Mastering the Funnel with Dave & Dave

Practicality dictates that everyone's results will vary as we are all unique and different. Basically, it takes hard work to make a substantial income in this business, and some people will make no money at all. The earnings of an Empower Network affiliate will be 100% dependent upon their skills, work effort, commitment, leadership capabilities, and market conditions. Common sense would suggest that in most opportunities, one would find exceptional individuals performing well above average, while others perform under the average. Empower Network does not guarantee any level of income or your success.

To see our full income disclosure, please visit our website at www.empowernetwork.com forward slash income dot php. Okay, folks, we are back and ready to get rolling. And so that being said, I wanted to welcome everybody out tonight. Dave Sharp might come out a little bit later on. It might be just me.

I know that he's got some stuff to do, usually on Thursday nights. He goes to some meetings and things. And I think that's really cool, by the way. You know, I've known Dave now for a couple of years off and on. Not really that, you know, that friendly, intimately or anything like that, but we kind of knew each other online and had worked together off and on some things.

And, you know, he's been clean for, I believe, four years now, which, you know, I don't know if anybody here has ever been addicted to anything. Probably all of us have been addicted to one thing or another. And like anything in life, you know, the greatest accomplishments in life are not done alone.

You know, if you guys look out, you know, through history and everything anybody remembers, anything that's done that's great, that's big, is done through teams of people. It's large groups of people working together with a common goal and a common vision. And that's why one of the things that I've said a lot here at Empower Network is, it's a quote that I learned a long time ago. Which is, it's better to be unified than it is to be right. And unity, even when something is slightly less effective than doing it another way, unity duplicates better.

It grows faster through large teams of people. I'll give you an example of that. A few years back, I was in a, you know, I was in another network marketing company that sold nutritional products. It was a good company. And they're still around today.

I think they're still doing over $100 million in sales a year today. Not huge. Not massive, but a good company. And, you know, I was in this company and I really started to learn how to recruit offline by talking to people.

I started to get the knack of it that I have today. It wasn't nearly as advanced as it is today, but I started to get the knack of recruiting. And anybody here who's ever struggled with recruiting and then started to get it, you know what I'm talking about. Because it's a total shift when you go from wondering how to get people to buy stuff, and then all of a sudden people are buying. You're buying stuff all the time, all around you.

And it turns from painful to smooth. It's really similar, actually, a few years back to a feeling that I had when I used to study the martial arts. And I remember I was about 18 years old. I had been taking karate since I had been about 12. And all of a sudden, around 18 years old, my body just learned to relax.

I felt comfortable if I was upside down, flying through the air, getting hit in the face, getting thrown over somebody's shoulder, falling. And all of a sudden, it didn't matter. It didn't matter what position I was in, where I was being hit, where I was being thrown, what somebody was doing with my arm. I just felt comfortable and safe. And that's a very similar thing that happens as you evolve through this.

Like when you learn the strategies that I taught yesterday on the audio, you could actually go listen in the back office if you guys missed that call. Those strategies will completely change and transform your recruiting and your upselling if you learn to apply them. So going back just a little bit, back to 2006 when I was first learning to recruit, I learned to recruit through meetings. And this is, if anybody here thinks I ever bash meetings, I'm never bashing meetings. I think meetings actually can work.

Hold on, my browsers are a little bit frozen up. I got to close them and reopen them so I can show you guys my screen. I'm not against meetings, folks. There's just a preference that I have now, of course, because I live in the middle of the jungle and it's a painful thing to travel to the states. And I don't really want to do them as much anymore.

I'd rather do things virtually. Just a preference.

Just a personal preference. I've made a lot of money doing that and done that well. But I actually learned to recruit originally through meetings. And this is the transformation that happened to me. And going back again, I was struggling.

I was in a company that was growing really fast. Everybody around me was having success and they were growing. And I wasn't growing and I wasn't having success. And I woke up one day and I was going out and I was trying to talk to people and nobody was listening and I was just kind of hitting people up. I was just starting conversations with random strangers and then I'd give them a little pitch or whatever and it just wasn't working very well.

And I just struggled like that every single day. And then one day I came home, I said, you know, there's something that I'm doing that just is not jiving with the way that people work. And so what I did was I pulled out a course on influence that I'd had laying around that I hadn't gone through ever. And I listened through this. It was like an eight or ten hour audio course on how to get people to buy stuff.

And I listened to it and I took a lot of notes. And what this course laid out was a structure of how people make decisions. What it laid out that wasn't apparent to me is that people just don't make decisions instantly. They seem to. It looks like they make decisions instantly, but the reality is that they go through a whole process before they come to make a decision.

Like if you guys could remember back in time to something that you decided, right? When you decided to change your life or you decided to buy something or you decided to quit drugs or you decided to get married or you decided to buy a new car or you decided to buy a new house or you decided to join the Empower Network. Whatever it is that you decided, if you think back to that, think back not to the decision that seems like it was made instantly. Think back before that to the process that led up to the decision, and you'll find that a lot of people go through a process of days or weeks or sometimes even a month to make a decision about something. And in marketing, a lot of times we're quite spoiled because what we're doing is we're targeting people.

Rather than targeting people at the front end of that process, we're targeting people who've already made that decision and already gone through that process, and so we don't have to orchestrate it for them. And so one of the things that you'll find if you guys ever get around me, for example, is that I don't do a lot of the initial work that I used to have to do when I was prospecting. When I used to prospect, I used to lead people through that entire process. Hold on a second, I'm going to show my screen.

All right. Nothing really on it. Just wait, hold on just one second, I'm going to close something out. Nothing really wrong with leading people through the process, it's just that now I'm a little lazier. And so what I like to do is rather than lead people through getting warmed up and lead people through getting to trust me and lead people through the process of getting interested in the industry and lead people through the process of feeling pain and then selling them, I'd rather just find somebody who's been through the pain, been through the process of getting trust, and then talk to them right when they're about to buy, and then pretty much anything you say to them is a winner.

Right? So a lot of you guys, you listen in these calls and you listen into trainings and you listen into leaders and you'll hear somebody like, for example, if you ever — I bet you, and I've actually never listened to him, but Aaron Rashkin is really known for prospecting, right? I've got some other friends who are really good at prospecting as well, but he's known for that. I mean, people talk about him all the time, how he's so good at prospecting. Well, I bet you if I went and I sat in his office and listened to him on the phone, I bet you his calls go something like this.

I bet he picks up the phone and he says, hey, you know, how are you doing? And, you know, they're like, good, good. And they're like, who's this? And I was like, well, it's Aaron Rashkin. I wanted to give you a call, Ralph, you know, and he'd be like, oh, Aaron.

And I bet he just starts talking, and he's sitting there, and he asks a few questions. Then I bet the guy just buys something. I bet that's kind of how the call goes. Right. And if you guys ever hang out in my office, I remember hanging out with Cynthia, the social cowgirl, over in Orlando, right before we officially launched the Empower Network, right.

She was working with us for about a week there. Yeah. And I'd pick up the phone and people would be like, is this David Wood? I'd say, yeah.

And they'd say, oh my gosh, I want to join. And she sat there awestruck and her eyes were huge. She said, you've got to be kidding me. And I said, what are you talking about? And I had to remember back in time to when I first learned to recruit and how different it was.

So going back again to 2006, and there's a structure, by the way, to why I'm going all over the place like this. I'll talk to you about that in a bit. I remember I sat in that room, listening to this thing on influence. And then I realized that people have to go through this process. And what I was doing was I was going out to somebody that had not gone through the process and dumping on them.

Right. So I was taking somebody who was at the very beginning of what a funnel should be. And right at the beginning of the funnel, I was hitting them over the head, right? Like, hey, join my thing, and just hit them over the head. And so all I did — this is offline.

I mean, this is a little bit different story than what I'm doing now. And it wasn't the easiest product to sell, what I was selling. Just wasn't the easiest. But you go back, and what did I do? What did I change?

It was — what I changed was actually so simple, it was unbelievable — is rather than dumping on people when I first met them, I would connect with them and then I wouldn't tell them what I was doing. I would just connect with people. I'd meet people. And then what I'd do is I'd drip a little feeler information out on them.

That was very vague and ambiguous rather than telling them what I was doing. I'd be very vague and ambiguous. They'd listen to the feeler information and they'd kind of warm up, and they'd say, yeah, I'm interested in that. What's that all about? And then I'd say, well, you need to come over to this meeting.

And they'd go to the meeting pre-sold and pre-interested. And I was very elusive and evasive about what I did. If they said, hey, what are you doing, you just tell me about it. And I'd say, no, you've got to come over.

And they say, why? Well, I said, because I'm getting together with some of the sharpest people in town and I'm not telling any of them what I'm doing until they're here. Because honestly, if I told everybody about it, everybody'd be doing what we're about to do. I don't want that. And they say, okay, I'll come to the meeting.

Right? I was secretive. That's what I did. And they'd come over and then I'd do a presentation, but they were pre-sold and pre-warmed up to the idea before they came. Whereas before, I wasn't trying to pre-sell, I was just dumping on people.

Well, that was offline, right? Now on the internet, it's a little bit different, right? On the internet, what we're doing, the ultimate goal is not to go and smack people on the head like I was doing. And it's not to go shake hands with people and get to know them, and nurture a relationship and hold hands with them on the beach for six months.

Well, maybe you want to get married. Who knows? It's not to do that. What the purpose is, is it's to find somebody who's already at that point. And then right when they're at that point, you meet them and sell them something, right?

And then you're going to meet people all in between. But usually we don't meet people on the internet, for example, that are totally skeptical about what we do. So I never, for example, on the internet, right, I never get pyramid scheme objections and things like that. Right?

Anybody here? Now, the reason I'm talking about this is because we've got so many people in the network marketing niche. Anybody here ever get the pyramid scheme objection? Raise your hand — hold on, I'm going to put them down. Raise your hand if you get the pyramid scheme objection when you're doing traditional network marketing, right?

Now on the internet, you don't get that. Why don't you get that on the internet? It's interesting. Is it because all of a sudden nobody thinks that anymore? Well, no, it's because people who say stupid, retarded things like, is this a pyramid scheme?

If they're talking about a network marketing company — which, let's be honest, let's go back to 1972 and just be retarded and not know anything about direct sales whatsoever and think it's a pyramid scheme — it's the stupidest thing somebody could possibly say, right? But if you go out to the general public and you hit them over the head with Amway, right, or whatever it is that you're selling, or you hit them over the head with your coins or whatever it is that you're selling, right, probably you're going to run into 20, 30% of the people who are going to look at you, right?

And they're going to say, is that a pyramid scheme? Oh, it's like one of those pyramid schemes, isn't it? Right, now, why would they say that there, but they don't say it here? Well, it's because the people that are ignorant aren't searching on the internet for how to make money on the internet. They're at their jobs.

They drink beer at night and watch Simpsons, right? So they're not thinking about it. They're not searching for it. So we never run into those morons on the internet. So it's one of the gifts of the internet, is we get to skip over a lot of the douchebag prospects that are out there.

Right. It's really kind of a neat thing. So we get further along in the process. And so less prospecting, less work, and less skill equals higher results, higher conversions, and more money. And that's one of the benefits, in my opinion, of doing things through a way that involves marketing, is because it allows somebody who isn't totally gifted at just beating their head against a wall, who doesn't want to sit on the phone for eight hours a day and prospect, to make a lot of money.

I'll give you guys some more examples of some disconnects here with this process and what I'm talking about. And really what I'm teaching you tonight is I'm going to teach you a little bit about funnels. Okay. And the reason I'm educating you here is because, in addition to selling Empower stuff, I want you guys to understand how it works. I want you guys to understand why you bought when you came into Empower Network and why you keep buying stuff from us.

I want you to understand why there's a reason for it. There's a reason why you feel good buying stuff here. Okay. And there's a reason why other people do, and there's a reason why we've grown as fast as we have. And there's a reason why it'll continue to work really well.

And if you understand those reasons, not only will you make more money here, but when you're ready, when you do have the skill, if you want to, you can duplicate it in selling other things. So if you've got another network marketing company, you could duplicate this kind of selling in your network marketing company if you choose, right? If you know the skills, right? And if you don't know the skills, it'll always be a mystery, right? And you always say, man, what's the magical...

What's the magical line? Well, there is no magical line, folks. Here's the difference, right? Is we're coming through — we're past the pyramid scheme objection people. They're not even looking, right?

Cause what are they looking for? They're looking for reasons why X company is a pyramid scheme. They're not looking for how to succeed. They're not looking for how to get rich on the internet, right? They might be secretly in a bathroom, but they're definitely not in public, right?

They're not looking for this stuff. They're looking for negative, and then they just turn it off after two seconds and watch TV, after they think they found an answer, right? So we're skipping out all the dorks mostly. And then we're getting to people who are legitimately interested in what we're doing or related to what we're doing.

And then we're targeting those people with a message that they can immediately choose to ignore, which is one of the most beautiful things in life, folks. See, what's the great thing about capture pages, right? And the great thing about marketing is you put a marketing message out there, and if somebody doesn't click on it, and if somebody doesn't opt in, it means they're not interested. Well, let me ask you a question. Do you want to talk to the person that didn't opt in, right?

If you have a capture page and somebody sees it and they don't opt in, do you really want to talk to that person? Most people don't think about that, because they're thinking, you know, I get a lot of requests like, Dave, I need more leads. It's like, no, you don't. You need more prospects. You need more people who want what you got.

You don't need leads. You need people to connect with who want to connect with you. It's a big difference. See, cause a lot of times, most of the time actually, on most capture pages especially, people will see the capture page and guess what they do? They say, no, I'm not interested in that.

And they leave. It's one of the greatest blessings, because then you don't have to email that person. You don't have to waste your autoresponder space on that person. You don't have to follow up with that person. You never have to talk to them on the phone.

They might think it's a pyramid scheme, but they're not going to put their email in because they're scared that you're going to get a scheme going. So they leave. Thank God. Right. And then they'll go to like a sales video.

Now most people want to spend time convincing people who don't want to be convinced. Right. But let me share something with you guys. So a lot of people, for example, they go to the Empower Network sales video. And by the way, folks, I know that the sales video has been pausing a little bit.

It's because so many people have been watching the same video. And so we're figuring out how to make it so the sales video doesn't pause as much. I know that's a nuisance. It's better than it was a week ago, but it'll be fixed here.

They go to the sales video, for example, and they say, man, I can't pause this stupid thing. Right. And then people get mad and they say, Dave, my prospects want to pause the video, right? Make it possible. And people send me these emails.

They've somehow tracked my email down. They send me these emails that we should make the sales video pausable. Not realizing that there's been thousands of people who have split tested that, and an unpausable video always sells better. Always. They don't realize that.

They don't realize that we know how to sell stuff better than them. And the reason we make the video so it can't pause is because then a person has a choice. They either have to sit there and watch the sales video or leave. There's no middle ground anymore. See, most of the time, what happens if somebody sees a video and they don't know if they're interested yet, they'll pause it.

They'll go to the bathroom, they'll open three windows, they'll open YouTube. It gets lost behind five windows. Like — I'm on the screen right now, there's, you know, all these windows that I have open here with all these different things — and they'll click on another window, forget the video's even there, right? Go do something else and never buy it.

Well, that's kind of hard to do if you can't pause the video. You have to make a decision to stay on the page or leave. Now if the person decides to leave the page, the only thing I'm ever going to do to get them to go back to that page is keep emailing them the link. Because eventually they're either going to unsubscribe from my email or watch the dang video all the way through. And if they manage to watch the video all the way through, remember, they can't skip to the end because there's no navigation whatsoever.

They actually have to watch it all the way through. How many of you guys know — here I'm going to move the hands down — that it's fairly impossible to watch that entire video without making somebody want to buy? How many people know that? It's pretty impossible. Now, if they don't watch the video, right?

They could not buy all day and night, right? But how many of you know that if they watch the entire video, it's pretty impossible to not buy. You just kind of have to buy. You got to.

But here's the key. People who aren't interested leave the video. And we want them to leave. And sometimes people say things like, oh, Dave, you should make the buy button pop up earlier in the video. Because that makes more sense.

They have to sit there to buy. And the answer, actually, is again, most people who say that haven't studied the split tests on that. Right? Because there are a lot of marketers out there who do nothing but split tests. Right?

They split test all day. We run split tests too, on smaller scales. There's people like Ryan Deiss who have whole armies dedicated to split testing. And one of the split tests that I've studied has been the timing of a buy button.

Right? And this is actually really important for everybody on the call. Here's a test Ryan Deiss did. It's in one of his coaching memberships that I bought a long time ago. I don't even remember which one.

But it was a useful thing. Right? He did a split test on the buy button. And what he did — let me actually show you guys something.

Hold on a second. I'm going to set my microphone down. Let me show you something here really quick. Okay? If we go here to our little video, I'm going to show you guys some interesting stats here.

This is just, you know, where we self-host these videos we've got at Empower. Alright. So, alright. See, we've had 544,000 people view our video. Completion percentage, 3%.

Right? Hold on. See if I can find... Okay. Average drop-off time.

A minute and 4 seconds. Alright? A minute and 4 seconds. Right? Now, depending on the video, this changes because we've got a ton of videos.

Alright? For our sales video, it's like 4 or 5 minutes, or 6 minutes, or 8 minutes, or something like that, is the drop-off time. Right? And that one's been seen a few hundred thousand times. Now, folks, he did a test and he said, okay, the average drop-off time is 5 minutes.

Why don't we make the buy button appear then, rather than when I do the call to action? Right? Why don't I have that happen? Right?

And guess which test won. Now, how many people in here think — before I would have brought this up, okay, I just moved all the hands down again — raise your hand if you think that there'd be a higher conversion if you put the buy button where the average drop-off time was. How many people think that'd be the case? Right?

Folks, it reduced conversions in half. Right? You say, what? Come on. Come on.

No way. But yeah, it reduced conversions in half. Now, why would it reduce conversions in half? Well, because folks, people are ADD. And if you make a buy button appear before you've had a chance to sell somebody, what do they do?

They click the button to see how much it costs before they have a chance to be sold. They see how much it costs and they say, I'm not interested. Right? For example, let me give you guys an example.

A lot of you guys are in network marketing businesses and top tier businesses. Now, let's give a top tier business an example because it's the most ludicrous example. Now, a lot of you guys are in top tier. Okay? We have a lot of those here at Empower.

And I just moved the hands down again. Now, those of you who are in top tier, only answer this question. Do you know that nobody would ever buy your top tier product? Ever? Right?

Ever? If you called somebody on the phone and said, let me tell you what I sell, it's $20,000 — how many of you know that? Right? You know that they would never, ever, ever, ever, ever buy your product.

Right? Ever. Okay? And so you've got to sell things right. So there's a reason why I'm bringing all this stuff up here on the call.

It's because a lot of times people don't want to sell. A lot of times people, they don't like something and they don't really have any reason for that. They think they're right on something that they have no knowledge in whatsoever yet. And they have a lot of opinions about stuff they just don't understand. All right?

And it's hilarious. It really is, from a perspective later, but we all do it. And so just realize, folks, that what we're doing, there is a science to it. And there are reasons why people struggle. There are reasons why, for example, Rob Fore gets tons of traffic whenever he wants and why some other people who think they're doing what Rob Fore is doing don't get a 50th of the traffic.

Right? There's a reason why on my personal blog I've been able to get, you know, thousands and thousands and thousands of visitors a day for about three years, every day, without fail. And, honestly, I barely ever even do anything on it other than maybe email a link here and there and make a blog post a couple times a week. Other than that, I don't do anything and I get thousands of visitors a day. There's a reason why Empower Network gets, you know, several hundred thousand visitors a day.

There's a reason for all this stuff. And so rather than trying to be a critic of the reasons, it's best if we learn to be students of those who are in the game. And the best way to do that is to take a position of humility and realize that any time there's somebody out there who's doing something that is producing more results than you — any time that's happening, right — rather than criticize, sit down, lean forward, and take notes. And figure out what they're doing that's working better than what you're doing. Does that make sense to everybody on here?

Type yes in the chat box if that makes sense to everybody on the call. Can you guys still hear me? Somebody said, well, thank you, Marty. Marty says I inspire them. Okay, so that makes sense to everybody on here.

Does that make sense? Okay, yeah, great insights, aren't they? And it's just, you got to take a step back, folks. But here's the key and here's the beauty behind taking a step back and looking at yourself, all right? The key and the beauty behind that is that if you're struggling — if you're struggling, okay, and you're not getting the results that you want, and you're not producing the sales that you want, and you're not advancing in life, right — and it's a mystery.

It's not a mystery — that's the beauty. It may be a mystery to you right now, but it's not a mystery. There's a reason. And once you know there's a reason — that it's not that you suck, right, that's not the reason — once you know that, you know that there is a science behind it and that you can break out. And once you know you can break out, now you're in control.

You're in control of your destiny. And all of a sudden, in a moment, the game changes, right? The game changes. And our goal here at Empower, right, is to put you in control in a way that you've never had before, because we want to help you access some of these abilities that other people possess before you yourself yet have the abilities. Right?

And then as we move forward and as we progress, we give you those abilities and bring you in. Right? And that's the goal. And so just real quick here, before we continue, I do want to make sure that everybody here is set up on our eWallet deal. I'm not going to spend any time on this at all today because we've covered it on the last few webinars.

And I'm done talking about it. You need to click here and pay for that if you haven't. Because it's the way that we're going to be operating. It's our admin fee.

And it's the way that we're going to pay people in Empower Network all over the world. And the video on there actually does explain it. If you click on that, you can watch it. And also, yesterday, Dave Sharp answered all the questions in this audio of the week. If you hit play, I believe you can also download this.

Some people seem to have trouble with the downloads occasionally. But if you hit play, you can actually listen to the audio from yesterday. And we answer all the questions about that eWallet. And also, I want to make sure that everybody here has an active subscription. But listen to this audio.

And this audio does explain everything better than I'm going to explain it if I go over it again. It was really actually good training the other night. So tonight, here's what I want to cover — because I want to cover how to figure out where you're breaking down in your business. Okay?

Because there's only a few places where it could be happening. And once you know that, you'll know what to identify and what to learn. Okay? Does that make sense to everybody? So I want to break down for you.

Right? Hold on a second. Somebody says no audio for two minutes. Can you guys hear me?

Everybody else? You guys hear me? Okay. Hear me fine.

All right. Everybody else can hear me. So whoever can't hear me, it's your fault. Sorry. So how do I identify where you're breaking down?

And I'm just going to talk, because I don't have slides for this. And it's better if I just go through in the way that's in my head anyways. And I might go through some screenshots and things like that. And show you some things online.

And then later, you know, we can identify some things. And I'll answer some questions that you guys have. And I just want to do some training. Give some value to you guys tonight. And I'm going to put this audio, by the way.

This one's going to go into the inner circle. So a lot of you guys got to listen to this here for free — you don't have the inner circle yet. Everybody here should have the inner circle. If you don't...

I'll talk about that. But how do I identify where your business is breaking down? Okay. Now, here's the beauty. Now that we've talked about this.

You know there's a reason for everything. And we're not all perfect on all the reasons. Like, for example, I don't know everything. I'm definitely not the best at everything. But I do know what I'm good at.

And I also know what I'm not good at. And by identifying that, I can know where it's best for me to focus my energy. Because for me, whenever I focus my energy away from my skills, my sales go down. And my stress goes up. And my relationships are more tense.

Right? And whenever I focus on what I'm good at, and what I'm gifted at, and what I love to do, my income goes up. I feel relaxed. I feel the flow. Sales come in.

It feels like it's autopilot. And I just know what to do instinctively all day. Right? And everybody's like that. And everybody has a gift.

Well, in business, in this business, as I identified yesterday, remember that we only get paid for one thing. And that's sales happening. All right? Now, it doesn't matter if Empower Network is your primary source of income. Or your goal is to build a network marketing team.

Or your goal is to sell expensive stuff. Or to do your own personal coaching. Or if you're just here to get exposure. It doesn't matter what your goal is. If you're in business, you make money from one thing.

That one thing is sales. It doesn't matter if you're making the sales or your team is making the sales. You make money only from sales. Keep that in mind.

If it's a sale you made last month and they still got the product, well, it's still a sale that is recurring. Okay? You make money from sales. And so, once you identify that, anything that doesn't either produce sales, keep people around, or increase the level of sales, is therefore a useless business activity. And you should not be doing it.

Okay? Now, to get sales, how do you get them? Okay, is the question. Well, I answered a lot of that at the beginning of the call. Right?

A lot of it. I answered how to get sales. Right? You get sales by getting people through the process that they use to buy something. And then, at the right moment in that process, you show them what you're doing with a call to action.

And if you do that to the right person at the right time, they buy. That's how you get sales. Right? That's what marketing is all about. Alright?

So, what are the processes in the sales process that you use to make sales and to get money? Alright? Well, here's what they are. Number one, it's exposing your message to a target market, to a target audience. It's the number one step in selling.

In creating sales in your business, it's number one. And the more exposure to the tighter market, the better. Alright? But here's a key: less exposure in a more targeted market will sometimes produce dramatically higher sales. A lot of times, people could get — for example, I got a guy in Empower, and he might even be on the call, really cool kid, and he called me the other day, and he's like, man, I'm getting like 500 leads a day, and I'm not getting any sales.

I said, that's hard, but I mean, where are you getting the leads? And he said, oh, this little thing. And he showed me the thing that he's using, and I knew instantly why he's not making any sales. It's because the leads are completely out of our target market, completely in a non-related niche. It's equivalent to wandering around Walmart with Amway tapes.

It's so bad. You'll get some people, but it's just throwing poo on the wall. Right? So that's the reason. It's because the leads aren't targeted.

So leads are not what you need, folks. It's not what you need. You don't need leads. You need leads that buy. Right?

Does that make sense to everybody on the call? You need leads that buy. Now, what's your target market? Well, your target market — I'm just going to define it in the simpleton way. The target market is the people who will pull out their credit card and buy from you, whatever it is that you're selling.

Sometimes it's not apparent who they are, because sometimes you think somebody's targeted and they're not. Now, you could see reflections of this in all kinds of different levels in business, but — lower everybody's hands again here for a second, okay? Now, I want you to raise your hand if — okay, this will be fascinating for you — if you've ever had one of the smooth talkers and you've done a lot of phone work, okay? A lot of us have done phone work. You've had a smooth talker.

You swear to God they're going to buy from you. They're going to be your number one guy. They're going to take over the dang world, right? They're going to bring in 18,000 customers for you, right? They're going to be your number one, and you're talking.

You just know it. You're talking. They're telling you they're going to buy, and then for some reason they don't buy in the conversation, right? And they just kind of never buy, and then every time you kind of see them, they say, hey, I'm going to be your number one guy, right? How many here has had at least one person do that, right?

Well, how come hundreds of people have had somebody do that to them? It's because it happens all the time, because sometimes your target market is not apparent, okay? You don't know who they are necessarily. You can't see them by looking at them in the face, although there are certain expressions and certain ways people behave that make them more likely to be a target market. So what I'm going to say a target market is, is it's the group of people that will pull out their credit card when they see your message and they'll buy from you, right?

That's the target market, all right? So what we've got to do then is we've got to broaden a little bit, because we don't know who those people are, and we've got to get into a market where it's predictable what percent of people will pull out their credit card and buy, right? That's what we've got to do. We've got to step out, okay? We can't predict exactly who they are, but in certain demographics — take a step back and take a wider picture here — who are the people that will buy from us, right?

Now we're in a place we can play, because now we're in a place where we can identify. Now what's the best way to identify a target market? Well, it's really simple, folks. You've got to look at the people who are in already or who've bought already. For example, right, how many people here know — again, let me lower the hands for a second here.

How many people know, right, that once somebody has joined a home business, it's very predictable that at one point or another they'll join again? How many people here know that, okay? Right, yeah, you know, right? Because you've been in a home business and you've joined again, haven't you? Now how many have you been in?

Well, probably a lot of them, right? And if I look back over the years, you know, we all laugh and we all talk about how, oh God, you've got to stay in one company for like eight years. And usually the guys who are saying that have been in like four companies in the last two years, right? So you know if that happens, and it's so frequent, and it's true in every part of the niche, you know if that happens it will happen again. You know that if that happens, you'll recruit people who will quit.

You know if that happens that somebody who is in the niche will probably at one point be dissatisfied with their company. With statistical probability, they will, and if you've got the best relationship and you're in a deal they like at that moment when that happens, they'll come and they'll join you and take their whole team with them, right? How many people in here know that'll happen? Now how many people — I'm going to lower the hands here for a second — how many people have seen that happen, whether it's to yourself or someone near you, in the last few months, right? So not only do you know it's going to happen, but you've seen it happen in the last few months. So you know it'll happen again.

It's predictable, right? So now if we get into a market like that — now we've got to say, okay, in a market like that, and this is one example, this is not the only people who are in our target market as an example, it's not, okay? I'm going to talk about why, because Empower Network is a totally different model. But if that's an example and we know that's going to happen, then who in that group of people are the most likely to make a decision to buy something from you? Well, then that's another easy thing to ask, isn't it? All you've got to do is ask a question.

Last time you joined a deal, whatever it was, why did you join it, and what were you doing before that, and why did you go to the new thing, right? And isn't it kind of obvious? Why, right? There's only a few reasons. It's because you're not getting the results that you want in what you're currently in, right?

Why did so many people join Empower Network? I'll tell you, folks, it's one reason. It's not complicated, all right? It's one reason. It's because they're in stuff that pays them stupid commissions with low conversions, and they have to do all the work themselves to sell it.

It's why, right? Do we need any other reason for it? A lot of people in the niche — in the video, what did we talk about? We talked about guru nonsense, right? How many people in here — raise your hand — if you've experienced some guru nonsense, right?

Raise your hand. Now, folks, right? This is not insulting gurus. There's nobody better at marketing and culture than the gurus, right? Let's be honest and let's be fair, okay?

We've got to respect where respect is due. If not insulting the gurus, what it's saying is, it's saying that following a guru isn't going to make you money, right? It's like the people who follow around the guru that just comes into town, and every month they're with a new guru, right? It's the same thing, and it happens in religion all the time too, right? People are looking for a guru.

They're looking for the one person who can change it. I remember a point in my life where I went to church after church after church after church, looking — it was kind of looking for a guru, right? People do it in church. They do it in business, right? They do it in relationships.

It's pretty obvious what they do. So that's what we're insulting in the video, is that behavior, right? Where we're running from thing to thing to thing, not realizing the one thing that matters to your business. What matters? Sales and predictable income from those sales is what matters, right?

Because what's the truth? And I'm telling you guys this to explain it so it makes sense. Why would somebody join Empower Network if they're already selling some affiliate products? And they say, okay, is the product good? And you say, yeah.

And they say, I'm in, right? I mean, do we need any other explanation than that? No, right? So we've got a really good product, obviously, in our niche to sell to people, right? Because we can sell something that, number one, is awesome, and then, number two, they get more money, and then, number three, our upsells are huge and profitable for people, right?

Like, here, let me show you guys something here. If I log in — log in to my administrative back office. Who am I? Here. Okay.

Now, this is people earning money, right, in Empower Network. I know you're looking at that and know that it's bigger than any company like this in the niche has ever done in four months, right? What are people going to choose? So there's ways to identify a target market, okay? And then you take a step in.

If somebody is not getting the results that they want, folks, I want to point something out to you. There's a couple of things that will keep people around you if they're not getting the results that they want. They just like you so much, right? Which will happen to you if you're a good leader. People will just like you so much, right?

But eventually, that will wear out, okay? It'll wear out. Doesn't matter, all right? It doesn't matter. They'll leave.

If they're not getting the results that they want and they're trying, they'll leave. Now, sometimes the results that they want are different, right? Somebody might come in with the intention of making big money, but then they realize they're not going to, so they go on to the next thing, but they really like your products, or they really like your training, or they really like being around you, so they'll just keep ordering over and over again. But they won't keep trying to market it. They'll die out, right, if they're not getting results.

And so it's really, really important that if you're selling something to help somebody get results, that it helps them get results if they do it for a long period of time. Because there's a tolerance level that changes from person to person. Most people in our niche have a tolerance level of about 90 days. If they follow advice for 90 days and they're not progressing, it doesn't matter if they're rich yet. It doesn't matter if they've hit their goals yet.

What matters is that there's progression and they feel it. That person will stay in almost every time. A resistant person — I mean, a person without progress — will keep doing it, they are out every single time, right? And guess what they do most of the time?

They go and they join what they see is going to help them get results. Now does that tell you — I'm going to lower the hands — does that tell you, if you've been listening to this, where a good target market could be to market to? Does that help anybody on here identify the kind of people that you want to sell to? Alright? Whoa.

Did we just get cut off? Do you guys still hear me? I had something funny happen to my internet. You guys still hear me?

Yep, yep, yep, yep, yep. So it helps identify. Now here's the key, guys. The closer you can get to that, right, and the more that you understand it, the better off you're going to be.

Now here's the next key, and this goes back into the training yesterday. Once you've gotten somebody who's in your target market to spend money with you, right, who's easier to get to spend money? Somebody who's already spent it. Alright, hold on.

This one, type in the chat. Excuse me. Type in the chat, right? Who's easier to get to spend money? Alright?

Somebody who's already spent money with you, who's already in the target market, on one hand, or here's person number two, somebody who just opted into a list, who's a new lead. Who do you think will spend money? The person who's already spent money, or the person who spent no money with you? Who do you think you can get to spend money? Alright.

Somebody who's spent money with you, right? Now it doesn't matter if they've already spent money with somebody else. Somebody who's spent money with you will be your most repeat buyers. Now knowing that, if you're not upselling, what are you missing out on really? Most of your business.

Most of your business. Okay? Most of your business is what you're missing out on. Not some of it, most of it. Okay?

Most of your business is what you're missing out on if you're not upselling. Now a lot of people are afraid of upselling because they're like, well, they've already spent money, I need to help them get results. But they don't realize if you don't upsell, your people won't upsell. If they don't upsell, they're missing out on how much of their income? Most of it.

So is it better for them to upsell or to not upsell? It's better for them to upsell, so you should do it. Right? Now let me paint this out for you and show you. Keep in mind, certain of these products are residual, some of them are not.

Okay? So we see, if we see total user received amount, right? We got $3.996 million, almost four, probably crossed $4 million tonight. Okay? Probably.

Now if we scroll down, the $25 blogging product, right? Okay? Now watch this. The next upsell, $1.6 million. Now let's look at it again — $1.1 million, $1.6 million.

Fewer people are on this one, right? But yet it's paid more money. Why? Because it's easier to get somebody who's already spent money to spend more. Look, 1.1, 1.6.

Now look down. Now this is probably going to be lower. I don't actually know. This one's a little bit lower, right? But I'll tell you what this is.

This is a million dollars that would not have been earned if we didn't upsell. A million dollars, folks. Down here. By the way, in case you guys are wondering, we did a promo where we gave this away for free. So this one's a little bit different.

Now here's the point. If we didn't upsell, people would not have earned this. Look at this. If we said, oh, we're just going to help them make money on the blogging system only and we're not going to sell anything else — so therefore, is it better to upsell?

Yes, it's better to upsell, right? Because it's easier to get somebody who's already spent money to spend more, right? Does that make sense to everybody on here? Hold on. If that makes sense to you, I'm going to put the hands down tight.

Raise your hand and put yes. Yes. All right, yes, Shackley — we've got some Amway people who've been in Amway, you know, their big Vicealis group, Trivita, 124, Herbalife, Zango, Evolve, okay. Yeah, we all have. Now, all right, so let me tell you what these companies do, all right, and I want you to lower your hands unless this has been true for you, okay, and I want to explain the process for you, and then I'm going to explain why they do it. Lower the hands, just don't raise them yet, don't raise them yet, all right? Everybody's raising their hands anyways, I do that, but here's what they do, all right. Every 90 days, what happens? What do they come up with every 90 days in consumable network marketing companies? What do they do? New product. Something new. What else do they do every 90 days in the big companies? The big companies — new product, new event, right? They do an event and they do a new product. Now here's a question: do they usually do the new event and the new product at once, or do they usually do them apart? What do they do? They usually do them at once. Now somebody says apart, somebody says same time. Same time, all right, now usually it's around the same time, most companies, all right. Now here's the key: at the event, how much of the event is spent selling that new product that they just came out with? And how much of it do they have for sale usually at the event? The whole thing, right? So I remember, let me give you an example. And you guys, if you understand this, this will really make a lot of sense to you.

Why events have been such a key part of the network marketing culture for so long. All right, so here's the strategy. You go, you join something, you're just starting to get your feet wet, you're starting to understand the product, you're starting to like the product and things like this, right? And you've been in for 90 days, right? And, you know, all you've heard is about this product, this one product, this one thing that they've got.

And what happens after a little bit of time? Well, what happens is your mind kind of stops being as interested in something you already understand, right? So what they do is they're constantly working on innovation and new products. And you go to a meeting, they pump the meeting, right? And you go there and there's 1,000 people in the room, and all of a sudden we've got the new berry juice, right?

And this isn't the same as the previous juice, because this is berry juice plus, right? Now, by the way, this isn't just vitamin companies — every kind of company does it, everybody, and it's a good thing, all right? Berry juice plus, with the extra joint additive in it, or the extra brain additive in it, or the extra heart additive in it. And guess what happens?

And then what do they do? They say everybody who's serious in the room needs to take home at least $1,000 of this product. And half the room runs to the back of the room because they carry a limited supply, and once the orders are gone, they're gone, and they've scrambled to go and pick that product up before it runs out because they've got a limited supply. Of course, they're not talking about the secret supply that they have in case their artificial limited supply runs out. But they all run to the back of the room and they buy the product.

So, hence the science of upselling. Why do they do that? Well, because what did we say earlier? It's easier to get people who already bought something to buy more. That make sense to everybody?

That make sense? All right, so, lower the hands if that just helped you understand the marketing game a little bit better, help you have a little bit of a breakthrough — raise your hand. All right?

Okay, okay. So, people are getting at least helped by this information that we're going over. Empower. Now, so, how do you apply this? Remember, folks, remember this.

What did we cover on the last webinar? What's useful to buy? Well, it's useful to buy what you can sell. It's useful to buy what you can make money from, right? And it's useful to buy things that...

We're talking about business. We're not talking — just for a second, let's toss out personal growth here for a second. Let's toss value aside for a second. And all these concepts that are subsidiary, that all the stuff the government wants us to talk about, and society wants us to talk about, and people are skeptical about — let's just remove everything for a second here. What's useful for business to buy, right?

If you're in business. And remember, we're all in business. Stuff that can make you money, right? A grocery store in Walmart, they don't buy stuff because it looks good on their shelves, right?

And one interesting thing about Walmart is they have everything, don't they? Doesn't it seem like they do? The reality is that often you could go to Walmart and buy one product, and the other product that you need to operate that product isn't even in Walmart, right? And it happens actually quite often, more than you'd think. You're like, why the heck?

You're selling this. Why aren't you selling the products that go with it? Well, it's because what they find is that a lot of people buy one thing, and they don't buy the other part. It doesn't matter that it doesn't go together. Walmart doesn't buy stuff they can't sell, right?

Because why? Because they're not stupid. They're — I don't even know, they're probably not the largest company in the world. I don't keep track of this stuff, but they might be. They're one of the largest, at least, right?

And so they're smart about business. And so in the network marketing, the direct sales industry, like I mentioned on the previous call, what's the most useful to buy is the products that are most useful to sell, because they'll make you the most money for the longest period of time. That's just, period, the truth, okay? If you're talking about your business. And so, for example, right?

For example, selling something that pays you over and over and over again, or that a lot of people keep, right, that might be a useful product to buy, right? Selling something that's going to pay you a higher commission is probably a useful thing to buy, right? And I covered a lot of reasons for the psychology behind that in the last call, so I don't need to cover all that stuff again. You should go listen to it.

If you haven't listened to the audio that we did yesterday, you should really listen to it because it makes a lot of sense. It's the one here when you log into the members area. Everybody here should listen to this at least three or four times, my opinion, right? Because those strategies really do work well, all right? And also, it's okay.

It's okay to sell a lot of stuff, okay? A lot of people get locked in. And this is, by the way, folks, this is marketing that locks you in like this. It's not necessarily the truth, okay? Sometimes it's true.

Sometimes it's not true. A lot of people say you should only have one source of income, right? Or this way of marketing is the real thing and that way is not the real thing. And the reality is a lot of times you'd be better off if you did both, right? You would be better off if you did both.

Maybe the company that you're marketing for wouldn't be better off if you did both, but you would be, right? Why? Because you would make more money and you'd make it for a longer period of time, and you'd grow a bigger network, and you'd grow a bigger team, and you'd be more successful, you'd be more happy, and you'd be more fulfilled if you did it the way that you want to do it, right? But the company usually wants you to only do one thing. And I've seen — and this is just the truth — a lot of people, and I'm not talking, by the way, about anything going on around here.

I'm talking about stuff in the past. I'm going to give you some examples of this, that there's no possible way anybody could know who I'm talking about because they're not known enough. But I've seen people who were so sold on just selling one thing that they literally would sit there cold calling like realtors and leads all day and night, refusing to sell anything but the one thing that they know is the truth, right. That's the thing they're selling and that's it.

What if they would have added two or three front-end products in there, or if they would have added some high commission stuff in there to just fund themselves and to just survive? It's okay if they would have made money selling the truth or whatever their thing is that they're so sold on, but they would have been able to stay in the game. Because they weren't selling stuff that was high profit enough to keep them going, if they were to keep going, they burn out and they stopped, and they had to go back and get a job, and now the industry doesn't work for them, right? Now, how many people in here have felt like that before?

Raise your hand if you've felt like that, right? And sometimes we get beat around a little bit, right? I'll give you guys an example, a good example of this from my own life, all right? 2006, okay? 2006, I'm in...

I'm in Alaska, right? And remember, I wasn't on the internet in 2006, but I was doing network marketing offline. This is before the van story, and this is the first team I ever built. And I've always been kind of a nomad, and I built the team and it just wasn't being sustained.

I was trying to sustain it. It kept falling apart because the company had just the worst attrition ever. And there's nothing anybody could do about it, because it was just horrible, right? It just took this astronomical effort, and we were only allowed to do home meetings and weekly meetings.

It's all we were allowed to do, right? Well, I'm out there and I'm doing these home meetings and these weekly meetings, and then I discovered internet marketing. And this is — keep in mind, 2006. I went online.

I made a sales page, okay? I wrote a 10-page sales letter. I made a follow-up boot camp. And I just did it. I didn't buy a course.

I just did it with my own volition because I saw other people doing it. I had a knack for it. I just started doing it. I started advertising on Google. I started doing Google PPC and got like 50 leads a day for two cents each.

And then right after that, I went to a meeting. And the leader at the meeting said, don't get caught into this internet sham, right? Meetings are where it's at. Now, that was back in 2006, okay. Now, what was hot in 2006?

Just, anybody who knows, type it in there. Anybody who knows what was hot as far as advertising in 2006 — not advertising, advertising methods. Yeah, somebody got it, somebody got it. A couple people got it.

Google PPC. Now, in 2006, you could get Google PPC leads for a couple cents each. Most targeted traffic that's ever existed in the world. Now, of course, everybody's kicked off there, all right. Now, hindsight's always 20-20, but what would have been the smart thing for me to do back then?

It would have been to give up. To give my company the finger, right? Just, can we be real, just for a second, right? Could we be real?

Just — raise your hand if you think it would have been smart for me, knowing what you know about me now, to give my company the finger and to do it the way that I wanted to do it, right? But what did I do? I got caught into the cult of it. I got caught into the control cycle, all right. So, folks, keep in mind, the reason why you're here is actually really simple.

The reason you're here is not to pump up a guru. It's not to pump me up, right? Everybody here has probably made more money from Empower than me, and that's okay for now, right? Because we're building the company, all right? And sell them like you guys.

You know, it's not to pump up me. It's not to pump up Dave Sharp, right? You're in business to make money. And remember that. Please, remember that.

And remember to run what you hear people saying through that filter. And do you want to be ethical? Well, yeah. We all got to follow our own ethics. And everybody's got different ethics, right?

And some of them are right, some of them are good, some of them aren't so good. But we've all got ethics, right? You want to follow good ethics.

And we want to help people. We want to give people value and all those things. But remember, giving value doesn't necessarily equal you making money, and it's not necessarily a smart thing to do if it's not making you money. Does that make sense to everybody on the call? Can we agree?

Type yes if you agree. All right. I agree with that, that it's not smart to waste your time giving value to everybody if it's not making you money. And Dave Sharp's actually really good about this. You know, he talks about how everybody wants to give everything away for free, right, in attraction marketing.

Because somehow attraction marketing has been equated with give away everything for free. How many people here know, right, raise your hand if you know that's horse crap? Okay. You know, right, because what do you make money from? You make money from sales.

So here's what I want you guys to do from this point on. A lot of this tonight was, folks, it was mindset stuff, mindset, okay? And a lot of it's, you know, practicality — mindset and practicality. But I want you to be honest about what it is that you're doing, the things that you're selling. Be honest about them, okay?

And remember that there are certain things that you're doing to create exposure. There are certain things that you're doing to capture data. There are certain things you're doing to sell products to that data you're capturing, those people, the leads, right? And then there are certain things that you're doing to upsell.

And then there's a cost to operate that, right? And there's profit, which is the money that's left over after the cost. And the more efficient you can make that, the more money you're making. So if you're spending less money and making more, right, what does that equate to?

It equates to a smart business decision. If you're spending more but then making way more, that also equates to a smart business decision. Spending less isn't always the best solution. Some of the best people at that are the paid advertisers. They know that.

Dave Sharp will tell you that all day and night. The cheapest leads are not always the best. Remember that. A lead is not a customer. It's a big difference.

Right? And different kinds of customers are different. You guys will notice that there's a certain kind of person — oh, if you're doing this for a while, that after a while you can actually tell who's going to buy who you talk to. You know.

Right? You can get on the conversation and, in the first — how many people in here, a lot of leaders on the call, how many people in here get on a call with somebody who's maybe bought something or a prospect, and you know in 10 seconds if they're going to buy? How many people in here can do that? Be honest.

Yeah, I see a Dwayne Pyle, Ben Rasmussen. Yeah, Carl Willis, a lot of people making money who know. You know in 10 seconds who's going to buy — 10 seconds. You get on the phone, you say, how you doing? They respond, and you know if they're going to buy or not, that fast.

Right? Now, how do you know? Because you've had thousands of people buy. Right? Whereas if you're out there all the time talking to people who don't buy...

And that's who you're talking to, you wouldn't be able to pick that up so easily. I couldn't pick that up so easily in 2006 because I was talking to people that weren't in the right spot. See, but you want to talk to decision makers. I'll take five people.

I'll tell you what: five people per day who are in the right spot to make a decision will out-produce talking to 250 people a day who aren't. Raise your hand if you agree with that. Five people a day, five, will out-produce 250 conversations from somebody who's not ready to make a decision. Five.

Now knowing that, what's the best use of your time if you're selling? And we're all selling. Let's get over the hurdle — some people say, well, network marketing isn't selling, or direct sales isn't selling, let's just take the sales out of it and just call it direct. Or, you know, they think it's not. It's selling, folks.

It might be selling in a way that duplicates. It might be selling through systems. Maybe a video is doing the selling. It still is selling. Can we admit that?

It's selling, right? Now, if you know that the five are going to out-produce the 250, why are we all wasting our time trying to get 250 when five good ones will produce more money, right? Now, if that helped you, that shift — raise your hand here real quick, right? You got to know what you want, right?

And what your business needs is cash flow, okay? It needs cash flow, all right? And there's certain levels of cash flow that it needs, depending on what you're doing. For example, the cash flow that we need to operate the things that we're doing now is much greater than when I started blogging on my own domain and set up my own sites and did all the design work myself and it looked like crap, okay? It's a bigger, different metric, okay?

And it's just different. It's a different game, all right. It's a very different metric, right, that you need. Anybody who's selling top tier, like Aaron, right, is going to need to sustain his advertising much differently than what you're going to need to go prospect in Walmart.

There's differences in business all the time. And what you need to make sure is that the extra expense equates to increases in income. And that's all that you need to do. See, spending money isn't bad. A lot of people, they get into this and, you know, it's funny, we don't really get a lot of this.

We don't say what we are because we're really kind of hardcore. We just say, buy everything, right, is what we say. And people do, right? They do it all the time because we tell them to do it. And we say things like, don't be a wussy, just get in.

We say things like that because then people, you know, they're like, I don't want to be a wussy. And then they make a decision. That's why we say it, because it's hilarious and it actually has a psychological effect in saying things like that. It actually creates less complaining if something goes wrong. If people are like, oh, I'm not going to be a wussy, I'm just going to keep going.

Yeah. You know? And there's a reason why we say things like that. We say things like that because we're purging attitudes, right? And we're also trying to chase off people who are going to be complainers, because we don't want them to buy.

If they're going to complain, that's why we say just no refunds. Get in, no refunds, period. Right? Why do we do things like that when everybody else is giving refunds? Well, because I don't want somebody who wants refunds on everything to buy our stuff.

I just don't want them in, period. I don't want them to buy. I don't want to go through the extra expense of giving them a refund. If they don't want it, don't let them in. Simple as that.

And if they know that, guess what they don't do? They don't buy. But then the other people who are on the fence, who are like, I don't know, they say, hey, these guys, they're serious. And they do buy. Right?

So it's totally different psychology. And you've got to realize, number one, what you want, which is always going to be tied to some sort of trade metric, which today is money, right — what you want is tied to ability to move resources, which today is tied to money, and there's an amount to that to get what you want, and there's an amount of sales to that to get what you want, and there's certain places where your energy is going to be better used in selling than others. And if you focus your energy in the places that are better, that produce more, then you're going to get that result that you want a little faster, you're going to get it more frequently, and you're going to be happier with less work. And that's the purpose of Empower Network. That's what we're here for.

We're here to help people make a lot more money with a lot less work than they're going to do in anything remotely like this. And that's kind of our mission here, which is a strange mission, but it's why we're here. And we'll continue to do that. And we want to help you guys recruit more into your deals, because everybody's obsessed with their deals. But I think that it's actually better to take a step back and to take a look at what's producing for you in your life, and to be honest about it, than anything.

And sometimes the best decision you can make is to ask yourself, where is my time the most efficient for the best result? Now, I'll give you some examples of this, of people that... Now here's a key. Guys, this stuff I'm about to say is not dogging anyone, and it's also not building anybody else up. It's just pointing out some examples of things people have done.

I haven't done, but people have done — hard decisions, all right? I know a guy, and I'm not going to mention his name. He had a team of 100,000 people in something, and his check kept going down. And so last year, he started building something new.

And a lot of people criticized him for it, and they said, oh, I liked him until then. But for him, if you talk to him, and if you know him — I'm not going to mention his name. And this is probably not true.

In the beginning — you don't get to know anybody here who would know who he was, and it's probably not who you think. But you'd all know who he was — not in Empower Network, and not related to anybody in here, or any of the main companies represented here. So they probably don't know. You would know him, though.

And I know him. You talk to him, he was in constant pain from seeing all the — from juggling, you know? Another guy in Empower Network, right? He had...

Worked his butt off, grew a big team, and had a huge team of thousands of people. And he just didn't get the job done. He's probably laughing if he's on the call, because he'll know who he is. So he looked at that and he said, I'm going to sell expensive stuff. Went into top tier.

Now, I don't do top tier. It's not because I don't like it. But there's a point where you've got to remember and go back to the grassroots of the reason why you're here. The reason why you're here. And not everybody's in it just for the money.

Some people are in this for freedom, right? But we're all in it for the experience that we want. And what is a good idea to do is to relate the experience that we want to what we can achieve with what we're doing. And for me, that's why I started the Empower Network. Let me tell you my story.

I sell a lot of stuff, guys. I still sell a lot of other stuff. I have all sorts of funnels going on. All sorts of paychecks. I've got stuff going on now.

Because my business is just a totally different metric than it was when I started. I've got money to do whatever I want, almost. And so, I've got all this crazy stuff going on. A lot of it nobody even knows about. And it didn't start like that.

But it's like that now. But here's the thing that I had to be honest about. Some of it was on a superhuman level. And I used to get on the phone with people. I'm just being honest here.

I used to get on the phone with people. And I'd be on the phone. Right? And I got that question. How many here — I just want to ask you guys this, alright?

How many here have gotten that before? And how many people here — I'm going to lower the hands again, okay — how many of you have had that happen and your heart sank? Right? Your heart sank, right?

Because you're like, oh God, you know? And a lot of us make a lot more than that. And people would ask me that, and I'd say, oh, you know — because I remember how much stuff I had to sell. It was unbelievable.

And so, from that, I can understand people's psychology. It's never good to criticize that. So I looked at it, and here was my solution. I looked at it and I said, okay, what do I know about marketing? And I started from there.

I said, is it possible to help somebody without investing a lot of money? Because I wanted to actually go — I really like the low tier. I like the top tier market too. But I really like low tier.

And the value that we bring — because we bring this tremendous ability to grow through the masses — whereas with the top tier, you make a lot of money, but it's marketing to the few. There's also a big market for the masses.

Right? And that's where I started. So I started there. All right? And I said, how could I do that?

What are the metrics for that? How would I do that if I was going to do it from scratch, from zero? How would I do it? And then I started from zero.

And that was the birth of the idea that drives the funnel that's just beginning, by the way, that has created Empower Network. That's what we're here for. Right? Now, they're going to have to know what they're doing a little to do that. So, hey, we'll help them.

And it's going to take longer if they have no idea what they're doing. Because they're going to have to learn some skills and then implement the skills — because of the metrics of our funnel. They're all there. Everything is there and is right for somebody to be able to produce that.

And we've got a lot of stories for that from people who do know what they're doing. That was the second question. And the third question is: then how do you take somebody? How do you take somebody?

And then that's a whole different game. And we're not done with that bit yet. But we will be this year. And we'd be closer if it wasn't for the payment stuff. So that's where I started.

I was like that. And then I went back and I said, all right, what kind of products would add benefit and value to justify that? Because with us, I believe that the stuff that we offer is valuable. Now, here's a question for you.

If you guys think Empower Network products are worth more than you spend on them, raise your hand. All right? Everybody agrees. Now, this is the key, folks. This is the key.

It's how do we do that, right? And then the energy is right for the market. And then all we have to ask is who's looking. So we appeal. We're different because we're not stuck in the attraction marketing niche, because we're not attraction marketing.

We're not trying to do that. What we are is we're directors. We're not doing the average response. And where's our niche? Our niche is people who want to sell stuff and make money.

And people who want to make money on the internet. And people who want to get the most money out of their traffic, right? And people who want to grow something that's going to be there. And people who want leveraged income but also want the ability to make big upfront money quickly. And people who don't want to do it themselves.

That's kind of the people that are going to get in here and produce. And where are they? And the answer is everywhere, and now all of a sudden a whole new world's opened up to us. Right, now, quick question for you guys, and I'm kind of done, and then I'll open it up to some Q&A here. Type in the chat, right, if tonight you guys got some massive value from what you learned tonight. Awesome. Pages and pages and pages of responses, okay, awesome, folks. Hey, so — would call it... wouldn't call it massive, but hey, you know, you've been with me for a while. Oh wait, that's that guy, he's always critical on all the webinars, that guy — oh man, we got this hilarious guy who comes on the webinar to criticize what we're doing, it's really cute. So Dave Sharpe's on. Dave Sharpe's on the webinar, I didn't know that. So, all right, so folks, so somebody asked some good questions, all right, somebody has some good questions and some honest gold nuggets, all right. Dave Sharpe's trying to talk, I didn't know that. So Dave Sharpe is just a sexy genius, by the way, Dave, I didn't even see you come on, man, I was so busy talking, selling stuff. So I wanted to answer one question and then I'm gonna open it, I'm gonna turn it over to Dave. Somebody asked a question, they said, what do I need here to make $10,000 a month? What do I need to do here? And that's the question, okay. And so I'm not gonna go further from this page that you see right here, okay, this page, our statistics page. Now this is the easiest way to tell you, all right. And now this is going to change a little bit, because our upsells are always higher when we're marketing, and we haven't really been actively engaged in marketing in the last 60 days, Dave and I, because we've been working on infrastructure stuff, bank stuff, things like this, okay. And now we're about to re-engage, and so you're going to notice all the upsell numbers are about to increase next week. Everybody here will notice, it'll be a big massive difference. But let's just go with what we've got here. So what do you need to make $10,000 in a month? Well, this is what you need. You need $10,000 in commissions a month. Let's just take everything else out for a second and let's just say that's what you need, okay. So if you're gonna make $10,000 in commissions a month, all right — we have one product that'll pay you $25 in commissions a month, right, minus whatever your merchant fees are, okay, which are going to vary depending on how — if you're using eWallet, they're going to be whatever our merchant fees are, because we just pass them to you, okay. And so you've got the basic membership, which is $25 in commissions a month. We've got the inner circle membership, which is $100 in commissions a month. We've got the Costa Rica, which is a $500 one-time commission, and then we've got the $15K per month formula, which is a $250 one-time commission. And you earn commissions from sales you make yourself that are on your power lines, and then you also make commissions from pass-up sales, and you also pass up certain sales, right. Those of you who understand our affiliate comp model know how all the money's made. If you don't, go to the front blog, watch the Get Money tab, I do explain the affiliate comp model there. Now, how do you make $10,000 a month? Well, you're probably going to want to receive, just being honest, to profit. Now here's a better question: how do you profit $10,000 a month? You want to receive $10,000 a month after your expenses. Well, what are your expenses going to be? Number one, the cost for the affiliate membership, which is $20 a month, to receive payments. Number two is going to be the merchant processing fees that you have, which, if you're with us, we have a relatively high merchant fee right now, but it is lower than like ClickBank and AlertPay. It's — but it's 5.95% is what the fee is for that. So those fees will be, you know, taken out of commissions and things like — they're taken out of our money, and if you have your own merchant account, whatever their fees are. And there's going to be your monthly payments. Everybody here should be on the basic and the inner circle membership and have an active subscription if you're out there selling them, it makes sense. And also my belief is that you should buy all the products. Why? Well, because if you're going to sell something, you should buy it, period. Listen to the audio that I did yesterday for the reasons why you're going to have an easier time selling if you bought something, okay. And then what do you have as expenses? Well, whatever you're spending on marketing, which in my opinion should be out of your profits, not out of your pocket. My opinion is you should go out there and market with the money that you've got available extra, that's not going to hurt you if you spend it on marketing. See, if you're struggling really bad, my opinion is go market in free strategies for a little bit, get some money coming in, and then put part of your money into marketing, and then put part of that back into marketing. So my opinion is 20%. So if you're going to look at that, how much do you need to pull in revenue, right, to profit $10,000 a month? Well, a little over $12,000 a month, maybe $12,500, something like that. $13,000 a month in revenue will equate to about $10,000 a month in profit. So what are some different ways to do that within Empower Network? Well, if you had a hundred people paying you from the basic and the inner circle, that's $12,500 with a hundred people. Now just that, folks, is dramatically easier than any way you've ever seen in your life selling any products to make $12,500 a month in residual income. That would be in residuals as long as those customers subscribe. A hundred people paying you directly is $12,500 a month, that would be about what you'd need to profit $10,000. Now here's the key, though: you can do it faster. Now how do you do it faster? You do it through upsells, okay, you do it through upsells. Now how do you do it through upsells? Well, this is the key, you got to know the metric between the memberships. Now I'm going to lay out in the next two or three minutes, and I'm going to turn the call over to Dave and say whatever he wants to say, and I'm sure whatever it is, it's valuable, and I'm gonna talk to this real quick, though. So what are the metrics? Well, if you get about three basic members, it's a little less, it's gonna equate to about an upsell, or one and a half upsells, of the inner circle. Now when we're marketing, that goes up to about 45%, we haven't been really pushing it too much. So if you sell about three of these, it's going to get one inner circle, right, and out of the inner circles, it's going to be about one in three is going to buy the Costa Rica intensive, okay. So that means that if you sell nine memberships of the basic membership, it's going to equate to about three of these, and it's going to equate to one of these. Would that be total? That'd be $100. Nine would be about $200 in revenue there, it would be about $300 in revenue there, which would be $500, which would be about $1,000 here. So what you need to do is do that ten times a month, okay. So if you want to make $10,000 a month right now without waiting for residuals to kick in, how do you do it? Learn to sell nine of these basic memberships ten times a month, and that'll do it, right now, without us doing marketing to upsell for you, and that'll do it before any residuals kick in. So the question is, how do you do that? Well, our sales video converts from 15 to 25%, depending on how targeted the traffic is, okay. So I'm going to use 25% because I'm not good at calculating with the 15. If you get four people to see the video who are in a good target market, one will buy, right. So how many do you need to sell nine memberships? Right, well, you need nine times that, right? So four times nine is 36. That's a great answer.

How do I get — where do I sign up? Are you ready to take my money right now? Shoot, I'll send you cash. That's fine. That's fine.

Shoot, maybe we'll just — you know, that's another chapter. Dave's last right now. So, you know, what we see a lot of people doing is something, again, that's called replacement therapy, and I just came up with that. It's just, you know, sometimes I just come up with things, and I'm like, God, this sounds like a good phrase or term for this particular situation. Some people call it jumpers, but it's deeper than that, okay?

But the cool thing is, even though it's deeper than that, it's also a lot simpler of a fix than that. And here's the cool thing: the fix and the solution is what we've implemented here, and I want to tell you why what we're doing works so well, not just tell you that it works well. I want you to understand the concepts of why it works so well, so, again, you can communicate that to people. But what we do is we focus on the things that the masses are not good at. Okay.

The masses are not good at getting on a conference call and talking for two hours — I mean, I don't know anybody else besides Dave and I that can get on a webinar five days in a row and talk for two or three hours each night and never run out of things to talk about. It's just because this is our passion, this is where our heart's at, and guess what? We have a community of people that, on any webinar, no matter how many webinars we do each night in a row, we have a thousand people who will sit on the webinar all night long. Why? Because of what we're talking about.

Okay. And the phony method that has attracted the replacement therapy zombie marketers or wannabe marketers for so long is just played out, and that's what's put a bad taste in people's mouths, and that's why there's so many haters out there right now who aren't liking what we're doing, because we're shaking up the industry a little bit, and we're making people feel a little bit uncomfortable, and yeah, I said it, we're making people feel a little bit uncomfortable, because what we're doing is we're giving people the truth, and you know what? The truth of the matter is, if you ain't ruffling people's feathers a little bit, you ain't doing nothing, so maybe you need to step up your game and start being — stop being so damn fearful to be yourself.

The truth of the matter is the majority of the people are not only doing replacement therapy, but they're also so damn scared to be themselves. Why don't you stop being so scared to be yourself and stand up and realize that you're the best gift that you can not only give your friends, your family, and the world, but you're also the best damn gift that you can give your business. And I see so many people trying to do something or be something that they're not, when — don't forget, yes, you could double and triple your income if you'd be yourself, but you know what else you can do? You can attract more people, attract more loyalty.

You can create a customer base who will not only want to buy Empower products from you, but they'll want to buy whatever the hell you're selling on the back end, okay, if you choose to sell stuff on the back end. Now, again, we have people that are coming in. They're solely and strictly doing Empower Network as affiliates, and they're making more money. They're making more money here than they've made in anything else in their entire life. Now, I'm talking about money.

If you want to see our income disclosure, go to EmpowerNetwork.com forward slash income.php. And you know what? Just for educational purposes, if you're ever talking about income out there, just refer to our income disclosure so people can go ahead and see the statistics for what everybody's earning. It'll just keep you safe, and it's a smart thing to do, because we do want to give people information and education that'll allow them to make an informed decision. But isn't that right?

That's the truth. And doesn't all that stuff tie in together with why so many people are walking around doing dumb stuff? And don't you just get so frustrated when a light bulb finally goes off in your head, and you say, well, holy crap, I can't believe that I've been doing this dumb stuff for so long. Now I'm finally doing and hearing and getting real information, which is allowing me to actually stop doing all this dumb stuff. I can start to be myself.

I can stop being so self-conscious. I can let down this — I can stop being an accomplice that I've had my entire life, because I've been so insecure about all of the different things that happened to me just as a child, from childhood, because everybody's just striving to be accepted. And we're so afraid of rejection that, oh my gosh, if somebody tells me that they don't want to join my business, I'm devastated, and I'm going to turn the computer off, and I'm going to go back, and just like Dave said, I'm going to say that this doesn't work. Well, hey, guess what?

If you want to roll with us, and you want to be an entrepreneur, and you want to be somebody who's successful in business, toughen up the skin a little bit. Thicken it up a little bit and realize that it's not personal. It's just business, okay? Start being yourself, and start understanding that if you want to go somewhere, and you want to go somewhere fast rather than slow, and you want to look cool doing it, then plant your damn flag here. Make a decision.

Get inside. Get inside in the middle of the boat with us and run with us in what we pledge to do, and what is the only thing that I will do, because, friends, I came from a construction site. I came from driving a truck that had more rust on it than the biggest, baddest, stinkiest, ugliest rust bucket that you've ever seen in your entire life. And I swung a hammer on a construction site for, off and on, ten years of my life.

And I dreamed and had no idea how I was going to get out of that situation. But the beautiful part was, I was a simple man. And I came from a place inside of my life where I experienced pretty much every single pain and defeat and struggle that a human being can experience. And when I started to have personal transformations and experience things in life that started to give me good feelings, I started to feel good.

I started to realize that there was one way and one way only that I was going to live my life. Do I still sometimes struggle with this? Absolutely. But here's the hit, and here's what I'm going to tell you that I learned: authenticity, honesty, and integrity is the way to go.

And what we're going to do here on these trainings — why are we doing these trainings? Guys, we're not only getting ready to launch an affiliate competition, we're going to give the top winner of the affiliate contest $10,000, and we're going to fly people down to Costa Rica. We're going to give away so many prizes, it's not even funny, all this on top of 100% commission. Here's why we're doing this, guys: because you know what?

If I'm not going to make a major splash and a big impact on this industry and on this world, I'm going to be a failure. I'm going to go back to the construction site. Not a big deal to me.

I don't really care. I will not sit up here and talk crap and talk lies and be dishonest and talk about anything except the absolute truth, and that's why I'm sometimes a little bit harsh with you guys, sometimes a little bit strong with you, because I'm sick and tired of people running around trying to replace one thing with the next thing and fill the void with the next ridiculous launch or something they do not need, or jumping from this to that, thinking that's the solution, when the truth of the matter is what we've done here is built a culture and a community of people and training products and marketing systems that are so simple. Let us do all of the stuff that most people just are not going to get really, really good at. And you focus on a couple of simple things, and you can get good at those things.

And I went from — a lot of people know — a really, really good copywriter, somebody who can create sales funnels, write emails, write follow-up series, write sales letters, even long-form sales letters that convert at 10% and 12%. And I got there. When I first started, I couldn't even put two sentences together, and people used to send emails back to me and say, this is the worst thing I've ever read in my entire life. So is it possible? Absolutely.

What we want to do is give you guys something tied up in pretty wrapping and put a bow on it and make it look like the prettiest thing in the entire world for you. But we are going to deliver a package for you that's going to help you get to the place that you want to go. And we're going to reach out to you, and we just ask that you reach back.

So, again, guys, I'm going to end it with this. If you're on this call tonight, and I'll pass it back over to Dave here — if you're on this call tonight, you are dead, dead serious about doing what you've got to do. Build a business.

Whether you're here because you're looking to use our product as marketing tools, that's fine. Whether you're here because you're looking to use Empower as your primary income stream online, that's fine. As an affiliate program, if you're here to use us as an upfront marketing funnel right now, that's fine, too. I don't know why you're here, but all I can tell you is that if you're here, you're dead, damn serious about doing whatever you are here to do. And what we're going to do.

What we're going to do is we're trying to really kind of lock arms here with you this week, because what we want to do is move into next week unified, locked arms. We want to make a big splash in the water. That's why we're meeting you guys halfway. And I think that we're stepping over the halfway boundary. We're saying, hey, look, I know that maybe a lot of times you may feel a little bit hesitant on reaching back 100% or 50%, and meet us halfway.

So Dave and I say — and this is our philosophy — let us over deliver. Let us prove it to you. Let us earn your trust. Let us earn your business.

Let us go through three or four different situations, big situations that most companies would have keeled over from. Let us go through situations personally that people would have said, I can't take it anymore. Let us bleed in front of you. Let us go through things that we're ready to pull our hair out in front of you. So you don't have an excuse.

So you say, you know what? These guys are dead damn serious about doing this thing, and I want to walk with them. And I think that is what our core philosophy here at the heart of Empower is: let us show you how serious we are. And that's what we're doing right now. I think that's what we've done.

I think we've proved it. Show me you're the man that you say you are. I think that we've shown you — hopefully we've earned your trust. Hopefully we've earned your respect.

And hopefully you're going to allow us to respect you back and let us honor you as somebody who's serious. Move forward, let us edify you, go out there and do something, shake something up, let us pull you on a conference call, let us point you out, let us give you some credibility, let us give you some recognition, let us help you take yourself to the next level. Go out there and find me another owner who's on Facebook, who's connecting with people. Go out there and find me another owner that's helping with customer support tickets. If I need help with customer support...

Or if Dave needs to get in there and make a phone call and connect with somebody — find me that kind of dedication.

And when you do, I want to partner up with that person. Why do we do those kind of things? Because we will never ask you to do anything that we're not willing to do ourselves. And guys, time — we're about to really take this thing to the next level.

Next week's going to be big. I'm looking forward to seeing you guys, not only at the event, those of you who rank in the top five down in Costa Rica at our Mastermind Retreat. We're going to be doing a live event. It's coming up. Guys, let's look forward to that event.

Every single person, get to that event. If you don't, we're going to make one of the prizes... And I'm not going to release all of the details because we haven't released all those yet. But we want to make it accessible for people to be able to get to that event. And we're going to get those details out to you here in the next couple of days or so.

And when we release all the official details of the event, I want to see every single person there. If you're not at that event — and again, that's one of the core commitments around here, is be at all of the events — if you're not at that event, somebody's got to have passed away in your family. The dog — even, I mean, I'm not even going to go there because I love my pets too. I don't even want to go there.

That's a tempting spot for people. People love their dogs. But let me tell you something. If you are serious about your business, you'll be at that event.

Number one, one of the absolute must-haves is: be a member of the inner circle. Be active on both the inner circle and the blogging platform. Just using the products, guys. And then be at all of the events.

Blog on a daily basis. Market it on a daily basis. And if you forget what you should be doing every single day, guys, this is what we're doing, what the leaders are doing. This is the simplicity. No replacement therapy.

Create your evidence report, guys. Go into that Fast Start training and look at those core commitments. That'll remind you what you should be doing on a daily basis. With that being said, guys, I'm good.

I'm done. Dave, you still on? I'm running back over to you. Love you, guys.

I appreciate you. That's why we're fighting a good fight with you. Yeah, I'm here, Dave. Thanks for coming on. And everybody who's still on here, you guys are troopers, you know.

I just have a couple things here real quick. Not so much training — done all the training we wanted to do. Appreciate you guys coming on. Just a couple of announcements here and things to look out for, especially over the next couple of days.

Be watching your email. Okay? I'm going to be personally sending out a daily video and a blog post. And we're going to be sending out swipe copy to get your lists warmed up and things like that. I actually sent out some swipe copy that I stole from Dave Sharp just a little bit earlier today.

So all of you should have that. And if for some reason you're not getting the emails — there are some people who aren't getting them, most people are now — make sure to whitelist the address admin at EmpowerNetwork.com.

If you whitelist that email address, you'll get our emails. And copy that swipe and send it out. And in the next couple of days, I'll be sending some videos out just to prep people. And then here's what I'm doing, folks: on Sunday night — and I put this in the video I'm actually going to put up on the blog probably tonight — Sunday night...

I'm going to do a live stream. Okay? And for that live stream, I'm going to try my best. I'm going to work with Dave here and get the specifics for our affiliate contest worked out by Sunday and have details with that. We're going to be announcing some really cool stuff in addition to what we talked about.

And so everybody here, all right, be on that live stream Sunday. I'm not sure what time it'll be. It'll probably be 6 to 8 p.m. Eastern or something like that, usually a little earlier on the Sundays or so. And then we're going to come out kicking strong.

My goal — and we can do that, but we can do it if we work together. And so be on there. And actually, Dave, this is a funny thing I'm going to close off with today. You know, we've got all these commission reports and things like this, and I wasn't actually aware that sometimes these things show a little bit less than people have actually earned.

And, you know, earlier somebody sent me an email. So that was fun. So who knows how much we've actually paid out, but it's quite a lot. And, you know, you guys here on the call are in a special place and special time, where now we're in a position where we can expand all over the world, get people paid in over 100 countries. And get people set up instantly, and our sales process is just going to get better and better and better, and it's time to turn it on.

And so if you ever wanted to be in the right place at the right time, my opinion is that time is now. And so let's lock arms, fight the forces of evil, folks, and we'll look out for that message that I'll shoot out later tonight and tomorrow. All right, guys, I'm done, Dave, so we'll let you guys go. Appreciate you, and we'll see you on the beach, in the world. Bye-bye.

Bye-bye. Those ideas and strategies will assist you in building a profitable, long-term business. Success takes hard work, determination, skill, and consistent effort. Please refer to our average earnings at EmpowerNetwork.com forward slash income dot php.