Rapport, Responsiveness, and Relationships: Get More Signups From a Small List

Let's talk about a couple of things with follow-up and we're going to break down some strategies. So what I want to do actually, is I want to bring Paul Gardner up. Hey, what's up, man? What up? Gary and Paul, hand.

Pop, pop. So, reason I'm bringing Paul up is I'm going to do a lot of examples with him. I'm also going to pull some examples from different people in the room, okay? On different things that they're doing and show you how this pulls together. Because what I really want to teach you guys today is I want to teach you how to dramatically increase the sales from a smaller list, okay?

And the reason why I want to teach you that, because most of you have small lists or you're new, right? And you have a choice of either trying to get a massive list, right? And getting like one out of every 200 people to join, which you can do when you have money and you can afford when you have money. You have that choice. Most of you don't have money, right?

Or you could learn to... You could learn to get like one out of eight or one out of 10 leads to join, right? And I promise you, you can get one out of eight, one out of 10, one out of 15 leads to join. If you're willing to do all the pieces to the things that we'll show you, you could do that. If you're not willing to do that, well, then you're going to need a lot more leads, okay?

Which for some of you, totally okay. You got money. You got, you know, all the time to wait. You know, you're cool spending a lot more for a lot less work. Some of you, though.

You're like, you know, kind of broke, right? Or I need to actually make this work or the wife's going to kill me. I can't just be, you know, spend money on this forever, right? I got to make some money and you need to learn how to get a lot more signups from a lot smaller group of people. So you have the money to build a big list to where you don't have to do some of those things anymore.

That make sense? You got to be willing to do that first bit first. Okay. So let's talk about... What I want to do is I want to talk about what you're doing.

Okay. And we might not show people some of your... Some of your pages because I'm not sure how legal they are. But we might too, right? So we're going to talk about it, but we're going to show you some stuff.

Okay. And I want to talk first with Capture to go through this. And we've done, you know, hangouts with him. How many of you were on one of the hangouts I did with him? You find that valuable, right?

So he is sponsoring eight to 10 people a day. And it's his first year and he's new. Okay. How big is your list? 2,400.

2,400 people. How many people you sponsored? Last month, 90. 90. How many people total?

2,55. So he sponsored more than 10% of his list. Now, what's his strategy? It's kind of balls to the walls. You know, whatever you say, right?

I don't even know what that means, right? I know what balls deep means. That's like a better visual, right? But in any case, all in. He's all in.

We'll just say that. He's all in. He's all in, right? No. So we're going to go through first.

We're going to go through capture and just talk about what you're doing because we already covered it this morning, right? We've covered it on some of the hangouts. We might show you one or two of the pages, but you're specifically, tell us how you're capturing leads and who you're targeting. Well, I'm targeting MLM companies, top MLM companies in 2014. Like, did you know the hot ones that you're targeting?

Like if a company's got a lot of people joining it, you target it. Yeah. Like, okay. Yeah. All right.

All right. Buzz companies, which apparently, so you just kind of watch Facebook for what everybody's joining. You say, yeah, actually I do actually do that too. Yeah. Yeah.

So, you know, I target them and then you find the hot companies. Actually, what do you do to find it? Oh, well there's like a little viral trending thing that comes up on Facebook, like on the right hand side with like a lot of viral topics too. And like, you know, a lot of brand new companies that are coming out. And almost like a news reporter, like you just got to be right on the scene. You know, I'm trying to be the first one that gets the idea to market to them.

So that's just kind of like how I look at it. Now I want to teach you guys something here really quick. There's different people, different opinions about it. When somebody buys something in a market, they buy something else in the market sometime later in their life, right? Somebody who joins an MLM will join another MLM probably in the future, right?

It's very probable, right? You guys, how many in here, aside from the company you're in now, you were in a different MLM before? See, that's what I'm talking about, right? Because people might quit, they might get burned out. They might say, I'm never doing that again.

But then what happens? They say, I want to get rich sometime later in their life. They might get mad and say, God, that thing was a scam. I'll never do that again. And then somebody comes over and they say, I got this energy drink.

It's not MLM, but we're going to get rich. And they say, what happens? They say, you get three, you get three, you get three and they say, I'm in, right? So he's targeting people who are in whatever's hot. Right.

Okay. So you have a message that just targets their problems and... Right. Yeah. I target whatever the problem is in that niche.

And, ironically enough. So you research it, or how do you find the problem? Just based on experience and just what I see. Yeah. Just basically research and just doing a lot of networking with a lot of other people that are in companies, like how they're still building their business.

Cause you're still talking to people. So you know people's problems. Yeah. Like they're still building. That is an advantage of talking on the phone, by the way, is you do tend to know what people's problems are.

If you do that. Yeah. You talk to people, you know what the problems are in the niche. Right. So, real quick question.

Let's talk about the target market. Let's talk about specific problems as an example. So let's not mention any company names here just to, you know, avoid making fun of the hilarious ones. You're targeting, like, let's say there's a company, right. And what's a problem that exists in one of the companies.

Well, what I personally noticed is like, you know, whenever I get on the phone or talk to people on Facebook, they're still building a business like it's in the 1990s. Right. They're still doing this stuff. They're still doing, you know, three-way calls, home meetings, home parties, you know, chasing friends and family, chasing Aunt Betty with a stick, right.

They're desperately trying to get people in, basically they're acting in desperation, hoping something will work. Yeah. And I actually did that at first when I first joined Empower, cause I was not willing to go through the training course. That's why your family hates you. Yeah.

Yeah. I mean, seriously, they threw him in a crazy hospital. That actually might make sense. Right. So they're like, yeah, you know, I was preaching the dream and living the nightmare in the beginning.

Yeah. So I was able to relate with that, but, yeah, no, I'm just targeting how they're building their... They actually threw him in the crazy hospital to get them away from them. That's what that actually makes a little bit of sense. They're like, we need a break from all this prospecting. Yeah.

I'm just teasing you, but anyway, so you did that. So, you know, people are doing that, right. That's a problem. They're living the dream or they're preaching the dream, living the dream. Yeah.

Living the nightmare. Right. So you'll target something like that. Yeah. That's my main focus.

Like, give me an example of like a headline or something to target that problem. Well, discover how this 26 year old went from annoying his friends and family to automating his business online, something like that. Right. So, discover how this 26 year old went from bugging his friends and family to sponsoring nine people a day. Yeah.

On the internet or something like that. Right. That's a specific problem. Right. You guys see that?

What are some other problems that you see in the market that you've targeted? Well, when you target these companies, I mean, what are you speaking to as far as the problems? Well, besides building a business like it's in the 1990s, just not having any direction as far as education goes, most of them do not have marketing education. They have no idea what they're doing and most of them are trying to build a business online, but that particular company doesn't provide it. Right.

Doesn't provide the educational process, not just with mindset and strategy, just overall as a whole. There's no system in place to alleviate the issues in the industry, and that's pretty much it. I mean, I'm just targeting the fact that they don't know what they're doing on the internet, and I make Empower Network, I frame it in a way that it looks like the solution to that. So you're basically targeting a problem, okay, to a capture page that solves that problem. You go from a problem ad, you're struggling with this, to a capture page that matches the ad, right. And then once they opt in, they're going to a presentation that says, let me show you how to solve this problem. Yeah, you have like a little video that says, let me show you the three steps to making more money online, and then they go to our video. Yeah, sometimes I have some crazy copy where I'm like wake that up, you know, with some people. Yeah, and that one does really good. He's an MMA fighter. He likes to jab and then dive for the legs and do the ground and pound, you know. But in any case, so that's what you're doing to get leads, right. And that's what you're doing to target a message. You're targeting the problems that you had, which you got in and you went around bugging everybody, right, and it didn't work. They threw you in a crazy hospital. So his family said, I think he's a sociopath, let's throw him in a crazy hospital, right. And then he's like, this doesn't work, I need to learn how to market. And then you target specific people that have specific struggles, right. And then your follow-up messages are like that too. Yeah, like what's an example of a follow-up message that you'd send out? Well, I mean, I stay congruent all the way from literally the ad even to the email follow-up, where I'm just constantly looking to solve the problem and letting Empower Network be that system that can solve that problem, because I recognize that if you're not solving a problem in this industry, you're not getting paid. You know, if you guys think about it like this, what would you rather read as an email? Would you rather read, look at my business, it's really hot and you can get in at the top, right? Or would you rather read, here's how to get more leads, sign more people up easier, better, without all this pain that you're in right now. Look, I know what you're doing, you know, making a list and looking at it, and you're sweating and nervous and your forehead feels cold, and you feel a little bit whacked out because you kind of feel like you're pitching the people. You know, truth is, it's not working anyway. Let me show you a better way. Actually, right now, if you pop on, I'm doing a little live stream, and I'm going to show you on this live broadcast how to close more people without all the dumb pyramid scheme objections, and is this another thing like that other company, objections, and you know, are you in another one, Billy? I'll show you actually how to do it and how to get the results you want. Starts in five minutes. If you don't show up early, I won't let you on. You know what I'm saying, that makes sense to you guys, right? We are problem solvers, and you have a choice where you can try to pitch people who are not interested in what you're doing, or you can realize that there's an unbelievably gigantic group of people that already want to buy what you've got. That makes a little bit of sense to you all right? So what I want to do really quick, because this is an industry that is really typical, is I want to brainstorm problems, okay, and solutions in our target market, okay, because when we're talking about direct sales, network marketing, building as an affiliate, making money on the internet, most of it is pretty much the same gigantic target market. Now we've got an un-target market that we can market to as well, which is like all the people that just want to make money, which is like everyone, right? And you can actually sell those people in pretty predictable ratios, it's just grueling, you know, because you got to overcome every objection. But in a target market specific, you don't have to overcome those objections. Most of the time, when people have gotten in network marketing or if they've bought something in this niche, they don't ask if it's a pyramid scheme, and the truth is, they don't care, okay. You don't have to overcome those objections because they just don't care. They know that it costs money. They've spent money on stuff before. They're going to spend money on something again, even if they deny it, right. They're going to join something again even if they stay in the same deal. They're going to pay for something else just because they get excited one day. It's how we are, right? All of us, we've all done this, right? I was in one, two, three, four, five, six, seven, eight, nine companies before Empower, nine. How many in here was more than nine? Aaron, right, got some of the old schoolers here, right. More than nine, Paul, I didn't even know you were old enough to have been in more than nine, right. So in any case, we all do this, right? So let's brainstorm some needs. So we've got, people don't know what they're doing, they're not going to have leads, right, the need, right. What else is the problem? They're not, huh. They're wasting time. Okay, that's not a specific problem. They're wasting time doing what? Traveling, right. They're driving to home meetings, right. Huh. Tired, yeah. They don't have targeted prospects. Problem and a solution. They don't have targeted prospects, so they're walking up to people in the hotel and saying, hey, I know you work at the hotel, but you know, that doesn't pay you very much money, and you probably want to make more money and get rich on the internet, don't you, right? What else? Fear of rejection, right. Anxiety. How many of us have, how many of you guys have stared at your phone like virtually sweating, right, and you've got a list there of people to call, and you're like, you just dial. I used to do that every time. I did that every time, right, until I quit, right. So anxiety, what else, what other problems people got? Yeah, they're all the time, all the time, like linking to people, like, are you the next person I'm going to get rich off? I mean, I can sit down, you know, in Denny's today without prospecting the waiter. I mean, I could go to Walmart today if I want and just buy something, but I actually prefer the more expensive stores without idiots in them, you know. I mean, I could go and I could enjoy a bookstore and actually read a book without feeling like I need to go to the person next to me and say, are you reading Robert Kiyosaki, I like that too. You know, it's like you can enjoy your life, right. So what are some of the other problems people have? Hopefully nobody in here is spamming. Oh yeah, they put links everywhere, right, they're posting links everywhere saying join my thing, and everyone thinks they're an idiot. What else? Huh. Shipping prices for, oh yeah, right, but yeah, that could be a problem, right, but that's a less specific one. When they're spending money on auto ship though and not making any money, that's a problem, right. Are you spending a hundred dollars a month on your auto ship and still making nothing? I thought so. Put your email in and I'll show you how I solved that problem for good, right. What else? Converting leads into customers. How many in here have gotten like a thousand leads before, not been able to increase sales out of it, right? Tons of us. Why? Because most of us have joined some dumb co-op, right. It's like, here, join my co-op and I'll sell you leads for only a dollar a lead, and they're buying traffic from, you know, PPV sources from China, you know what I'm saying, and they're like suckers making money off all your hard-earned cash. So I can sell you cheap leads that can't convert sales even if you're really good. But there's some good co-ops too. Aaron Rashkin runs a good co-op, right? Yeah, yeah. I mean, this goes back into fear and anxiety, doesn't it?

I mean, how many people in this industry are like ridden with anxiety from doing all these dumb stuff, from doing the things I talk, from driving and having anxiety as they're going to deliver a DVD to somebody's house hoping they'll watch it? You know? What else? Yeah, yeah. Needing, having downlines of thousands of people and not making any money at all.

How often does that happen? Well, not very often because not very many people have thousands of people in the team unless they're in a binary and have one big leg, in which case they're not, none of them are making money, right? They're like, yeah, I got thousands of people in my team. And you're like, okay, what's your company? Oh, I'm in this binary.

It's a really hot plan. So in other words, your upline built a leg for you. How's your small leg doing? Oh, I'm just getting started, right? That happens all the time.

But also thousands of team, you know, you're earning 2% per level, right? Or something like that. And you need thousands of people. And when they say get five to get five to get five, and there's like 78,000 people, you need that many people to make any money most of the time. You really do, right?

What else? Oh, yeah, yeah, yeah. You have to leave your family and your home with your kids, right? To drive to a hotel meeting, right? And the hotel meeting, you're going to the hotel meeting so you can spend more time with your family.

And you're like, oh, I'm in this with your kids at some far off distant part in the future, right? So what's it again? It's preaching a dream and living a nightmare, isn't it? That's a really common one. So what do they tell people to do?

They tell people to do what everybody else is doing, right? They say make a list, right? Invite them all. Now, it's not that it doesn't work. It's that it's painful.

What else? Huh? You're inviting strangers over to your home. Yeah, yeah, yeah. So who in here has invited strangers into your home?

You're inviting strangers over to your home before to a meeting or something like that. And like, it's been a little uncomfortable from time to time. You're like, I didn't know this guy was that weird. I'm sorry, honey.

Do not invite people into my home again, right? These are things people do over and over and over and over again, right? Now, that's in our market in network marketing. What else? Yeah, pretending that you like your garage full of products, right?

Pretending you like a product so you can sell it, and really on the inside, you're like, right? Yeah, they got closets full of samples. You know, I used to have like my whole apartment filled with shelves with products on them.

What else? Huh? Yeah, pretending to like someone to sell to them. You know what I mean? Like, that sucks to pretend to like somebody you actually don't like.

You know what I mean? Now, I pretty much like everyone, legitimately, but there's some people I just legitimately don't like. It's rare, you know, but I don't want to be around them, you know, when you don't like somebody. But if you're trying to sell, you'll be like, yeah, yeah, let's go hang out for coffee. So you can show them the plan, right?

Exposing yourself to misery to make a commission, right? Yeah, making a list of all your old high school buddies, right? Anybody ever tell you that? Yeah, you've got a list. What are you talking about?

Have you talked to everyone you went to school with, all your high school buddies? What about the people in junior high? What about Stanford? You went to Stanford? There's thousands of people who went there with you.

Huh, you've got, yeah, yeah, you've got stuff like that. You've got people who have been, you know, they feel like they've bought something of lower quality. There's all these problems that are existing within the niche, right? And then we've got a wider market of people, too, that we can market to that aren't in the niche as well, right? It's not just about other people with network marketing companies because there's a lot more people out there than that we can sell to.

Sometimes people get hung up on selling to network marketers, right? I'll give you an example. Keala, for example, I'm going to show you this a little bit later, you know, he's selling to people in Hawaii, which is really interesting, actually. We'll show you what he's doing, right? He's targeting people in Hawaii with a message that they'll respond to because everybody's, you know, everybody in Hawaii is broke and wants to make more money, and he has a way of targeting them that doesn't raise all these objections, right?

You've got people that want to make money on the internet. What are their problems? Different set of problems in it, but it's a target market. What about people who want to make money on the internet? What problems do they have?

You know, why is it just not working? And they don't really know what to do, do they? What else? Technical problems. They're setting up, and then setting up more, and then setting up more, and when they finally have their team site built, then they're making videos for it, and they're making more videos for it, and then after six months of making videos for it, they're like, I've got my team site.

You're like, well, what are you training them on? Well, how to build team sites and, you know, make videos for your team sites and, you know, and then, you know, make more videos for the team sites in case somebody randomly decides to join me, right? What else do they, people have a problem? Making money online. Yeah.

And they haven't bought your SEO tool, right? I mean, that's the problem, right? Not engaging with audience. What else do people have a problem with who are trying to make money online? Problems.

Yeah. They're hopping from thing to thing, always blaming the thing for the lack of their success because they don't know how to get leads, sell to the leads, right? And keep people around, right? So what do people do? They say, oh, the thing doesn't work.

No, it's you that don't work. You know what I mean? You need to fix yourself. You know, if we got a guy here sponsoring eight people a day who just started last year, right? If you're not getting results, it's not the company or the products if you're in the same company.

Does it make sense? If somebody else is getting the results that you want doing what you're doing and it's not working for you, it's not because they got in first, right? And it's not because they're lucky and it's not because it doesn't work. It's because you're not doing what they're doing. Does it make sense?

Right? There's a strategy piece to this. So what else do people struggle with who are trying to make money on the internet? This is a massive market of people. Well, yeah, they're constantly looking at new hot things.

They're thinking, I call it, it's like the gambling syndrome. And it's not because hot things don't make money. It's because they're not looking to capitalize on the hot things. They're thinking if I join the hot thing, then I'll make money because I'm going to be in the right place at the right time. They think it's like the Pharaohs from ancient Egypt are going to build a pyramid underneath them with no work, you know, like they're the Lord or something.

They're like, you know, but if only I'm in the right place at the right time, right? People do this all the time. Their mindset's not right. Right? Yeah.

Because they're, this is a series of, if you think about this, why are we talking about this? Because these are the problems that you're solving in your business. Okay? If you're solving those problems and therefore giving people value, people are going to listen to you and keep listening to you for a long time. Why did I build a loyal following?

Because I got online and I'd had all these problems, right? And since I knew what the problems were because I had done every dumb thing you could imagine at least a thousand times, right, I just started talking to those problems. I just started speaking to it. I started getting on live streams and Hangouts and saying, hey, look, I know what it's like, you know. You join a business and you make a list of everybody you know and you start working the list and nobody is picking up the phone.

It's not that you can't talk to them. It's that you're calling, and calling and calling, and it takes you four hours to get a hold of four people. How do I know that? Because I've done it. I've sat there with a phone burner and dialed through lists of phone verified leads after calling all my friends and family, and they don't pick up the phone either.

Right? I know what it's like. You know, somebody buys leads. Who in here has bought leads? Because somebody scammed you into thinking that if you buy big lists of leads, you're going to get rich.

Right? Well, let's just say they schemed you. Why? Because they make money selling the leads. That's why.

Right? You know how much those leads they sell you cost to generate? 30 cents, 20 cents maybe? I mean, we're talking about surveys that are from people that click on ads that say, get a free iPhone. That's where they get those.

You click on those, get a free iPhone, click here, and people say, oh, I like free stuff, I'd never love to spend money. And they click on those, that's who clicks on those, and then they fill out eight million surveys, one of which has to do with home business, right. And then they sell those home business leads to every home business lead vendor that exists, right. And then you get somebody on stage that says the secret to building this is buying home business leads, and you go buy leads that are from surveys from people that want free stuff that filled out 8,000 surveys, and they're being called by 30 other dumb network marketers that don't know what they're doing. And what they bought, right, you're like, oh, that's why it doesn't work, obviously. It's stupid, right. It's a great way to make money because people want leads and it's super easy to sell. I could get up here and sell you the same leads. I've gone to a conference and somebody was selling those leads for eight dollars, and they were the exact same as 50 cent home business leads, right. That's not making any money. You know, I mean, people can scheme all ways of making money from their downline. I'm just telling you guys the truth, I want to avoid the pain, you know. I mean, co-ops, co-ops are fine to join, right, as long as you're not treating it like a lotto and you're tracking, right. I like the way Aaron actually pre-frames his stuff for his team, because he tells people, look, this is not going to get you signups unless you work your list. And that's a good co-op. Most of them, you're just doing it because you're lazy, because you don't want to learn how to advertise, you don't want to target anybody, so you want to just kind of put your link somewhere and throw money at it because you're treating it like a lottery, right. Does that make sense? Oh yeah, I don't want to work my list and actually do any work, so I'll just take all the money that I earned from all the hard work for the last three months at my job and dump it all into some dumb-ass co-op, right. There's a lady that came out to Costa Rica, right, yeah, or she came out to Florida with Dave and I, and we were hanging out in a boat, and we're like, you know, so what have you been doing. So she's like, well, I spent eighteen thousand dollars on co-ops. I was like, who the fuck told you to do that. But she keeps spending and spending and spending, hoping that when she's rich she'll pay it down. Right, this is not the way to build a business. You got to pay attention to what's working. Does it make sense? Everybody in here, you got to pay attention to the money you're spending and the advertising you're doing and be responsible for it, and realize it's you that's going to work it or not, it'll work. You got to pay attention to market, right, not the person who's providing the list. You try co-op and you're really good at working your list.

And I don't recommend you join co-ops unless you know what you're doing a little, right? If you know how to work a list, then you join co-ops and see if they work. But if you don't know how to work a list, the co-op ain't going to work even if it's good. Because it's not the co-op and leads that makes you money. It's understanding how to work them and then going after quality.

Does that make sense? You know, go spend the money, you get 40,000 leads like Vic did in that video without knowing how to work your list. I'll tell you a fast way to go broke, right? So in any case, so you target a market and then you're following up with messages that are giving them value specifically to those problems, you know, that we talked about just now. He's showing people how to solve those.

Does that make sense? Everybody in here? Everybody following so far? Okay, so here's what happens. As you give people solutions, okay, as you give them solutions to what problems they're having right now, as you continue to do that, you'll build rapport and responsiveness with people over time, right?

Some of it will happen right away. Some of it will happen over time. If you keep giving people solutions, you will keep developing a deeper and deeper rapport with people. Does that make sense? Everybody in here?

In other words, if you're speaking to their problems and showing them how to overcome those problems, they are going to start to trust you with business information. If you're pitching all the time and that's all you do, they're going to stop opening your emails, right? If you pitch all the time I know for fact, I've done it, right? I do it for weeks and then I stop.

And I'm like, okay, I'll lay off, give some value a little bit, right? People stop opening emails, right? And then you got to warm them up with value again to get them to open the emails again. And what do I mean by value? I mean solutions to the problems you were all just speaking of.

Now, here's the thing. Everybody in here know some problems that you've had? Everybody know some problems? Come on, lazy arms, right. All your list has the same stuff, same stuff, okay, that makes sense. How do you get somebody to a presentation over and over and over again? Super easy, I figured it out years ago. See what I figured out is, if you tell people, hey, go look at this sales video, and it's selling the same thing, which is your opportunity, and you send them a video over and over and over again, they just stop reading the emails, right, stop opening the emails, unsubscribe in large numbers. You get a few, you lose a relationship with everybody else, right, that's what happens. Then you have to spend more money to build a massively bigger list to keep doing it, and it gets more and more expensive over time, right. But there is a way to get people to continuously go back to presentations without any of those problems, and that's just by showing them how to solve problems, right. They'll keep opening it for that, and they'll keep looking at your company over and over and over again. I don't care if you don't like a company, the more you look at it, the more likely they are to join it, right. I get people into Empower that have been on my list since 2009. How many of you have been on my list since 2009? A few of you, not many, but a few. Wait, you have? I know you've been on my list. Who else? So Jordan, right, who else? You've been on my list since 2009. Anybody else who's been on my list since 2010? You two? Anybody since 2010? Rob, I didn't know that. Who else, 2010? Anybody, right? So people keep joining me from years ago because I continuously sharpen my skills and keep on doing what I do, giving my list value, and people know there's value to their business and being on my list even if they don't join, and because of that I keep selling the people that have been around me for years. Now here's an interesting thing, you look around the room, from that philosophy I have, people that have been around me for a long time are making money now, right? Chris, making more money than you ever made in your life, right? Yeah, why? Because I keep giving value and keep giving value, keep getting bigger results, and he stays around, right. Paul Hutchings, making more money than you ever made in your life, right? All of us. So that's how to get your list's attention and build responsiveness with your list. Learn something, teach it, solve problems targeted after the market that you're building your list to, because you're not just building a list, it's not the emails that make you money, it's the responsiveness of those emails to you, okay. If somebody sees an email from Aaron Rashkin, they've been on his list for a while, they know him, they open that. Why? Because for me, I open his emails because I know he's good at copywriting, that's why I open them. I look at his emails and I click on that thing, and I just want to click on his links and see his headlines and stuff, right. To me, that's enough value to keep opening an email, right. That makes sense. People open my email sometimes, they're funny, right. Actually I'm on Michelangelo's list and I open his emails because they're funny, right. I never know what he's going to do next. He'll show up with a video with him with the Hulk smashing a guru's face in or something, it's funny, right. I never know what he's going to do. I watch Darren Little's Facebook wall because he's posting value all day. He posts value on Facebook all day, he posts quotes, he posts philosophies, right. Some of you don't know him, you look on his Facebook wall and you see what he posts, it's value, and you keep noticing it and noticing it, and then he has these little messages where he says, you know, this is what I'm doing, inbox me for details, but he's not just posting that on his wall all the time. Because if you just say, you know, I'm in a hot business, get in at the top, message me for details, I'm in a hot business, get in at the top, message me for details, right, that's a good way to lose all your Facebook friends. Just like if you walked around in your church and you said, by the way everybody over here.

I'm in a hot new deal. You know, I know it's church and we're not supposed to prospect each other, but you know, here, join me. You know, I know you're going to pay your tithing, but don't pay your tithing because this business is blessed by the Lord. You know, right? Does that make sense?

Is this making sense for everybody? Value, value, value, value, and people will look at your stuff and respond to it. Now that's how you create responsiveness with a list and it works the same as if you're sitting down with people and networking with people and going to functions and meeting other business people and flying all over the place and creating relationships with people because you're not looking for relationships, you're looking for responsiveness. There's a big difference. People might like you and never buy anything.

I know a few marketers like that. They like them a lot. They say, you're cool, you're funny, but no thanks. I'm going to go buy from the person that knows what they're doing, right? So they don't have responsive connection with their list.

They're just there to be funny or whatever. What's another way to lose responsiveness? A lot of people, they build their list by, you know, saying everything's a scam or by making fun of stuff or whatever it is, right? Oh, this is a scam. Click here and they have this big article proving why, right?

Well, what are they really attracting? They're attracting all the people who think everything's a scam to their list. Well, that's a great way. Who are the people? Let me ask you, who buys more stuff?

Skeptical people, right? Or you guys, right? Skeptical people don't buy a lot of stuff. It's like this weird thing in the universe. People that are skeptical of everything don't buy anything, right?

So if you write articles and you're like, you know, MonaVie is a scam. Here's why. And you have your article and your real secret purpose is to sell Zango. I'm just making fun of it, right? MonaVie is a scam because their juice is this, but my juice isn't a scam, right?

Or whatever. Or this system's a scam because, you know, of this reason and that reason and this reason. But I sell a system. I sell one that's good. You know what I mean?

Who are you attracting? All the people that think everything's a scam. And they like your articles because they say, yeah, yeah. And they write tons of comments out the wazoo. I mean, you get hundreds of comments on every post you ever write where you call something a scam, will get everybody who just clicks around looking for validation of their hurt feelings because they feel small commenting on their posts, right?

And guess what those people don't do is they don't pull out their credit card and buy anything. Thus validating that you think everything's a scam because you're not making any money at all, right? That make sense? So who are you targeting? I would rather target people that are buyers, right?

I like to target people that buy things. On the internet. That makes sense to me. People who join opportunities. That makes sense to me, right?

People who have good philosophies about life. That makes sense to me to target those people, right? He's targeting people in another company or other companies and stuff. Well, that makes sense because they're buyers, right? People that want to join a business and want to spend money on it.

That makes sense to me. Targeting job seekers? Not so much sense. Why? They want to get paid for showing up to work.

They don't want to pay anything, right? So now you got to convince them to do something they don't want to do in order to sell them. You guys starting to get this concept, right? You have a traffic strategy. You have a capture strategy, right?

And then how do you follow up with them? You follow up with them by giving them value through systems, okay? And the value will get them back to your presentations over and over and over. Now, some of you have good presentations, some of you don't, depending on what you're selling, right? And if you don't have good presentations, that's not going to work that great.

But here's the key. It will still work, right? Because people don't join companies. People join you, okay? Remember that.

When I was doing meetings in Agel, people were joining me and they were joining the team. That's what they were excited about. They were excited about the vitamins. It tasted awful, right? They were excited about joining me and my team and my vision, right?

So even if you don't have a good presentation on your company and you're sending them some dumb video that would never sell anybody, people will still buy it because they're not buying the presentation, they're buying you. You realize that? Now here's the cool thing. You're sellable. You know what I mean?

Like some of you are like, well, you know, everybody likes me, you know, or whatever. Bullshit, right? This is because maybe you're not honest with people. You're not open about who you really are. People like you.

People think you're cool, right? You're an awesome person. If you look at who you are, right, you're here, which just automatically means you're awesome. Yeah? People are joining you and they're joining your vision.

And we're going to talk about vision later. I'm not going to have you guys set visions and talk about that now. Right? But that's why they're joining, right? People make decisions unconsciously, okay?

It is not a conscious thing to join something. Just like it's not a conscious decision to become attracted or to fall in love. All those are unconscious responses that happen on the inside. When people decide to join a business, it's spontaneous all the time. Even if they're a logical person, they justify it with the logic.

They don't make a decision like that. Here's what happens to logical people. They see the comp plan. They see the plan.

And something starts boiling inside and they say, that makes sense to me. I'm in. But it doesn't make any sense. They're just excited and they had an unconscious switch flip, right? That's what makes people make decisions.

People are joining you. They're joining your vision. And here's why they're joining it. Because they believe that if they get around you, they're going to be able to get the result that they want. People will join you.

Because they believe if I get around you, I'm going to get the result that I want, right? Why did Vic join Empower? He didn't. He joined me, okay? Right?

He joined me, right? Why did Aaron Rashkin join Empower? He didn't. He joined me, right, Aaron? Why did Chris Rushlow join Empower?

He didn't. He joined me. Why did Paul Hutchings join? Well, first of all, me. That's why he got in originally.

And then his downline was making money so he couldn't quit. Right? People join me and why are they doing that? Well, if somebody's known me for a long time, they know my heart, right? Maybe they don't.

Maybe some of you guys, you saw the video and you just joined for money, but you got that email from someone, didn't you? Some people will just see a presentation and spontaneously pull out their credit card if it's really good, right? Like, I got really good stuff so I can do that. But the reason why I didn't get it is because I didn't know how to do it.

But the reality is, most people, and we're talking, you can't rely on me, because 99% of the people that will ever join you, if you can learn to bring in a lot of people, they're joining not Empower, not MonaVie, not, you know, not whatever it is you're doing. They're joining you, your team, your vision, your plan, and the belief that if I work with you, I'm going to create the results that I want. People join Paul Hutchings, right? Paul, because they think if I get around Paul, I'm going to be able to create results.

That's why you got around me. That's why you stayed, isn't it, for years? He got around me, and he joined, and I told him to do a home meeting in that home meeting phase, and he kicked and he screamed, and he said, I don't want to do a meeting. That's not why I joined. I said, okay, fine.

I won't work with you then. Not a big deal. Right? Remember that? He did a home meeting in a single wide trailer house because, you know, Ray Higdon told me to do it, and I was like, okay, whatever.

I'll do home meetings all over the place. See if it works. So I did a home meeting, and he did it because he believed if he got around me that he would get the results that he wanted. Now, that was pretty stupid of me to try that and to subject my poor team to that, right? But he stuck through it, and it worked because I stuck around.

That make sense? Right? Why do people join off your Facebook posts, Ava and Nikki? They're joining you, aren't they? Joining your vision.

Right? Does that make sense? If people believe that by being around you, they're going to get the result that they want in their life, whatever that is, if they're going to solve their problem by being around you, if they're going to sponsor more people by being around you, if they're going to get rich by being around you, right, if people believe that, they will join not your company, they will join you, and then they'll spend whatever amount of money it costs to join your company and stay around forever as long as you keep solving their problem. That make sense? That's what we do.

That make a little more sense to you guys how this works? Right? Now, that works. That works in numbers. Okay?

That works in numbers. And here's what I'm going to do in a minute. I'm going to go through how to close people, and then we're going to get into presentation. I'm going to show you guys how to do some just badass stuff. Right?

But that works in numbers, meaning, right, don't expect everybody on your list to buy something. Right? Well, I got 10 people, and they're not buying. Right? You can get your numbers better.

Right? The reality is, though, not everyone is going to buy. Personally, I'm happy about that. I don't want everyone to buy. I really don't.

I mean, could you imagine? Just think of, like, the most annoying person you've ever met joining your team and emailing you and calling you every single day, wanting every minute of your time. Right? I've had it happen. Right?

And it's like, Dave, please help me with this, and please help me with that, and please help me with this, and please help me with that, and hold my hand, and walk through a field of flowers with me. Right? Right? And do my leads for me. Make my capture pages for me.

I don't want everybody to join. Right? I don't want them to. So thank God not everybody joins. Right?

However, if you work your business like that, like a business, and you give value like a business, right, what do the most successful lawyers do? They go around giving seminars and stuff. Right? They network. They give value to the community.

And so when somebody got a legal problem, that's who they call. Right? Right? And you go around giving value and give value and give value to your list. Guess what happens when somebody's company goes out of business?

Which happens all the time, like once a week, somebody goes out of business. Right? Guess what happens? You're the one they call. They say, Jim, I know I didn't join you a year ago.

I'm sorry. You were right. Here's my credit card. Chris, how unbelievable were my messages when you came down to my house when you first came down there, and I was, I think we were in the coin thing. And then I still make money from that.

Yeah. Yeah. Anyways, and I qualify for like a free car at another company because they merged with that one. So the, but, you know, you're at my house and I let you listen to my messages on Skype. You remember that?

You remember that? And it was like, hey, this is Bob. I was looking at the website. I've been on your list for a while. I'm finally ready to make a decision and join.

Right? You remember that? And I played another one. It was like, ah, David, this is Mary. You know, my company just went out of business and, you know, I wasn't ready to join you a year ago, but now I'm ready.

Just give me a call. My credit card's in my hand. Right? I was like, it was like 10 in a row. And he was like, you're kidding me.

He's like, this is not real. I said, look at the time stamps. I was sleeping when these came in. I can't fake this. And he was like, this is not real.

Right? But you give value and you give value. See, this is the thing. It's the relationship phenomenon. It's the rapport phenomenon.

You give value over a long period of time. Right? And there's a certain percentage of people that will just like you and want to be around your stuff. Right? There's a lot of people in the room.

I just like you and like being around your stuff. I like reading Darren's Facebook posts. I like Tim Claver stuff. I bought her first course when it's back in 2006. You know what I'm saying?

Right? There, you know, I like the stuff and I like them and I like their value. I love you guys' Facebook videos. You know, I love Paul's get rich calls that he does every day. He gives a call.

Like it's like a get rich now call or something like that. Right? You know what I mean? Like I can't remember what it's called. What's it called?

The Think and Grow Rich call. And you do that every day, right? Five days a week. He just studies a book and he does a conference call talking about getting rich and the principles and Think and Grow Rich. And he makes that his valuable daily thing.

He puts out people plug into it who are not in his team and it keeps growing and growing and growing. And guess what happens when their company goes out of business or they're finally ready to join or they're not getting the results that they want and they're sick. They're sick of it. Guess what they do? They call him and you get messages.

I bet you get messages all the time. It's like, hey Paul, I've been on your list for six months and I'm finally ready to join. You get that all the time, don't you? Yeah. Hey Paul, you know, my company went out of business, you know, I'm going to join your team and I really like the value you give.

You get stuff like that, you know, hey Paul, how much did it cost to join you? Cause I'm just ready. Here's my credit card. You get stuff like that. Don't you?

Right. And some of you are like, you stop, right? That's how it works. That's what we're doing. We're doing the same thing.

Old schoolers do. Except for. Not all the running around and patty cakes. Right. Cool.

Right. Real cool. You understand, but it's a business. You got to go out there and you got to be consistent. You give value every day.

Right. You some. Right. Folks, obviously the income examples discussed are extraordinary. The income claims presented are not intended to serve as a guarantee of income.

Instead, they're designed to give you an idea of what's possible. Success in this business requires leadership, hard work and dedication. Since we want to help you make an informed decision.

We've gone above and beyond with our income disclosure document. If you want to see the average earnings, please visit the page at www.empowernetwork.com forward slash income dot PHP.