Marketing lessons from 8 figure earners

Adam - This is one of the coaches, this is one of them. He's one of the guys, the founders of the company. You know, I want to say he's about 33 years old, 3233, something like that. He had, they have five different companies. And they they said that total between all five companies, they did about $46 million this year, or in 2020. And then he I listened to a podcast with him today. And he's like, we are on track to do 120 million in 2021, between all five of the companies. And this is somebody who, five years ago, nobody knew who this guy was, like, 334 years ago, they weren't really doing that much, they were starting to get some momentum.

And now and like, you know, now they're one of the most successful people in the internet marketing industry. And it's just just because they just really embraced, you know, they embraced the, the fundamentals, they embrace the, the, you know, the process of learning and growing and scaling, you know, scaling these businesses. So this was actually day one, this was like our, our VIP day or like the gold day or whatever. And then the next day, they blew out that. So you see the divider in the middle of the room, the first day was just everything on the right side of that was our event.

The second and the third day was, you know, you know, everything together, I think they had about 180 people at the event. But I calculated what just for the gold did just for the first day with the amount of people there and what everybody paid to be there. I mean, it was like $1.8 million, just for that one day of their event. So again, it's like, you know, and I like to get it's one of the reasons why I like to get to these events, because it makes me think that like, number one, I'm playing way too small, I'm thinking way too small. And if my coaches can do $46 million, or like if my coaches are saying like they're on track to do over $100 million this year, like me saying I could do you know, one or $2 million is like, it's like, first of all, it's, uh, it seems small to even say that.

It's like, it's like I'm saying, I'm saying that I can be 1% as good as these guys. Right? I mean, granted, they've got five different companies they've got a lot of that is like their real estate company and things like that. But it's like, that's one of the reasons why I like getting to events like this, one of the reasons why I like getting around people like that guy is because it really opens my eyes and makes me realize that, that, look, if my mentors can do $46 million last year, I should be able to do like one to $3 million, like no problem. So that brings me into like, our first principle here is the power of your environment. You probably heard that the saying that we are the average of the five people that we spend the most time with, I feel like that is that that is speaking to your environment, right?

It's like who you're who you're around, right? It's not just your physical environment, although your physical environment is important, right? You've got to be I mean, I'm in my home office here, I've got like, I've got pictures, I've got like Tony Robbins quotes, and I've got art on the wall that's inspiring to me. And I've got like, you know, pictures of bridges, because I because I feel like that's a representation of the fact that I am the bridge that that you know that like men, I am the medical metaphorical bridge between people getting from where they are to where they want to be.

I've got a bookshelf in here where I've actually hid money in these books in my bookshelf across because I want to be surrounded by the energy of money, like that's the physical environment, then you've got like your online environment, you've got your mental environment. These are all things that you've got to, you've got to be you've got to be aware of your environment, and you've got to be looking for ways of improving your environment. And that's what we do in the coaching program. That's like one of the big benefits of being in our coaching program is that you get to be in the entrepreneur environment that we've created for you.

Where where you know, you're around people that are doing things and that you are around people that are focused on sales and marketing and that are developing skills in the area of sales and marketing, that like that's it's all related to, to your environment, if you optimize your environment the right way, sales will become easier, marketing will become easier money will get attracted to you faster, right?

And that's just like, it's one of the reasons why I go to these events, like I said, and get around people like that, because I want to normalize at a higher level I want I want things that that before were like, you know, major achievements to me to now to just be like, that's just the way it is. That's just how that's just, that's normal for me now.

Meredith - I wanted to make sure to jump in here and make sure everybody's following along with that. So who are the five people that you spend the most time with? Right? And when I first heard that, I thought to myself, I was like, Well, I have a family of four. So obviously, there's three of the five, right? That was my first thought. But realize it doesn't necessarily have to be people that are in your physical space. Right? Who are you allowing to be your top five influencers, you love Tony Robbins, he could be one of your top five people, you love what Adams got going on, he could be one of your top five people, right?

It's who those five people are and how you're allowing them to influence you not necessarily that they're physically there in your space, but figure out who those people are and realize you've got control of your environment. Nobody else has control of your environment other than you, you get to pick it.

Adam - Yeah, I mean, even your social media news feeds, that's part of your environment, right. So like, optimize that, right? If you if you've got people that are being like, you know, negative or like, just not empowering to you, you know, unfollow those people, even if they're your friends, like you can, you know, you don't have to unfriend them, you can unfollow them, so you stop seeing their their content, but it's like, that's a part of your environment that you want to optimize, right? So that so that you can make sure that only you know, only positive and only the messages that you want, are getting into your environment.

Okay, so one of the things that that he they, that I got from, from the first day of this, this event, one of the guys, one of the main guys was talking about how to use a motion, and when to avoid using emotion. And I thought that this was was very relevant and, you know, something that I wanted to wanted to share here, it's like, when you're communicating, that's when you want to be using emotion. When you're sharing, when you're doing any kind of marketing. You know, you're you're sharing stories, you're talking to prospects, you're, you know, creating content for social media, you're you are, you know, you're you're, you know, making, you know, making videos, if that's something that you do, right, that's when you want to use emotion, that's when you want to, you know, be be emotional, right? You want to be excited you want to be you know, if you're telling a story you want to you know, you're you're telling about where you were and you know where you were before, and, you know, it felt like this, and you know, it's like, it's like, that's when you want to use the emotion to get them to get them to connect with you.

Right? Here's when you don't, when you want to not use emotion, when you're making important decisions. Okay, use emotion in your communication, when you are making important decisions, do your best to remove emotion from that situation, because that's how you find yourself in. You know, that's that that's how you find yourself making bad decisions, right and making decisions that, you know, you might you might regret later on. You know, they say that investing the the two, the two biggest things in investing that, that screw people up more than anything else is the emotion of fear, and the emotion of greed. Because if you have the emotion of fear, you're going to make bad decisions. If you have the emotion of greed, you're going to be like, Yeah, let's go all in, put all of our money into this cryptocurrency that nobody's ever heard of, but I think it's gonna be a winner. You know, it's like those kinds of things.

That's when you really need to remove your emotion or remove emotion from the situation so that you can be more level headed and you can actually think about the decision that you're making.

Meredith - That's so key. I'd love for anybody to drop in the comments. Have you ever been faced with a decision and walked away because you knew that you were using emotion as the driver of the decision? And you know, I think that that's when people end up having buyer's remorse. That's when people end up having gut reactions to choices that they're making respect. Financially, if you use emotion as the driver of the decision, yeah, that's such that's that's great advice, just like for life.

That's some killer life advice. But I'd love for you guys to drop a one in the comments if if you agree with this idea, right that you should not allow motion emotion to drive your decisions. But marketing is all about emotion. It's all about being able to pull the heartstrings and get people to see the value in what you have to offer by talking with them about emotion.

Adam - Yeah, right. Okay, let's talk about sales. How many of you guys want to make more sales, your you like sales, or you're just you just realize that it's something that that you got it, you got to get good at, you got to get better systems around, I'm going to simplify sales for you right now. If you if you if you're not where you're at, if you're not where you want to be in your business, in terms of the sales and the new enrollments that you have coming in?

Here's what it comes down to these two things, get attention, make offers. That's what sales boils down to, if you're if you're, if if you if you didn't make any sales last week, and I was coaching you on that, I would say, Okay, how many offers did you make? You know, how many, you know, how many people did you expose? How many people did you get in front of? are you tracking that? If you're not tracking that? Well, then there that's a big, big part of the reason why you're probably not not where you want to be in terms of, you know, the sales and the people that you're enrolling. What did you do last week, in order to get in front of more people? How are you getting attention?

What's your plan for getting in front of people? What's your plan for getting a you know, attention of people? As Are you going to? Are you going to do it on LinkedIn? Are you going to do it on Facebook? It's going to be a little bit of both? Are you doing paid advertising? Like, is there some, you know, some some thing that you know, of that I don't even know about? You know, like, how are you getting in front of people? And are you making offers? Like, I mean, is this not like this, like, it's like, so fundamental, we complicate this stuff so much like we complicate the process of, you know, with funnels, and it's like, No, just get more, get more people's attention and make offers, and you will make more sales.

Meredith - Absolutely couldn't agree more. I mean, it's, it's, it really does just boil it down to the absolute simplest when you think about it this way. And yeah, you know, there's a lot of different ways to get attention, and you need to figure that out. And you need to have systems and automation that are going to allow you to get that attention consistently. And then making offers, you know, offer strategy after you've gotten somebody's attention.

I mean, follow up follows into that closing falls into that, you know that, how many times are you making an offer to somebody? Are you just talking to him once and then ditching the lead on the side of the road? Are you pulling them into an environment where you're having a continual conversation with them, adding value making offers adding value making offers? That's, that's brilliant. I love it. Because everything could everything that we teach everything that I know, after, you know, 20 some odd years of marketing falls into one of these two categories, right?

Adam - Yeah, exactly. I mean, this this is sales and marketing. It's like marketing is get attention sales is make offers, right? Yeah, it's like, um, but But yeah, it's like, it's like, I mean, I used to, I used to have the end of the end of the day, I would ask myself three questions. How, you know, how did I show up today? Right? Like, how did how did I show up for myself? How did I show up in my business today? And then I would journal on that, right? And then how did I How did I show up today? How many offers Did I make today? Okay, that's like this should be like, you know, talk about like, if you if you want a good like end of day review, like to like something to do at the end of your day, to ask yourself if you did a good job or a bad job in your business, that ask yourself those three things. How do I show up for myself today?

How many offers Did I make today? And then how can I make tomorrow better than today? If they if the if you made one offer today or 01 easy way to make tomorrow better is to, you know, make two offers and make three offers like get it, you know, it's just about consistent and never ending improvement.

Okay, so your team there's some interesting things. I'm just gonna check my notes here.

Meredith - And while Adam does that, you know, I'd love for you guys to comment which one of those two Do you think you have the chance to simplify the most Right now, right? Is it? Is it getting attention where you're complicating it? Or is it making offers. So comment, get attention, if you're, if that is your, like your point that you're stuck if you're making it too complicated, or comments, make offers, if, if that's where you need more help, where you need more help getting attention or making offers, because that'll help us figure out what to bring you guys on these sessions over the next few weeks, because our goal here is to provide value for you.

I mean, I look at the home based business industry, Adam looks at it. And we really want to help people become smart marketers, we really want to help you have success in what it is you're doing. So if you can kind of let us know where you need the help, then we can bring bring the content to you here.

Adam - So, okay, so regarding your team, right, and you might not have a team right now. And what do you got to do if you don't have a team right now? get attention make offers. Okay, so once you do that, and then you have a team, right, or if you have a team now, here's some things that you could do to get your team, you know, more, better results, get them, get them making sales, so that so that you can grow your organization. But partner partner with your team, I mean, these guys, when they're talking about this, they're they're talking about their team of like, they've got about 100 employees right now.

So that's the team that they're referring to. But But I mean, this, this, everything here applies just as much to growing your team. Are you partnering with your team members? Right? And are you asking them like, what do you want for yourself? What are your goals? Right? Because, because if you if you if you were to do that, and I'm speaking to myself, because I could do, I could definitely do a better job with this with with, with my team. But, but I think that we all can, it's like, if you have if you have a team member, don't just sit around waiting for them to, you know, to figure it out how to take action, like, you know, have a real conversation with them, and ask them what's important to them?

What is it that they want in their life? Maybe, you know, maybe there's, you know, they want to buy this, like dream home, and it's like, okay, you know, maybe, you know, let's say they're five years out from like, buying this, this this dream home, it's like, Okay, what needs to happen in the next two years, for you to get to your dream home in the next five years, what happens? What needs to happen in the next year, right?

Let's, let's let's let's work together on a plan to get you there, right, and how you can, you know, make sales for this organization, which is going to make who's going to grow your business, right? How you can how you can get a partner with them to do that. So that so that getting to that goal that they want to get to how they're going to do that is by growing, essentially, your organization.

Meredith - Its huge. I remember, I've told this story so many times, I don't think I've ever told it here. So I will. I remember working in the corporate world, and they did for a really long time. And I remember I was working for a company that was really struggling, down economy, luxury product in a down economy not looking good. And clearly leadership was frustrated, we were working with a coach to actually help move the whole leadership team forward. And the CEO one day, we walked into one of these, like all day meetings with the coach, which typically were really painful. And he he looked right at me and he was just like, what's the most important thing that you think of when you come into this building every single day?

And I kind of timidly looked around the room at my, you know, fellow executives, and I looked at him and I said, I worry about the health and the the wellness of the people on my team. Like, are they in a position right now, to come here and do their best to be their best? And he just looked right at me in his hand on the table yelled, wrong answer. You should be thinking about the bottom line. That was like the beginning of the end for me, right? Because, of course, I was thinking about the bottom line of the organization. Of course I was I'm not an idiot. I was thinking about the bottom line of the organization.

But I also knew as a leader, that if the people that I was asking to do the work and to help us get done, what we needed to do in the service of our clients weren't in a position to show up and be their best if I didn't know what their girl goals were if I didn't know, you know why they were there in the first place that my chance of being able to rally them when things got tough was very small, right? My ability to keep them loyal. My ability to have retention, very small, they needed to be bought into that idea that somebody actually cared about them.

And you have a massive advantage building a direct direct sales or network marketing company, especially if you incorporate that you will build such loyalty because here's the thing, guys, people are not getting that love anywhere else. They're not getting it, you know, pulling coffees at Starbucks, trust me, they're not getting it, you know, working in the Amazon fulfillment center part time after they've been, you know, working as a CPA all day, right? They're not getting that attention from those communities, you have the chance to offer that, and it will, it will pay you back in spades if you invest in your team that way.

Adam - Yeah, yeah, right on. Another thing that I got was if your team does not feel your, your confidence in them, they will not produce regardless of their skills or talent, they are less they won't produce, you know, to the level that you probably want them to produce. So just make sure make sure that your team knows that you believe in them that they you that you trust them to do you know to to do what you know what it is that they need to do. Okay, your your energy.

Meredith - Okay, I think that probably applies to the energy that you bring as a leader, right? I mean, goodness, yeah, you've got to have great energy, if you're gonna make it.

Adam - For sure. Yeah. And I mean, energy is so important. And you know, and building businesses and sales and marketing, your energy is absolutely vital. But it's like, well, I'm actually talking more about like, your, your, your physical energy, your biological energy, it's like you've got to be, you've got to be making sure that you are, you're, you're taking care of yourself that you're getting enough rest, right, because, especially if you are a high performer, if you're if you are a producer, it's like you've got to kind of, you've got to look at yourself, like you are a a high, like a high, like a high end vehicle, right? It's like a, you know, a jet is gonna require more maintenance, and more, you know, then then like a Honda Accord, right?

So you're gonna, you're gonna have to, you know, you know, your energy matters, right. And I, one of the things I heard, that that really stood out to me was that if you're, if your mindset and your biology got into a fight, your biology would win 100% of the time. And it means that you've got to be you've got to be making sure that you are, you know, that you're taking care of yourself that you're getting enough rest, that you're drinking water, that you are maintaining your body as the high as the high performance machine.  That is it, because it will absolutely lead into how you communicate, you know, the athlete, or the energy that you put into the business is all completely related.

Meredith - So who here believes that they are knocking this one out of the park? Anybody feel like they're getting this one, right? Or is this an area of opportunity for you? And do you know what the first thing is that you could do to improve here? When it comes to your energy? Is it hydration? Is it nutrition? Is it rest? Is it mindset, like where do you stand a chance to improve?

And I think the way that you win in this category is tiny, incremental changes. So I think in particular here, you know, when we're talking about our energy and our physiology, right, our people said crazy, crazy goals, and then they don't get there fast enough, and they get frustrated. That's really where this plays out. tiny, little incremental goals. What are you going to do here to make it a focus each day? And again, it becomes habit, and then you get the result that you're looking for?

Adam - Yeah and you know, and I think another thing that factors into this is, is stress. And like, I think an important question that we that we should really ask ourselves like, probably like, on a on a consistent basis, like daily, maybe even multiple times a day is like, Am I if this if this doesn't happen, am I going to be okay? Right. It's like, Look, I've got a big goal for my business this year. But if I don't, if I don't hit that goal, am I as a person going to be okay. You know, if I, if I don't grow my business at all anymore for the rest of this year, am I going to be? And the answer is yes, I'm that I like those are those are all things that I want, but they're not dependent, my survival is not dependent on those things.

Right. So like, you know, you sometimes like, wreath, you know asking questions like that and like doing things like that to like kind of recalibrate, and if you are like, you know, if you are in like a, you know, kind of in go mode and like a pre you know, produce kind of mode, make sure that that if you are starting to get, you know, stressed and you know, you know burnt out that you that you pull back, and that you go take a nap or, you know, do something to like, get out of that mode, because it's you will, you'll probably be better off afterwards. If you do that. It's like give yourself permission to like, not be going all the time. Right? Your family now.

You're now the reason why I shared this was because I heard something from the stage that was that I thought was really relevant. It's like, your family needs to be kind of bought in on what it is that you're doing on your on your vision for your business. And if they're not, then you need to have a comment or like a real conversation with them about like, what you're up to, and how they are going to benefit as a result of it like they their family, your family, your friends, other people in your life need to like, need to buy in, on the sacrifices that you and they are making for this thing that you're doing. Right.

And I had a guy that I was coaching a few years ago. And he's like, he's like, well, I can't ever get anything done. When I'm working at home, because when I'm at home, my wife wants me to like, you know, do chores around the house all the time, like he's always asking me to do. I'm like, wait a minute, wait a minute, that's not that has nothing to do with your wife, it has to do with the fact that you have not sat your wife down and had a conversation with her about what it is that you're up to, and building your home based business, like your vision for that and how it's going to how she's going to benefit from that, and set some boundaries around like, Look between this hour, this this hour. And this hour, I'm off limits you you can't get me to do chores during this period of time. Because this is the time that I'm building this business for our future.

Meredith - It's so true. I mean, it's absolute partnership when you when you decide to be an entrepreneur, and I mean, this has played out in my family more than one occasion, you know, my my husband, gosh, 15 years ago, walked away from a corporate sales career in order to become an entrepreneur and eventually to open his own business. And, you know, that was totally through us sitting down and having a conversation around why he wanted to do that and why it was important and why he was dissatisfied and what it was going to mean and how we were going to do it.

And I think that sometimes we fool ourselves into thinking that we don't need to have those conversations, we're having the conversation with ourselves, that having the conversation with yourself isn't enough, you need to have the conversation with with other people, right. So and this really played out for so many of us during this last year with the pandemic, moving into working from home, this is a conversation you've absolutely got to have. Have it with your kids, have it with your spouse, have it with your family, your significant other your roommate, like whoever it is, of how this plays out, and what it looks like, you will feel so good to just get it off your chest.

And the thing that I would ask you to do is to remember, people genuinely want to see you succeed, and they genuinely want to help you. So if part of what you need in order to be successful in this space, is help from your family. From you know, however you define that roommates, whatever that is as people that are in your world every day, then ask for the help. But if you don't ever ask for the help, like Adam just said, it's not on them. It's on you. Right? If you don't ever let them know what you need in order to become successful, then you can't get mad at them when they ask something different from you.

Adam - Yeah, you don't want to resent them for it. If you don't, you know, it's like it's like, you know, don't Don't be that person. Like get you know, get there. But it also means that you've got to have a vision and you've got to, you know, you've got to be committed, like, you know, it can't be one of those things where it's like, I'm gonna try this this out. And if I if it doesn't work, then I'm gonna you know, it's like No, you've got you've got to be 100% committed. You need to buy into the vision first. You need to be into, too, you know, you need to be fully committed first, then you get them on board. Right? Okay, if you want to make your present better, you've got to make your future bigger as we were just talking about vision, right?

This is this is this is vision, right? If you want to make your present better, make your future bigger, you've got to, like, you've got to have a bigger vision, right? You've got it, you know, they say that pain, pain pushes, until vision pulls you, like, don't let it just be the pain and the frustration of what you don't want in your life, that's moving you forward, at some point, you've got it, it's got it, like the vision has got to take over. And you've got to get clear on what you want your what you want your business in your in your life to look like. And we do I mean, we do that with the morning formula.

It's like, I've got pictures in my morning formula, you know, future homes, I want to have experiences, I want to have travel vacations that I want to have, you know, and, and I and I look at it every single day, because it's it reminded, anchors me back to the vision and why I'm doing all these things that I'm doing, like, all these, you know, all these things that are sometimes very, very uncomfortable. You know, it's like, it's like, if I didn't have a big vision of like, what, what I want what I was going after, it would be so easy for me to be like, why am I putting myself through this?

This is what like, What am I thinking like I could I could, I could have such an easier life if I didn't have to do all this stuff. But it's like, but it's like I'm okay with with having a harder life because I've got a big future that I'm moving myself into. So if you want to be more motivated, if you want to, if you want to have a better present, make your make your future bigger, get Get, get a bigger vision for yourself.

Meredith - For sure. And, you know, I, I remember, at one point, just thinking to myself, God, you know, I just want to be like everybody else, I just want to be satisfied, going to work and punching a clock and getting a check and going home. Like that just looks so easy. You know, that just looks so easy. And a friend of mine said to me, they were like, but you would be so unhappy. You think it looks easy. But that's not what you're meant for. And if you've gotten this far in your journey, and you've said yes to entrepreneurship, you've said yes to network marketing, and I don't care if he said last like yes, last week. Or if you said yes, two or three years ago, or five years or 10 years, it doesn't matter. If you said yes to the entrepreneurial journey, except the fact that you are cut from a different cloth than about 85% of the people that are out there.

You're just simply cut from a different cloth, you have evolved to a point where you want something different. So just understand that about yourself. And don't beat yourself up about it. Don't wish that your life was easy. Wish that you were better, right wish that you were learning and doing the things that are going to help you get to where where you want to be because you're not cut from that cloth. If you weren't, you never would have made the jump in the first place.

Adam - Yeah, exactly. And, and if you if you're saying like, Oh, this is hard, like it's like, it's like, Oh, I wish it was easier. This is this, this is so hard. It's like nothing, nothing in your life that you've ever nothing in your life that you've ever done. Like, is good. I guarantee if you if you look back on something that you have in your life now and you look back on it with pride and accomplishment Stillman those that stuff did not come without a price. And you will end like you're probably you're probably paying the price right now. Don't don't don't run away from that embrace it like embrace the fact that you're that you're going through, you know some stuff right now that is like that, like you're going through a kind of an uncomfortable, you know, phase right now, but just just accept that as like that, that's that's like that's how you're going to get to the next level. That's how you're going to, you know, have a fulfilling life is that you do things that you know, other people are scared to do.

And it means it means that you're going to be you're going to be less you're probably going to be less comfortable in the moment, but you're going to be more comfortable in the long term guaranteed. And then this is the last slide that I have for you this this woman she she closed out the event on one of the nights and and she did a great job she was talking about her her presentation was all about delivering presentations and and just how to be how to be a better presenter and her you know, she had this She had a great story and everything, but I just I just love this this quote, procrastination will be the assassination of your destination. Right?

When we were just talking about vision a minute ago, like, if you've got goals for yourself, you got things that you want to accomplish, you got you got it, you got to be willing to go for it even, it's not going to look perfect. You're not going to, like, I love this quote of picturing this, this meme in my in my head right now. It's said, Be, have the courage to suck at something new. That's a really, that's one of the that's one of the keys to success, like, you've got to have the courage to, like, do a webinar when like, one person shows up, and then they leave like 15 minutes into it.

You know, it's like, just you do the webinar anyway. I don't know anybody who is like successful at you know, presenting or doing going live and videos and, you know, things like that, that have not had to do it before for an audience of one or two, or like, just not that interested people. But it's like you, you just you do it anyway, because it's how you build those muscles. So that when you do have an audience of 100 people or 1000 people, you know, you kind of know what you're doing. Right? So So don't let procrastination get you know, getting away, like go for it. Do the things and, and and don't worry about being perfect. Just Just do it more. Just put yourself out there more.

Remember, get attention, make offers, get attention, make offers. What are you going to do this week to get attention and make offers.

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