 Okay. Hey everybody. Uh, thank you for tuning in. Uh, today on this, it's not a podcast today in the video we have, uh, Brian, uh, Brian, uh, uh, he runs, uh, hyperfamed digital. Basically it's a marketing agency. They specialize in like service, uh, local businesses as well as do a lot of high ticket info webinar stuff. Uh, I think right now they're doing around 300 to 400 K per month on webinars. And, uh, if anybody knows Singapore, it's like incredibly difficult and competitive market just because, uh, the population is very small. And so the ad span and the CPN is very high. So we want to learn from the best, uh, guy who knows how to craft high ticket offers and make it very, very sexy. Okay. So, uh, Brian, please do introduce yourself. Uh, tell us more about yourself, what you do and stuff. Yeah. Uh, hi everybody. Um, is this live like on stuff? Yes. Yes. Okay. Um, yeah. So my name is Brian. So basically you run an agency in Singapore. Uh, half of our clients are local service from beauty and interior design or home remodeling in some other countries. And, uh, and half of our clients are info product and I meant like usually the info product side. Um, and we do webinars in Singapore and like what Jonathan said, webinars in Singapore are quite difficult because there are two things. Right. One is our CPM is very high and the population base is very, very small. So if you're doing a niche base webinar, um, majority of the time it's not going to work because the population is too small for you to run any ads too. Right. You need to use various, uh, traditional methods or I'll say, uh, direct mail direct marketing method as well. The second thing is really about, um, the skepticism in Singaporeans. Right. In Asian countries, actually, I think especially Singapore, it is very, very difficult to actually sell. Um, and what do I mean by that is yet we all webinar. If I put my webinars to the US, I think it's going to convert and maybe around 10, 20% conversion rate. But in Singapore, uh, getting a 10% conversion rate live is actually extremely impressive because of all the questions that people ask you. Um, and having so many competitors in a small market. Right. So mainly, uh, what my agency do is really, uh, we craft great webinars and offers. And actually we run YouTube and Facebook ads for them to, uh, for Singapore itself. And it, uh, in, in, in offers itself and webinars itself. Um, what I realized is that, um, they are for you. There are many ways besides the perfect webinar. Right. And really it downs down to how do you do your messaging and your offer. And if you're messaging and offer in talking to the right prospect is there. You're 100% going to earn a lot of money. Right. And that's all you really, really need in, um, I think even an e-com in any type of. Businesses, that's all you really need. Right. Yeah. So, um, offer like to me is one of the most crucial and, uh, for us for agency, we do offers every single, every single businesses. And it actually does a very taxing process because even for local businesses, we craft offers for them. And that's because we want to over deliver. We want our clients to actually get great results using a funnel using, um, when, and doing marketing as well. Um, and, um, I would say offer has many, many different parts. And it's not only what you throw into a product stack. Right. Uh, and if you throw in stuff into a product stack, that is not an offer. Most of the time, uh, even be for e-con for, for info or be whatever. It is not an offer unless, uh, if a few, some of the criteria is that, um, uh, like a few of the things, a few different things are messaging and stuff like that. Right. I'll actually be sharing with you more about that. Uh, later. Right. Or you want me to share now? Okay. Uh, I guess, Brent, explain to us what, what is offer creation? What is this? Uh, offer creation is just, uh, for me, it's all about eliminating objections and getting the client or the customer that reads or see your video, read your sales letter to feel to really relate to your pain and the problem that you portray. Right. And, and when they have that pain, um, usually they will take action to solve that pain. And, uh, you need them to be aware. So there are a few stages in the awareness skill, right? So your offer must be very, very specific to which part of the awareness skill that you are actually targeting on and eliminating an objection is the biggest obstacle to actually getting to the sale. So if your offer does not help people in two things, which is convenience, right? If your offer is not convenient enough, people will not buy. There's too many, like if for example, you are buying insurance, insurance, right? Life insurance. If the insurance agent is going to tell you, you need to sign this, you need to send, uh, this form here and there, like five, 10 times, right? Uh, before they even close you, right? Most likely you will not take up this offer with them because you'll be too, uh, tedious for you to even get a life insurance. But if the insurance agent can actually help you do all of that without you actually lifting a finger, I will buy from the insurance. No matter how much it costs, right? Because the convenience is the biggest factor in why you buy things as well. And I think the second one is, um, eliminating three types of objections, meaning, uh, every time you create an offer, there's always a big, big promise, right? Uh, what is this when you buy this thing? What is it going to do for you? So, uh, the first thing that I would think of and anybody would think of when they read the page or sales letter is that, is it really going to achieve the results when I buy this? Is it, like, am I going to achieve the result when I buy this? You want more money? You want to trade better? You want to get, um, healthier? You want to lose weight? You can get dating apps, get girls on Tinder or whatnot. And even, like, e-com, you can make, uh, for beauty products. For any type of, uh, things that actually solve a problem, right? They want to know how exactly does it solve a problem and is it true? So, uh, I think a lot of people use social proof, right? But I like to combine social proof, uh, with the other objections as well. Which is what I call internal and external objections. Uh, internal is basically, uh, mindset issues, right? Means they either feel that, hey, I'm not good enough to do this, uh, I don't have time to do this, et cetera, et cetera. External is more like resources, it's like time, uh, money. I don't have enough money and stuff like that. So if you can able to put that into perspective of the customer, like, for example, uh, this is mainly for info, right? For example, is that, uh, if I buy this course, um, I would be able to get X amount of money. So you have a client, like one of my clients have a, has a testimonial that say, I feel my business, but after going through a trading course, I was able to achieve financial freedom. Right? And anyone that type of testimonials in it to make your offer very, very sexy and to make it converting very well. And internal, internal is really about their own mindset issue, meaning because I thought I wasn't good enough to actually speak on video, to actually do ads, whatever it may be, any type of objections that you have in your industry. If you are able to identify, clearly identify and understand the audience, the specific objections they have, you put them in your testimonial, you'll see your sales page order form everything, right? Go up higher, maybe two to five percent. And that's really what we want to do. Right? Um, so besides the big promise and the objections, there are a few other things in the component of the offer, right? And a lot of times people, like I say before, things offer is really a stack of random products together. It is not a stack of random products. If you have a stack of random products, it's not going to sell. It's like, for example, I sell you email marketing, I sell you other random Facebook ads or whatnot. It's not going to do so much effort, unless you can bridge the gap there. How is it going to help them? So, um, I learned from one of my mentors on actually how to do a great offer stack. And that great offer stack comes down to solving additional problems for the clients and actually giving them convenience to do certain things. And an example is one of, a good example is when you're selling maybe a book, how to actually author a book, the type of course, the type of maybe even a video series, right? Or even like an email course or whatever. As a model, the big promise is actually how do I get to maybe be a best selling author in the US, right? I only need one additional product to make them say yes. And that product can be, you know that in the US, out of maybe like 380, I don't know the exact number, 380 bookstores in the US, there's only child stores that you need to be in and 80% of the time, people will actually put their books in that child stores, become best sellers, right? Will you let me know what the child store is? And if you buy my course today, I'll give you that child stores. Okay. Yeah, instantly I just bridge the gap. Say if you buy this way, this whole course will actually make you get to the end goal much faster, much more convenient and you don't need to try and error so much as well. All right, so I just tell you, and all that piece of paper does is only give you that child names and child address. It doesn't really give you anything. There's no information. The only information they have is that these child stores very highly likely they're going to get the best sellers. And this was used by one of, I think Mark Joyner in Singapore to actually sell his, I think, $10,000 course. And that was a very, very effective way to create a very irresistible offer. And for webinars, the whole webinar itself is also offered itself. And the other things that actually comes into play, which is what I call your story and your purpose, right? And usually when you have, okay, when you start a business or whatnot, most entrepreneurs have a mission and a purpose to doing things. But most of the time they don't say it or they don't advertise it. And actually that's the, when you market, right, you don't have a purpose. Your advertising sometimes becomes bland or unless you are very type of like super direct response, I say I claim, I claim, I claim, then that's different. But if you want to actually be mission based, people actually follow story and mission very, very well. So your offer needs to actually include that as well. So a lot of times when you do videos, when we do webinars, the main problem is that people don't have a reason to buy into you, not into your offer, buy into you as a person. And you want to give them that reason, like for example, follow a bigger vision, right? For example, the reason why people buy Apple and stuff like that is really because of the bigger vision. And you want to portray that in your closing as well to make the offer really, really irresistible. Because they want to be following a person that walks the talk and actually has a bigger vision than what he is right now. And when you do that, the offer becomes irresistible. And most of the time, when you talk to business owners, you talk to even e-com people, they don't really use the mission a lot or their purpose. They write it in their About page. Other than that, they don't really use it. But if you can actually portray the thing in your video, your offer actually becomes a reason for people to buy things. And they will actually support you and they buy into your brand. Then they become very, like you create a cult indirectly. And that's what you want to do with your offer as well. You want to create like a group of people and you want to disqualify people from those. People who don't really follow your vision and your mission are not really your dream customers as well. So it really does two things. And what's the other? Let me think. Other few things, hold on. And the most important part that actually people actually miss out, I think when you're running ads or anything, it's really your prospect. As much cliche as it sounds, people say target audience, et cetera, et cetera, et cetera. But really, target audience is either the thing that actually makes or breaks your advertising and your offers. It really makes or breaks. And I think you and I have discussed quite a bit about that is that, for example, it's like you don't want clients that are drop shippers, right? But if you are doing a case study and you want a million, no matter how, unless you disqualify them or say a different thing like I only want to work with brands or only brands can help or in a way that your mission is to help brands scale, right? In some of the way, your messaging is very, very clear that drop shippers are not my clients. Drop shipper will still apply no matter what. So your messaging, your prospect, understanding your prospect needs to be super clear to the point that you really know how they think. It's not really what they do, how old are they, what jobs they do. It's really how they think, right? If they, if like remember, if a 200K per month e-com guy, it's not gonna waste his time watching through a one and a half hour webinar. It's mostly gonna hire somebody to do the work for him, right? All you need to do is show results. And that's basically your offer, right? And as well as like really understanding your prospect to a point that you can actually know how they think and when they actually look at you as a service provider or like you want to buy something from you, you exactly know how to actually present the offer in the right way, right? Presentation is also the key. So there are ways of presentation, long sale page, e-com, e-com webinars, long webinars, short VSL case studies or even just email offer, right? There are a lot of different ways. So the best way is actually test all, but obviously there are some things that you shouldn't test depending on the prospect. And I just state one of them, if you are targeting only super high level people, don't waste their time. Just give them upfront what you're gonna do, what's your results and your case studies. We are talking more towards the lower end of the market. You need a lot more mindset. And that's the reason why webinars are one hour and a half, two hours, three hours. It's because most of the time it's not an offer that doesn't convert, but you cannot convert them due to their own mindset. And that's really stopping them. And if you realize people who start in MM Monich make money on my niches and people who actually buy a lot of, I think beginners type of courses, they have a problem, right? Their problem is they jump around a lot in different places. And I believe I, when I started, I also do that. And that is really because of your mindset. So as long as you can have a very strong purpose and you can actually be more confident and be the leader in the webinar itself, you are able to convert very well. And if you realize people who sell very well actually test that superbly well, if you go and go and see model after all of them, right? So I mean, I just repeat back to you and you talk quite a lot, right? So it's like, take a product, take and then position it as offer, right? First understand, eliminate the objections. What's it going to do for you and understand the number one desired result that product gets for you, right? Then afterwards you go and stack your offer. Then if you can do an emotional pull, tie in so that there's some like branding, mission, bigger vision, sort of thing. And then you become like not a commodity. Is that correct? Right. So every offer technically as long as you're a person is unique to yourself. People always say like everything is a commodity, right? Especially even in e-commerce. I feel that every time you sell something, it's like the same. However, you can always change things up through your offer, right? I think a very, very good example is that that I learned from one of my mentors, I think Steven Larson is that actually an e-commerce message is the best place because you have the most leeway because everybody is selling physical products, right? They are not telling a story. They might be or they are not throwing in things that actually help them solve more problems. And I think in Amazon, any platforms that you sell in this can be applied. Offer is just really about solving different problems, having the presentation in a good way, having follow-up, maybe upsells or whatnot. And if you add everything as, add all of these things together, you already have a business itself that is going to potentially earn you at least 17 years, right? So one example is that he gave on Skipping Road, right? In Amazon, I think Skipping Road can buy anywhere from maybe $2 and above. The quality, I think nobody really cares unless you are Skipping Road enthusiast. Nobody really cares what quality you are Skipping Road at. Unless you want to buy Mentor Skipping Road or something that can swing very fast. But what he gives an example is that between each, right, the price difference still. And as a consumer, what are you really, truly going to buy? Are you going to buy the cheapest Skipping Road? Are you going to buy the most expensive? Or where are you going to be? And in business, right, there's only two ways to be good in business. Either be the cheapest or be the most expensive. Right? And you always try to aim to be the most expensive. But how do you be the most expensive? And that's with better offers. If not, if you sell the same thing, the exact same thing from China, it's not going to cut it. And people are going to say that you're a scam. Why is this guy selling to the dollar? So how do you package it so that it makes sense for your margins and it still makes sense for you to earn more money? A good way is to package in intangible products, meaning info products. And like for example, people who want to buy Skipping Roads, what type of prospects are they? Do they want to lose weight? Do you want to get fitter? Are they only taking this up because of COVID? Is it female and stuff like that? Really understand your audience. And when you understand, you can actually create an additional product, info product that actually can help them. For example, if that person want to take out Skipping Roads as a boxer, then I will sell boxing related info product together with it. Maybe I teach them how to do road work, how to maximize their road with Skipping, how to actually do shadow, whatever shadow boxing, eat nutritional for the game, for whatever, for rounds and whatnot, or how to make mental clarity to do all that. And when you do that, you can sell at higher price than any of your competitors. But if you realize that if you're selling info, you have like what I say, 100% margins. You duplicate it, cross it. And people cannot technically mimic after you because the information you really know truly your audience. Who are they? And you know how to talk to them. And when you can do that, present an offer in your prospect eyes, give them, help them solve more problems. And they will actually buy from you. And that's really how you can create offers in the e-commerce space as well. And one more thing is that actually putting a Facebook group is one of the best ways to actually create a community. I think I saw on Amazon, a person is selling maybe $12 keeping a group, have a community of skipping group people, I think. I don't know what to call them. They just skip basically. And they will share their ideas of how to skip better and whatnot, or different ways of skipping. That was interesting. But then a lot of people in the comments, like about a community, have a community of to keep me going to lose weight and whatnot. Then there's a very brilliant idea. So intangibly, the value of your thing actually increases. People will perceive the perceived value of the product actually increases even though a Facebook group doesn't cost anything. Yeah, yeah. And it helps you upsell. If you got any products, info product, any other nutritional product, supplements, very easy for you to sell and it's off the Amazon platform. You don't incur any charges from there. So yeah, it's a win-win situation. So offers are really about creative ways to actually get people to see your perceived value as higher than your competitor or higher than your cost. And shifting the house, the buying remorse, like taking out a credit card is one of the most difficult things to do online right now, to take out credit card and put in your details. So you want to give them a reason to really take it out and pay you. And having that reason is instead of actually shopping around. So when you know you hit the right offer when they can do that, they really take out credit card and when you buy from them, you have done the right job and to the right prospect. Okay. Okay, I understand. There's something called the product stack or offer stack, right? Yeah. And a lot of people in the ClickFunnels community like know what it is. But can you explain what offer stack actually is? Because you're just selling one product. So how is it a stack? Yeah. Okay. So a product stack is just not to put it very simply, it's just multiple products like a bundle, right? But you clearly state what a bundle is. But a product stack is like what I say before. It's not like you train random products, it will make sense. You need to be very, very deliberate. Meaning like if you want to be a, like if you want to be a bowler, you want to learn bowling, you go to Amazon. You buy a bowling ball or buy a glove. You will go and buy other things if you don't have them. So like a very deliberate one is that bowling starting pack. I 101, bowling 101. I give you all the things that you need and I give you a textbook of bowling 101 for dummies. So then I know my prospect very well and this is a stack. So I give you a bowling ball, a glove, maybe some shoes, some socks and a textbook, right? Or how to actually bow well. Then that's a good stack because you saw their main problem which is the big problem which is their interests are how to get started in bowling. That's the main problem. They don't know how or they don't know what to buy. So you give them everything they need and actually teach them how to actually bow better. So you saw all their issues and that is a very, very good product stack. A very bad product stack is you train random products and thinking that you and heist people are going to buy. I saw one thing but I'm not sure can I say it here but you know the weighted blankets that people sell, right? What's that for? Weighted blankets. To sleep better. Oh yeah, yeah. Weighted blankets, right? Then I think I saw one of my friends in US posted. See, does it make sense that a few children's weighted blankets the best like frequently bought with is a vibrator. The next frequently bought with. That's a damn bad product stack because it doesn't make sense why would a kid buy a mum buy that for a kid or a parent buy that for a kid. That doesn't make sense. So they need to really vet through what they are putting in the frequently or actually filter out kids and adults. Filter out kids and adults. So then you really need to really understand buying process, how they think and where they're coming from as well. And the main problem so the biggest problem is really understanding the true pain and problem that it really, really have. And one way that actually I love doing I think a lot of people don't really like this because as marketers, right? And even as e-com we like to stay in the back and we just like, hey, just run as and like that. Just let it run. But most of the time the biggest feedback and the biggest optimization clues come from your customers by calling them. Like literally just calling picking on the phone. Then what you never buy, what you buy, what you buy this. Just really understanding them on a level, right? And when you can do that, like you said, I should say when you're starting out that's the best way to actually get and use the offer. Cause I did that for myself for webinars and whatnot. You just literally call everybody and ask them why they didn't buy and you get a better offer the next time you do and you convert at a higher percentage. And that's what you should do. And sometimes when you call them for people that abandoned the cart they might buy from you cause they didn't know about certain things that you didn't tell them on a landing page or whatnot. So it's also a follow up sales process. That's very smart. Like what did you learn from the inside when you called them? Like what they're like scared to, scared what, no guarantees or what's there, right? So I think one of the examples that I always use is like we had a video workshop that we're selling viral videos to people, right? To business owners. So I was thinking like everybody should understand that viral videos help in all industries. I assume. So when they come back to me or when I call them they tell me it doesn't help in the oil and gas industry. It doesn't help in the cleaning industry. It doesn't help in all the random industry. Then I know that I didn't clearly let them know that it helps every industry. I didn't show them proof that it helps. It works in every industry, right? So what I did is there's one that's more thick in it and then in convergent just straight away increase like to 10% just straight away from like maybe two, three percent just shoot out, right? And really understanding your audience, right? People are scared to do videos. People hate doing videos like I don't want to be the face of a video. I don't want to be the face of my brand. I don't want to have I don't know what to say on a video and all these objections come up. So a good office that we do is that I refer you I refer you my talents. I give you a list of my talents that I use and $400 maybe for four hours. You can use them to say anything that you want. You don't need to be they can do the whole videos and you just direct them. So that's another way that you can actually absorb it. And the last one on this is actually like for number of video editing, right? Internal belief that I cannot edit well. I have a technical idiot whatever that maybe. Yeah. So I just tell you that you can use your phone to edit. It's very simple. As an example, or you can actually hire people to do it for you. And then if you can actually teach them actually how to actually hire and get through and get maybe VAs, they actually can do that for them for a quite cheap price. They'll be more than actually happy to buy whatever that you actually offer. Yeah. So I hate sales. And the reason why is that because when I started, I wasn't very outgoing, very introverted, not very extroverted. And when I go to, I think one of my partners say when I went to a first one of my sales meeting face-to-face, I was shaking. I was literally shaking because the guy very big insurance agency in Singapore was shaking. I presented, either he's like cold or I'm too nervous. I don't know. Yeah. I just fumble all the place, right? But I learned to love it because like in a sense, I really get to understand the industry in a deeper level. I get to understand what problems they are facing and how to help them on a bigger scale. And that's the area in the frame that I'm going in as well. So when I really ask questions that I really deeply want to understand, it's not really, I want to sell more. I really understand why, does it not help you? Because I think it's a very good product, right? As long as it's a good product or a good offer, you want your best to really convert well. And unless, then sometimes sometimes the market tell you that your offer's not good enough. And that's when you know that it's in your head. You will have that. I would say ego that you say like, hey, my offer is the best, but actually no, you offer like maybe not that good, one of the worst if you ever. Then you really have the market feedback. And then Gary V says we were like, as a cube first, then let the market tell you whether your right sucks or your wrong. And the feedback will actually optimize them. So everybody want to keep a homerun in the first try and that's not possible. Unless you've been doing business or have a very, very, very long time to keep tweaking it until you hit the optimization level. I think you do CRO a lot, conversion rate optimization for a lot of e-com store and you know on a understanding best. It's not I make one many pages only have 10% conversions. No, no such thing. But slowly you see the data. And the same same is for offers, right? Every time you offer something you are keep tweaking be it you doing a webinar, you're doing on a sales call one on one or a e-com store, you always are tweaking it your customer feedback is the most important thing to actually adapt or tweak. And contacts is also very important to adapt contacts and offer is without offer is only good when the context is right when the context is wrong basically it's useless. And what I mean by that is that for example, COVID right is a good context to use against or use for a argument or a pain or whatever. But if you don't use it right basically you are killing yourself. And people won't see it as a reason if you are selling random stuff then you say COVID that's why you need to buy you're not going to cut it but you're going to say maybe people who actually maybe like webcam keyboard or like mic maybe it's going to help you because they say COVID everybody going to work for home soon you better order right now the scarcity very very strong they only have 50 pieces left they don't care what the price it is nowhere else can buy they only your store have they'll buy from you right so using it the context to your advantage as well and I think people don't really people do that constantly but don't really know how to utilize it in a very powerful sense okay you know you mentioned tweak the offer and stuff and optimize for I mean e-commerce straight forward right like the product page just add a couple of lines and photos and start run traffic okay right but then for you like it's webinar right webinar high ticket stuff everything change everything and then just a b speed test or like how do you normally so you I usually do life I will listen okay so I don't really do the webinars for my clients I do the webinars for my clients but they don't really follow what I say nobody does it right and webinar there's a lot of variables meaning the ability to speak well the ability to position yourself as an expert the ability to do life always first start and do automators first right because once you hit live you hit like maybe 10-20% you just take the video just put it into automation and you know you work for at least 3 months that's the key okay then I think it's what do you exactly test actually it's very simple like actually it's easier than I feel it's easier than going in blind the data is what the clients ask you right so when you're doing a live there is a live feedback for now when we are zoom there's a chat box so when every time I state after like the first maybe the first three content or one one part of the content they have a lot of random questions about that that part of the thing you know I didn't do a good job or you actually overshad too much information okay yeah why overshad what's yeah so I think one of my sales mentor told me this it is when you you are doing a disservice to people when you give them actionable steps because you're giving them to do it themselves and when they do it themselves they fail I mean it's a give and take right so I say some people don't believe in this some people believe in this but what I think from this is that when you give people too much actionable steps especially when you make it too easy for people people think that I don't need you I can buy I can do myself yeah and in sales that's not what you want you want to work with them for a long term to actually ensure their success and you know that there are a lot pitfalls that you cannot 100% say in a one and a half hour webinar so you want them to you need to give them information that is good but not 100% in a sense they can work on it but it's not good they know that they will need your help to actually either accelerate them or actually give them to avoid all the things that actually have suffered so that's the key and by the question they ask you will know whether are they either you overshare or undershare when you overshare people will say they will thank you thank you and they don't buy they say this is great this is awesome this is fantastic but they don't buy and you know that you have shared too much okay that's very simple that variable is very simple but when you how to know whether are you saying in the right frame are you pre-framing correctly are you saying the right analogy so that people understand are you saying simply in simple format so that people don't get confused by the jargon that is by actually analysing after the recording or being as a I will go in to the whole webinar or have somebody go in the webinar to sit through the whole webinar and if you are and depending on the prospect right e-com workshop like all the the side-owned dropshipping store whatever you are targeting people who are layman who just want to make money online so I just get any of my layman friends or I get my staff who doesn't know a lot about e-com to sit in that and tell me the feedback and then the feedback usually quite good because it's quite legit they have legitimate concerns when they buy legitimate concerns like this guy actually is not telling me the truth or whatever or it's a scam and then you can really answer that and really look through at points during the whole presentation are you really creating setting the offer up for people to buy and same like a landing page they follow a strict format like you need to introduce yourself say like how at your accolades how good you are and stuff like that then after that you go into the problem people are facing maybe it's COVID maybe it's recession maybe it's whatever and after that you say like how can e-commerce dropshipping or this system help you you always go through that process but what people don't realize is that they cut short the relationship between the people is that they assume like for COVID I think everybody know COVID right everybody suffering then you just jump to the next slide and you test what you shouldn't do because you're assuming that everybody is the same as you everybody is the same as like a person that you imagine your head so rather than doing that I like to do something to help people to relate to everybody it's just basically asking a right asking a question and this is a trick that anybody can use so like for example COVID actually has impacted our life right but I never say how it impacted our lives but they will think how it impacted their lives in their head so then the pain comes right it's a very like rhetorical question so that's the reason why if you go through a lot of webinars and seminars they ask so many questions a yes or no question they'll ask they say this is something say yes or no say you just type yes or no and it's not for no reason it's a psychological thing to get you closer to the sale and they say like the more yeses you say basically you close more right yeah yeah so the assumption is the most deeply part of the webinar because a lot of people assume that they are the same a lot of people assume they are type of customers and you want to assume rather you want to ask questions and handle on a spot and the ability to handle is one of the another most important thing because if some guy is going to ask you that how can you be so sure it works in my industry and your answer is like I'm not very sure you want to like you like stammer you kind of like hesitate right the whole vibe changes and everybody knows that they will call you up they'll start everybody will start calling you up and that's not what you want to do and your whole chat when you become toxic or not if you are in a sense so what you want to do is that you want to handle the questions very very well and the same thing I teach people how to handle is ask them back a question how will you not know what you work in the industry oh shit just a stupid way of it's a very simple way of oh no not all in the industry so my question to you is that all your competitors not use this to actually accelerate their business as I'm the one of the they cannot say yes or no then they have a thing they say yeah actually some of my competitors use then you have an angle to go in but if they don't use then why don't use then you see this how I shift then you are the first one to use right yeah you win either way yeah you know how to shift at least you give yourself time to actually think about it and actually how to handle the situation so I'll say these are all sales webinar is pure sales webinar is 100% pure sales so a good or bad webinar is basically dependent on sales psychology and tactics as well and you will know whether the person doing well or not and sales for me I don't webinar is the best way because it's one too many and one too many you control because you are the expert you are the the leader if you cannot show that you are the leader you cannot people will not follow you especially in uncertain times like this so in COVID situation people go on to webinars it's not to buy stuff to make money online on the contrary is to buy into a person that can lead them out of this situation and that's a very profound thing because people buy things because of other people and people buy things because of maybe bigger mission and vision right and webinars want the best ways to actually do that and if you are not solid right means like if you cannot sell very solidly or cannot stick very eloquently and very like confidently I don't use a webinar to say because you will only play in your you won't help me you won't score you very very badly so rather than doing that maybe do a recorded video or do a long sales letter to book a call or what not and that will be 10 times better for you right so play to your strengths for offer so like if you besides seeing how you can present an offer to the right audience you also need to see how you can present an offer with your strengths and only do things in your favor don't make it difficult for yourself to sell things like for example if like one of my my mom is currently making masks right and they ask me it can make e-commerce store I say no why we want to make e-commerce store or you want to run ads why you want to spend $49 $29 on Shopify store too for a domain that nobody goes to why does people are like a freaking like platform and sell and sell maybe because she basically right now she has 59 sales maybe a week right just what's happening people say hey you want to buy or like then can you refer me people to one buy then every time people wear the mask they refer more people to them they don't even need a store until they hit maybe 100 orders a day or something so really play against your strength my mom is not technically savvy that's what I need to create right but she doesn't really need to be technically savvy to actually sell the mask so a lot of people think that I'm not good enough I'm not good in this don't look in the don't look in the direction don't look at one line I remember the way that your competitors selling sometimes it's not the best way for you to sell and sometimes when you can find a better way for you to sell present your offer you might actually hit a gold mine that nobody actually touched on because it's untapped totally untapped right yeah yeah I understand I mean considering like you do a lot high ticket webinar stuff right have you seen anybody use VSL for e-com before I use it I did okay okay yeah sorry go ahead go ahead okay so VSL for e-com I did before but we are changing that cause a lot of objections I cannot handle okay so I start with I help skincare natural skincare store owner create a webinar that sells her product at $400 this is US or no Singapore and it's very very difficult what it's very very difficult but we somehow are able to get 2x return back and that's not a lifetime value so means every $1 put in we get $2 back cause she's very difficult for her to actually get it or Shopify store to convert okay it's not because it's not possible it's rather because of her high 2 high ticket right no not high ticket it's like she don't have enough money for I spend sorry what she don't have enough money for I spend okay she don't have like she want to I spend very very little money right so she cannot scale as well and she has she basically has been doing business like in flea markets for the past I think 5 years she hasn't been scaling right so what we try to do for her is to create an offer that she can actually scale comfortably online because every time there's a direct after she do a webinar and she speaks very well to buy more at one go and even if they don't buy the people love the whole thing they will talk about her brand and buy maybe one small product from a store so it's a win-win no matter what and how you want to go about actually selling for e-commerce product is one thing I learned this from Alex Becker because he sold Spectre right yeah correct correct so he basically get a doctor in just talk about the Nutriplex benefit and why you should buy or maybe a prospect even if you buy this because it helps you clarity just to give you all the examples and the pain and problems that you have and tell you how this will help you as a solution and say you want to buy you buy this starter pack it's very good for you and you can actually within maybe the next 30 days you can actually get clarity and actually improve your performance by 30 to 50% you'll buy because you're a doctor and you go through a one and a half hour pitch by a doctor telling them how good is it and say like and then I give you a very usable offer and somehow it's a price discounted offer discounted basically you'll buy so what we did for her is that we created an offer for a foundational pack for skin care meaning toner sunscreen moisturizer also these are all individual products that you just combine just like nice okay so it's like a bundle it's almost like it's a bundle it's $399 bundle okay okay and we put in a consultation because that's what she do for our clients already she consult with them one on one they are like oh my goodness it's a very very good offer but the only problem with that is that the objections are very very a lot because when people buy skin care products they want to know as that ingredients they want to know how it can help my face is my face suitable for this then how many face types are there then like very hard to handle the objection they are like very annoying like they know there is a consultation already but then they have to try so for skin care for actually a beauty industry I wouldn't suggest you to do a webinar that already selling a bundle of products but maybe I do a webinar to either sell a mini course or a consultation so what I do is I package a course and a consultation together plus the physical product no physical and what happens in a consultation is upsell to physical okay that's really complicated and the reason for that is because the objection can be handled because I will know them one on one but I cannot handle objection one too many it's too many for me to handle but if I sell a course on how to take care of your skin what you should eat etc. people will go buy that so then I change the way of the process a bit to actually accelerate but for really for other other niches it is much much easier supplements is really easy because everything you come and go you put together one thing then people will buy together or we buy in a bundle more to last longer and save money people will buy for other niches I haven't tried before but a webinar is a very good way to actually self-liquidate into your list and by self-liquidate meaning instead of actually running products directly and you only have a little bit of margin if you use a webinar to sell info product and getting them to become your cow to get them to buy your brand your stuff and everything it is a much I would say a different strategy that nobody is using right now and it's something that I would say you can test and try because people buy people like that's very bad people trust people you can see all the YouTubers that they just do content content content and suddenly they have a t-shirt brand which sold out so that's a very very strong reason why actually you should do that and you build good will first because the webinar is always giving value first right not necessarily giving 100% actionable steps but giving value knowledge and when you do that people actually recommend you a lot they recommend you like this guy is actually quite legit the things that do I might never buy but the guy might talk about you because of a story that you said certain point that you you teach them and they say hey I learned from this guy you can go and see his webinar and then you get both of mouth recommendations as well without even selling your products and I think this is already like a real tactic that you can use in businesses to differentiate yourself and you can sell the exact same product as your competitor but a person is still buying from you because you have given technically knowledge and value to them and actually how to use the product itself yeah I understand that's really interesting yeah it's like a front-end offer to the bank to the e-commerce yeah it's it's complicated to set up you just logistic yeah yeah I get it but it's the same thing like what's got the full on opt-in page to the webinar gem or Demi or whatever same thing uh yeah um you can do yeah so one webinar gem zoom or whatever or you can do an automated one if it's actually working to sell like a $37 product a VSL not really a webinar and that might work there it works as well you don't need to do a long ass webinar don't if you're selling something like an example is like one of my friends sells for one of company gun insurance gun insurance difficult to sell gun insurance right what the heck on Facebook some more right right as an example super difficult because gun is like firearm then you can't sell already so he is able to round about way on doing it right sell renders for the product then but they make a lot of money so my thing is that before you do all the fancy stuff right get the boring stuff down for example like if your main source of money is really on e-com get that really scale to the point that you cannot scale and like you cover the market to the point that nobody else is buying and your CPM is increasing no matter what you do nothing changes right and that's when you actually change your acquisition strategy don't change it right now because it's going to only lose your focus and you're not going to get it's like 80-20 right whatever you focus on sometimes 20% that you focus on actually get so see exactly your business where are you getting most of your money from go and pump all your effort and time into that and make that the biggest before you do other things yeah don't don't do it because I said that is is a good strategy yeah focus on the business and what is actually giving you money yep yep okay I understand okay so I mean enough of me talking we have two people in the room so the free flow Q&A yeah so I mean Anders and Denny anything you want to ask Denny just to give context Brian runs a big agency in Singapore high ticket info plus a lot of local service business and stuff yeah so feel free yeah go ahead yeah for sure based on like I think Webinar is a good way to Denny sorry your audio a bit soft I think oh is it can you hear me now yep okay so yeah you mentioned that Webinar is a good funnel to attract more customers and give them more value how do you market that Webinar and get people to sign up and go to that Webinar okay so I think in all things it's usually solving a problem or actually having a big promise right so it depends on the niche that you're doing for example I think the current common ones are like hey make more money okay get maybe chicks or whatnot and last one is maybe like eat healthy lose weight right these are the three big niches that I think restaurants is always safe but for other specific problems like maybe can you share with me what products are you selling I sell like print on demand custom canvases so I don't think we could attract Webinar for okay so you need to think up the box right print on demand canvases maybe what is your dream customer what is your customer that actually buying from like parents with kids from like three to nine okay three to nine right so maybe there are a few problems that you can attract them so developmental progress in a kid right how to actually get a kid to maybe learn faster in school that's one but your products take a compliment that so another way is actually memories right so how do you how to make your children growing up your child's child your child's childhood experience wonderful right I give you three ways to actually do that then I subtly I sell my print on demand products to actually print canvases and things to put at home they make the very home a very environment a homely factor and they remember about even when they growing up they remember about you they actually develop high T and all that kind of thing so it's really about actually crafting it in compliments to what you sell and how do you actually sell your current products so for me it's actually amplifying it so you must think of it in the dream customer sense why are they buying your print on demand canvases why are they buying your t-shirts and what not and what are they printing on it right if they are printing their anniversary faces and all that then memories and really memories family our experience and they want because they already buying the stuff is like in alignment with your products and you can easily outsell that product and get affiliates or get partners in to sell other products in as well and basically you build you build a brand or based on family rather based on print on demand if you understand what I mean yeah that totally makes sense yeah that's a good that's a really good way to approach it never really thought about those so even for I would say your product even product page you can actually add that in as well so that when you really understand audience when you can add that story element or that write testimonial in it will convert very well okay so having a story I guess is really key because you mentioned having like a mission statement like a purpose behind your brand I think that's really important to you right yeah um what about for like I guess kind of like SaaS products where you know you could help you know Facebook advertisers get more row ads or something like that um yeah I'm going to start like working with uh like a big company or like not a big company but a SaaS company to help grow their um yeah just help them with Facebook ads but I think it'll then you want to give perspective on what uh software does like you know yeah so software does like it's called connect I.O um I think it it helps with like we'll call the crit yeah yeah um I'm going to be like just partnering up with that guy just helping with Facebook ads so trying to help them come up with new ideas how to scale and um yeah I think a good uh case study will be like 8-3 years I think I think Hyrule 7 yet uh but it has soon to be because the way that the acquiring customers are insane um is that you you want to sell high ticket um because high ticket makes you have the margins to play bigger and in high I've seen a trend because I see a lot of people selling high tickets like maybe sell six months at one go or maybe one year the lack of information is uh is what people think that they are not achieving certain results like for example if you buy and click funnels you don't have information on actually how to use it properly you're not going to stay more than one month because you think is a waste of money right so for example is connect.io is the Facebook um interest finder right finding maybe um more um not known a good way maybe like well-cooked I think can just basically come out with a Facebook ad and just give it for free right and is of no cost to him anyways right if you actually bundle that into then you if he sells and a webinar 997 of the cost and I bundle and I give you free connect.io for maybe three months or four months five months basically it's paying for itself and if you also get results very fast you can actually base it on because of the program that you actually give them the software that actually help them that they use uh I think a lot of people actually attribute maybe iron consulting like for our expected right YouTube ads but a lot of people say also because of high that I know which ad exactly scale it makes it much easier then you can just use that portion of that and you just put in and that there's a very good acquisition strategy that's the most important in sex business yeah and if you see most I would say most of the direct marketing or marketers running a sex product that's the way the business model that I will go with run a webinar or run a call booking sales one on one depending on whether he's better in one to many sales or you have a sales team doing one on one and get a sales team to sell very high ticket or bundle in even with viral up viral or not okay cool so that's where I will actually go towards but mainly software needs to be in a blue ocean so it's either you craft a blue ocean for yourself you can easily craft that by creating courses to introduce people to ads Facebook ads right and one way that you can do is also creating courses for like local businesses like just giving free bonus courses then giving them the software because I don't think connecting is very expensive right I think it's only like 99 yeah I think I bought it yeah so actually just bundling different courses in like mini courses will be will increase the conversion a lot another way that I've seen people do and I've been doing for one of my clients is creating a self-liquidating offer an e-com funnel of sorts means you sell mini information so instead of a course like this right you sell them in phases like this you sell them 1 part 1 part 2 but 3 part 4 so meaning like if you've seen a free plus shipping funnel right yeah the offer is actually split into like maybe 5 different parts so for Amar his is $99 it's not really a very big sum I will actually have a book or interview on a best maybe top 30 interviews for Facebook ads I just create a template or a video whatever and just put put the joint into like share I sell it for $7 I get an entry entry level then the second one maybe I sell maybe a 97 course or even a $99 connect I owe the third one I upvary do you want to actually boost every every ad give you 5 more people do you want that then I sell upvary then I put another another software in as well then you have a lot of money today because one customer might not only buy one and you have maybe let's just say like average order value is $50 one person that goes through the funnel gives you $50 so you have up to $50 to spend and maybe maybe even more if you bundle in more products and people buy your first book are indoctrinated by the book so the book is also a retargeting strategy or the causes are retargeting strategy and actually a lot of people don't do this and this strategy is only used by people I would say by people heating at least 7 figures because they have their their back end sales process down to the T they know how to sell very well they know how to and well cause one of them they already have it down to the T so acquisition changing the acquisition strategy might be good for him okay yeah cool very good tips I appreciate it always yeah I have a question as well yeah so after this I got I got a bit pumped on on doing digital products for my e-com store yeah I mean it's like it's yeah I can I can see how it increases the margins a lot so it's something that I've thought about doing before too but I've never really gotten to it because it's it's like well basically my question is how how do you make info products at a budget and without like without me having to go in front of the screen and and doing a course or something because I I've thought about doing I feel like there's two types of info products like PDFs and stuff you know in the written word and then there is videos mainly in courses yep well I feel like courses have more value to people but yeah so yeah I want to do both but yeah how do I do them at a budget um PDFs and courses have a value but the perceived value of video is obviously higher but it's always about how you present and the offer right so I need to ask maybe what are you currently what niche are you in and what are you selling yeah so right now I'm in the jewelry gift niche so I'm trying different yeah especially yeah my next question is like do men buy or women buy um it's the jewelry is for women but it's it can be both genres who buy you have a statistics that one buys more than the other I don't actually not not okay so I my first thing if I were you I would actually go and do it because if I know it's buying for the girlfriend or anniversary I can create a product very easily out of that right but if it's a if it's a mix mix then you need to see maybe is it you need to really be clear on because I think the data already tell you maybe 80% of the people who buy maybe are guys that you know that you're attracting guys to buy because of a certain anniversary or making your girlfriend or whatever like for a certain special occasion right then it's very very easy for you or whatnot but if you say to make it a budget you will need to know what problems you're solving after the jewelry right so for example if some problems are going to be Brian ah sorry ah it doesn't help if you see the store if he's okay with it and this are you okay you can say it's fine sure okay I make you a host to give okay go ahead awesome okay so do just share it sorry yeah share screen you can you can take over now okay hold on yeah because think of it from Brian's perspective he's thinking hypothetical now I think if he sees the product it's much easier yeah yeah um okay so there are so many things do I just press desktop one or yeah yeah you press yeah desktop one yeah okay there should be a share button um yeah I just got a assume uh it says that I have to uh take down the take down assume but I can I can go yeah you just give me the link I'll share it I'll share it what's the URL it's hold on I'll send it I'll send it in the chat there we go so it's basically what I'm trying to do is to I want to test I'm trying to test different kinds of um gifts um so yeah it's it's still in the like early stages but yeah because I I don't want to get away from normal dropshipping because it's um the shipping times are so long and I feel like this if you if you can succeed with this you know you can you can sell people more stuff and they'll be happy with every time because this ships from the US so yeah yeah so um I think this is very similar to maybe Danny's type of product is really um for me it's like um it's in a gifting niche and um it really depends on where you're focusing on so right now I can see that there's nurses and there are gifts from guys to girls right um I would say to choose one specific one and go in first if you want to create a digital product because you kind of it's very hard for you to create a lot of digital product and test the offer rather you need to see statistically like for her is better then I will focus on for her creating a digital product for her and for her usually I would say 90% of time a guy will buy this for the wife or the girlfriend one right yeah yeah so I also have a nurse if you see at the top yeah this is the last thing I tried nurse gifts because I felt like it was more in a niche maybe a bit easier to target um I got a bit more success with it but not you know nothing I'm happy with yet but yeah so I still have to test uh test the very stuff but nevertheless this is for the the long term um making digital products um so actually for this niche maybe I will not create like a video course or whatnot cause it's a very gifting like there's not much problems but rather helping them with the main thing that they're doing what I mean by that is that for example you're giving gifts right maybe to your wife then I'll say like maybe it's anniversary so I'll say maybe 101 ideas to make her feel like princess or whatnot right and you can just get a VA or one of the script ideas on a YouTube video or whatnot and just freaking like put them there um and um I will say for this niche yeah I think that would be a good thing to add in as a info uh be it PDS or our video and um I will say you really need to study your audience a bit more because you're trying your testing thing out but I've been tripping for a while last time as well and I keep testing a lot of different things and trying to make it work but what I realized is that sometimes is that because I don't understand the audience enough to make it work yeah that's the key point which is really going in depth and really um why do like in the US I don't really understand because I'm Asian and I I live in Singapore I don't really understand why people buy this nurse because I don't I'm a physiotherapist I don't really understand that research so I really need to become them or really understand do enough research yeah so that the point I really truly understand why are they buying this and not have them achieve it in a in a very very good way I think for the nurse context the reason why it did well is because of COVID situation and you can actually uh I think you can actually add like every dollar yeah I can't think of anything to join the nurse month because I don't know the real reason why people buy it yeah um but a very good way of actually creating info that I learned from people is actually getting uh influencers to do it for you getting micro influencers to do it for you ah if you share um like you give them the product to actually review um then they do a content you can give them some content ideas that they can do and say maybe if you actually help me do this maybe you can get maybe like I can cut a deal or be whatever or pay you a bit here and there I think there will be more than willing to do so or be a spokesperson for your brand and you need to sell them the dream right you cannot you need to really sell them to make it cheap for you in a sense because if you don't sell them they say there's one way to actually go about getting cheap I would say affordable ways to create info products right alright thank you um can I just ask how uh do you have any types of I guess formulas or tips for how to best present the digital products present um yeah like I guess I guess what Anders is asking is how to structure it is that right Anders yeah yeah how to structure okay like this is my notes for just now but like how do you structure and offer is that what you're asking yeah yeah okay okay um okay so after you get I think the first thing is that what actually actually you're offering which are the products like the necklace or the PDF together right and then the next thing is really for me it's really um the pain and the problem meaning um if you see a lot uh pain and problem I think for e-com is not really dive deep into uh and that's one thing that you can use emote people buy it based on the emotion the reason why they're buying a gift to their their wife is purely because they want to make her happy or they did something wrong I want to say themselves right so you need to play on those emotions uh to my wife I made her first date and everything is it's great and but rather a very good copy right is like I think one of the fashion brands that I cannot remember they describe their clothing as like seasons I think they have very good copy I can't remember the exact name I think you want to check that um but one one way for how I structure the whole copy at the first is talk about a story and pain and problem together meaning I'll say imagine this if they actually receive this product in their hand and jump around in the room like a little kid when you first got in the first date we put together again and it paints the picture and I hit you just pick it paints a big picture and hit of what you want to make them feel right and then you can say like or if you're coming into another angle are solving problems or guys is that imagine a wife not angry if you ever if there's only guys mind so you really really need to truly understand and anyway we can do that people buy immediately because you totally understand them it relates to them what they want to do so that's the first thing the pain and the problem right and the second thing is um also including your how to use it I think how it wears I think for e-com nobody I think Jonathan does this for his clients but like he does showing how to use it how when people wear maybe a different skin type but what does it look like so a lot of people don't actually do that because they they just assume people know they put in their neck they know what it is but imagine that you're in a store right when it's just going to come out to you you will try it first but because your skin type is different maybe your your clothing is different and then they can actually truly understand how does it fit their skin type as well so then you have different things to actually to settle in terms of how to wear how does it look and stuff like that and what does it go great with right so then you add more value and the last thing is really your mission and purpose right it doesn't need to be a very long story about why you do this and what not you can say like like if you can be in a bro sense of view as well like hey I have a wife I totally understand how it feels so I've been I reckon my brain I actually find a perfect gift and most of the time the perfect gift is a customized gift right and then you can explain why right because it actually shows thought concern and there's my mission to actually help men in the world to give their wife and it's just basically once in like one shots paragraph every part okay that makes sense so then I'll actually paint from your story maybe functionality logical things that you actually include in and the last one is really your purpose and your mission in the store why you're doing this why you're selling this right and people don't actually say why they are selling things people just a lot of Joshippers do it like yeah selling things because you want to make money and that's the main goal right but you want to have bigger reasons for that and when you have that authenticity and emotional comes into very strong play and you really connect with your audience and the last thing is your testimonies Amazon testimonies are one of the best testimonies ever right some of the testimonies I saw on weighted blanket testimonies so funny they say when I fart the fart stays into morning and I can I can fart bomb my wife or my girlfriend that's like freaking retarded but that that whole reviews of testimonies actually state that the weighted blanket is so good that it retains like heat or what not underneath it or retains whatever underneath it underneath it but in a joking sense right so you want to find funny testimonies you want to find relatable testimonies and last but not least you want to find testimonies that states the pain and problem that your prospect has like for example it's like right now you say my girlfriends love it they're very beautiful I love it right you might not know that this testimonies doesn't work because might be a guy buying right and so the the main concern they have is that whether they are wife will love it say I took a and I said my one of testimonies I can write you can craft testimonies as well so you can say like I didn't know what to get on her for her birthday and I actually got this on last in one week ago I prayed to God that actually it worked everything worked out and actually she loved it so it was I was very lucky that she actually she loved it and this is one of the best gift that she sent her and by doing that actually people say this is a great idea for a gift yeah right you just punch in that hit right so you want testimonies like that to actually resolve the objection and everything that I state for a webinar is actually fundamental in conversion as well and if you can get a video you can get people saying that or even a picture of the guy a face you need a face to actually make it more realistic this person said this you will actually increase as well and all this actually plays a part in conversion rate optimization and that whole CRO is also kind of like an offer itself right you can do that you need to continue the process throughout the even in the what's that called check out page yeah so your check out page you must have the three most powerful testimonies about your safety meaning this is one of the most trustworthy store that I buy and people are like hey this trustworthy right because at a check out page they take a credit card and you think why is this a scam why is it a dropshipping store yeah you can resolve that situation as well then basically they'll buy from you so you must think of it'll be very analytical and see each process what they're doing how do they think all right awesome thank you one more thing is that testimonials for re-targeting a lot of people use this right but they use I would say crappy testimonies or corrected testimonies don't use that use reviews by people legitimate reviews that actually say something bad then something good right or like like real people actually reviewing it it cannot be always good I think of it from a customer point of view because people are actually desensitized by that kind of thing what people are actually kind of desensitized by having everything is great right they become skeptical of your store why is everything good cannot be everything is great right yeah a lot of factors they actually see for offer yeah hands in a lot of stuff okay Kent Brian I want to be respectful for your time Danny Anders any last question no I think I'm good okay I think there was a lot of value in it and I appreciate your time thank you Kent Brian I that's just like six or seven in the face of I wrap it fire okay you just whack okay just whack here okay so Paul asked agency question if you start agency running paid ads for small local businesses which you do what would be the steps would you take choose one if have one reasonable offer and run the ads you will get a lot of clients and whatever very reasonable offer for our agency is very simple everybody is doing retainer you don't do retainer do paperly every day doing paperly you don't do paperly you do retainer and you just change the way that you offer things you'll be able to close just need to give different reasoning right and a reasonable offer for our agency it's problem and pain as well so for us for example interior design there's a problem in the platforms a lot of people in interior design use platforms but platforms give you shared leads unless your sales got like you cannot close shared leads because one guy has at least 10 interior design firms talking to them right so that's one way that we actually produce our offer and offer in a like context is important especially now for paid agencies right is COVID situation so your purpose and everything is the same thing right your pain point your prospect the purpose and everything must be there idea I've been sick last time is to run ads to everybody don't do that I advise you again that do ads paid ads to one specific niche and like for example your targeting insurance agents do only that right and get that offer refined along the way with whatever I shared today meaning talking to them really understanding industry and see exactly how much they're willing to pay what is a good offer that can they can they are willing to take so what I do right now instead of actually charging retainer last time also for somehow my partners are very good in sales they are able to charge local businesses $1,800 more without ad spend with additional $2,000 in ad spend and additional 10% revenue share that's almost impossible to close I have no idea how the hell they close but they have close like 10 clients place on this but after that we realize that this offer is very difficult like new salespeople can't close this exactly the same price point that they give us but in a different presentation right so now I change to I set up your whole funnel for $8,000 but every appointment that you get I get $60 to $80 depending on the industry but when you calculate and I don't pay for ad spend but when you calculate everything actually they pay me more actually they seem they don't pay me more because it's based on performance so it's really crafting the offer that suits your industry that destroys entirely your competition in a blue ocean so for example one way I'm doing in blue ocean is maybe you can do e-com ads but YouTube ads and all the e-com guys will come to you especially big guys because they might not be running YouTube ads and that's a very simple way to acquire customers or YouTube ads for local businesses that's a very simple it's just the blue ocean and traffic source just change the traffic source change the niche so really need to figure out what is the one focus that you want can you offer them there is not Facebook ads is too easy to offer any Tom Lee and Harry can offer Facebook ads but how do you make it not easy like build a mode around a business that is a reasonable offer and nobody can copy you that's the key and a very good advice is that for us we do Facebook ads last time now as well but we do pre-paid customers meaning we do e-com certainly e-com base only when we do make it sure that the customer paid appointments online without talking to a client plans a lot of people say pre-paid but they need to have a call and say they get a credit card but what you do is that they don't even talk to the customer online they just buy online and then people buy for us because it's convenient for them they don't need to do so much calling and then we craft a new niche ourselves in that niche a new offer and e-reasonable as well and that's really how we're going to do it I thought a bit faster okay well Paul got a lot of questions can you outline the funnel you implement ads and landing pages to learn your first one to three clients from nothing I won't do a funnel for the first one to three clients so I won't advise you to do basically I'll reach I'll reach until you get one client two clients because if you do an ad and funnel for an industry that you don't know about you're just basically wasting money you need to talk to people to actually know the industry especially for agency and I will I will highly recommend you not to do but if you want to do it basically just an application I would say a sales page or application page a long sales copy or a bit of ESL to an application page to a booking page to a thank you page and that's all you do in between there are a lot of things that I can already explain right now there are a lot of pre-frames that you need to do to actually convert that's why you really really really need to know what your audience is okay next question of Paul is what causes did you take to learn how to craft the high-tech offers? just keep trying like there's no okay copywriting causes are the best way to actually do offers I'll be very frank because copywriters have to write words to actually convert people without even meeting them right so they need to do tons of research so what I realized that the offer kings are really great copywriters that you see like click bang right how the hell do you know like one click bang product can sell so well you don't have lots of tons of research and that's really how to craft a good offer and the basic crafting a good offer is fundamental even though a client is good enough anything you sell can be a good offer as long as you know how to position it and that's the key so research is the worst I would say the most tedious part of any business but it's also the most important part okay I'll skip some of the poor questions I'll just go to Alan okay what's the main difference between your opinion between someone who's able to be successful in this business versus someone who can't reach the next level you mean in like webinars or in agency right I think internet marketing internet marketing okay yeah I think so I would say growth optimization right you need to be a high performer in business right in international because if you try one thing and you fail most of the time the first thing you try I would say I think 90% and you give up then you won't succeed basically you just keep trying until you succeed to a point right there are bounds to be shitty days and failures so for me the number one factor is really mindset and how you take failure as a learning lesson or how you take failure as like like devastating failure and you will never reach the point and you can see based on successful entrepreneurs what they actually how they prime their mind what they do and actually how many times they fail as well how do you know when to like quit it's like I guess like is this like drop shippers you know they they think they have the winning product and everyone like keeps trying and trying trying to lose money but like how do you know when it's like time to stop when you don't know what the hell you're doing right there's no example is that I put drop shipping as like gambling so example you're gambling when you're trying to find winning product right and a lot of people gamble so you need to have even if you're gambling right like Steve and Evan have a system to do that so basically they have system to find winning products they don't waste their time finding they have a like whole team doing that and they have whole team following framework and then you can do that but for actually guess and checking finding winning products it is not very viable in today's day and age so rather than doing that I will that's why I quit I was doing that for a while then I think this is retarded after a while like no don't do this right rather really I would say find the reason why you want to improve in it like there's there's a reason why that you are failing in finding the winning product there's one reason and you know the reason like you have got feeling telling you that this is a winning product that's gambling right you have got feeling that actually there's something missing in my maybe my skills my marketing that actually I need to learn to actually really identify or create a winning product and that's when I will go and learn about creating a winning product I won't do the same thing over and over again because that's insanity right rather you need to see what's wrong with what I'm doing right now or what's wrong with what Guru is teaching right now to me are they doing it in the first place is our brand doing it in the first place no so why are they doing it differently and what can I learn from them so a lot of people don't see it this way in trying as a kid right but reflection is needed so you know when to actually stop doing certain things and best thing is that you get a mentor right to actually ask questions yeah so maybe like you can ask like I think Jonathan like when do you stop this is your this is your but like you can ask you right for me it's like I know when to stop when you feel like like crap in a sense you should really reflect because you're spending your mind you won't feel very well to it so I want to spend it in a various part way I don't spend it gambling and and even in trading right I gave a very a number Facebook ads like trading for you would you rather but trading people don't make gambling decision but they do like in terms of when they are emotional right they want more money then they trade and then burst their freaking account but if you follow the system right basically you won't really go anywhere wrong you might lose money but you won't lose a lot but you won't learn more so really about focusing and following the system or you're doing different tactics that other people don't do in different systems however you think in trading right they take different mathematics energy or analysis into trading and then they make money of it so it's either or you do the in their follow the system to the point you refine it meaning their point of system they are not refined yet or you know that it doesn't work for you you don't have time to try another method and you become better in the specific expertise in the specific thing so as I'm always being very good in offers right so anything you create is a very good offer then you can straight straight private label create like a brand like snow and then just scale to the moon yeah so you can go either or yeah so for you can compare snow versus steam ever steam ever create a drop shipping empire so create a brand refining to until perfection then you know that you can get it cool okay that's great that's great Brian last two questions second last how do you cultivate the mindset to become during bad days in ad manager I am very bad at this and I tend to panic if you are doing your own money there's no way because your your emotions in your your bank account get someone to manage your you will you will leave all the stress that you have because yeah but if you are state where that money I would say get the money find ways and means to earn first or get as close as a mentor that you can to actually change your mindset there's no there's no one answer to this but yeah okay last one what is your day to day operation I guess what does your time table look like how do you structure your day and stuff that is so randomly I'll play my week one week before I'm not very high performance because I'm very lazy but rather what I do is day to day is that I try to solve problems before they even come up so I analyse my clients with my team to actually solve problems so about my time is actually besides sales and onboarding clients getting my team better to solve problems for me instead of me and foreseeing future business problems and that's the only things I do and I would say if you want to run a I'll be a lifestyle business or a very big empire you need people to help you get there and you need good people so it's either you train them from scratch to be that level or you hire great people so choose one and that's most of my day I think if you see my motion calendar it's like random every day is random yeah but I focus on three things in a week and what I actually missed out on to actually reflect on that and actually what I did good last week so always have wins and reflection is the biggest part of my day to day activities and really thinking about what wins I do what went wrong and how I can be better and actually reading reading or hearing the podcast is the biggest factor in getting ideas for me because I will have whatever one sentence might spin off to ten different ideas that I can do for my business so I give an example is that I was reading Justin Goffs and Stefan Choujani's 16 way to increase your conversion and they do info products I just use five of their ways on my clients and increase my for local businesses and increase their conversion and now 2% 2% points and and this is great so you need to be constantly networking constantly talking to new people constantly reading as well but to do that you need a team to handle your day to day operations so the chicken egg thing so you need to solve your operations before you can be free to do all the other fun stuff as well okay Ken thank you so much Brian for your time where this is time to plug your shit come on okay so where can Vio find you can find me on Facebook I just find my name Brian to Wei Chinese name okay Ang is about A N G guys so A N G that H I hyphen W E I yeah so I think you wanna put your agency website you wanna tell us what the agency website yeah I don't remember I think you can just go if you wanna find me I think you'll redirect to my landing page so yeah yeah I I wasn't using the landing page for quite a while but anything you can just find me on Facebook that would be the easiest place to connect with me and ask me any questions or yeah look out for me if you're anything yeah just connect me on Facebook I think that's the most active place on right now okay okay Ken thank you so much Brian for your time we took one and a half hours of it yeah yeah thank you guys take care see you man thank you bye bye