Bedros Keuilian Podcast Show - 5 Ways to Make Fast Cash - 082

Episode Date: January 16, 2019

Every business on the planet could use an extra injection of cash -- including yours. Even with their 8-figure empires, Bedros Keuilian and Craig Ballantyne are still on the hunt for fast cash techniques and strategies they can implement in their businesses. In this episode, they’ve narrowed down the five techniques you can implement right now, so watch, listen, take notes, and most importantly take action to generate the money you deserve.   “You sell them what they want, you give them what they need.”   - Bedros Keuilian   Here’s what you’ll discover:   2:45 - How to use the “Set, Meet, Ask” system to easily and reliably generate referrals for your business 7:45 - How to get AT LEAST 25% more revenue without spending any more marketing dollars 13:56 - Why you must create a “hard offer” and Craig’s best technique for crafting one 20:15 - The magic question you can use to turn a big ticket offer into an even bigger ticket offer 23:10 - The “5 Email Thank You Series” you can swipe and send now for extra cash   “You want to be working with people who are going to be high value with fewer of them.”   - Craig Ballantyne   Follow us on Instagram: @bedroskeuilian / @realcraigballantyne Buy Man Up: https://manup.com/

And I like to see that result fall in one of three categories, what I call hard offers. And they go like this. It's either you help them lose weight, you help them make money, or you help them get more sex. Those are the hard offers. Too many people come into my world coaching clients saying, oh, I want to sell motivation, I want to be a life coach. It's a soft offer. Welcome to the Empire Show.

I'm Bedros Kulian, here with my co-host, Craig Ballantyne. Here on the Empire Show, we help passionate and purpose-driven entrepreneurs like you turn your idea into a business and your business into an industry transforming empire so that you can grow your income, impact, and influence. If you're a new listener, then welcome to the show and be sure to subscribe to our podcast. And if you're looking to dominate in business and in life, then this is the show for you. Hey, Badros, you want to have a little fun in this episode? I do want to have a little fun in this episode. All right. So I'm Craig Balentine. Welcome to the Empire podcast, and we are going to give you at least five ways to make fast cash in your business. Because, hey, listen, whether you're

an empire builder at eight figures or more, or whether you're simply starting out, everybody could use a little fast cash, right? Damn straight. I'm a big believer in creating money out of thin air, and we're about to show you how. That's right. The air is thin here, so let's make some money with, first of all, referrals. What the fuck does that mean? The air is thin here. Well, the... What are we at altitude? We're not if we were in Denver. Right. We're in that thriving altitude of Chino Hills, and hey, let's... At farm town, we're... Let's talk about referrals. Let's talk about how much...

Most people, I think there's three things where people go wrong with referrals and they have this opportunity of their business. First of all, they don't ask for them. I mean, geez, Louise, I talked to so many business owners. When was the last time you asked for referrals? Oh, man, I guess I should do that or we used to do that. But then people are busy. So clients are busy, especially if you deal with the affluent. They're super busy, but they would love to refer you.

And then the biggest thing is people don't know what to say. They need the script. So what have you taught people in the past for this? Yeah, yeah. So here's what we do with all of our FitBody Boot Camp franchise owners, and here's what I do in my business as a franchise or. I'm going to teach everybody watching and listening to this right now because getting referrals is the fastest, easiest way to convert a person into a paying client or customer. Because it's cheap. One, the lead is free, and two, they come already pre-qualified and warm because they're probably coming from an existing customer or client. So I want you to remember these three words, set, meet, and ask. And I'll show you what I mean. First, you have to set the expectation. And so if Craig becomes a brand new customer or client, I would say, hey, Craig, welcome aboard. As I help you achieve your fitness and fat loss goals, can I count on you to help me achieve my business goals in helping more people in Chino Hills achieve their goals? And so I'm going to set the expectations, right?

So, Craig, if I help you achieve your goals, can I count on you to help me achieve my goals? One, set the expectations the day the customer or client signs up. Number two, meet the expectations. And so if I was running a gym or some kind of... a make money program, I would aim for a four to six week result window. So I want to meet those expectations by saying, hey, Craig, look, it's been six weeks. You've put on 10 pounds of muscle, lost 13 pounds of fat. As I said, the day that you joined, when I help you achieve your goals, you would help me achieve mine. I'm curious, can I ask you to tell your friends, family, and

co-workers about me? Now, if Craig says, yes, then I'm not just going to say, we'll go tell them, because I don't know if you're going to go tell them, number one. And if you do, I don't know if they're going to be proactive and come find me. So the best way to get a referral is to say, hey, Craig. So when Craig says yes, I will go tell Friends, family coworkers. Great, can you do a text introduction or an email introduction this week? And then you set the timeline. So it's set the expectations off the bat when Craig signs up, meet the expectations

so that you win the right to ask, which is the third thing, for the referral. And when you do that, you're going to find that getting referrals is a lot easier than you think. Yeah. So let me add to that. because a lot of people might get halfway there. Here's where I find the magic is in done for you scripts. So now what I do is I'm always asking my coaching clients to refer whenever, and I always ask them whenever they say, hey, thanks, big win,

you know, made an extra 10 grand this week, or just, you know, record-breaking thing or had more, you know, date nights with the Wi-Fi this month. And I say, great, do you know anybody else who could use that help? And they go, yeah, I know a couple of people. Go, great, here's what you're going to send them. And I do a done-for-you script. And it goes like this. And it's very similar to the email that Joel Marion once sent me when he wanted to be a,

he wanted to help me out and add value to me. So I have somebody, and I just did this recently with our friend Rob Group. And he was, he's always referring people to me. And I said, Rob, you're going to send this email. It says, first of all, hey, I just, he's sending it to this guy named Joey. And he said, hey, Joey, I just want to introduce you to my coach, Craig Valentine. So I got critical credibility right there. You know, it's now like, oh, okay, this is already Rob's coach.

It's not just some random guides, Rob's coach. And Craig has helped me do this and this. So not just one benefit, but two benefits. So now, again, critical credibility, building that rapport. Now, Craig, I want you to meet Joey because Joey is successful at this, this, and this, raising them. But I've got a position of strength already. And then he says, but Joey's doing great here, but Joey needs help with this, this and this. Oh, and he also needs help with something that we share.

together. So in some case, it might be anxiety. And Craig, I know you help people overcome anxiety because you went through anxiety. Or Craig, you know, Joey needs help with growing his fit body because I know you have multiple fit body locations. So there's a commonality. And then there's even more. Craig has a book he would like to send you. So even if nothing else, there's a free gift involved. And I'm, first of all, they think they're going to get a copy of my perfect day formula. Rob says, hey, Craig would like to send you a copy of this book. Just let him know his best shipping address and this person will give me their shipping address and I won't just send them the book I'll send them the perfect-day kit which is like all these really cool goodies so now I'm showing up

with this massive giving hand we have rapport I have critical credibility I have a position of strength and I have social proof that this person is already my client and they're introducing me as somebody new now when I got on the phone we don't get on the phone as strangers we don't get on the phone and have to do 10 minutes of that like feeling each other out sort of thing no we're we're we're right on the phone, we're right into the call, warm lead, very, very simple. Most of the time, 20 minutes and it's like, okay, we're really just figuring out which coaching program is best for you. That's the way to do referrals. Brilliant. Brilliant. And that exact thing could be sent out via email and text message. Right. You got to figure out which message is, I like to,

you know, the book five love languages. Yeah. I like to say that everybody has a sales media language. So some people, some people will contact me on Instagram and, Like this one guy from Spain who became a coach of client of mine, he contacted me on Instagram and said, can we take this the phone because I want to delete the Instagram app right now because I hate it. Some people contact me on Instagram and want to go to email. Some people want to get on the phone. Some people want to go to text message. Some people go through an email intro and want to get on the phone.

Like everybody, they might come in one way, but they prefer a different communication source. That's what I've found through the last couple of years growing this business. Really interesting. Well, listen, that was solid gold on the referral strategies. And so let's talk about the next thing, which is really follow-up. Listen, if you want to get at least, at least minimum, 25% more revenue without spending more marketing dollars, the money is in the follow-up. Let me say that again for those of you that didn't hear what I said. At least, 25% more revenue into your business without spending more marketing or lead generation dollars, the answer is follow-up.

And I call it monster follow-up. And let me explain to you what we do here at FitBoutaboo Camp headquarters and what we teach. our franchisees and all of our coaching clients as well. Monster follow-up goes like this. The moment elite comes in, there's something called recency and frequency. In other words, if I get a lead right now, how quickly can I respond back to them?

If it's four hours later, it's not as good as four minutes later. So, recency, how recently can you respond to that lead and how frequently can you respond to that lead? Because think about this, people have busy lives. They have shit to do. They are getting bombarded with information, They are having doubts about your product and service, even though they applied to become a coaching client or to buy a house or to buy that car or to get the plumbing fixed or whatever your business is.

And so Monster follow-up works like this. The lead comes in immediately. Someone in your world is notified. And if you can't respond within the next 10 minutes over the next four days. So first response is within the first 10 minutes, a phone call followed up by a text message if they don't pick up the phone. if they don't respond to the text message in 10 minutes, you fire off an email. And if they haven't responded to the email in the next hour, you fire off a Facebook message and a DM on Instagram. Love language.

Right? You're finding their love language. Exactly. And the reason you do that is, and I know what everyone's thinking right now, wait a minute, Pedro. So you do this, like, within the first day? Yeah, five ways of following up times over four days. Tomorrow morning, if you haven't heard from them, you start the same thing. phone call, text message, email, Facebook private message, Instagram, DM.

Yeah, and I know what people are thinking, oh, I don't want to send, listen, they came to you. They applied. They said, I want help. And if somebody wants help, you don't just send them one message. It's like, oh, okay, like they're busy, they're this, they're that, the other thing, don't give up. Yeah, and I'm going to tell you this.

You might think that it's, hey, this is, it's being, I'm going overboard. This is like borderline harassment. No, I call it passionately persistent. Right. You're passionately persistent for four days. using five different platforms, phone call, text message, email, private message, direct message. And if you do that over four days, see, they don't know that it stops on day four, and then that lead goes into your automatic drip campaign, right?

What they know is that by day two and a half, maybe three, they go, this person is not going to quit. They're just going to keep blowing me up with passionate persistence. Like, you're not going to be a jerk. Like, let me give you an example. If I were to call because the lead just came in, Craig Ballantin is the lead. I just saw a lead come in. I pick up my phone. Hey, Craig, my name is Beidros Kuh.

I'm calling from Fit Body Boot Camp, and we're calling from the corporate headquarters. I see that you want to apply for a Fit Body Boot Camp location in beautiful Toronto, Canada. Now, because Craig, now if he picks up the phone, the dialogue started. But if I had to leave that as a voicemail, then I'm going to hang up. Well, then I'm going to tell you a call to action. Craig, because I got your voicemail, please do me a favor and call me at this number, and I'll give you a number, and let's set up a time to you're getting to know you call. I'm going to hang up, and I'm going to immediately follow up with the text message of the same message.

Hey Craig, this is Bedros Kulian, and I'm calling you from Fit Body Boot Camp, or I'm texting you now from Fit Body Boot Camp headquarters. You apply to become a Fit Body Boot Camp owner in Toronto. We have many people who are applying in that region. What am I doing? I'm building urgency. And so if you can please respond to this text message and let me know when the best time is for us to do a getting to know you call. When I hit send on that, I'm going to go right to my email and send a very similar message and hit send. And then people go, well, wait a minute, how do I find that lead on Instagram or Facebook?

Simple. If you've got their name and email address, you can take their email address and put it in the search box on Facebook. And if they're using that same email address on Facebook, you're going to find that person and you're going to send them a private message. And now you know what they look like and you know their name. So you can go to Instagram and, of course, put their name in the search box and see their same face and go, aha, that's the person, send them a DM that same day. So now you're coming to them with five ways of smoke on day one. They're likely to respond. But if they don't, you repeat the pattern on day two. You repeat it on day three.

And I promise you, on day four, 25% more people will respond back to you and thank you. Some people might say, hey, you know what? Not interested. And that's okay. Let them go. But those who are interested now are going to pay you instead of going ghost. Because if you have a problem in your business where people go ghost and you chalk it up to always just a bad lead, no, it was bad follow up on your part. Yeah, that's absolutely amazing.

Absolutely fantastic. And I talk to so many people who give up after two emails. And it's funny, they're coaching clients of mine. And they say, I gave up on this client. He didn't respond to two emails I sent. And I went, how long did I pursue you? I go, six months. I didn't give up on you after two emails.

You may have brushed it off, said not now, maybe later. But listen, it was politely and persistently following up. That is a game shared. We also have to remind our friends here that we have a duty and an obligation. Like when someone reaches out to you, Craig. and they need better structured, discipline, and focus in their life, odds are they're not going to respond to your follow-up because if they had structured, discipline, and focus, they would follow up.

So in that moment, they had a moment of clarity. They applied for you or they sent you a DM, and if you sent them a DM or an email twice and then you just stopped following up, you literally did them a disservice. Absolutely. Like all of us have a duty and an obligation to follow up and tell the person buys or dies.

when I say die, meaning they die as a lead. They verbally tell you over the phone or via message, do not contact me again. If you would be willing to push your business that far, you would be a millionaire and have more impact influence than ever before. Oh, absolutely. That is amazing. Now, here's where I see a few other people going wrong,

is that they don't have their offer dialed in. They have a soft offer, but you have to have a hard offer. It's much easier to sell. And so I like to help people go through. an only statement and create a statement around how their program is the only statement or the only coaching program, the only business, or the only gym or the only whatever that gives a specific type of result. And I like to see that result fall in one of three categories, what I call hard offers. And they go like this. It's either you help them lose weight, you help them make

money, or you help them get more sex. Those are the hard offers. Too many people come into my world coaching clients saying, oh, I want to sell motivation, I want to be a life coach. It's a soft offer. And I've struggled with some of that in the past. And you and I were just talking about that before some of our filming here. And we figured out how I can make more of a hard offer around some of the coaching programs that I have. And it was a game changer. Let me play the devil's advocate here for a moment. Craig can go, yeah, but Craig, I've got a motivational product that I'm going to give them. Right. So how do I sell that? Well, everybody needs motivation. So we need to, first of all, we're going to deliver it. We're not going to say, oh, I'm never going to, Craig says

don't deliver motivation. Listen, they need it. They need that stuff more. They need structure, clarity, and focus, which is what I give them. But most people aren't going to say, well, I'm not going to shell out money for structure, clarity, focus, or motivation, or life coaching, even though they need it the most. Right. So you need to come around and think, all right, what gets them really excited? What do they think is the bleeding neck problem right now? Well, if I just had more money in my business, then I could save my marriage.

That's not how it works. but we can help you get more money while saving your marriage at the same time. So you need to figure out, great, I'm a great motivator, but that's not what's going to sell the product unless you have a million followers. If you have a million followers, a different ballgame. But if you have a thousand followers on Instagram and want to be a life coach and you don't have a hard offer for people, you're going to struggle and you're going to be frustrated and you might go back to your day job or something. And the reason why you go back to your day job is because it has a hard offer for you. Money. Money. Money.

Money. So we need to think about, you know, what is your unique ability? What is the thing that you can help people move forward with? How can we change the offer? How can we help them with overcoming sales issues or overcoming marketing issues using your brilliance and your greatness and your expertise so that then you can deliver that entire package for them? So I'm going to ask you to repeat the three things again.

It's a hard offer is money, make more money, have more sex, lose weight or lose weight. Which change your body, gain muscle. It's something that. Some kind of fitness. Because everyone can go, oh, I get that. It needs to be a big idea that people get immediately. And so where Craig said, you know, hey, listen, if it's a different ballgame, if you have a million followers, I say it's not a different ballgame. Because if you have a million followers and you're going to sell motivation, inspiration, mindset.

Yeah, if you have a million followers, you might sell, let's say, 2,000 units. You'll sell more of it, yeah. Right. But you'll sell 10,000 units. right of have more hard offer make more money right and what was the other one again i don't know why i keep drawing a blame make more money lose weight yeah and lose weight yeah and so again those are the hard things so you want you're like get more sex get more sex get more sex right what are the other ones again yeah that's right and but so so keep this in mind you sell them what they want you give them

what they need and so the soft offer the mindset motivation we're not saying don't do that listen And as coaches, about 60, 70% of what you and I deliver to our thousands of coaching clients are mindset, motivation, structure, focus. However, they come in through the funnel of, I need more money, or I need to improve my relationship, or I want to have better self-esteem because of weight loss or a need to gain muscle. That's exactly right. Yeah. All right. So there. Now you have your hard offer.

You can jump to – I want to jump to high-ticket offers here, the top of the profit pyramid. because the more and more I'm coaching people, in this day and age, it seems like you don't want to be in that high volume, low margin business. That is a tough game to play. The price erosion, tough, tough marketplace, especially online. You want to be working with people that are going to be high value and fewer of them. And I love, love, love this example about how you fit, built, Fit Body Boot Camp. Yeah, you want to have 2,500 franchises, but you don't want to have 2,500 franchisees. Exactly. Talk about this magic. All right, so think about this. If you're me, if you're the president of Fit Body Boot Camp, you probably don't want to have 2,500 owners, even though you want to have 2,500 locations. Because if we have 2,500 Fit Body Boot Camp location owners, that means I need a bigger staff here at headquarters. And that means I have to have a higher payroll, higher expense, more walking, talking time bombs, because not every single employee is going to be a unicorn. We do our best to make sure that every single team member is a badass. Yep. But if I had to double and triple my

team size, odds are, I'm going to have some donkeys and not all unicorns, right? So my goal was to have 2,500 locations by the year 2023, but have under 1,000 owners. For that to happen, I had to figure out high-ticket sales at a whole new level. Now, check this out. Whether you have coaching, consulting, you have your own version of a franchise, some kind of a licensing program. Already, Fit Body Boot Camp is a high-ticket program. It's a $30,000 buy-in program, and then $1,000 a month for seven years. Smoking deal, if you're looking to build a fitness business. But again, since I don't want to just have 2,500 owners with 2,500 locations, when a new franchisee applies, and they're on the phone with us, the very first thing we do after we qualify them is we say,

hey, look, I see that there's three or four more franchise territories available around you, Craig. Yeah. So you applied for that one territory, but are you interested in having multiple locations down the line? And so we'll ask that question. Now, eight out of 10 people who apply are interested in having multiple locations. They just want to start off with one and ultimately have more. So if you said, yes, I am interested, we'd say, well, right now there's three other territories available around where you are. If you wait to gobble them up, it might get sold while you're building out your first location.

So would you like to add those other three territories on for only half the price? And so we go from a big ticket to a bigger ticket offer by asking the match. questions are you still interested or are you interested in a bigger outcome right so if you've got a coaching consulting business and someone signs up for it you might say look are you interested in getting even faster results in the amount of well for example here you know we have the one-day workshops yeah soon as somebody signs up for that they go right to an offer for half the price of phone coaching bonus like hey let's see perfect you want you want custom programming with Craig, phone coach it. Yeah. And that was like 7,500, you get on the phone for another $3,500 for

for a package of phone calls. Specificity. So, and this is where we were going here, when you have a very specific offer like that, because the coaching program that you have is in a group environment, right? Yeah, yeah. And now all of a sudden you're saying, hey, look, for another $3,000 or $3,500 more, do you want to jump on the phone with Craig? Well, the answer is going to be yes. Right? So you're making more money. They're getting more specific solutions to their problems. And follow up. Yeah, and follow up. It's a win-win for all. Yeah, absolutely. So the top of the price pyramid is where you want to operate because even if you had a low level product, even if you had an entry level product, you're not going to make your profit there because you're spending pretty much in most cases you're just doing break even to get those customers, whether you're doing affiliate marketing, whether you're doing paid ads. Then you have a higher level above that. You make about 20% profit margin, but it's really at the top of the pyramid where about 5% of your people, 10% of your people are going to buy your highest offer. That is where you're going to have the highest profit margin. in your business. It's going to be a game changer. Now, I know people are probably watching or listening to this and saying, yeah, but I just have

some kind of a group coaching program or maybe I have a program where it's $200 a month and I get on the phone and I tell them what to eat or how to exercise. Listen, if you walk onto a Honda, Toyota, Chevy Ford dealership and you're going to buy one of their car, let's say a Honda Accord, they have like four different variations of the Honda Accord. There's always 10 to 20% of the population that wants the best version of the Honda Accord, the XE version or whatever it is. And so if we know that society is willing to pay, at least 10 to 20% of society is willing to pay for your flagship version of your product, why not offer that, right? So if you have a $200 a month or $100 a month coaching program that you sell, 10 to 20% of those people are willing to pay another $30, $40 a month or maybe even a one-time $2,000 fee to fly out to you to work one-on with you for a day and then fly back home where they actually had the hands-on specific experience. Yeah, I have a couple of coaching clients in the nutrition coaching space where they have a $400 a month program and they have an $800 a month program.

And they did a promo using the five emails, which I'm about to teach you. And they got so many people to take the higher level that now they basically cut their client load in half and they're serving less people, but serving them on a higher level, but working less and it's much more profitable business. All right. So five email thank you series. If you have an email list and you sell products, if you sell services, if you sell coaching, you can use these five emails to bring in some fast cash, whether it's to start the year, whether it's to end the year. You can make this some really, really great profit here.

And it simply goes like this. It's simply a thank you sale. So you're going to send five emails over the course of three days. I always like doing these. I'll be smiling at me. It's so funny. Make me a little nervous. So five emails over three days.

And you're launching somebody with a thank you. launching something with a thank you sale. So maybe it's a new coaching program, maybe it's a new course, and you say in the first email to people on day one of the three-day sale, you say, hey, listen, I just want to thank you for being a follower, a fan, a reader, or a loyal client, whatever it is. I want to thank you. You're really awesome.

And it's really great. I'm able to live my dream here and give out great information. I want to thank you for doing that. But I also want to thank you for all your questions and your suggestions about opening up this new coaching program, this higher level program, or creating this new product, this new service for you. So many people have been asking me about this, and I want to thank you for giving me the encouragement to go and do it.

And there you're seating. You're like, oh, we recommended this. Therefore, we must want this. So that's the first thing. Plus, people are saying thank you and everybody's happy. So the last couple of months, I went behind the scenes and I was working. I created this product or service. And again, I want to thank you for encouraging me to do this because if it wasn't for you,

I might not have done it. And now it's ready. And I want to share it with the world. So we're having a very short three-day, you know, pre-launch sale or premier sale or whatever it is or a thank-you sale. And the price is never going to be this low again. And we'd love for you to take advantage of it. And you give that offer in that first email that day. Now, the second email that you do that day is going to include the same type of verbiage.

You know, thank you. I just want to thank you again for telling me to go and create this new coaching program. Again, it's only at this price for the next couple of days, but you know what, I love you so much. I went and I was thinking, what else can I do for you? I created a fast action bonus that if you join the program today, if you buy the product before midnight tonight, you're going to get access to this fast action bonus. And it could be a webinar, it could be some extra video training, it could be some checklist, whatever it is. Could just be another phone call with you, but they only get it if they sign up by midnight. So you get about 35% of your total orders on that first day.

And then the second day, you kind of back off a bit on the promotion, and it's just a content day. And so you might make a video for them or write an article for them, and it's just really great content. Hey, thank you so much for encouraging me to create this. I wanted to share this really awesome piece of content with you. And here it is. And it's either, again, a video or an article. And then at the end, a very soft pitch. Hey, listen, if you like this, I just created this new program based on your suggestion.

Again, it's all comes back because if this was my suggestion in the customer's eyes, then clearly I want it, and I should go and get it. So if you, you know, thanks again for suggesting this and for encouraging me to create this content. And if you like this little piece of content, just imagine what's in the entire course and entire coaching program. Thank you so much. We have in this sale. It ends tomorrow, so make sure you take action today. Great. So now you got three emails done in two days, and on day three, you go to email number four.

We're going to have a little fun here on email number four on the morning of the third day, and we say, hey, here are the top 10 reasons why you need to get the new program. Top 11, top 17, top 21 reasons, right? Just have lots of fun. You sprinkle in some funny ones. You sprinkle in some serious ones. And, you know, by the end, you just say, but, you know, number one reason you need to get this is because it solves that problem. You really wanted this program because it solves your number one problem.

And this is the last day of the sale. So make sure you take action on it. And then you send a fifth email on that, this is a second email that third day, fifth total email, and you say, thank you so much for encouraging me to create this program and to have this sale, but this is the last day of the sale. So just make sure you go and get it before midnight. The price increases 20, 30, 100 percent tonight at midnight, and the bonuses go away. A real quick, short email. Now, if you're an aggressive marketer like me, you might send another email, very similar to that.

just rescind it a couple hours later, and you'll get about 50% of your sales on that third day because as humans, we have this stupid human trick called procrastination, and people will wait. So I've had over 100 product launches in my career, and I'm still to this day amazed at the volume of sales that come in from 6 p.m. till midnight on the final day. So that's why you have to send at least two emails, if not three emails, on that third day, the deadline day, to get all these sales. And it doesn't matter if you're selling really expensive stuff. Doesn't matter if you're selling the high volume, low margin stuff.

This five email series is a game changer, and it'll give you fast cash. You just take something out of your product vault. You just add a quick new six-week program, and you can get that cash, which will then allow you to fund and fuel so much other stuff. You know, I'm really glad you told our audience that you've had over 100 product launches, because I know there's skeptical people sitting around going, does this really work, just harassing people with email? You're not harassing. This is a very strategic formula that Craig gave you, number one. Number two, most of you who are probably watching this right now are listening to this.

And if you are only on Instagram, I'm going to bet dollars to donuts that you don't even have an email list. I can't stand it when people say they don't have an email list. And so when I was speaking in Dallas two weeks ago at the Icon Meals little summit there, and I mean, there was influencers that had half a million. So I kind of baited them. Yeah. I said, hey, you know, if you have 100,000 followers or more, raise your hand, and almost every hand went up in the audience. Wow.

Yeah, I mean, these were like major influencers that Todd, the owner of Icon Meals had invited. Obviously, they promote his product, right? Well, if you have 200,000 followers, and a few more hands went down, if you have 300,000, 500,000, there were still about 20, 30 hands up. Wow. 500,000 followers. Now, I said, by the way, if you have 100,000 people on your email list, put your hand up, no hand went up. If you have 50,000 people on your email list, no hand went up. If you have 10,000 people, three hands went up, right?

If you have 5,000 people, I think like six or seven people went up. So my point is that you might have the following. See, you can't put five aggressive posts on Instagram like this. No. Like the five email sequence that we have here, because you would just be an absolute jerk to do that to like club people over the head. And no one's going to watch five aggressive stories in a day. Exactly. But you can't.

So your goal should. be if you have a massive following on Instagram, let me tell you this. You're leaving millions of dollars on the table by not moving people from Instagram onto your email list. So just create a page like manup.com that has an email opt-in on it. What's a good opt-in page that you have that people can model? Craigbalentine.com. Okay. And also go look at Craigbalentine.com. And, you know, if Craig wanted to, in his stories, he can say, hey, guys, this is Craig on Craigbalantin.com. I'm giving away a free course where you can put in your email address and get the free course on being more productive, more focused, and having more energy throughout the day. And people go from

Instagram to his website. They give him his email address. And now they're on his email list, getting drip-fed content so that when he wants to do a five-day or a three-day promo using the five emails that he shared with you here, he can. And this is a very effective way to gaining fast cash. Yeah, absolutely. All right. So let's finish off here with just making sure that the call to action is proper. I mean, most people are doing stories and that they don't make a call to action. writing emails, no call to action. You're doing presentations. There's no call to action.

They're doing YouTube videos, no call to action. So I like to say there's a three-step call-to-action that you tell them what they get, how to get it, and why they need to get it now. And most people are, if they do a call-to-action, they're good with, hey, I know I've got this program and you can go to this website and get it. Okay, but remember our stupid human trick, procrastination,

we're not going to go and get it because there's no reason why. So I always make sure it's not just the how, it's not just the what, it's the why. You need to get it today because I only have two more spots left in my coaching program. You need to get it today because the price is going up. You need to get it today because Friday's coming up and you're going to gain weight over the weekend if you don't have this thing. So it doesn't have to be about price and it doesn't have to be about limited number. It can also be about the time of day or the day of the week or the time of the years so that people

will go and take action. And if you just improve your call to action, again, this is a no-con. cost thing. It doesn't require you to put money into Facebook ads. Doesn't require you to buy an email service even. It just is improve your call to action and you'll bump your sales up 10 to 20% I think. Yeah. So for those of you that are watching and listening and you're like, yeah, but I think I do give a call to action. Let me tell you that you don't. And here's why. I see 99% of people because I'm a stalker. I like, I creep. I creep on your shit. I'm up on your YouTube and Facebook and Instagram. I'll get on your email list. Stay on it for a couple weeks. And then I'll get off. just to see what you're doing, right?

And I don't see people giving a call to action. What they do is they give what's known as an implied offer. An implied offer might be this. Hey, Craig, so I've got a personal training program. You could either do two times a week or three times a week, and both of these will get you amazing results. What do you think? That's an implied offer.

That's not a call to action. What do you think? Well, he might say, I think I've got to go talk to my spouse. I think I've got to go check my finances. I think I've got to go pray on it. I think I got to go and think about it further. If I were to say, Craig, I've got a personal training program here for you, two times a week or three times a week, each of these, either one of these will give you amazing results. Which one of these two can we get you started on today, Craig?

And then I shut the fuck up. Then Craig is going to choose one because I gave him an A&B option. And I said, which one can we get you starting on today? Now, he might still say, I need to go home and think about it. I need to go pray on it, ask a spouse, whatever. But by saying which one can we get to start on today and given an A&B option, he's a. more likely to pick one than give an objection. And so remember, you're not necessarily giving a direct call to action.

Now, if I wanted to take that specific call to action and 10x that, I would say, and by the way, Craig, whether you pick the two-time-a-week program or three-time-a-week program, if you can make that decision today, like I asked you, I will add an extra training day each week for the first month to get you faster, better results. Now I put in a sense of urgency implying that if you were to say no and leave, you lose that extra four training sessions that month, right? And so again, this applies to coaching, consulting, selling a franchise, whatever it is. In our franchise business, we say, hey, look, you need to think about it. That's okay.

Go think about it. But first of all, I need you to understand. We get 39 applications a day every single day for Fit Body Boot Camp territories. And so if any one of those are in your community, you might lose that territory. So we will hold it for you for seven days, and that's it. Our sense of urgency that we give people is we understand. You got to go talk to a spouse, a financial advisor, about opening up a fit body boot camp location. But we'll hold that territory for seven days, and after that, we've released it.

Because if we don't give a time-sensitive urgency component, people will just go, well, you're going to hold it forever. So I'll just go take my time and procrastinate. Right. Stupid human trick. Stupid human trick. Amazing. Amazing. So listen, I know we usually ask for a five-star rating and comments and stuff like that, but

This time, I also want you, after you've taken the advice from today's Empire show, and this might be one of the most valuable ones we've ever done, because it's also going to give you fast results. We want to hear from you on social media through our Instagram, through our Facebook. We just want to hear from you about, hey, Craig, that referral script that you guys gave me, extra $10,000 this month. Going and doing those five emails, another $20,000. Whatever it is, we want to hear specific results from you.

We really, really appreciate it because this has been one of the most fun empire and most valuable Empire podcast we've ever done. Amen. Thanks for watching and listening. And remember, give us five stars, share, like, comment, tell you, your mama, all that good stuff. See you later. Hey, thanks so much for being here for today's Empire podcast show. We would love for you to do a quick little favor for us. Just go to iTunes and give us a five-star rating. Leave a comment, share it with your friends. And if you're interested in growing your business faster, go to bedroskoulian.com forward slash empire. Fill out the application to see if you're a good fit for our Empire Mastermind Group.

Thank you.