Listen as these member share their business goals and get help reaching them.
Listen as these member share their business goals and get help reaching them.
Dane:
Hey guys and welcome to season three, Start From Zero.
Speaker 2:
Thumbs up. Lets do this.
Speaker 2:
(singing)
Dane:
You're about to watch multiple people at a time get coached on how to start a business from zero.
Dane:
Some people need emotional support. They're overwhelmed and they've had past failures. Some need strategy. They're beating their head against the wall. Some need tactics. They want to know what to say or do.
Dane:
These episodes are unique. They're vulnerable. They're weird. Many times people come to me with a question but they need something entirely different. In these episodes you'll see me combine my 15 or so years of business experience with a little intuition and mindset training to help shape these folks into powerful and confident entrepreneurs.
Dane:
Now we've had 15 millionaire students and counting, so we know this stuff works. Now make sure you're sending these folks love while you listen, because that stuff matters. We're becoming more sensitive as a society and we can feel these things even if we don't know it. Let's get to the episode.
Dane:
Welcome to this episode. We're welcomed by hopefully five members. We're currently three, maybe two will show up maybe a little later but we'll still be able to squeeze them in. We've got Adam, Joel and Monica on.
Dane:
Adam, can you tell us your big goal for this call?
Adam:
Yeah, sure. Briefly I think I've shared a little bit with my new coaching business in that I've had a hard time committing to who my ideal client is so it's impacted my messaging and so what'd be great is to get real crystal clear on committing to the ideal client and then coming up with ways to invite them into coaching.
Dane:
Wonderful, wonderful. Monica, how about you? What's your big goal for the call?
Monica:
My big goal is to, I guess, discover what's in my way. I have an eight week program that's working really well, but getting my sales message out there. Creating a sales and marketing plan to bring people into it.
Dane:
Wonderful. A sales and marketing plan that ideally addresses what might be in the way for you mentally?
Monica:
Yeah.
Dane:
Or how would you say it, for your big goal?
Monica:
Yeah, just a direction of do this next step and that should open things up for you, as far as how to market this particular program.
Dane:
Well, I really like what you said about a sales and marketing plan. Do this next step could be a plan, but do this next step I'd give you a step. If you asked for a plan I could give you a plan.
Monica:
I'll take the plan.
Dane:
Right. Yeah, this can be really fun because you get what you're clear about, usually, not always. It seems to work. When I'm super clear on something it's like it's already happened.
Monica:
Uh huh. Yeah.
Dane:
Why don't you try again and this is a good process, so what would be your clear goal for this call?
Monica:
To know what my marketing plan should be for my eight week program.
Dane:
Okay. Thank you. Very good. Joel, how about you?
Joel:
Yeah, so I think I have a pretty clear understanding of who I want to market myself towards and I think it's just how do I become known for that thing in the area that I work.
Dane:
Seems a little vague. Lets see if we can get it a little clearer.
Joel:
Sure.
Dane:
In your survey you mentioned, how do I become a business magnet.
Joel:
Oh yeah, so that was just eluding to the fact that I feel like I'm always chasing business, but I'd like things to turn around so that people can come to me rather than ... If I'm always hunting and chasing and hunting and chasing, but I've noticed that good agents they become almost known for a certain thing and then almost attract the business to them, in a way. I'll probably be most attractive to people that are like me. I've gone through the real estate ladder, I've bought a condo and then I've made some money on that.
Dane:
I'll pause you. Let me pause you.
Joel:
Sure.
Dane:
We want to be really tight with time, so your goal is to become a business magnet, but really no, you're goal is to shift from chasing business to having business come to you.
Joel:
Yes, that's right.
Dane:
As a real estate agent?
Joel:
That's right, yes.
Dane:
Okay, great. Hey Marcus, welcome. What's your goal for the call here? By the end of the hour what would be a goal you would like to have achieved for this call?
Late Guest 1:
To have a great value proposition for my market. I'm a mindset advisor and coach, so how to really explain to people the benefits of mindset, which I know you love as well. Thank you for hosting this.
Dane:
You're welcome. Thanks for being here. Lets start with Joel. State your goal one more time for me.
Joel:
To become someone who can draw business to them rather than chase business down.
Dane:
Yeah, I was curios about it because I actually drew a blank right when I came back to you again, but this is really exciting because in order to shift from chasing to attracting, I'd like for you to actually ... Can you feel your arms and legs right now?
Joel:
Yeah, very much so.
Dane:
Yeah, so see if you can actually feel the contrast difference between desperate and seeking or chasing with your legs and arms, feel it with your legs and arms. Like your legs walk towards it, your arms reach for it. See if you can feel that and then contrast that with sitting in a respected position, putting off an attraction energy, an attraction vibe that says I can help, and really settle into those two distinct energies.
Joel:
Yeah, the one is kind of anxious feeling and the other one is more clam for sure.
Dane:
Oh really? Tell me more. What's anxious like for you and what's calm like in this instance?
Joel:
Anxious like I can never do enough and calm like just peaceful, just confidence.
Dane:
Try saying this and see if this lands. My heart is not at rest.
Joel:
My heart is not at rest.
Dane:
How does that feel to say? Does that sound right?
Joel:
Yeah. Yeah.
Dane:
This is good to say out loud. My heart is not at rest.
Joel:
My heart is not at rest.
Dane:
See if you can actually rest into that.
Joel:
It's making me breathe heavy.
Dane:
Yeah. What kind of heavy?
Joel:
I'm uncomfortable with it heavy.
Dane:
See if you can't allow the uncomfort as well. Everything is okay.
Joel:
Everything is okay.
Dane:
Yeah, like the response. Okay my heart's not at rest, it's heavy, that's all okay. It's perfectly okay to be scared. I'm so shocked at the things that I am afraid of and don't even know that I'm afraid of, because it's masked with such clever intelligence but it's really just masking fear, if I'm honest with myself.
Dane:
When fear is the focus it seems like it's the universe, like there's nothing but the fear. As soon as it's just okay that you're afraid or okay that you're not at rest or okay that you're uncomfortable, as soon as it's okay, perfectly okay that you're afraid. Of course. Of course we'd be afraid, we're doing something new. As soon as it's okay, that fear it really is allowed, that fear becomes a star in the sky as opposed to the universe.
Joel:
Right.
Dane:
And the sky is our potential if we allow our mind to be as it is. Try, my heart is not at rest.
Joel:
My heart is not at rest.
Dane:
Let that unwind you.
Joel:
Yeah, settling in for sure.
Dane:
We honor this first, then we'll turn you into a lighthouse. Now I want you to picture you are a lighthouse and I want you to picture there is three clients in your area and they're in boats and the water's a little rough, but they can't find you because your lighthouse light is not on.
Joel:
Yeah.
Dane:
Part of you has said, you know what, I don't really want to be seen. I don't really want to declare my value in the marketplace. That's rough for me to do. I'm scared of being attacked, I'm scared of being seen, whatever it is, or it's I just don't know how to do it. Do you have a sense of maybe why that lighthouse light hasn't gone on yet?
Joel:
Yeah, it might be a couple. Maybe because I'm newer and I feel like maybe I don't know everything.
Dane:
Okay.
Joel:
A little bit of fear around maybe just saying the wrong things.
Dane:
Mm-hmm (affirmative).
Joel:
Yeah. I think that's probably mainly what it is and then just unsure how I'll show up if I do turn on the light.
Dane:
How long have you been doing real estate at this point?
Joel:
December 2018 I started.
Dane:
Okay, so confidence.
Joel:
I feel like I'm a pretty confident person.
Dane:
Confidence in real estate.
Joel:
Confidence in real estate, I'm still figuring it out.
Dane:
If you'd like to get a free one on one with me and be on this show, you can find out details at startfromzero.com/podcast.
Dane:
Right, so confidence in real estate.
Joel:
Yeah, I'm still figuring it out.
Dane:
Right, so if confidence was there would you flip the switch on?
Joel:
Yes.
Dane:
Okay, so one of my top students of all time, he read every book I recommended, he read the books that those books recommended. He'd read four books on a topic. Say the most profitable area of business generally is direct response marketing. Those who study direct response marketing become millionaires pretty quickly. Direct response marketing is what I call the secret language of millionaires. You can Google top direct response marketing books and you'll find them.
Dane:
When we look at fear you're like, well what did Dane tell me? What are the top books? Is it fear asking? Could you relax into finding them yourself?
Dane:
He read four books on direct response marketing. He highlighted the books pretty diligently. He typed up the highlights and printed them out. He printed out the highlights from the four books and set them on his coffee table. He reread the highlights from those four books over and over and over again until a rock solid confidence came over him. Confidence takes work. Initiative, work, patience. Most people don't have the patience to reread old information they've already read, but the guys that I admire they're like, "I don't really read a lot of books, I read a lot of the same five books."
Joel:
Yeah, it's like I fear not the man that knows 1,000 kicks, but the man that's practiced one kick 1,000 times.
Dane:
Yeah, that's good. That's good and that could be the quote at the beginning of your e-book that you write, that positions you as an expert in your market area. Experts are authors, authors are authorities, authors don't chase, authors attract. You want to become an author. You want to write. You want to publish content.
Dane:
When you start to switch on your lighthouse, what do you write content about? Well, you don't guess there. You start talking to first time home buyers and you ask them. You probably know, but like, "Hey, if you're really honest with yourself, what's your greatest fear when buying a home?" They're like, "You know, that I'll like it when I buy it and I'll regret it a week later." I don't know a single realtor who's ever used that jargon. Are you worried that you'll buy a home and regret it a week later?
Dane:
Use this three step visualization to make sure you purchase your home regret free.
Joel:
Wow.
Dane:
Tell me what's happening for your mind.
Joel:
It's new. Yeah, like you said, nobody's ever come at it from that angle.
Dane:
Right, because why? What made that such a powerful example? Where did the seed of the idea originate from?
Joel:
From the beginning of this conversation and what we were talking about.
Dane:
No, no, so the seed originated from the question you asked the first time home buyer.
Joel:
Mm-hmm (affirmative). What's your greatest fear when buying a home?
Dane:
Yeah, and not just that. Hey, if you're really honest with yourself, maybe the thing that you won't even admit to yourself, what's your greatest fear when buying a home? It will unlock a whole new area.
Dane:
Vulnerability is probably the great, great missing secret to making enormous wealth, I'm talking enormous amounts of wealth, while being deeply fulfilled, and most people want to make money online without having to talk to a single person, therefor they will never make very much for very long, in my opinion. There are definitely ways to do it, but I don't know if you'll be very fulfilled.
Joel:
Even if the money comes, yeah.
Dane:
Vulnerability is the great, that's where your great content comes from. I resent certain people online sometimes. I'm like, oh God, here's another person teaching people how to make a course online. I'm like, [inaudible 00:14:27]. My eyes roll, because I'm arrogant. Then I start talking to people and a lot of them are like, "You know, I'm really curious about courses. I'd really like to do a course, but I just don't even know where to start." I think, that's where those headlines come from. Do you want to make a course, but you don't know where to start?
Joel:
Yeah.
Dane:
They're listening in that area. I am not.
Dane:
Your focus right now is likely on looking at other real estate agents and how they're doing it.
Joel:
Yeah, exactly.
Dane:
Those folks aren't your boss. Your customers are your boss. Make your customers more important than you. Love them, care for them and love them in your questions. Go to every person that you bought a home with and say, "Hey, I'm so curious, what were the thoughts coming up for you as you were buying a home, before, during the transaction and after?" Get on the phone with them and say, oh so this one, and then repeat it back to them. Say, is there anything else, and then you've got before, during and after.
Dane:
Now you've got the only three things you need to think about when buying a home, before, during and after. Here's how to do it before confidently, here's how to do it during confidently, here's how to do it after confidently.
Joel:
Really good.
Dane:
Next I want you to find the realtors that are like ... I used to go the Remax conventions because that's where I built my initial wealth was selling software to Remax company owners.
Joel:
Really?
Dane:
I was always struck, the top 1% of realtors made more than the bottom 99%.
Joel:
That's right, yeah.
Dane:
While they're good to look at and model systems wise and things like that, you want to be a lighthouse, so let's go back to those people on boats. They're out there and they're in a rowboat and they've got a fricking paddle, they don't even have an engine on there, and they're buying a home and you want to be as intimate as you possibly can with their mind. From that intimacy you'll create your lighthouse content.
Dane:
You create a seven minute video on X, Y, Z topic and everybody who's newly married on Facebook, you run that video towards and you have a little book that says, things for newly married couples to consider when buying a home. You picking this up?
Joel:
Yeah.
Dane:
If I were to go into real estate, probably in 60 days I could be one of the top producers. Not because I'm good at selling real estate, because I'm good at marketing. There is no correlation between being good at something and getting paid. There's none. There are so many talented people that are so good that get paid dirt.
Joel:
That's so true. Yeah.
Dane:
There is a direct correlation between how good of a marketer you are and how well you get paid. Then you got mechanism experts, detail experts, they're like, "Resentful. I don't want to have to learn marketing." That's fine, then you just keep getting paid what you're paid.
Dane:
It's easy to get resentful of the rules, but if you can, just understand that marketing is not a manipulative endeavor, marketing is a loving endeavor.
Joel:
That's so good.
Dane:
Because now you're video comes out and you say all these great things and newlywed couples are now part of that process, as you find newlywed couples who bought their first home and you interview them on their frustrations and what came up for them and what surprised them and if it's strained their relationship and all these things. Then you literally protect other newlywed couples from undergoing undo stress when buying a home. Now it's your ethical responsibility to get that message in front of as many newlywed couples in your area as possible.
Joel:
Yeah, so they know.
Dane:
Now it's no longer about you. That's how you get real big, when you just think about how many people you can help.
Joel:
It's a fundamental mind shift.
Dane:
Yeah. When this podcast comes out just keep listening to it over and over again and I've gone a little extra with you because my sense is that this is going to directly apply to a lot of other folks, so Joel, if you can in the meantime, just write down three ways that you can connect with people to learn about them to write content and I'm going to visit you at the end of this call and hear what those three ways are okay?
Joel:
Thank you, Dane.
Dane:
You're welcome, lets go to the mister mindset. Who is it? Was it Marcus?
Late Guest 1:
Yes, it's me.
Dane:
Hi Marcus, so selling mindset is a pain in the butt, huh?
Late Guest 1:
Yeah, It's tough and maybe touch on a different thing because what you delivered so far was really great and the lighthouse metaphor really awoke something. I think the biggest issue is of course myself, you know, and ...
Dane:
Well hey, you must be a good mindset coach, you jumped straight to the nucleus man.
Late Guest 1:
Yeah, but just to give you shortly. I built up a successful retail business. Unfortunately I lost the whole business in a legal suit. I won in court but I still didn't get paid, so I'm still carrying a big debt of that. The beautiful thing that came out was that I decided to follow my passion instead of money, so I've been coaching mindset in 5,000 hours. I was really lucky I had a company that paid me just to coach sales people and leaders and all of that, so I've been doing the work inside a company for several years and really got to hone my skills and I also coached athletes on the side and all that. I'm still carrying the debt and ...
Dane:
Can I pause you?
Late Guest 1:
Yeah.
Dane:
When has making money been easy doing mindset and when has making money been hard?
Late Guest 1:
I haven't made that much money. I've been learning and applying, coaching, but I haven't ... I'm in the startup phase with the new business still.
Dane:
How many clients have you worked with that have gotten results?
Late Guest 1:
Over 150.
Dane:
But you haven't made much money?
Late Guest 1:
No, because I was in ...
Dane:
Have you worked personally with 150 people?
Late Guest 1:
Yeah.
Dane:
And you didn't make much money from them?
Late Guest 1:
I made it, but it was like a consultant work inside a company and all that and I got great case studies and all that, but I've been ... Because of my limiting beliefs I've been scared to go out and market myself basically.
Dane:
What if I told you I don't think you have a limiting belief issue? What comes up? What might it be if it's not a limiting belief issue?
Late Guest 1:
I think focus.
Dane:
What about it's just scary and there's no belief that makes it un-scary?
Late Guest 1:
Yeah, I agree with that. Of course it's scary and I love the work that I do and I know I'm really good at it because I have letters after letters, people thanking me, but yeah, it's scary, and because when I go out people can turn me down and also how can ... Why I said it's a limiting belief because I always had ... I was successful in soccer and football, but unfortunately I got injured. I was on my way to making a lot of money in business, but unfortunately I lost it all, and I guess the idea that I always had it was that I want to be on the top of the mountain and be successful and then I can teach others.
Late Guest 1:
Now when I lost the business I decided to teach others because that's what I love and I think coaching is truly, when I coach people I get into a flow state and things are just flowing out like magic from me, so I love that feeling and that's what I want to build my business around.
Dane:
Was your goal to narrow down who your target customer is or was that someone else?
Adam:
That was me.
Dane:
Okay, good, so you're just wanting to know how to sell your mindset course in general?
Late Guest 1:
Yeah, but you hit the nail there as well because I've been too general, you know. I work with athletes, I work with entrepreneurs.
Dane:
Okay, question for you. What are the clients that you worked with that got results the quickest? That's your target market?
Late Guest 1:
Sales people, because sales are easy to measure the success there.
Dane:
Okay. Just stay right there. Let your wealth flow in there. John Mayer. You know the artist John Mayer?
Late Guest 1:
Yeah.
Dane:
He was very intelligent. When he went into music he wrote pop songs and he got famous, really famous doing pop songs and then as soon as he was famous he started playing all the blues and all the stuff he wanted to play. I'd recommend that and if not that, is there another target market that you really like?
Late Guest 1:
I like entrepreneurs, business owners, because they can control what they invest in and I will not teach them business, I will teach them mindset stuff and I've been an entrepreneur and I've been up and down and all that, but yeah. That's a target group.
Dane:
Have you worked with at least 10 sales people that have gotten results with your training?
Late Guest 1:
Oh yeah, yeah. I worked with over 300.
Dane:
You've got a great little book on your hands with that.
Late Guest 1:
Yeah.
Dane:
I'm going to give you an assignment and then we're going to come back to you, okay?
Late Guest 1:
Okay.
Dane:
I want you to use the same mindset process that you teach others on yourself with this fear that you have and I want you to tell me what happens as a result of you doing that process on yourself, the same one you take others through, and then number two, I want you to come up with a book title that is a synthesis of the stories of the results people have gotten from your mindset work that a sales person would be interested in reading.
Late Guest 1:
Okay. Yeah.
Dane:
Very good. Those two things and then we'll come back to you, okay?
Late Guest 1:
Okay. Great, cheers.
Dane:
That's wonderful, so how do I pick my target market has got to be one of the most stressful questions I've ever experienced in the marketing front. It's like, well I don't know, I want to be every ... The way around that is, who are the clients who are best suited to get results quickest with me? Those folks make great target market and if you unravel that principle a little deeper, you see about how can I ask questions so answers are easy? We've got, what's my target market? You're like, aah. What people are best suited to get results the quickest? Oh yeah, this. Underneath that then you would want to explore, how can I ask this question so the answer is easy? How can I ask this question so the answer is easy?
Dane:
All right, so let's go to mister target market. Is that Adam?
Adam:
Hey Dane. Yeah.
Dane:
All right.
Dane:
If you'd like to get a blueprint to my brain, I have it in a 302 page book, Start From Zero, and you can get a free chapter. You actually can get my best chapter for free on that book right now at startfromzero.com. Go check it out.
Dane:
Tell me again what your big goal for the call was.
Adam:
Sure, and actually I was curious, how can I ask this question so the answer is easy, I actually don't know what you mean by that. Can you say more?
Dane:
Yeah, what's the most difficult question you're asking yourself right now, the one that's been hardest to answer?
Adam:
For me it's been, hey Adam, how do you actually commit to your ideal client avatar?
Dane:
Adam, how do you actually commit to your ideal client avatar? Lets unpack it a little bit. Who are the folks that are best suited to get results when they work with you?
Adam:
Probably the people that are feeling unfulfilled with their work and don't have an answer or an outlet on what to do next.
Dane:
Wonderful. Folks unfulfilled in their work and they don't have an outlet on what to do next. Those folks are best suited to get results with you?
Adam:
I hope so.
Dane:
Well, I mean it's historical. When you look back historically with folks you've worked with, which ones have just been slam dunks compared to the others?
Adam:
To share and be open, I've worked with six people for three months and a bunch of people once or twice.
Dane:
Well you only need one data point.
Adam:
Okay.
Dane:
Which one of those six was easiest.
Adam:
Yeah, the two people that wanted to search for something more fulfilling or purposeful.
Dane:
This is such a powerful question because it makes everything easier. You think about signing up, it's like, oh no, I'm for every ... Let's say if I take someone for Start From Zero, for if I want to mentor someone that's starting a business. Who are the folks that are best suited? Well, it's generally these folks that are 10 out of 10 burning desire, no other option but this. Those people are pretty much 100% success rates.
Adam:
Yeah.
Dane:
Then folks that are like, "You know, I'm just 80% happy and I'm kind of looking for something else to do." They end up getting a few things out of it but there's no real result they have to show for it, generally speaking, and the 80% ers ask lamer questions, they like intellectually massaging themselves with questions. Then the 100% ers are like, they don't care about questions. If they're stuck they need help, if they're not they don't. It's a whole different life. My whole life changes working with the difference between those two folks. This is a significant quality of life improvement that you will make moving forward.
Dane:
You asked, how do we do this question as easy ... How do we ask the question so the answer is easy? It's basically, what we're doing with that is we're looking for ways to look at things so the answer appears automatically. What's my target market? Uh. Who are clients that are best suited to work with me? Oh. What business do I go into? What path do I pick? Uh. What path do I seem to think about the most? There you go.
Dane:
The interesting for me with music is however much I loved it and it was fun to express, I didn't find myself thinking about songs and thinking about music when I wasn't doing it, but I find myself thinking and dreaming about business all day. It's trippy. I'll be swimming and I'll be thinking about how to do a business thing, but when I would swim I wouldn't think about how to do a chord structure on the guitar, and maybe I'm just blocking music or who knows. That's just something like, where did my mind just like to spin? Where was the most pleasure?
Dane:
Dude, I found it fast. I found it in software as a service businesses and then I tried everything else on the planet. Meanwhile, the software as a service provided for me the whole time. I told my buddy, I was like, "You know what dude, I found out what I'm going to do for a while." He's like, "What?" "Software as a service." He goes, "Imagine that. The guy that got into software and taught software is going back to software." I was like, "Well, when you say it like that I kind of sound stupid," because I thought it was a revelation for me.
Dane:
He told the story of the man who ... A woman had cancer and so she came to live with him and he took care of this woman and he decided, you know what, I'm going to meet the love of my life, and so he went and traveled the world for seven years and seven years into his travels he realized that the love of his life was waiting for him back at home.
Dane:
He's like, "So that kind of sounds like what you did with software." I laughed. He's like, "Yeah."
Dane:
In terms of the fulfillment, people that are seeking fulfillment. Let your unconscious answer this. Do you feel worthy of helping them? Easy answer, thing that comes up, not what you want to hear, what's there. It could be yes, it could be no.
Adam:
It's an almost yes.
Dane:
Dangerous. A dangerous answer then.
Adam:
Yeah.
Dane:
The almost yes, so if we hang out and you feel the energy of almost, allow almost to be there. Perfectly okay that almost is there. Almost yes. Give all the space in the world for almost and what starts to become present for you as you give permission to the almost part?
Adam:
It's kind of this tingly, anxious, nervous, wanting more, wanting to be more, do more.
Dane:
Try, I have permission to be excited.
Adam:
I have permission to be excited.
Dane:
Relax your jaw. Take your hand to your throat, if you don't mind and just say what's there.
Adam:
Yeah. I have permission to be excited. Excitement is for me is one of the markers where I know I'm on the right track. It's kind of like my compass, that enthusiasm, so I like that space.
Dane:
If we look at the almost yes, what's happened there?
Adam:
Well, something you said back with Joel in the first conversation was confidence. It's two things, It's confidence in my abilities and staying out of my own imposter syndrome.
Dane:
I'm just going to chime in.
Adam:
Yeah.
Dane:
Do you trust that if you're full heart is present and invested in something, the outcome will be reached?
Adam:
100% yes.
Dane:
Okay, do not forget that.
Dane:
I have a fear of investing my full heart.
Adam:
Investing my full heart.
Dane:
Or did that distinction I offered kind of solve it?
Adam:
It didn't.
Dane:
It didn't what? What didn't what?
Adam:
It didn't solve it.
Dane:
Okay.
Adam:
The fear is the lack of evidence that I will find my dream clients in the niche that I want to do and they're not there. It's not a real fear but that's the fear.
Dane:
That seems very real. Say it out loud again.
Adam:
Yeah, the fear is that if I declare that I'm going to niche down to dentists that I won't find the people that I really want to serve and work with and impact.
Dane:
Let's see if this works really simply. If you invest your full heart into that endeavor, full presence, full heart, full commitment, what happens with that fear?
Adam:
I'm actually surprised I'm laughing. It's just kind of fizzling away. I'm getting very expansive in a way.
Dane:
Marcus might have a few things to say about that in terms of mindset, but using your mind for good. You're using the power of your mind for good. You're directing your mind. That's wizard level stuff.
Dane:
Most people cannot think greater than they feel, myself included in areas. Generally we're openly admitting, yeah my patterns are stronger than me and we don't want to go war with our patterns. We allow them full space to run and in that space to run we make the new choice. That's the warrior. That's the warrior level stuff.
Adam:
Yeah.
Dane:
Because it can be brutal, but that's freedom.
Adam:
Yeah.
Dane:
Not freedom from, freedom with. I want freedom from all these things. I don't know, that's not how it's worked for me. I wish the fear was here. I wish I had confidence. There is a rock solid confidence available to all of us in any moment when we deeply, deeply know that we're okay and that it will be okay and that all is okay. It will be okay because all is okay.
Dane:
We come from that place, we embody that okayness, people feel it, people smell it, they get attracted to us, they come. This person's embodied on the deepest level, I want this.
Dane:
You want to go all in with dentists for six months and see what happens?
Adam:
Yeah, I like how you just said it like that. I am going to.
Dane:
The question I have for you and I want to come back to you, is how can you make it inevitable that success will happen with that market? How can you make it inevitable that success will happen with that market and so I want you to think about that question in the meantime and we're going to jump over to Monica.
Monica:
Hi.
Dane:
Hey Monica.
Monica:
I'm so enjoying this. Thank you.
Dane:
I'm happy to hear that. These are just as vulnerable for me. You know it's like, all right five people, can we do this?
Monica:
It's working.
Dane:
It seems to be right now. Tell me what question do you have in the context of the goal that you stated earlier, based on everything you've heard so far? If anything you heard so far shifted anything for you I guess. Where are you at? What do you need?
Monica:
Okay, so just as a background. I'm almost five years in business. I've dedicated my life to transformation for about 30 years. I helped a lot of people, healed a lot of people, and I started coaching and healing the mind five years ago.
Dane:
Can I pause you?
Monica:
Yeah.
Dane:
Tell me if this is your issue. You have no systems for wealth creation.
Monica:
Yes, you hit the nail on the head.
Dane:
Okay, so you're epically good at what you do. You sit with someone, you've got the confidence, you know transformation is inevitable, that's all there correct?
Monica:
Yeah.
Dane:
When it comes to systems for wealth creation, are you kind of a slug in the mud?
Monica:
Yes.
Dane:
How would you describe it? What metaphor would you use to describe your current confidence level with systems for wealth?
Monica:
I feel like I'm on the verge of it. I've come up with a group program that's very marketable, just need to do that.
Dane:
What makes that program marketable?
Monica:
It addresses four major issues that people have when they start a business.
Dane:
Very good. Say no more.
Monica:
Yeah.
Dane:
What makes it marketable is it begins with the person that you're selling it to.
Monica:
Okay. Yeah.
Dane:
I had a friend of mine, he's on his way to $10,000.00 a day and it's scalable, passive, beautiful, but he is a mechanism expert for the longest time. He's in the relationship space. I remember he sent me a message, he said, "God, it's so good to be solving a product for a specific group of people that actually have a problem. To have a product that's actually connected to people. That's not my idea, it's not cool in theory. It's real simple just straight up just connecting the real people who have a real problem that are willing to pay to solve it." You articulated those in your offer.
Dane:
Now, systems for wealth creation. What is a system for wealth creation that you currently lack that you'd like?
Monica:
I believe it's getting my message out there and ...
Dane:
Perfect, stay there.
Monica:
Okay.
Dane:
A system for getting my message out, right?
Monica:
Yeah.
Dane:
My favorite shifting distinction on this and let this blow your mind.
Monica:
Okay.
Dane:
Dean Jackson, amazing marketer, idolize the guy, so good. One of my other idols and mentors said the person he most envies is Dean Jackson, because the dude's never wrong. Dean's got products for helping people in divorce and it's wild. He's not the expert, he's the marketer, but marketer is not the proper word.
Dane:
Anyway, he's in a room full of 100 realtors. Realtors are always like, gotta get my name out there, got to get my name out there, got to get my name out there, got to get my name out. Hey, did you know what, gotta get my name out there. Dean says, "Well, would you rather get your name out there or would you rather get people's names into your database? If you were to get an envelope with 100 people's business cards who were all looking to sell their home in the next six months, would you rather have that or would you rather get your name out there?"
Monica:
Have people with the business cards.
Dane:
Yes. The business cards is lead generation.
Monica:
Yeah.
Dane:
A system for, I don't know the right terminology for it, but it's getting your name out there is fine but words can be so powerful that it's like ... I can tell you that when I'm doing my marketing I'm not really thinking about getting my name out there so much per se, as I am say I'm looking for the ideal client, a system to find the ideal client. A system to find my ideal clients.
Dane:
Does that sound all right to you or is it more would you like to have your name out there because there's no wrong answer really?
Monica:
No, it's getting the clients to me.
Dane:
Okay. A system for getting the ideal clients to me?
Monica:
Yeah.
Dane:
That will involve you putting your videos out there and things like that, but they will all have calls to action to getting people's names into you. A system for getting people's names into you, for your ideal client. Write that down if you can.
Dane:
Okay, so in terms of systems for wealth creation, I need a system that brings me my ideal clients and do you see how that can be pretty activating to write it down and think about, right?
Monica:
Mm-hmm (affirmative).
Dane:
It is for me anyway when I say it, I'm like yeah, a [inaudible 00:39:38] oh yeah, that's right.
Monica:
I think I've thought about it a lot and I've had a lot of different things I've tried, but nothing's come together as this is it, this is gold.
Dane:
I don't think that any of your systems probably really centered around the people you're serving though. They probably centered around you, your expertise, your ideas, your transformation methodologies, your program, the benefits of working with you. Likely they didn't really center around the customer that you're serving.
Dane:
It's like with Joel, with his realtor guides and stuff. Those come from the women. What's your ideal target market? The women that are best suited to get results with you?
Monica:
I've helped a lot of different kinds of entrepreneurs, but generally people who know they are meant to be doing something great, they're not doing it, they're stuck. They either have chronic fatigue or something's blocking them.
Dane:
Perfect. You just spoke the headline and title for one of your first videos.
Monica:
Okay.
Dane:
Do you know you're meant for something more but you're stuck and possibly even have chronic fatigue because of how out of alignment you are?
Monica:
Okay. I did have a client that had that situation and now she's making a million dollars with a company she started.
Dane:
It's powerful. It's a powerful transformation and she'll definitely be an example in this video.
Dane:
I'm going to rattle something off real quick.
Monica:
Okay.
Dane:
In terms of creating compelling content, you've got the topic for the piece of the content. You tell a story first, that's relatable. You say why this topic's important. Then you reveal what the topic is. Then you give an example. Then you give your client an exercise. It's story, why, what, example, exercise and so you don't tell the idea right away. You lead them on, you build a lot of anticipation, you build some intensity and then you say why it's important. They're like oh my God, what are they talking about and then boom, you deliver your idea. That's an idea they will remember for a long time if you deliver it that way.
Dane:
If you just give it away right away people are like, yeah, okay fine, bye. Bye. Story, why it's important, what you're talking about, what it is, an example of it, which is another story but a shorter example, and then an exercise for them to think about. That exercise could be a call to action, to get a report, to schedule a strategy session with you.
Dane:
You're pretty close. If you create a system and tell stories of your client's transformations and you market those stories to people that are just pretty close to them, so this woman that had chronic fatigue, you target those very similar people online just like her, close enough to her.
Dane:
Take your top three transformations, turn them into stories, publish them out there, have a call to action, that is to book a call with you or another email and then you just stay right there.
Dane:
Stories of transformation are the best, best thing I've found to sell a product. Not you, not your expertise, not your credentials, because you're so established you're intimidating to most people as it is. They want to hear about the gal with chronic fatigue who just did it.
Monica:
Yeah.
Dane:
Quick task for you and we'll come back to you in a moment, is who are your top three transformations and what are their stories and how can you put those stories in front of similar people?
Dane:
That's proper direct response marketing to me.
Dane:
Let's come back to Joel. Joel, lets hear your homework.
Joel:
Okay, so I liked what you were talking about with newlyweds, so newlyweds, how to buy real estate and build wealth over your lifetime together. Another idea I had was for baby boomers. You don't want to downsize necessarily, but your wealth is locked into your home and you're unable to access it in retirement, so I can sort out a way that they can win, that could be a big market. Renovations that generate a profit, why some win and some lose when taking on home renovations and how climbing the real estate ladder will make you more and cost you less in the long run.
Dane:
Yeah, so those first three are great because they're targeted towards someone. That fourth one I'm not clear on the customer so it doesn't have that same juice, but good job.
Joel:
Okay.
Dane:
Very, very good.
Dane:
Marcus, how did you do on your assignment?
Late Guest 1:
Yes, first and foremost what's holding me back is the fear inside me, what everybody will think about me, but the truth is I'm not for everybody. My business is targeted to a certain group that want to perform better and I want to challenge them as well. If you challenge people not everybody will like you and that's something that I worked a lot with and I think I have it under control and it's just ...
Late Guest 1:
I have taken action, the last month I have been creating 17 hours of video content and that's made me really, really clear on my content and my delivery, but I think on the other side, you know the title, I was struggling a little bit. What I wrote was, Maximize Your Performance With a Winning Mindset, for the book title.
Dane:
Go for something more like, The Three Crippling Mistakes Most Sales People Make.
Late Guest 1:
Okay. Yeah.
Dane:
Do something more like that.
Late Guest 1:
Yeah, yeah.
Dane:
Then you're off to the races. Wonderful.
Dane:
How about Adam?
Adam:
Yeah, thanks so much. I've gotten so much out of this call. Appreciate it, Dane. How can I make it inevitable that success will happen with this market and you said this a number of times and I don't think we need to give your book a plug, but it's been really helpful to answer this, which is just start asking and listening to them. I need to get into the network of dentists that I know, which is just thankfully a lot, and just starting asking the questions that you shared in your book. Find out their consistent and present problem and just start listening to them, ask them more questions, inviting them into conversations and then just start seeing where the patterns are and then speak the language back to them and put a solution together, either myself or with a team of others to really serve them.
Dane:
Super good. Nice work.
Adam:
Okay. Thanks.
Dane:
Monica, did I give you enough time?
Monica:
Yeah, just enough. My three top stories are the woman with chronic fatigue and now has a successful million dollar business, college student who was not getting to class and she worked with me and graduated with honors from a top law school in England, and a therapist turned coach who was making $80.00.00 an hour is now a coach and making a lot more money, is much happier.
Dane:
They're so good and that first one you said was just fire. It's like a woman with chronic fatigue now owns a million dollar business.
Monica:
I know.
Dane:
You're writing Buzzfeed level headlines there.
Monica:
Okay.
Dane:
The other two, just make them as concise as that, so that woman, therapist turned coach now makes a lot more, it's like meh. Now makes three times as much, two time ... Oh wow. You're close. Those will be really, really good. Send me a message outside of this, I'll get you hooked up to a free course that I've got going right now, just specifically for what you're going through. I'll get you hooked up to that.
Monica:
Fabulous. Thank you.
Dane:
Yeah, nice work today guys.
Monica:
Awesome, thank you. This is really [crosstalk 00:47:04]
Adam:
Thank you Dane.
Joel:
[crosstalk 00:47:04]
Late Guest 1:
Thank you so much.
Joel:
Thank you so much Dane.
Dane:
Yeah, thanks for opening your heart to me, for sharing so openly in the survey. It's a true honor to be in the position to help like this and so thank you for your trust.
Joel:
Doing a great job.
Dane:
If you'd like to know the number one thing that kills people from being successful in entrepreneurship, it's really simple. It's them trying to do it alone. Trying to do it without mentorship, trying to do it without accountability, trying to do it without a way to focus, trying to do it without somebody helping you along the way to get your mind straight.
Dane:
Right now I'm running a yearly mentoring accountability and focus community called Starters and you can learn more about Starters and join a community of amazing entrepreneurs all practicing and living the principles from this podcast and this book.
Dane:
How do you get good at this stuff? Practice. How do you get even better? Being around others that practice. How do you become unstoppable and just move no matter what? Community, community, community, and not just any community, a community of people that don't shame you for wanting freedom. A community of people that don't look at you weird for saying you want more.
Dane:
You can find that community at Starters. If you go to startfromzero.com you'll see our products up top and then you can go and find the Starters program. We would love to have you and we also have a Good Fit quiz that you can take on that page, because not everybody is a good fit for Starters.
Dane:
If you go look at the Starters page, take the Good Fit quiz and it will tell you if you'll be a good fit for that program.
Dane:
Listen, we don't accept everyone because we're obviously not for everyone, but we are for certain people. If you'd like to see if that person is you, go to startfromzero.com, look at products, find Starters and then fill out that quiz and we look forward to supporting you and mentoring you on your journey.