skills. So do you want your sales guys calling leads? Hell no. You want them booked appointments, booked their schedule full with stuff they can make some damn good money at.
Or they're going to go work for somebody else. Make sense? Frank Kern. You talk to Frank Kern's guy? He bad-ass or what?
He almost sold you on an $8,000 deal, didn't he? This close. Right? You're about ready to cry hanging up the phone and getting away because you didn't want it. You wanted to buy.
You're like, I don't want to buy. I just, I just, I got to go, man. You know what I mean? That's who you want your sales guys to talk to. Why?
Guys, what does a sales guy love to do? He loves to close. You can keep him closing and making money and get him some real money. Freaking he loves you and, you know, wants to do you. And you're saying, that's okay.
I'm married, but here's the money. Right? I'll buy you a Ferrari. Just stay away. You know?
No, you know what I'm saying? So, so guys, you get people who are good, I think is the answer. See, I think Lawrence, one of our struggles is we want to be cheap. You know what I mean? Yeah.
Cheap is not always better. Really. Jay Budd, you know what he does? Right? Jay Budd, he pays people a lot of money to work for him who are good at stuff.
Right? A lot of money. He's got four people making six figures a year in his office. They're good. Right?
Right? And I was like, God, I got to get through this thing, you know. It's like 1,000 pages. I was like, what are you giving me, dude, fruitcake? Give me this 1,000-page.
Hire a person in India to read it and write you a report, you know. Write me a 30-page report on how to do this, and I'm done, you know. But the thing is, folks, you see what I'm saying? So you test this stuff. You can still recruit a person a day not doing anything, you know.
And what's better? What's more attractive, right? Now all of a sudden when you show your face, people want to be around you. You know what I mean? You're like this mystery.
How does this guy blog so much? He must be on the computer all day. How does he blog and be at the beach simultaneously? It doesn't make any sense. Well, I'm not.
I'm just at the beach. You know what I mean, guys? This is the Bill Gates model. This is the model. This is the Virgin.
Richard Branson model. This is what you do. You outsource what you don't want to do. And then here, now you want to see some real trickery. So now what's an article worth for you?
A good article, I'd say, honestly, a good written article is worth about $20 to me, right? $20, $30 to me. Because I want to sound like Dave Wood, you know what I mean? And people can do that if you pay them, right? For me, I mean, honestly, just for traffic, it's irrelevant whether it's good.
But for conversions, it is important, right? Whether it's good or not. So you say it's worth about $20.
So then what if, now you're doing this model, you make everybody affiliates of your product, and you teach them how to make money by blogging every day. You can do nothing. But then managing the people who quit and bad employees. And then you hire a guy who manages that. Like Lawrence is thinking, you know.
Yeah, exactly. You know? See what I'm saying? And that's sustainable. But, you know, you see this and you're like, God, that's so huge.
Where does it start? Well, it starts with you saying, hey, I'm going to do a product. Here's what I'm going to do. I'll set up your blog for you, you know, 5 payments of $97.
Something like that. 5 payments of $97. I'll set up your blog for you, get you a good header, get you a good image, and then you figure out, well, people will pay for this. Unbelievable. It's like money out of thin air.
See what I'm saying, though, guys? Some value today? Everybody getting some value here? Any questions?
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