I am Charles Schwartz Show - Get Sales Without Ads

Episode Date: May 1, 2024

In this episode, Charles sits down with Tyler Wagner, the mastermind behind the company Authors Unite. Tyler shares his strategy, the Infinite Partnership System (IPS), which has propelled his business to 8-figure heights. Prepare to take notes as Tyler reveals the simple yet powerful secrets behind his success. Discover how Tyler leverages the power of partnerships to tap into an endless stream of clients, without relying on traditional sales methods. Learn the art of creating win-win collaborations that multiply your reach and impact. Tyler’s unconventional approach challenges the status quo and proves that building genuine relationships is the key to unlocking exponential growth. Through candid stories and practical insights, Tyler and Charles dive deep into the transformative potential of the IPS. They explore the common pitfalls entrepreneurs face and reveal how to sidestep them by focusing on creating the best possible product or service. Get your pen and paper as Tyler shares the exact steps he took to build an unshakable network of partners, even in the face of initial skepticism. Whether you’re a seasoned entrepreneur or just starting out, this episode will equip you with the tools and mindset needed to skyrocket your business growth. Prepare to be inspired, challenged, and empowered to forge your own path to success through the power of infinite partnerships. Key Takeaways: Learn the simple yet incredibly powerful strategy that propelled Tyler’s business to 8-figure success Master the art of creating mutually beneficial collaborations that may lead to a consistent flow of clients Discover the secret to building genuine relationships and crafting exceptional products for exponential success Head over to https://podcast.iamcharlesschwartz.com/ to download your exclusive companion guide, designed to guide you step-by-step in implementing the strategies revealed in this episode. Key Points: 2:51 Identifying top partners 5:31 Inherited trust mistake 7:10 Leveraging website contact forms 9:35 Effective partnership process 10:43 Drive business partnership 12:55 Importance of testimonials 16:19 Sales call strategies 19:00 Leveraging partnerships 20:03 Competitive advantage through relationships 21:51 Collaborate with service providers 23:04 Biggest mistake in business

Welcome to the I Am Charles Schwartz Show. In today's episode, we are going to discuss how you can scale your business and get more clients without ever spending on ads. Our guest for today is Tyler Wagner of Authors Unite. Tyler dropped out of college and went on to create an eight-figure business by ditching paid ads. In fact, he thinks they're totally useless,

and he's here to tell us why. Now, I've got to be honest. Tyler has proven me wrong more times than I can count. He's one of the few people on this planet who has repeatedly kicked my butt when it comes to business strategy. So I know this episode is going to be packed with some seriously valuable tips and strategies. Tyler is going to reveal why paid ads are a total waste of your time and money, his proven strategies for getting other people to sell for you, and the secrets to building partnerships that generate massive consistent income. Enough talking, let's get into it because the show starts now.

Welcome to the I Am Charles Schwartz Show, where we don't just discuss success, we show you how to create it. On every episode, we uncover the strategies and tactics that turn everyday entrepreneurs into unstoppable powerhouses in their businesses and their lives. Whether your goal is to transform your life or hit that elusive seven, eight, or nine figure mark, we've got the blueprint to get you there. The show starts now. I'm with Tyler Wagner, one of the few people on the planet who have consistently proven me wrong on almost every single thing that we've ever done. Welcome to the show, man. I appreciate you coming on. Thanks for having me, man. Pumped to be here.

When I first met Tyler, and this is cheating because we're friends, when I first met Tyler, he brought me his idea and I was like, oh, he's going to do XYZ and I was like, it's not going to work. Go away. And then he also told me about this thing called Bitcoin and it was going to work. I was like, nah, it's not going to work either. So both of them are proving me wrong. And Tyler has now made an eight figure business in his business. And there's a specific way he does that. And I'm going to share exactly how to scale his business from an individual who, um, well, didn't finish college to now is an eight figure business. So what do you call that? I know you have an acronym specifically for this. How you did it. Yeah. So we, we call it IPS, which stands for infinite partnership system. Um, and yeah, I'm happy. We'll go in full detail,

you know, exactly how we do it for sure. So a lot of people think when you're doing this, it's about just sitting on the phones for 16 hours a day and being relentless and doing all that. And I know a lot of people that do that, not as effectively as you are, but there's a lot of people put the energy in, but they still don't get the results. And I've obviously used IPS before. I know the power of it. So let's walk through a general overview. What is the IPS? Kind of like eight to nine steps. What are the things of how it works? Yeah. So first thing is you want to identify who could be your top partners, right? So I'll use my company, Authors Unite, as the example. It's just the easiest one for me to use. And it's actually like infinite

partnership system and evolved out of Authors Unite. I was doing something that was growing our business and I didn't even realize what I was doing until after money started coming in. I was like, oh, we should do more of those things. And then it started to work really well. So let me start here. So Authors Unite, we write, edit, publish, and market books. That's basically, we offer different things, but that's the core of what we do, hyper-focused on marketing books. So that's what we're known for in the industry. So the first thing that I came to realize is we had a publisher that had referred us over a million dollars in business in a year. And I was like, okay, if I get 19 more of those, we have a $20 million business. So then I started the hunt of basically

reaching out to every book publisher in the world that speaks English. And unless they created their publishing company a week ago, we have reached out to them. And even if it was a week ago, there's a chance we reached out to them as well. So regardless, we scaled that. And now we have over 40,000 affiliates in total, but book publishers was one target. They offer complimentary services as we do. There is some overlap, but we're not looking at how it's competitive. Our selling point is, hey, you help people publish. We can get them on the major bestseller lists and we'll give you commission if you refer to us. So let's partner up on this.

And then some other examples are ghostwriters, editors, PR agencies. We have like two, 300 different keywords that we go after. So it's first identifying who could be your top partners that offer complimentary services and have a large pool of your clientele? In my case, it's authors. Next part is that how do you get all their data, right? So in our course, we provide tools of how do you basically get all their information and reach out to them and not be limited to the amount of reach outs that you can do. And I know, I think that's one thing we had talked about in the past, Charles, with like, there's a lot of different methods of reaching out to people, but most of

them there's limits, right? Like LinkedIn, you can only do a thousand a month, Facebook, Instagram, you can only do about 50 a day. But with our strategy, it's unlimited. You can literally reach out to as many as you want. And then so just so you want me to go through everything right now just like delay it a couple things i'm going to interrupt you on because yeah i know i've got to be chomping at the bit one of the first thing is it's not infinite you know public partner it's partnership and that's a big part of this you're not going after your customer and what you're doing is you're going after the people who are already in service to your customer so you're leveraging the idea of klt you're you're that know, like, and trust from someone else. So if I walk into a room and

I try to hit on so-and-so, it's going to be hard. But if I walk in the room and you walk over to her and say, hey, this is my buddy, Charles. He's a great guy. It's going to be easier. It's called inherited trust. When we're using this in the world of human behavior, it's called inherited trust. So one of the biggest mistakes that everyone does is they try and go directly after the customer. Don't do that. Go out and create a partnership with someone where it's a win-win,

where you're providing exceptional value. And again, in your world, the marketing, you're the best in the world. There just isn't anyone else around it. Yes, I was wrong. I'm publicly admitting it. Yes, you were right. I was wrong.

And you've done this because you created partnerships. And then you started talking about that there's ways to go after people. There's ways to do it unlimited. And I really want to jump on that because everyone's like, oh, I'm going to send Facebook messages or I'm going to send out LinkedIn messages or any of that. So how comfortable are you sharing with unlimited? Because I know there's two things I'd love you to share, how you do it unlimited and what exactly you say, because it's not enough. There's so much more to the partnership program, but I think if people just have those two

things, they'd be like, okay, this could get them started to scale what they're doing. Oh, totally. Yeah. So the, the way we reach out mostly, and we, everything I just mentioned that has limits, we do reach out in those ways. We just, you know, we do it until the limit stops us. Um, but the other way we reach out is those ways. We just, you know, we do it until the limit stops us. But the other way we reach out is website contact forms. So this is like, you know, I think about IPS, it's just like

the most basic thing in the world, but it's to me, and maybe it is to me just because I've done it for so long, but it's just overlooked. Like how many people do you know, reach out to website? And I'm not talking about like on the homepage, like the you know the button topped in i'm talking about the literal contact us form nobody uses like no way um except well we we use them like millions of times so the only reason people have them is like for us or something i don't know but like for you and yeah there's literally like no there's no spam or no limit like you can do those unlimited. Now it does take, I mean, I'm actually, I'm sure this might sound crazy to your audience. I'm sure there's AIs that can do it, but I actually just have now, I mean, it could be

over a hundred virtual assistants that are now doing these, uh, reach out. So like, I don't know, there's so at least dozens, I have a ton of them. Um, and so, and again, I had known you long enough. I remember when you did this yourself, I remember going, Hey, let's get on a call. Hey, this is like, dude And again, I had known you long enough. I remember when you did this yourself. I remember going, hey, let's get on a call. Hey, this seems like, dude, I've been on the phone for 16 hours today. I can't talk to you. I'm like, yeah, but you've done that for the last three months. You're like, yeah. So when people see the end of this, they're like, hey, okay, this seems really simple. Just reach out on contact forms.

You still have to be relentless. You still have to be disciplined and you still have to know what to say. But a key portion of this that pivots is it's a partnership. You're not reaching out to your prospective client. You're reaching out to the person that's already working with your client. It's a partnership with it. So someone goes on, they find the forms, they spend the energy. What the hell do they say? What does the opening thing is like, hey, I like flamingos?

Or what are they actually saying? What is the keyword? What is the phrase that works for you better than anything else? We haven't tried that. That won't work well, actually. So I'll let you know on that one. I'll test it. So we say the same thing every time. And I will actually say we've been testing some new things out just to see if it converts higher, but so far this is the highest converting. So the subject just says potential collaboration. And then it says, Hey, their name. So it's

personalized. And then it says, I think there might be ways we can collaborate. And literally, and then at the bottom, we just put our, whoever the person is, the name and then authorsunite.com. So it's one sentence literally in the body. And then what it does or what I think it does, I'm not like a psychologist or anything, but I think it perks curiosity in their mind. And then most of the time they'll reach back out and say, I'm open to collaborating. Tell me more, what did you have in mind? And then I can go in. The response to that is, I was thinking we can refer people to each other. If you're open to a short intro call, here's my schedule link.

And then that is authorsunite.com slash whoever the salesperson on my team is their name. And then we can go, and then that's retargeted. There's a pixel in that link. So they go to book it. And then when they book it, by the time they get on a call with our person, they've seen like 30, 40 video testimonials all over social media. And then they're basically, it's already like a done deal on the partnership by the time they're on the call with us. So that's kind of the process there. And there's more tools, software and stuff that we use, but that's kind of a short process. Yeah. So, well, the thing is that I can, I can explain this to you and the audience. What you're doing is you're actually meeting their need. Everyone talks about this all the time. Okay. I want to

be vitamins or do I want to be Advil? You always want to be Advil. You don don't want to sell hope you want to sell the ability to eliminate pain so by reaching out and telling the person hey this is a potential partnership all they read was you want to make more money that's all they saw so like i'm gonna reach out to you he's not trying to suck me he should make me more money oh partner with solid you're gonna make me more money i'm always gonna answer the phone call on are you gonna make me healthier you're gonna make me more money that's it because it comes down to three things. The only thing that's a part of your brain that hasn't evolved past a lizard that cares about is, can it make me more money? Is it, can I eat it?

Or can I fornicate with it? That's it. If you're going to snap the energy, it just comes out of the loose things, right? We know that. If it's going to, can I eat it? Can I make babies with it? That's it. And if you can snap into that, which is what you're doing you're going hey potential collaboration you're not hey i want to try and

sell you something you're not hey i have this great product for you you're saying i want to collaborate with you i'm gonna work with you i'm gonna drive business to you that's a partnership and it's a different ball game and i know it sounds really simple for 99.9 of the people but i can stand here as one of those people that stood in front of you. I'm like, that's not going to work. And it works because it is so simple. So, okay. So you break it down, you start the IPS and you track them down and you have a wall, a horde of VAs that are going to attack for them. And they're handing out this very complicated message, which probably everyone's now rewound this podcast or written it down a couple of times. Once someone gets on the phone or the things you run into when they

schedule the call, when they're, and again, I know there's a lot of tools that we're skipping over. Cause you just don't have enough time in there. What are some of the tools here? What are some of the conversation? What are the,

some of the, you know, cause yes, you have a wall of testimonials. You do. And I'm one of them. I'm on your website. I hate that.

You're actually our main dial, the website. You're really on it. And I hate that picture so much. One day we'll reshoot it. Send me a better one as you want i like it from the day i become a wall shooter on my screen so i get it um once you give them a call yeah how important is the camera how important is the background how is important what you're saying do you show up in a t-shirt and be dressed up how are you showing up when you do show up to those calls well okay so funny thing is so some of my team members do zoom calls i actually still just

do old school phone call because i i'm a guy that just be i like to be t-shirt boxers or sweatpants so i'm just being honest about that so getting ready and doing video for every you know because you know the volume i was doing i was doing like literally a hundred a week. I used to do Monday through Friday, 20 calls a day. Now I just do one day a week, but regardless that would, it's just a lot to do video for me. So I was just doing calls, but I think the big thing with it is, is I always, and my team, I've told my team this too. Like you said, when they read that message, they're thinking of making more money. So when you get on the call with them, you always want to start with asking about who they are and what their business is and

thinking of ways you can refer to them. So that's how I always start the conversation is, even though the truth of the matter is, I really want them to refer to me. And there are some chances that I refer to them, but the truth of the matter is like with over 40,000 affiliates, I can't refer to all of them. I mean, it just wouldn't make any sense. But I want to understand who they are, what they're offering and see how I can refer to them and let them know that there is opportunity that I might be able to refer to them. And then after I say that, then they'll normally pass it back to me and be

like hey that you know nice of you to ask let me see how i can help you too right just like reciprocity i guess and you could probably go more into the science of that or something but i'll say i don't have to do the experience on it so yeah you know i've used the ips before and we talked about it and i've held you with there's two things. For those of you who are not watching the video, Tyler is a gorgeous, gorgeous man in a three-piece tux right now on a book. I'm not. Tyler looks now like he does all the time. He's in a t-shirt, you know, there.

That is the style. That's just who he is. But I can tell you having used the IPS and having, you know, just it sells techniques where someone will come on and I will just try and just learn everything about them. Tell me what you do. And no matter what they tell me or what they do, it is the most amazing thing that I've ever heard in my entire life. I'm like, you're in it. You cook food? I've never heard of

that before. You provide nutrition. Oh my God. All of my clients do that. And I'll just keep asking them for very specific details. I'm like, tell me more. I'm taking notes and all of this. And I'm like, that's amazing. I'm like, oh, great. And then they're like, wait, what do you talk? What do you do? I'm like, oh, I do X, Y, Z. You know, I, whatever it is. I, I write the podcast. I, I write that you're a top 10 book. I've read you, help you write your book, whatever that is. I'll be like, wait, I just do this. By then they're so hungry to get in reciprocity with you, to help you out. They'll be like, oh my God, Charles is such a great guy. I need to help him out. And if you're offering to set up in Charles is such a great guy. I need to help him out.

And if your offering is set up in a sentence that is so good, they're going to automatically start referring you like crazy. When we did this, and I've used this in the past, again, I don't let people come on who I haven't used and worked with in the past. It works. And again, I didn't think it was going to work for your industry. And what was wrong? I started eight figures in here, bastard. So I didn't think it was going to work the way you did it and that's the real secret because most people

will get on the call i'm like ha well i can i can write your book and i can write your book for i can ghost write i can do this and that don't do that do not do that make it about them first because again you're trying to develop a partnership with people first and again it's a very complicated way of doing it. I think we can collaborate. Oh my God, what did you do? This is what I do too. It's not complicated. I mean, yes, there's a lot more steps and there's training and there's all

of that, but the actual closing process, and you skipped over this, is so powerful because your testimonies are already there. If someone Googles Tyler Wagner or Authors Unite, they're going to get walls, like one really obvious picture for me, but walls of amazing testimonials

that have already done the selling for you. And that's a secret most people don't do. You need to have your social media and everything else that sells it for you. I sort of have a question. How many people, when they get on a call with you, that have now been referred to you, now that you've used this system,

how hard is it for you to close normally at this point? Well, dude, that's what's so weird about our company and the level we're at is I, even myself, I'm going to group myself in with all of my people on my team that do sales. We don't have one like hardcore closer. Like I wouldn't consider any of us likeers or even masters at sales. I've read a lot of sales books, but I don't follow any scripts as far as on the sales call once it's referred. Literally, it's very easy. I think it goes back to what you said because we're borrowing the trust from the partner. But when I get on with an author and it's a true sales call, I just ask them like, Hey, like, what are your goals? And like, where, like, what's the dream outcome for you

with your book? What are you trying to grow your business? Is it book sales? Like, what is it? They'll tell it to me. And then if I can guarantee them to get them there, then I'll offer it to them. Or if I can't, then I'll just say, Hey, I actually can't do this, but I have a guy or a girl that can do it. I'll refer you to them. Right. So I don't know. To me, I think. And look, I think there's a lot of great sales stuff out there.

And I think a lot of it works. Right. Like people have studied sales over and over again. But to me, it's just like the person has a problem. And if I can solve it, I'll offer the service and then they buy it that's all it is i don't know um what there's a couple things that you do really well which is first off you walk in a room everybody loves you this is a gift that that's a innate if that you have i don't know i'll take it oh it has that innate gift but more importantly there's little things

and you don't know you that you know it you just say it you articulate it really well where you come up more and say hey if i can give them a solution to their problem i'm gonna give them a solution to their problem but i'm also going to make sure that if i don't have a solution to the problem i'm going to give them something that they go with i'm going to create their relationship like hey you know what you know what i can't do that yeah i know you wanted to go and learn how to fly to the moon i can't get you there but i know what mass is and here's a contact wanted to go and learn how to fly to the moon. I can't get you there, but I know what NASA is. And here's a contact over to ask. And I go talk to them. They're going to go help.

Yeah, and I can't do that. And what will happen with that is that involvement over and over, doing 20 calls a day, all of a sudden, somebody's going to know somebody who knows somebody. There's a really small world. I know there's millions and millions of people out there, but it's a really small world in the communities, especially in your industry. And they're like, hey, I'm talking to these people over at Authors Unite. Talk to this guy, Tyler. She seemed like a really nice guy. Oh yeah, I talked to him like three, four months ago.

He was great. He held me up. He got me in touch with da da da. That's part of the sales process. Because again, you're not, if you're, you know, there's this old idea of ABC, always be closing. Don't do that. I know it's horrible to say that.

They teach you that. Always be closing. Don't. Always be building a relationship. Always be partnering up with them. Always be trying to be in service to them because again you proved it you're doing eight figures a year so how do you do it through this well i just want to mention one other thing there and because i've told you this before there's been occasions where literally

six different partners and this has happened like three or four times now six different partners, and this has happened like three or four times now, six different partners have referred me the same person, right? So imagine that, like if you build enough partnerships in one industry where you have, even if it's just more than one, just two of the same people refer the same, or two different people refer the same person, dude, that person's closing, let alone six. Like If six different people in the book publishing industry refer me an author, if that person doesn't close, then that person just, that person ain't buying anything. You know what I mean? I'm like, no, I'm buying. So I think the other thing that's powerful about this is while you're doing this,

you're building relationships. For example, I know, and we know this, I know everything that you do and I could do everything you do on my own. I could absolutely do what you do. I've got the technical background. I know how you're, I've seen underneath the hood. We've shared enough with each other. I know how not beat you because you've spent all this time building these partnerships and these are based on relationships. And that's what gives your competitive advantage where you're going to get those six to nine to 10 to whatever people that were referring you. Because at this point, as you mentioned before, how many partners do you, how many have you done this for? How many other people have you made money for in this dynamic? Because when you're doing the IPS system or you're doing any sort of relationship where you're giving a partnership, be it affiliates or sponsors or any of that, make sure you're giving a kickback to that specific deal. You're going to work with ABC company. Hey, ABC, thank you for referring me. We have a flat fee of X. Whatever that referral

back to you is. We're going to give you 5%, 10%, 20%, whatever it is. Try to be more than the average because you've done that and And because you're a good guy, even though I know how to do exactly what you do, I could not defraud. There's no way. You know, it's crazy. I just thought this could be like a quote. It's like, by not competing with anyone in your industry, you become like, I don't know what the word is, but you like become not competable with, you know, like that's kind of what you were like, go with not competable with. Yes. For the did graduate college we're gonna go with not competable with i don't know how to word it but i just had a realization it's like because like i mean yeah

untouchable yeah because like facebook ads all that stuff's great but once you turn it off it's over right whereas with this if even though if somebody came in and could even maybe even do, let's just say they could do better than I could do, they still would have a hard time competing with me just because I've already built the relationships with everyone. that may never be like change like there's time that needs to be dedicated whereas like there's software stuff like that with like gathering data all that stuff will be easier and easier as time evolves but with relationships you got to put in the time like i don't see how it'll ever uh you can't fast track that like it's just not possible read here yeah and you're gonna put it you're gonna put in the energy but also also you got to do this, and this is important. Everyone's going to, and this is a mistake with people who try and use this method that we've taught this to and we've shared this with before, is they go, oh, I have this great

way. I'm going to go collaborate with someone who's my customer. Don't do that. Never collaborate with someone who is your customer. Collaborate with the person who's already in service to your customer.