Secrets of Up-selling New Customers (with Steve Lauri)

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. The 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. All right, folks, this is Dave Wood, and I'm actually talking to you with a special guest here for the Inner Circle, Steve Laurie, and a lot of you guys won't know who he is because you've never heard us talk about him before, and I actually didn't know who he was either until about five minutes ago when I gave him a call, and I said, hey, bud, you're making some money. Let's get you in the Inner Circle. So I actually surprised him. This isn't prepared, and this is actually how I like it to be.

And so everybody here knows who's in the Inner Circle. What the Inner Circle is going to kind of evolve into is more of a coaching and a training membership. The purpose of this product, so everybody who's in it knows, is it's a product number one for reference point for your team. So a lot of people, they don't really use this properly. I want to kind of get into that as we go through this interview, and I'm also going to be training you guys how to do it as we go through the future interviews, but it's also to dive more into the insights of what's working right now, okay, because keep in mind as you're listening to this, as we're talking to Steve, he might be – I have no clue what he's doing, actually.

We didn't talk about it before the interview started. I have no clue how he's succeeding. All I know is that I logged in the last two weeks. It would change a lot of your team's lives, and he might just have some insights that might help you have breakthroughs if you take them and apply them. And then what I'm going to do is I'm going to get into some things that I see in his business as we're kind of going through and as we're having conversations, that we can do to improve it, maybe answer a couple of his questions as well.

So that being said, Steve, welcome to the Inner Circle. Why don't – just real quick before we continue, can you share a little bit about your background, who you are, and what you were doing before Empower, why you got involved, and we'll kind of start there. Absolutely. Well, thanks for having me on, Dave. My background is in the advertising and design field.

I've been in that field since 1993, actually, working for myself, had my own business, an advertising business, and I've been fortunate to work for some pretty big companies like Reebok and Olympus and Toshiba. And when the 9-11 attacks occurred, my business really suffered, and I had my current clients pulled back there. They had their budgets, and I had a hard time finding new work. And I really was kind of going down that path of starting my own ad agency, and it got me to thinking, do I really want to go down that path of employees and expenses and office space and insurance and all that, and ran into a couple of other ad agency owners, and they're like, no, don't do it, and all the high stress of deadlines and everything. And I just decided that I need to look for something else.

And so I started looking, found the network marketing industry, and jumped in and have been just struggling for a long time, started to have a little bit of success, bounced around from company to company. And how I found Empower Network is that I saw it on the Internet and thought, okay, this is just another guru launch. So, you know, I didn't pay too much attention to it. So a month goes by, and I still, I'm getting emails from a lot of different people, because, of course, I'm on a lot of different lists. And I thought, hmm, I guess maybe I should check this out a little further.

So checked it out and said, oh, okay, this is really different. 100% commissions, that's pretty nice, actually. So then it was just a matter of, okay, well, I'm going to jump in this. Who do I want to jump in under? And I was in a, I'm in a business, a couple other businesses, and decided to go ahead and jump under someone that I knew and liked and went from there.

So that's kind of how I got into network marketing and ultimately Empower Network. Okay, well, good to hear, man. I think close to $7,000 now is when I just checked. Not sure exactly. But, you know, $1,850.

The last couple of weeks. Now, since I have no idea, I know you have an ad agency, and I know you're doing these things. What are you doing right now to bring in your new members and to build your team? Well, you know, it's kind of interesting. You know, I say I'm in advertising.

I have an advertising business, and people think, oh, wow, this must be easy for him. But actually, I think it's been almost a hindrance because, you know, as a designer, I'm a perfectionist, and it's hard for me to, you know, just get stuff up and get going, you know, really quick like a lot of other people. I think my background, you know, yeah, it does help me in some regards. And I think one of the things it has helped me do is, you know, one of the things I do is I put together a team website for our group, and I also put together a Skype mastermind group. And what that has done has freed up my time considerably.

Because instead of holding people's hands and walking them through individually, I can now send people to that team website. I can now send them to the – they can get involved in the Skype mastermind group. If someone has a question, they can just go there and pop that in there. And there is, you know, we have like 50, 60 people on there now. There's always someone online that can answer that question.

So it's great. As far as marketing, I've kind of taken a shot. I've kind of taken a shotgun approach. And, you know, I do a little bit of blogging, a little bit of article marketing. I think because I've been in the industry for a little bit, I started, you know, doing some personal branding with a personal blog.

And, you know, got a Twitter account going. So I have a Twitter campaign going with, you know, about almost 5,000 followers. So I've got a Facebook account. So I have some personal branding going on. And now with Facebook, I'm using that pretty much just for social proof.

I'm not selling anything on my Facebook page because I know people, you know, hate to be sold. So – They love to be buy, but they do hate to be sold if they feel like they're being coerced. Real quick, I want to step back here just for a second and go over some of the things because we're just kind of taking a shotgun through this conversation. So you said you're doing a little bit of everything. Now, a couple of real specific questions and then I want to get into some more questions on that.

And then we're going to get back into the whole Facebook thing here in a second. But just before we just go any further than this, now, did you have a list when you came into Empower? Were you doing things offline? I mean, do you have a preexisting database? Are you – you know, how big is your list?

I don't have much of a list of all. I mean, right now, I have about 500 people on it. And that's all generated through when I started Empower Network in the middle of December. Okay, so you have no list. Because a lot of people, they'll hear something like this and assume, even though you're part-time, that you've got a list and you make it all.

You make all your money from your list. You built all your list here. You learned how to do it here. Exactly, exactly. I mean, I have, you know, tried some squeeze pages and some landing pages and that sort of thing.

And, you know, but nothing really ever took hold. Okay. So, you know, you know. Okay, that answers question one. And next question I've got, and I know I'm interrupting here a little bit, but it's helpful because we need to dissect this to figure out how you're getting the specific results you're getting.

And this is how I can figure out, by the way, how to help you. And this is how I can figure out how you're going to go from the 1,800 every two weeks to, you know, 18,000 every two weeks. And so, where are your sign-ups coming from? Like, if you talk to your team and your people that you've brought on board, you said you have 50, 60 people and you've made some good money. Where are they coming from?

Are they coming from the Facebook? Are they coming from the blog? Are they coming from calling people, all of them? I mean, where have most of your people came from? Most of my people have come from paid traffic.

Okay, such as? Well, there's some paid traffic sites out there that I've tried. One of them in particular is called JMA Traffic Bazaar. JMA Traffic Bazaar. Traffic Bazaar.

And it was going pretty well there for a while, but of lately, it hasn't. I think it's just a little bit oversaturated. Well, that'll happen with any traffic medium. But so, paid traffic has brought in a lot of your people that you've brought in. And so, would you say, like, half, two-thirds?

I mean, how many came from this JMA Traffic Bazaar place? JMA Traffic, I would say at least half. So, about half of your sign-ups. Now, where did the other half come from? The other half, you know, from various sources.

You know, I probably did some solo ads, did some Facebook PPC, have done some banner advertising, maybe some from Twitter, not sure. Okay, so you're not entirely sure. And some personal relationships. So, you have brought in, like, what, friends, family, or previous networkers? Actually, other networkers that I've done business with.

All right, I gotcha, I gotcha. And so, let's go into some of these real specifically, and then we're going to dissect some things, and I'll help you kind of branch out and get a few more people in. I also wanted to answer a question that you had before we started the interview. But a couple more things I've got on your strategies here. So, JMA Traffic Bazaar, and I'm guessing just by the sound of the company that it's kind of a traffic experience.

Or something like that, from the name of it. And just so everybody knows who's listening to these, traffic exchanges can be extremely useful. There's a lot of them. There's, you know, ad.f, you know, I think it's ad.fly or something like that, ad fly. Yeah, ad fly, exactly.

You know, a lot of people get leads from things like this. And what will happen in a traffic exchange, and this is just a very common thing, is a company will go into a traffic exchange, there will be tons of results with it, and then very soon after the results end, what will happen is there's like, they get 50 people in the traffic exchange into the thing, and then everybody in the traffic exchange is advertising the same site, and people stop responding to the message. And so that's actually very common. It happens to a lot of people. And that's why we always want to be changing up and altering the marketing.

One thing I want to find out, though, on what you're doing specifically, is you said you just brought in some previous networkers that you know that you have relationships with. So was this personal conversations? Did you sit down and do a presentation? Did you call them? Did you send them an email?

I mean, where did you meet these people? Well, you know, as far as bringing them into Empower Network or originally? Yeah, yeah, yeah. How did you meet them? Or who are they?

And then how did you bring them into Empower Network? Like, you called them? What did you say? Did you email them? What was your strategy there?

Yeah, actually, I just called them up because I work with them pretty closely. And just, you know, had a conversation with them, and let them know that what I'm doing as far as, you know, finding, you know, found another tool that I think is a great front door to, you know, to a funnel. And that's my whole goal, is to bring people in the front door, using Empower Network as a front door, work with them. They can see my leadership skills. I get to, you know, build a relationship, and then bring them into other businesses that I'm involved with that are a little bit more high end, but I think that are very important.

Sure, sure, so that's how you approach it. So that was my conversation. So you approach it like a conversation. That's my approach, absolutely. Can you give me more of an example?

Like, because a lot of people wonder how to do this. A lot of people do have relationships with existing networkers. We have a huge base of networkers in Empower Network. And I could give an example, too, after we're done. But could you give me an example?

Say I'm, you know, Bob or whatever. I'll give you a great example. Sure. Here I was, you know, doing some work during the day, and a lady gave me a call out of the blue. And she didn't know who I was, and she wanted to actually recruit me into one of her businesses.

Okay. And I told her I really wasn't interested because I had found this other thing that I was very excited about and was having really good results with. And I said, would you like to know about it? And she said, sure. So I gave her the website.

She went and checked it out, called me back, and said, wow, this is great. I said, I know. And she says, I'm in. I said, great. And her name's Donna.

And she joined me in my other business. And we've been working together, you know, for the last, I'd say, seven, eight months. Okay. And when I got started with Empower Network, I called up Donna. I said, Donna, you've got to jump in this because, you know, I'm going to do it.

You know, and you've got to do this, too. It's that simple. I mean, when you have a relationship with someone. A business relationship and you're working together and you've demonstrated that you're committed and that, you know, that you're a leader and you're going to go places, it's too easy for them, you know. They're just going to follow you.

So, you know, and we have a good working relationship, so. Well, and this is the key. And I want to talk about this here for a second just for everybody's benefit is your core line there. It's just such a funny line. Like, if you just take a step back and you look at it, you chuckle.

Like, if you said that to a person on the street, they'd say, what are you talking about? But your core line was, you should do it because I'm doing it and you should do it, too. You know, and it's really funny because, you know, now the person that I signed up under, Miller, he's a great guy, great leader, and he calls me or Skypes me and says, hey, look, we're, you know, you know, I'm doing this because, you know, and I'm like, well, okay, well, I don't know anything about it, but I'm in, you know. I mean, that's how it goes. Well, it is, and that is the key.

That's the key to moving. And I want to, for everybody on here who's on this, who's listening to this, there's, I think, 7,000 people who are members of the Inner Circle, Steve. And for everybody listening to this, the key to being able to do things that we can, that I can do at my level, where I can bring 500 people at once into something in an instant, teams that are built in the thousands instantly, the key is relationships. And it's relationships with people who trust you because they've had good experiences with you. That's a fantastic example.

And there's a lot of people who would come in because, remember, everybody listen to this. This is key. The Passups and Empower Network are massive. And if you come in and you have a network or friend that would use this as a front door, one person coded to you could make you hundreds of thousands of dollars in a year. One person like Lawrence Tam, one person like Chris and Chris Jones or Steve Laurie could make you a tremendous amount of money.

You should call your network or friends. And that's a lot easier conversation than calling grandma or something about them. But it really does make a difference. So that's a great example, by the way, of somebody you got in through a network or friend. Now, the people through the other sources, the paid traffic, paid media, they just came through.

They watched the video. Did they buy? Did they? Did they buy through emails? Did they buy from phone calls?

I mean, what process did they get started? Yeah, I got to say, you have to have an AWeber account set up or an autoresponder account set up because you definitely need the follow-up messages. But they basically came in. They went to the capture page. They watched the video.

And I'm not sure when the sale happened, if it was right when they saw it or if it was getting some message. But that's pretty much how it happened. And from that point, I definitely got on the phone with them right away and got them going. Okay. So after they came in, then they came in through the video or through the email or through the message.

And then you called them to get them going. So what was your purpose in calling them to get them going? Was it to sell them your company on the back end? Was it to just get them started so you get more pass-up sales? I mean, what are you doing?

I mean, the whole purpose is really just to get them plugged into our team, get them plugged into the Fast Start training so that they can get a blog post up and just get into the flow of getting their system set up. Because there is a little bit of set up. You want to get your AWeber set up. You want to get your follow-up messages in there. And so my purpose of giving them a call is to let them know.

Let them know who I am. Let them know that they can reach me. I also tell them my story, what I've been able to accomplish up to this point. And I think that's motivating. It gives them hope.

It lets them know that, wow, okay, this is real. Because I think a lot of people have that doubt in their heads when they get started. Is this just another one of those things where I'm going to dump a lot of money and really not make anything? So when they hear that, hey, I've done this. If I can do it, anybody can do it.

And here's what I've done. And if you can do the same thing, then you're going to have the same success. Now, do you tell them a lot about yourself? Do you talk about how you're part-time and that you own this other stuff? Or do you just kind of do it?

Yeah, absolutely. And actually, I try to talk to them and genuinely find out about them and what they're about and what they're doing. Great. Now, what do you find as far as upsells? Because there's a lot of things that we could talk about in communicating with members and what you say and how you talk to them and how to recruit on the back end and all this stuff that we've all done an enormous amount of, I've done a tremendous amount of, that you do, obviously, successfully part-time.

So when you're bringing a new person in and you're connecting with them, do you find that doing that dramatically increases the upsells with people buying? Absolutely. Absolutely. Now, do you do that on the phone? Do you tell them to buy the other stuff?

Do you answer questions? No, I don't tell them to buy. I just tell them what I did and how it went for me. Give me an example. So I'm new.

I just got started. Because I know that a lot of the income that you've made in the last two weeks has come from upsells and pass-ups and things like that, which is nice to see. So I'm new. I just got started five minutes ago. Okay.

So you give me a call because you've got a free minute at work or whatever it is. And my name's David as well. You just got Dave Wooden. I'm new. I'm living in a van or whatever it is, but I've got a free minute at work.

So talk to me. Listen, a little role play here on the spot. Tell me your story. Why don't we show by example what you're doing, just maybe somebody could get some value out of it. Okay.

Well, first of all, I'm going to ask you who you are. Just ask me. Just pretend it's a real conversation just for a minute. Just ask me and I'll just answer. And just play along.

Yeah, role play. Hey, David, man, you just got started with Empower Network. Cool. What do you think so far? I mean, you know.

No, I think it's awesome, man. I mean, I just came in. I saw the video with those two gangsters out in Costa Rica. I thought it was one of the most badass things I've seen in my life. Hit the buy button.

I don't really know what it is, honestly. You know, I just I saw money. I figured, hey, why not? Why not give it a whirl? And here I am.

You know, it's pretty cool. Okay, cool. So, David. So, David, what's your background? What do you do?

Right now, actually, you know, I just do I'm kind of in between jobs. You know, I was working for Greenpeace, got fired and just moved. I really wanted to find a way to make money on the internet. Did you harpoon a whale or what? I mean.

No, not harpooning whales. We were doing like I was one of those one of those nuisances on the street. You know, you're walking and they kind of attack you for donations. That was my job. And I had a quota, you know, how many donations I would get.

And if I didn't get so many, I got fired. So what actually happened, this is by the way, this is actually true. What happened is I was the only one hitting the quotas. And so they came and they downsized our whole office, just like corporate America. I was like, I know these guys were hippies, but apparently hippies are also a little corporate nowadays.

So it was it was it was kind of a funny story. But, you know, here I am kind of broke, just getting started and saw this thing. What is this, by the way? I mean, what you know, you got me in. You obviously didn't do the.

Who are you? Okay. Well, you know what? You know, you know, I'm Steve Laurie. And I, you know, I just got started with this back in the middle of December.

And, you know, I'm doing it part time. You know, I'm a full time art director. I have my own advertising business. So I got started with this. I wasn't sure if this was for real or not.

So I got started with the twenty five dollar level. And within a few days. I mean, you know, I actually my whole plan was, look, I'm going to make a few sales and then I'll upgrade. And sure enough, I made a few sales and I upgraded and then I made a couple more sales. And, you know, in talking with someone on the phone, they were ready to upgrade their, you know, they were pretty serious.

So I said, you know, this is pretty good. You know, I like how this is going. I'm going to I'm going to upgrade again. So I upgraded the inner circle. And after about a week and a half, another guy came in named Pat and he says, you know what, I'm going to I'm going to come in at the whole enchilada.

And I thought to myself, well, dang, I've got to do this then, you know. And so I did. And he upgraded. And you know what? When you upgrade and you make a sale, yours is free.

So why not? You know, big deal. So then the 15K formula came out. I upgraded to that as well. And it wasn't long.

I mean, you know, I brought in another business associate, Donna. She upgraded and I was off to the races. So, David, if you want to do this, it's for real. And you just got to just got to jump in and just do it. Well, awesome, man.

No, I'm I'm I'm looking forward to it. I like the like the character. I kind of like the weirdness of it. And the people I've you know, I've met. There's pretty good school.

You called me. I didn't even know you were I just kind of clicked on something and went and I bought something. So nice to meet you. And yeah, what I'm going to do now, what I'm going to do, David, I'm going to send you a welcome letter and it's going to put together and it has it's going to have a link to our team website. Okay.

And also, I want you to send me a friend. We will. A contact request or I'm sorry, a contact request on Skype. Okay. Okay.

So do you have Skype? Yeah. I got Skype, brother. Okay. Great.

Send me send me a contact request. I'm going to add you to our Skype mastermind group. Okay. And that's we got about 50 people on there and you have a question. Jump out there and ask a question and you're going to get a great sense of our community.

So look out for that. Look out for that email. And. We'll be in touch. Awesome, dude.

Okay. So we're going to stop here for today. All right. So I want to point some stuff out about this process. And I also want to give you some ideas here.

All right. Just to kind of help to help this maybe even crank a little faster for you. And then we're going to go back into advertising and get some things going there and just, you know, hopefully I'd like to see you make 10,000 bucks a week. Real quick. So.

So let's let's talk about this process here. So. So the first thing that I think is really important about what you all just heard with Steve is he's got little groups Skype group. He's got maybe I don't know. I don't know if you have Facebook group, Steve.

It's not a bad idea either. But he's got a Skype group. He's got, you know, his little team site for the people listening. Unless you really know what you're doing. Don't bother making a team site.

It's it's not necessary. But if you do know what you're doing, it's not a bad idea to have your own team stuff. As far as far as community goes. The two best things I found. And this is why I want to stop.

Is Skype groups and Facebook groups. And there's a reason for that. It's because they have the most people on them. Like if you look at Skype actually as it had at one point. I don't believe it's true anymore.

But it actually at one point actually had more active users than Facebook just last year. And I've had Skype groups actually since I got online for the last two years, Steve. So this is something that I've done as well. And I've also noticed that so far the leaders that I know, most of the leaders that I know who actually have got big teams actually have Skype groups where they stay in communication. And here's why it's useful.

This is for everybody's education. And all you got to do to create a Skype group, of course, download Skype. And then you just start. You just hit a little button that says add to group. It's in the menus at the top.

If you have a Mac or a PC. And you could just start adding contacts in there as they're coming in. But what happens is that people stay engaged. But there's a couple of things that I want to warn everybody about making groups like this. When you make a group, especially in a company like Empower, you've got to make some ground rules.

And if you don't, you're going to turn into spam festing. You're going to be with USA in about 90 days if you have any growth. And this is something I'm sure that you do, too. But in my group, for example, the rules are no spamming personal links of any kind, period, Facebook or in the Skype group. Because what happens is there's obviously we're all self-absorbed.

And then everybody goes and they paste their link in there. And then before you know it, everybody's trying to recruit each other into their deal on the back end in the group. And nobody's chatting in the group. And everybody leaves. And so it turns into a spam fest if you don't do that.

Facebook as well. Facebook is the fastest thing that could turn into a spam fest that exists in the world. So in my Facebook group, for example, no personal links of any kind. We don't even put Empower Network blog posts in there. It's just conversation.

But the other thing that's really useful about groups, and this is what everybody here should do this with everybody. Even if you have two team members, everybody here should do it. And the thing that's really useful about groups is that groups keep people engaged. And so if you're constantly having a conversation in a group where people are interacting, what happens is if there's a webinar or if there's a conference call or if there's a live stream happening or if you're having a team live stream, what happens is you say, hey, guys, there's a live stream going on in an hour. Hey, we're having an event in three hours.

Let's all promote. Here's the strategy. You give them some swipe copy, some email swipe. And then what happens is 40 people get the notification you can have 300 people on a webinar in a half hour. For example, Steve, last night, this is a strategy I had.

I think you probably saw this. You may not have. But last night, I was there. Last night, I was looking at the amount of sales we had done at Empower, and I was dissatisfied, right? Like I am.

I'm constantly dissatisfied with certain things and trying to improve them like anybody. And I was like, we're doing some more sales. So what I did is I put a note in a couple of different Facebook groups we had and in a Skype group. And I said, hey, guys, I'm going to do a live stream tonight. Who's down to promote?

And I had like five people. They said, hey, I'm down. So what happened was is I scheduled it an hour later, one hour. And I said, all right, guys. We're going to do a live stream.

We didn't even email it to the Empower Network database. I emailed my personal list. I had five people email their personal list. We posted about five Facebook groups and told them to invite people they knew on Facebook and Twitter to the live stream with their link. In one hour, we had 350 people who showed up, right?

So we couldn't do that if we didn't have groups. And the more groups everybody here has, the faster that can spread. If everybody has a group for their team and we have a main Empower Network Facebook group, that goes out in a lot of the emails, right? And if they join that group, there's never any business opportunity promotion. There's never any taking away from any leaders or anything like that.

It's just community fellowship. No tech support is allowed in there, period. Right? We eliminate that. We say go talk to the support department about that stuff, just helping each other with marketing.

And if all of them have a group, Steve, imagine what we could do. I could put a message out that says, hey, guys, webinar in a half an hour. Then 500 groups could go out and say, hey, guys, webinar in a half an hour. Go tell your contacts. We could have 5,000 people on a webinar in an hour and a half.

We could do that kind of stuff. So this is a powerful strategy, I'm just saying, I've used for years. And the other thing I wanted to do is I wanted to point out in communication with your new members, I want to give you a strategy that I've used really well, and you could use it or not use it, but this is something that I've used well as a little bit different of a language pattern than what you're using. And I think that it would work real well from you, and I think you'd get a little bit more upside. I think you'd get a little bit more sales than you're getting now from the same people.

And then we're going to go back into marketing here for a minute. But here's a few questions that I've asked that have gotten me a lot of results. And anybody who wants to know how to do this really well, they can go buy the Costa Rica product, and we go over this stuff. There's actually a bonus video that's back there that I talk about how to use this strategy in a lot more detail and the metrics of it. But this is actually what I do is what I do, Steve, is when I have a new member come in, and I actually don't do this so much myself anymore, but this is what I've done for the last three years that's worked really well and built a lot of relationships, is what I do is I focus on the front-end marketing, and then I get my new members called and booked a time to talk to me.

So I look like a superhero because the more authority you have in the conversation, the easier it is to sell because somebody might know who you are. They might not know who you are. They might think you have authority. They might not think you don't. They have no clue who you are.

A lot of times it's in power. So what I do is I have somebody. If I get a member, I just have them called, and I'll have my assistant ask the person some questions. And not everybody can do this. But if you're married, your wife can do it.

She can be, hey, this is Bill's wife. He's really busy, and I wanted to connect with you, welcome you to Empower. Can I ask you a few questions? And what I do is I ask them a few questions about their background, have my assistant do it, and then I show up for an appointment to kind of interview them, to talk to them when they come into the team. Right?

And these are the questions that I ask because what it does is it immediately postures different. And you know from marketing, too. See, in marketing, you could come across like a guy selling stuff, right? Or you can come across like a guy that you've got to fight to work with me, right? And as a marketer, you always want to be the guy that the person has to fight to buy.

They've got to kind of fight to buy with you. They've got to kind of, you know, it's like Fight Club where, you know, stand outside, shave your head, and if you don't pass out without three days of food and water, then I'll train you, right? That's kind of the image. You've seen that movie? You know what I'm talking about?

Yeah, exactly. Okay. So what I do is I have, like, what I'll do is I'll do something like this. I'll have them pre-screened and then book a time. And then I have my assistant tell them, look, Dave's real busy and want to make sure that if I book you here, you're going to show up because he doesn't have time to work with just everybody.

Can you promise me you'll do that? Yeah, gosh, you know, it's a pain in the butt to get on the phone. I can't even call them. And then I'm not freely available all the time, just the times I select. And then what will happen is I'll give you a call.

You're expecting it. It's at a specific time. It's scheduled. And that way I don't have to be available for phone calls all day, number one. But number two, I automatically look more powerful to you, right?

And anyone can do this. And even if it's just a friend or you have another team member and you go back and forth and do it for each other, right? Yeah. Yeah, exactly. Yeah, anyone could do this.

You could do it for another guy. He could do it for you. It doesn't have to cost anybody any money. You could tag team, right? But then all of a sudden you show up and the person is like, oh, God, I'm talking to this famous guy, right?

Exactly. And so then all of a sudden everything you have weighs more impact. And then you want to find some things out. And then what you want to do after you find some things out is you want to act based on what you find out with the person. Because here's the truth is I know if you're on an advertising agency and you're doing this part-time, I don't even know if you've got a family.

You're busy, right? Oh, yeah. You're a busy man, right? So if you come in here, you don't got time to be wasting with wussies, right? You just can't do it.

Oh, absolutely. So you don't want to be wasting your day with whiners and complainers and people that aren't willing to work, right? You want to work with people that are wanting to get results with you, right? So here's the strategy. Let me explain how I do it.

And let's just role play, Steve. So just pretend like you joined, right? I didn't do the sales video, okay? So I'm not Dave Wood. But you joined.

My assistant called you and booked you into an appointment to talk to me. And because of that, you feel like I'm this powerful person. And then we're going to have a conversation. And let's say you only bought the basic package. Okay.

Right? Keep everything about your life the same. But you just bought the basic package, okay? Right. So we're going to go off that.

You do a role play. Is that cool? Okay. That's fine. Ring, ring.

Ring. Hello. Hey, is this Steve? Yeah, it is. Hey, Steve.

It's Dave Wood. How are you doing? Oh, hey, Dave. I'm good. How are you?

Oh, doing great, brother. Doing great. Just busy as a one-legged man in a fanny-kicking contest here. Wanted to connect with you. I know my assistant, Jamie, they gave you a call.

They gave you a call just the other day. And, you know, I got a little note here with a couple notes about you. And just want to let you know on the front end, first of all, it's nice to meet you. Nice to have you in the team. Wanted to welcome you.

It's a tremendous thing that we've got here with Empower. And also we're working on some other stuff, some private projects that I'll invite you to. If you're really looking to make some money, stop for a second. Notice, everybody, I'm planting a seed for, you know, my business on the back end there. And he's back to the role play.

So, you know, we're working with some private projects as well. That you may want to be in part if you're really looking to make money fast. But I wanted to get to know you. We've only got here about 20, maybe 25 minutes before I've got to jump on to my next call. And so we've got to be a little bit succinct.

I'd love to just chitchat. But, you know, we're growing. We're moving fast. And I want to kind of treat this, Steve, like it's more of a little bit like an interview. Just because I want to see that you're serious.

I'm sure you want to see that I'm serious as well. And then we could make a decision, you know, whether or not we're really going to run together this year. And just so you know. My goals are I want to help this year in 2012. And so that's kind of my goal.

If you want to make less, that's cool. Okay. But that's kind of where I'm at. And so let me ask you some questions. Real quick, Steve.

What do you do for a living outside of, you know, Empower Network? I have an advertising business that I run. You have an advertising business. Okay. And what makes you want to get involved with this?

I mean, why did you get involved with Empower Network? What's your goal here? My goal is to make a substantial amount of money per month so that I don't have to rely on my advertising business. Okay. And what's that going to take?

That would do it. That would be perfect. That would do it. That would be more than enough, but, you know, that's what I want. I would like to have more than enough.

Would you do this full-time? I mean, what are you really trying to get that money for? Well, what that would allow me to do is cherry-pick my projects because, you know, let's face it, a lot of people, they – you know, a lot of people – you know, a lot of it is just you're just doing work to get paid. You do. You do.

I want to do work that I really enjoy, and so it would allow me to cherry-pick my clients, cherry-pick my projects. Okay. So you would do your advertising still then, but you'd only do it for people you liked essentially. And projects that I wanted to do, really creative projects because I really enjoy that process. Okay.

I got you. So you enjoy that. That's good. I'm just making some notes here. And I enjoy marketing too, so I can certainly understand that.

Now, the next question I have, so if you're doing well in your advertising business, this thing is cranking out for you, that's awesome, you know, that you've got that, but you're probably obviously busy. I probably have realistically – probably – it's going to bounce around anywhere from one to four hours, depending on my schedule. So you have about one to four hours a day, right? How much hours do you work at your business that you've got right now? Anywhere from five to eight hours in a day, depending on the schedule.

So you spend from five to eight hours in your business at your advertising forum, and you're wanting to replace that in one to four hours a day here? Yeah. Okay. Now, just taking a step back here real quick. Now, there's two approaches here that you've got to realize that there are.

One is going to involve more time, and one is going to involve more money. You realize that, right? Okay, okay. So you're not afraid to spend money on marketing then? No, not at all.

Well, what's your marketing budget, Steve? Okay. You're joking, right? Well, I have other expenses. You have other expenses?

Okay. That's fair. That's fair. So are you jerking my chain? I mean, people don't say this garbage to you, do they, when you're doing interviews with them?

I'm just curious. I mean, folks, hey, look, guys, this is for Inner Circle members. If somebody says that all in a row, they are so full of shit. It's unbelievable. I'm just saying.

Okay. So you got $200 to $300. We're just going to continue now with the role play. Now, how much do you have to spend right now? How much do I have to spend right now?

Yeah. Yeah. Month one, getting going in your business. Okay. Let's say $300.

You have $300. Now, here's a question I've got for you here, Steve. Oh, no. I'm dead serious. I'm dead serious.

Okay. You're dead serious. Now, you came in. I saw you bought the blogging membership for $25,000. Is that right?

Right. Right. Okay. Now, here's a question that I've got. This is really important to me because I will help you.

Okay. And I'll help you wherever you're at. All right? But here's my qualifications for helping you is I've given advice a lot of times to people that essentially I've given them the advice and it's completely wasted my time. So I've told them to do something.

They haven't done it. And I might as well charge them $500 an hour because I just got on the phone. $500 an hour selling a Costa Rica product, for example, I get on the phone. They ask me what to do. I tell them what to do and they don't do it.

And so what I want to make sure if you want my help and you're serious here, if I give you an assignment, I tell you to do something and you ask me and I tell you in response to do it, right, will you follow my advice and listen to me for at least the next year? Absolutely. Okay. And I got your commitment on that. You're not backing out.

You're not going to be – as Dave and Dave say, you got to beat a wussy about it. You'll do it. Absolutely. Yeah. All right.

So let's run this year, Steve. So there's going to be a couple of steps. First of all, we're crossing out that $300 now and here's why is because what we're going to do next is actually upgrade you to all the products because you said you're serious. I know how much money you make and here's the question that I've got for you, just real quick question and then we'll just get moving here in a direction. $8 million to do it.

I mean what's your goal here? Oh, I want to do it as quickly as possible. Okay. All right. Then we're going to get you upgraded.

And the reason for that of course is because it's the fastest, easiest way to qualify. And actually, I don't know if you realize this, Steve, but – and I'm actually going to walk you through this process right now. But if you buy all the products, for example, the Inner Circle membership, there's unbelievable coaching and training worth way more than $100 here. There's a Costa Rican intensive for $500. There's also a product for $250.

It's going to be a little bit more expensive. It's going to be a little bit more expensive. But also, fastest way to qualify, just get these products. So, I'm going to walk you through this process right now. But if you buy all the products, for example, the Inner Circle membership, there's unbelievable coaching and training worth way more than $100 here.

There's a Costa Rican intensive for $500. There's also a product for $250. Most intense training I've ever been through. But also, fastest way to qualify, just get these products. So, it's not like you're getting into this – I don't know if you've ever done this, Steve.

This is not like that. Does that make sense? Oh, yeah. I've done a lot of things. And I just want to make sure that you know what I'm talking about.

Okay. I just want to make sure that this is for real and once I have a comfort level, this is for real, I'm all in. Okay. Well, here's the deal, pal. If somebody did say that, by the way, here's what I would say.

Let me go back. If somebody said that to me because I'm trying to pretend I'm somebody new. If somebody said that to me, this is what I'd tell you. I'd say, well, Steve, here's the deal. All right.

I'm busy. All right. It is for real. And I've been in this now for – Yeah. You know, I've been doing this now since October.

Okay. And here's what I can tell you is I can tell you that if you make a decision right now, it will change the amount of money that you make in your business. And if you don't do it, I won't work with you until you do. It's your decision. Are you ready to take action with me?

Absolutely. All right. Let's get you started. And here's what I want you to do, Steve. Are you logged into the site right now?

Yeah. Okay. I want you to click on the training and you see the tab that says the inner circle? Yes. I want you to click on that.

Now, there's a couple of videos. You'll need to click on each tab. I want you to go through the process of getting each of these products. I actually got another appointment here in about 10 minutes. I am busy after that.

But what I want to do is I want to actually do some coaching with you. Okay. So go ahead and purchase these products, okay? And can we talk again? It's 8.30 right now.

Can we talk again at about 9 o'clock? Yeah. Okay. So it might take you until 9, 9.30 to purchase these. So let's do 9.30.

We'll talk at 9.30 my time an hour from now. Is that good? That sounds good. All right. Now, this is a little different, Steve, because I'm a little aggressive, right?

And you notice that. And here's what I found though is I found that most of the time when you're postured right – now, this doesn't work if you're calling leads very well because people will get put off. But if you're calling a customer who's already bought, it works literally almost every time. And what I found is that being direct with people and positioning yourself like you are the person that they need to be listening to right now, and if they don't, they lose the chance. And if you talk like that, almost everybody will buy almost everything.

Does that make sense? Right. Yeah. Oh, okay. Next thing is let's talk about process.

And then we're almost done because I don't want to take too long here. We'll take five more minutes. Let's talk about your lead process, Steve, if we can. Okay. And that can – by the way, with your – Yeah.

– background, you could probably do it a little bit easier. And you probably understand a little bit more of the psychology of what I just did than a person who's never been in marketing. But what we need to do that is we need a certain level of leads, okay? And the lead flow for that amount of money from good traffic at Empower is about 20 to 30 leads a day, okay? Now, how many leads are you getting right now?

Mind if I ask? No, probably around anywhere from 3 to 10 leads a day. No, that's actually not bad. Now, the more targeted they are, the better this will work. Here's what you can do.

Because we have such substantial upsell money here at Empower, with – you can do that with 10 to 20 leads. It just depends on where they're from. If they're from crappy sources, you're going to need more. But if they're from good sources like Facebook PPC, article marketing, social media, and things like that, you can do it actually with 10 leads. So it just depends on how much you have.

But here's the goal, okay? And this is – I'm telling you this now like actually I'm doing a new coaching session now like you're a new member, okay? So you come in, right? If you come into Empower, the goal is part-time one new member a day, okay? That's not astronomical, is it?

No. I mean not at all. Okay, here's why that's the goal is one new member a day. And if you focus on this. You focus on this for the next month or two, okay?

And I promise you this will happen. Because I don't know what else you're promoting on the back end, but I've seen how much you're doing it here at Empower, okay? And I see that you're doing about half this right now, right? And if you can scale up a tiny, tiny amount, one new member a day, five appointments with people a week, here's what's going to happen. You'll sell half of the people everything, half of them, okay?

And you know what that means with the numbers and the sales that we have at Empower. What that means is it means half the people spend in 875, not including pass-ups or residuals. So it turns out to be fairly fast, dynamic income. That make sense? Yeah.

So for the next, here's what I want to do with you because you are a leader here at Empower. You're doing well. What I want to do with you is I want to work around this 10 to 20 lead a day metric. And I want you to try to focus that up just a little bit. Try to focus that into getting your leads consistently over 10, okay?

And then what I want you to do is focus a little bit. So let's go into, there's a training in the 15K formula actually that goes over email marketing. I don't know if you saw that one. I think Nick Bramble did it. Do you know what I'm talking about?

Have you seen that training? No, I don't think I have, not yet. There's a training specifically, hold on, let me find which one it is. Is it in the inner circle or 15K formula? No, it's in the 15K formula.

Oh, okay. Because it's visual. Hold on a second. If you click on the 15K formula, I believe that it's on. Hold on.

I think it's on lesson four or on lesson six. It's not in lesson five. It's lesson four or six. And I believe it's Nick that goes over the email strategy. Oh, okay.

And what I want you to do is I want to focus on your email strategy because you're almost there with the leads. You're not quite there. But if you could focus getting your leads consistently over 10 through your advertising, whatever it is that you're doing, but 10 decent ones, not perfect, but at least over 10. And decent ones. And then if you follow, Nick has an email strategy there.

I want you to focus on selling those members through email, right, and marketing. Okay. And then focus on that upsell strategy that I just laid out for you, okay? Right. That cool?

Okay. That sounds good to me. Okay, okay. Let's work on that. And then what I want you to do is this.

Let's see if we can do that this month, okay? And then let's come back on the inner circle. We'll talk on the inner circle again in a month, all right? And get you back on. If we can do it, and if not, we'll troubleshoot a little bit, okay?

We'll get you back on. We'll talk about the previous month, just kind of see how it went. And then if you do that, if you do this, okay, this with me, this month, okay? What I'll do is I'll come back on next month, and we'll get you back on, and I'll lay out a strategy. Excellent.

And then we'll see your goal in two months. We good? Sounds good to me, yeah. All right, rocking. So, hey, folks.

Awesome. Everybody who listened to this, I want you to notice a few things. First, notice how I just talked to Steve. Leader to leader is a little different. And also notice the role plays.

And I want you guys to download this, listen to it, get your team to listen to it. And here's the key, everybody who's on this. There's a couple things I want everybody to know who's members of the inner circle. We're actually going to be putting audios back here every single day, okay? Okay.

We're going to be doing audios as best as we can. Dave and I are going to be doing them. And it's really important to listen to them. And it's really important more so to get your team listening to them. Everybody who's listening, I want you to download it.

You can hit the download button. You can drive around in your car. You can do it. The reason is, is because what you're going to find is that if you listen to audio in your downtime, when you're not doing anything, when you're working out, when you're making dinner, when you're driving the car, you turn off the radio occasionally. Not always, but just for half an hour, an hour a day.

And if you listen to this, what will happen is, automatically without thinking in your next conversation, you'll start to talk like us in your conversations when you're talking about Empower and when you're talking about your other businesses. If you do that, it will so dramatically increase your sales and income automatically. Just from changing around your thinking and your thought patterns, it'll change your life. And there's a couple of other things that I want everybody here to make sure that you're doing. Blog today if you haven't.

Okay? Blog today. And Steve, I'll answer that other question about the blogs after we end the recording and then also next month when we come back on and we'll talk about it. But blog today, folks. Yeah.

On the Empower Network blog. Log in. Start blogging. Write a post about what you learned today. Write a post about whatever it is that you're into today.

Write a post. Blog today. Next thing I want you to realize and realize to do. When we're recording this audio, you might be listening to it later. We are in the middle of a competition.

Folks, win the competition. If you haven't bought all the products, get serious. You heard Steve say it. He kind of piddled around in the beginning and then he said, I'm going to be serious. He upgraded all the products.

He bought everything. Okay? Because if you buy everything, you have the authority then, when you're talking to your people, to then talk to them in a way that says, hey, look, are you serious or not? Right? Because you did it.

You said, I'm serious. I bought everything. Got all the products. The next thing is, folks, is that we're going to be having some events coming up here in Empower. I want to make sure that you keep your eyes out and keep your eyes peeled and that you're at these events that we're going to have.

The reason is, is because at the Empower Network events, they're going to be a little bit different. It's not going to be a pitch fest like most of the stuff you go to. It's going to be a real hands-on, down and dirty, relatively low-cost event actually for one of them that you can go to and you're going to learn hands-on, just brutally effective strategies to get the results that you want in your business and your life. So watch out for the events. And the next thing I want to make sure that you do is be on the next Monday call.

Okay? Be on the next Monday call, 9 p.m. Eastern time, every single Monday, and Empower Network has a call called Empower Hour. If you get on and you get your teams on, it will change your life. It will get results.

So download the audio. Listen to it. Listen to it three or four times. Fast forward and rewind past those language questions and things. And next time you're on the phone with somebody, talk to them like that.

It will change your life. So, Steve, my pleasure, buddy. Hey, I learned a lot from you actually. I learned some new traffic sources. I also learned just some insights as well that I'll probably carry on to the next conversation.

So I appreciate it, bud. Awesome. Thank you very much, Dave. It was great talking with you. Cool, cool.

Although you're listening to a private recording and a nondisclosure Empower Network customer training, the principles and strategies in this audio can be applied in any business. Although these techniques, philosophies, and strategies may have worked for others, no one can guarantee that they will work for you. We report real average earnings updated daily at EmpowerNetwork.com forward slash income.php. The purchase of this or any other audio is not required to earn money in our affiliate compensation plan, and you can decide to not continue to buy these forever at any time. We hope, however, these ideas and strategies will assist you when 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.php.