Episoder
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Traffic source of $100k in 3 days case study I mentioned on the last podcast episode was paid advertising.
But when someone reference paid advertising, most people think of Meta or Google PPC ads.
Then leads acquired through those channels are nurtured using email sequences.
Instead, we spend $50k of advertising budget on acquiring email lists.
Result?
Less competition = Low Cost per lead = Higher Profits.
We used the following 3 untapped email sources to acquire leads with CPL of $1 on avg. to get to $100k in 3 days:
1. Buying an entire Email List
2. Running ads in the email newsletter
3. Cross-Promotion of email lists
Want to know more?
Key points I covered:
Architecting a Growth System: I delve into the meticulous process of architecting a growth system for businesses, focusing on creating automatic sales, offers, and audience generation to drive ROI and impact for my clients.
Paid Advertising Strategies: This episode reveals compelling insights into leveraging untapped sources for acquiring leads at a low cost with high return on investment, steering clear of traditional paid advertising channels.
Strategic Sales and Offer Systems: I discuss the significance of comprehensive sales and offer systems, emphasizing the value of creating entry offers and leveraging order bumps and one-time offers to increase average order value and achieve early profitability.
Impact-driven Business Model: I emphasized the importance of creating offers designed to change lives and generate a return on investment along with a return on student impact, ultimately delivering rewards to businesses that they can be proud of.
Timestamp:
00:00 Architecting $1,000,000 per product per year business model.
03:41 Email newsletter acquisition, low cost, high return.
07:53 Implement cold acquisition traffic math with multiple offers.
12:39 Analyze lead sources for cost and profitability.
About The Host:
I'm Marc, and I help experts scale their impact in the form of high-ticket courses, programs, VIP days, and masterminds (without losing the deep impact of their 1-on-1 work).
After helping over 1,000 entrepreneurs, I created my Product Flywheel Framework to help the next 1,000 do it faster. Learn more at: https://8020solutions.co -
Last week, I spoke about two clients. In January, both did $100K. Client A did it in 3 weeks and Client B did it 3 days. The fascinating part? Client B, did less work - no webinars or sales calls, and it took less time.
That said, I went on to share how Client B did $50K the week after they did $100K. However, that $50K came from doing more work. Like, A LOT more - 2 live webinar/workshops, more emails, and more follow-up.
Naturally, that was a bummer, because by doing more, they hoped to make more.
As a result, they thought about saying no to doing webinars ever again in the future.
And that's when I spoke about The Circle of Choice - a tool for making better executive decisions.
If you're curious about why I spoke him out of NEVER doing live webinars again in the future and how I did it with the Circle of Choice, then this episode is for you.
And if you're a nerd about personal growth, then you'll especially love this one.
Key Points:
1. Architecting Growth: Marc introduces the concept of the ""circle of choice,"" a powerful executive decision-making tool aimed at steering your business towards success.
2. Decision-Making Dynamics: The discussion offers valuable insights into how our thoughts, feelings, and actions influence the outcomes we experience.
3. Goal Oriented Strategies: Real-world examples and scenarios are explored, illustrating how deliberate decision-making aligns with specific goals and can pave the way for increased success, profitability, and impact.
4. Self-Leadership and Empowerment: The concept of the ""circle of choice"" extends beyond decision-making, encompassing self-leadership and visionary behavior change, empowering individuals to leverage their abilities and create tangible impact.
Timestamp:
04:13 Facing (bad) feelings despite achieving significant results.
07:38 Double the result scenario within Circle of Choice.
11:37 Model emphasizes self-leadership and citing sources.
Resource:
Self Coaching 101: https://www.amazon.com/Self-Coaching-101-Brooke-Castillo/dp/0977853993 (Not an affiliate link)
About The Host:
Marc helps experts scale their impact in the form of high-ticket courses, programs, VIP days, and masterminds (without losing the deep impact of their 1-on-1 work).
After helping over 1,000 entrepreneurs, he created his Product Flywheel Framework to help the next 1,000 do it faster. Learn more at: https://8020solutions.co -
Manglende episoder?
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Back in October, one of my clients did $100K in a week. In this episode, I talk about the upgrades to the campaign that brought in $100K in 3 days.
The biggest difference?
No sales calls. No webinars.
$100K in 3 days from emails, sales page, and text messages.
There's a lot more to it like changes to the offer, including price points, and product improvements but one of the best parts was this:
Multiple sales for the $10,000 price tier without having to hop on a call or webinar.
This makes it way more scalable.
Lots to cover.
If you're curious, timestamps are here for you:
00:00 Expert uses non-traditional methods to succeed.
08:06 Effective presale sequence led to successful sales.
11:55 Create high quality deliverables as if he's delivering to corporate clients.
14:33 How marketing funnel strategy created profitable business model?
16:55 Introducing my course: Prep for limited release of new method.
About The Host:
Marc helps experts scale their impact in the form of high-ticket courses, programs, VIP days, and masterminds (without losing the deep impact of their 1-on-1 work).
After helping over 1,000 entrepreneurs, he created his Product Flywheel Framework to help the next 1,000 do it faster. Learn more at: https://8020solutions.co -
Imagine...
- You joined the Navy...but you didn't know how to swim?
- Your Mom told you to "find a man"...so you went to the grocery store and picked up your husband.
- You wanted to get better at cooking...so you decided to learn from a Presidential chef.
All of this is true, and then some, of Nicole Schwegmann, 20-year Navy Veteran, who, has done it all from driving warships to being the lead media correspondent for the entire U.S. Navy.
This, is a podcast unlike any other.
We talk about it all: overcoming fears, taking bold actions, her career switch, sacrifice for nation, and much, much more.
She will retire from active duty service in March 2024 and next, she'll be entering the world of entertainment - a lifelong dream. If you've ever wondered about how to turn adversity into the adventure of a lifetime, then, you're in for quite the ride today.
Here's what we cover:
1. Overcoming Challenges: Nicole's journey from the Navy to Hollywood was shaped by overcoming personal fears and cultural influences. Her resilience and determination serve as valuable lessons for navigating through life's obstacles and pursuing one's goals.
2. Defining Success: Nicole emphasizes the importance of personal fulfillment and enjoyment in one's career, rather than simply achieving conventional success. Her perspective highlights the value of aligning one's professional pursuits with their true passions and values.
3. Taking Tangible Steps: Nicole's advice on taking concrete actions, such as enrolling in classes, writing scripts, and networking, demonstrates the significance of commitment and preparation in pursuing one's ambitions.
4. Self-Discovery and Personal Growth: Nicole's journey of continuous learning and self-improvement, from culinary school to screenwriting, underscores the importance of investing in personal development and seizing opportunities for growth.
5. Transitioning Into Civilian Life: As a veteran, Nicole shares insights into the challenges of transitioning from military culture to civilian life, emphasizing the importance of seeking guidance and mental preparation for life beyond military service.
References and Links:
LinkedIn: https://www.linkedin.com/in/nicoleschwegman/
Thread: https://www.threads.net/@nicoleschwegman
Instagram: https://www.instagram.com/nicoleschwegman/
Timestamps:
00:00 Intro
06:03 Adding swimming to military training made life tougher.
09:39 Story of uncle's unexpected toss into the pool.
12:09 Dating, work, and Pentagon.
14:21 Met someone in grocery, now together for 17 years.
18:44 Balancing life while embracing military commitments.
22:02 Career and life coach helped me clarify.
25:10 Extrovert with introvert tendencies, strong creative streak.
29:26 Sacrifice for nation, missed family milestones.
30:12 Reflecting on 20 years, wish for carefree approach.
36:13 Passionate podcasting about food and cooking.
37:19 People don't think about you that much.
43:17 Mom's resilience and Naval Academy influence.
44:04 Success is closer than you think.
48:01 Prepare for Los Angeles move through online networking.
About The Host:
Marc helps experts scale their impact in the form of high-ticket courses, programs, VIP days, and masterminds (without losing the deep impact of their 1-on-1 work).
After helping over 1,000 entrepreneurs, he created his Product Flywheel Framework to help the next 1,000 do it faster. Learn more at: https://8020solutions.co -
To recap 2023, let me take you behind the scene of the Modern Consultant Podcast:
- 3160 listeners.
- 38,829 downloads.
- 41 Episodes.
That's quantitative perspective. From qualitative perspective:
- Reconnected with my collegues, friends, past clients and got them to share bunch of secrets.
- Had an honor of talking to modern consultants behind $100k to $100B contracts.
- Explored almost every topic ranging from marketing, sales, business growth, sleep, AI, and much more.
Key Points Covered in this episode:
1. Revenue Contribution: The podcast significantly contributed to a 5 figure contract in 2023, with potential for a 6 figure contract in 2024. Listeners turned into clients after engaging with long-form episodes, demonstrating the podcast's role in generating revenue.
2. Audience Engagement: The podcast garnered around 38,829 downloads from 3160 listeners in 2023. Despite relatively small numbers, Marc emphasizes the meaningful connections and the opportunity to reconnect with business contacts and friends, highlighting the importance of a loyal and engaged audience.
3. Integrating the Podcast into Sales: Marc delves into how the podcast fits into the sales process, particularly in the middle and bottom of the funnel. Long-form conversations allow potential clients to align with the host's values, understand his strategic problem-solving approach, and gauge his expertise, all of which can influence their decision to engage in a service contract.
4. Strategic Partnerships and Intimacy: The podcast has been instrumental in creating deep connections with potential strategic and referral partners. Marc emphasizes that podcasting is a powerful tool for building intimacy and trust within the business community.
Social Links:
Spotify: https://open.spotify.com/show/3DwBPWpH2KenaMbRyMDvDA
Apple Podcast: https://podcasts.apple.com/gb/podcast/the-modern-consultant/id1679872784
Instagram: https://www.instagram.com/marcaarons876/
Facebook: https://www.facebook.com/marc.aarons
LinkedIn: https://www.linkedin.com/in/marcaarons/
Timestamps:
00:00 how podcast content contributes to client enrollment success?
05:45 what I'm not doing when it comes to podcast growth.
09:50 Podcast relevancy in "Sales" part of SOAR framework
10:53 Demonstrates expertise and curiosity for potential clients.
14:46 Strategic fit of the podcast in business growth and marketing.
About Marc:
Marc helps experts scale their impact in the form of high-ticket courses, programs, VIP days, and masterminds (without losing the deep impact of their 1-on-1 work).
After helping over 1,000 entrepreneurs, he created his Product Flywheel Framework to help the next 1,000 do it faster. Learn more at: https://8020solutions.co -
Have you ever wondered what it takes to be recognized as a leading voice in leadership? That's something that Bhushan Sethi, our guest on today’s Modern Consultant podcast knows quite a bit about.
That's because he's ranked #81 on the '2023 Power List of the top 200 biggest voices in Leadership'. As a partner at PwC he has led high performance teams at Fortune 500s to even greater levels of success.
One of my favorite quotes? "Transformation isn’t just about change; it’s about evolving the core of your business". And that's just a taste of so much more.
Topics We Cover:
1. The importance of responsible AI, emphasizing the need for diverse datasets and diverse developers for ethical and impactful AI applications.
2. Addressing societal issues such as racism and classism while navigating the challenges posed by the pandemic and geopolitical tensions.
3. Business leadership, ethics, and the intersection of AI with ESG (Environmental, Social, and Governance) considerations.
4. Insights into the significance of understanding clients, reinventing business models, and aligning profit-making with positive environmental and societal impact.
5. Relatable personal anecdotes, including Bhushan's experience as an immigrant and his approach to teaching leadership to his children.
References and Links:
https://twitter.com/bhushansethi1
https://www.linkedin.com/in/bhushansethi
Timestamps:
00:00 Intro
03:19 AI changes signal exciting progress in technology.
06:30 Unity technology, democratization, opening opportunities for countries.
12:28 Responsible AI requires diverse and ethical datasets.
16:12 Addressing racism, classism, and the need for collaboration.
18:11 Engage in debate without polarization.
21:55 Understanding of relationships in career is essential.
25:22 Advising companies on transformative and people-centric strategies.
28:36 Geopolitical tensions impact commodity prices and technology.
31:17 Small businesses must adapt to technology for growth.
37:53 ESG intersects with emissions, technology, and decisions.
40:12 The Economist article on environment, social, and governance.
43:56 Maximize profits through innovative, sustainable business models.
48:25 Encourage compassion, understanding, and self-care in leadership.
More About The Guest:
Bhushan is a Partner at PwC where he serves as a seasoned global leader and pragmatic strategist. With a proven track record, he's helped global organizations achieve sustainable success through organization and workforce strategies. His expertise spans growth strategy, cost reduction, digital transformation, and regulatory compliance. Within PwC, he previously co-led the Global People and Organization practice.
He is a frequent contributor to top-tier media outlets and actively contributes to forums like the World Economic Forum and G20/T20. He recently completed the “Harnessing AI for Breakthrough Innovation and Strategic Impact program” at Stanford University and currently serves as an Adjunct Professor at NYU Stern School of Business, teaching MBA students. Currently based in New York City, Bhushan's career has spanned across Europe, Asia, and the US.
About The Host:
Marc helps experts scale their impact in the form of high-ticket courses, programs, VIP days, and masterminds (without losing the deep impact of their 1-on-1 work).
After helping over 1,000 entrepreneurs, he created his Product Flywheel Framework to help the next 1,000 do it faster. Learn more at: https://8020solutions.co -
Marketing is the communication of value.
If you want to communicate value clearly, then behavioral economics can help. That's because behavioral economics combines the study of economics (this includes the study of how groups of people make purchase decisions) and psychology (how individuals make decisions).
That said, we have a very special episode of The Modern Consultant here today, because I have the pleasure of hosting Dr. Sean Ericson - an economist specializing in innovation and climate change.
While his current work is focused on electric utilities and meeting their decarbonization goals as we adapt to a changing climate we talk about much more:
We talked about:
1. Sunk cost and its impact on decision making, emphasizing the importance of focusing on future prospects.
2. The link between behavioral economics and evolutionary biology. Drawing from psychology to understand decision-making processes.
3. Individual and group decision-making, exploring the balance between individual costs and collective benefits, with climate change as an example.
4. Game theory implications on personal relationships and the influence of one's actions on the choices of others.
5. The complex interplay between relationships and transactions, highlighting the positive externalities of relationships in economics.
6. The concept of trust in collaborations, the impact on decision-making and values, and the psychology of self-sabotaging behavior.
Timestamps:
00:00 Four big questions in economics around individual and group.
06:14 Value in marketing and economics is complex.
09:00 Make choices based on future, not past.
11:27 Behavioral economics shows limits in decision-making.
14:17 Individuals balance costs and benefits for group.
18:42 Act in a way that benefits others.
23:37 Building trust is key in business relationships.
25:12 Collaboration in game theory requires trust.
31:14 Navigating money and transactions in business relationships.
34:47 Relationships can lead to unexpected benefits.
39:05 Balancing group interests while preventing free riding.
About Guest:
Sean is an economist specializing in innovation and climate change. Sean has a masters in energy economics from the Colorado School of Mines and his PhD from the University of Colorado Boulder. His current work supports electric utilities meet their decarbonization goals and adapt to a changing climate.
About The Host:
Marc helps experts scale their impact in the form of high-ticket courses, programs, VIP days, and masterminds (without losing the deep impact of their 1-on-1 work).
After helping over 1,000 entrepreneurs, he created his Product Flywheel Framework to help the next 1,000 do it faster. Learn more at: https://8020solutions.co -
How does Oprah show up at your doorstep?
For starters, you might be an actress turned leadership coach to 6, 7, and 9-figure entrepreneurs. This is the story of Lisa Fabrega - my guest today on The Modern Consultant.
For more than ten years, she has helped entrepreneurs, corporate executives, Academy Award nominees, and Nobel Prize organization candidates break through boundaries that have been holding them back from their next level.
Her signature approach enables clients to reach their highest levels of success and impact.
Topics We Cover:
1. Transitioning from a career in acting to becoming a successful business coach for high-powered executives.
2. Overhauling branding and marketing strategies to attract attention from influencers like Oprah and Gayle King.
3. The impact of having the right inner circle for success and protection.
4. The significance of capacity over strategy in business, especially for leaders facing rapid growth.
5. Achieving authentic visibility and its impact on business growth and leadership.
6. The energy exchange in pricing and sales methodology, and the importance of being compensated for intellectual property.
References and Links:
- Website: https://lisafabrega.com
- Instagram: https://www.instagram.com/lisafabrega
Timestamps:
00:00 Sought changes, felt talents being wasted. Career shift.
06:01 Admiration for Oprah as personal development pioneer.
08:36 Innovative strategies led to unexpected success and recognition.
11:45 Excited for Zoom call, then interrupted by neighbor.
14:29 Experience with 74,000 people reveals common obstacles.
19:02 Leaders face capacity walls, especially regarding money.
19:53 Embrace visibility, diversity, and authenticity in leadership.
26:06 Individuality attracts, but fear hinders visibility.
29:37 Business success depends on offers, audience, and pricing.
30:33 Pricing in business is an energy exchange.
34:49 Overcoming challenges, finding value, and business growth.
40:17 Focus on your strengths for sustained success.
42:28 Releasing content, staying detached, planning for future.
46:28 Belief in you is more valuable.
48:35 Proper compensation fuels value and energy exchange.
53:39 Importance of choosing the right people around.
More About The Guest:
Lisa has addressed thousands of people both on stage as a keynote speaker as well as when she appeared on Oprah Daily and on podcasts including The Unmistakable Creative, Her Rules Radio, and Tell Me A Story with Debra Silverman. She’s also been featured in Oprah Magazine, Forbes, CNN, Yahoo! News and The Huffington Post. She splits her time between Florida and California with her two rescue dogs, Luna and Sadie.
About The Host:
Marc helps experts scale their impact in the form of high-ticket courses, programs, VIP days, and masterminds (without losing the deep impact of their 1-on-1 work).
After helping over 1,000 entrepreneurs, he created his Product Flywheel Framework to help the next 1,000 do it faster. Learn more at: https://8020solutions.co -
As we gear up for 2024, I've been thinking to myself, who are all the experts that are on the frontlines of being able to help expertise-driven businesses grow faster online? Who's doing it with data? If I could find a "superexpert" for every single one of the 9 steps I used to help my clients win, who'd I wanna have a conversation with?
That's when I thought of this week's guest - Tory Gray.
Longtime friend and CEO of Gray.Company, an SEO, Data & Digital Market Intelligence consultancy.
In this episode, we dive deep on her extensive experience in SEO and growth strategy, owning both product and marketing roles for in-house startups and reputable agencies.
Topics We Cover:
1. AI Tools Beyond Content Creation
2. The Importance of Human Curation with AI-generated content
3. SEO as an investment and determining your target market, emphasizing the need to understand audience awareness levels, competitiveness, and conducting competitor research.
4. The Future of Data Accessibility
References and Links:
Tory's Website: https://thegray.company/
Her LinkedIn: https://www.linkedin.com/in/torygray/
Timestamps:
02:46 Obama Campaign used data to target specific people.
04:04 Medical data source helps identify symptoms and sentiment.
07:48 Combining data for ideas and audience analysis.
12:43 Proprietary assumptions, varied data sources, crawling tools.
15:41 COVID changed search behavior.
17:41 YouTube sees surge in interest from businesses and how we analyzed ~500,000 YouTube Videos
20:18 Analyzing competitor data to develop YouTube strategy.
23:39 ChatGPT dramatically improves content accessibility and optimization.
27:34 Get unstuck, find creative angles and ideas.
29:56 Use SEO to define your market and optimize.
38:38 Measuring brand visibility across channels and platforms.
46:08 TikTok poses threat to Google's search.
52:59 Discussion on charging for Reddit app usage.
55:04 Learn, calm down, stop stressing, enjoy, be strategic.
About The Host:
Marc helps experts scale their impact in the form of high-ticket courses, programs, VIP days, and masterminds (without losing the deep impact of their 1-on-1 work).
After helping over 1,000 entrepreneurs, he created his Product Flywheel Framework to help the next 1,000 do it faster. Learn more at: https://8020solutions.co -
After our Jay Abraham episode, I kept thinking to myself, who'd be a great follow-up to buying, growing, and selling businesses? Then, a Modern Consultant listener recommended I have chat with this week's guest.
Why? Well, she's a master of negotiation - $1M+ deals, $1B deals, and $100B deals. So, no matter what level of business you're playing at, there's something everyone can learn from here.
Meet Christine McKay, CEO of Venn Consulting, a master business negotiator with extensive experience in M&A (mergers and acquisitions), divestitures, and integration. She is also the author of the book, Why Not Ask? A Conversation about Getting More and contributing author for several compilation books.
Topics We Cover:
How The Hardest Negotiation Starts Within
The Four Primary Styles of Negotiation
The Champion Style of Negotiation
Evaluating the Success of a Deal
Benefactor, Maverick, and Ambassador Styles of Negotiation
Negotiation as a Way of Life
Understanding Negotiation Styles in Relationships and Business
References and Links:
https://www.vennnegotiation.com
https://www.linkedin.com/in/christinemckay/
Book (Amazon): Why Not Ask?: A Conversation About Getting More
Timestamps:
00:41 Negotiation styles, identifying clients, personal journey.
09:29 Supportive, homeless single mom graduates Harvard, alcohol journey.
11:07 Incredibly transparent and impactful story, deeper insights into personal interests, grandfather's suicide, inner world transformation, negotiation with oneself.
20:06 We adapt to get more yeses, surround ourselves with similar people, develop a default style for asking, influenced by media.
23:21 Beware of the zero sum mentality.
31:46 Playing victim, undermining, destructive. Sometimes championing boundaries.
37:13 Growth mindset in negotiation, 4 styles.
39:48 Negotiating math assumptions in pricing strategy.
48:52 Negotiation is everywhere; values guide compatibility.
52:34 Curiosity fuels effective negotiation; play is important.
59:29 Assess inventory, profits, risks, strategy, relationships
01:01:37 Find opposite of fear; lean into it.
More About The Guest:
A specialist in David & Goliath negotiations, Christine is building the Negotiation Center of Excellence for small and mid-sized businesses. Having worked on deals totaling over $100 billion, Christine has negotiated with and for approximately half of the Fortune 100 including: Apple, Boeing, Marathon Oil, Johnson & Johnson, Verizon, American Express.
About The Host:
Marc helps experts scale their impact in the form of high-ticket courses, programs, VIP days, and masterminds (without losing the deep impact of their 1-on-1 work).
After helping over 1,000 entrepreneurs, he created his Product Flywheel Framework to help the next 1,000 do it faster. Learn more at: https://8020solutions.co -
For years, she's tested, refined, and perfected her small group coaching program. She's done it so well, that she boasts an incredible 95% success rate. And with those kind of results, her next natural question is...
"How do I help more people?"
But then, the next thought is...
"Will it make it worse for those who are already inside my program?"
That, right there, is the conundrum many skilled coaches and consultants face. Effectively, do we stay small and help a few people really well? Or do we scale, and help more people, but not as well?
This week on The Modern Consultant, I have the pleasure of saying to our guest Leslie Chen...
"What if you could have both?"
Then, in this week's special "coaching podcast" episode, you'll hear me walk her begin to architect how to do it.
More about Leslie: She is running an executive weight loss coaching program focusing on helping a community of high-impact women remove a toxic relationship with food while experiencing automated, inevitable weight loss.
Topics We Cover:
Lead generation and scaling Leslie Chen's business
Refining messaging and value proposition
Scaling coaching program without compromising quality
Surveying and data collection for decision-making
Pricing and revenue considerations
Lessons learned and future goals
References and Links:
https://www.riselean.com/
https://www.linkedin.com/in/leslielchen/
Timestamps:
02:20 Successful coaching program with exceptional outcomes. Expansion needed.
07:59 Features of Successful Group Coaching Program.
15:52 How to test new model and ideas without changing existing clients.
21:29 Sell existing and new products confidently.
26:55 Seeking feedback on new offer's pricing and format
32:15 Trim, refine, test, and analyze for optimal results.
36:12 Building scalable coaching program with care.
42:42 Convergence of qualitative survey data with 100-200 replies.
46:44 Using survey to increase revenue
52:50 Podcast topic: audience growth and $0 acquisition cost
01:00:00 Emotional experiences can be measured through surveys.
01:04:27 Untested hypothesis
01:07:43 Roadblocks, data, scaling, lead generation
01:18:28 Act on important ideas to make impact.
More About The Guest:
Leslie helps high-achieving women entrepreneurs and professionals seeking to restore a liberating relationship with food while gaining a head-turning body.
About The Host:
Marc helps experts scale their impact in the form of high-ticket courses, programs, VIP days, and masterminds (without losing the deep impact of their 1-on-1 work).
After helping over 1,000 entrepreneurs, he created his Product Flywheel Framework to help the next 1,000 do it faster. Learn more at: https://8020solutions.co -
This week on the Modern Consultant, I have the honor of hosting Zack Arnold.
Zack is an award-winning Hollywood film and television editor (Cobra Kai, Burn Notice, Empire, Shooter, Glee), a member of the American Cinema Editors, a documentary director (GO FAR: The Christopher Rush Story, narrated by Mark Hamill), an American Ninja Warrior, and the creator of the Optimize Yourself program and podcast.
With his group coaching programs, he helps ambitious creative professionals and entrepreneurs design a unique path towards a more balanced, more productive, and more fulfilling career they deserve.
Zack's website: https://optimizeyourself.me/
Topics We Covered:
- The challenges and opportunities Zack Arnold explored during pandemic slowdown of the Hollywood
- Zack's struggle with lead generation and marketing for his coaching and teaching business
- The importance of leveraging relationships and creating win-win partnerships to expand audience, especially in business-to-business markets
- Zack's creation of a market for personal and professional development in the postproduction space of Hollywood
Timestamps:
01:27 Transition from Hollywood to coaching due to burnout.
09:05 Overcoming challenges, transforming lifestyle through fitness goal.
19:51 Learned survey skills, doubled business during pandemic with Marc's help.
25:28 Mastery in serving email list, challenges in lead generation.
27:08 Building relationships through partnerships.
36:03 Leverage existing audiences for revenue and growth.
40:56 The problem with most online courses
46:08 Career and skills diversification.
53:03 Strategic approach to audience research
59:11 One of the primary factors responsible for Zack's 7-fig revenue generation
01:02:37 Exploring funnel design, criteria, and relationship building process.
01:07:05 Evaluate LinkedIn Sales Navigator for viable business prospects.
01:08:11 How Zack generated 1.1M from the list of 5000
01:11:43 Mastering failures leads to personal and professional growth.
About The Host:
Marc helps experts scale their impact in the form of high-ticket courses, programs, VIP days, and masterminds (without losing the deep impact of their 1-on-1 work).
After helping over 1,000 entrepreneurs, he created his Product Flywheel Framework to help the next 1,000 do it faster. Learn more at: https://8020solutions.co -
Imagine this - you're the head of Kajabi, a platform for creating and selling online courses. In 2023, with 19,000 customers, you hit $60M in revenue, and you're valued at $2 billion.
Who do you call to help grow your community from 19,000 to 100,000?
Maruxa Murphy - The Heartful Community Architect & Revenue Strategist I'm proud to call a friend and a client. Given the depth of and breadth of her expertise, we've been quietly codifying her science and art into a transformative curriculum that will serve as training for her team, a course for her clients, and a playbook for entrepreneurs of heart.
Her course isn't out yet so you can't buy it but what you can do is listen to an in-the-trenches coaching call where we clarify and codify the expertise that 8-figure companies continually ask her for.
Last week we went deep on digital operations with Jhana Li and this week, we're going deep with Maruxa Murphy.
If you're ready to roll up your sleeves with us, then here's what you're in store for:
This week on the Modern Consultant, I have the honor of hosting Maruxa Murphy. She is an award-winning community experience designer, strategist, and entrepreneur.
She’s been featured in Forbes, Reader's Digest, Fox News, The Huffington Post, NBC, and The Austin-American Statesman for her work in creating profitable enterprises that do good in the world. Maruxa believes in empowering all individuals to live their fullest lives, and her work has been instrumental in bringing people together to create positive change.
To learn more about Maruxa, visit: https://www.revolutionarycommunities.com/
Topics We Cover:
1. Developing a Scalable Approach
2. The Excite Model
3. Building a Community Profit Path
4. Publishing Proof of Results as a Marketing Strategy
5. The Importance of Sales
Timestamps:
[00:01:42] Marc: How can I help?
[00:03:04] Seeking scalable growth, designing course together. Overcoming limitations, multiplying impact. Creating opportunities for financial freedom and family support.
[00:06:38] Money, time, impact, outcome, consultants, process, business.
[00:10:25] Value building and sharing proof is crucial.
[00:14:23] Framework with 5 profit paths, community building.
[00:18:52] Transformational coaches and consultants creating impactful movements.
[00:20:58] Focus on three lines of business.
[00:27:36] Excite sales, similar to past offer. Framework aligned.
[00:30:26] No thoughts on creating Excite community, but need to focus on marketing.
[00:34:19] Flowchart steps to move people effectively. Customer journey mapping in sales funnels.
[00:37:47] Small but mighty, excite profit, create transformation, community profit path.
[00:39:05] Flexible workshop schedule, from weekly to yearly.
[00:45:14] Referrals, social content, discovery call, paid course.
[00:47:42] 20 sales day, 15 calls weak, list constraint.
More About The Guest:
She is an award-winning community experience designer, strategist, and entrepreneur. She’s been featured in Forbes, Reader's Digest, Fox News, The Huffington Post, NBC, and The Austin-American Statesman for her work in creating profitable enterprises that do good in the world. Maruxa believes in empowering all individuals to live their fullest lives, and her work has been instrumental in bringing people together to create positive change.
To learn more about Maruxa, visit: https://www.revolutionarycommunities.com/
About The Host:
Marc helps experts scale their impact in the form of high-ticket courses, programs, VIP days, and masterminds (without losing the deep impact of their 1-on-1 work).
After helping over 1,000... -
This week on the Modern Consultant, I have the honor of hosting Jhana Li.
Jhana first stumbled into Operations 5 years ago, while traveling full-time in a converted van through North & South America. Since then, she's been COO at 2 successful startups, directly consulted over thirty 7- & 8- figure businesses, and coached hundreds more. She helps founders scale their businesses & scale themselves out of the day-to-day by training their Operator to become the Second-In-Command. Her mission lies in transforming purpose-based businesses into vehicles for growth & good.
For more details visit: www.spyglassops.com
Topics We Cover:
1. Delivering Immediate ROI
2. The Importance of Strategic Vision
3. Living in the Future
4. The Power of Ops Inspection
5. Tailoring the Approach
Timestamps:
[00:02:51] Ideal client: digital startup founder struggling to scale.
[00:06:38] Focused on social media, attracting leads/clients.
[00:07:27] Narrowing down sources, conversion rates, messaging, triggers.
[00:11:37] Language change, business future, goals ahead.
[00:15:36] Crafting content for social media channels effectively.
[00:20:02] Feedback wanted: Content too intellectual, seeking thoughts. Note: Perceived authority vs simpler communication.
[00:22:07] Feel upset about inauthentic language and ego.
[00:26:16] Comprehensive audit helps clear business bottlenecks.
[00:28:58] Unclear strategic vision causes business bottlenecks.
[00:33:57] Focused on solution, solving problems, leadership transformation.
[00:37:07] Immediate ROI and clarity within 1 week.
[00:40:16] Fixed numbers, 6 pillars, 25 categories, CEO goals.
[00:42:54] Serving clients, solving problems - language is key.
[00:46:08] Diagnostic survey identifies operational bottleneck with 38.9% completion rate.
[00:49:07] 60-90 days to bring results for audience acquisition.
About The Host:
Marc helps experts scale their impact in the form of high-ticket courses, programs, VIP days, and masterminds (without losing the deep impact of their 1-on-1 work).
After helping over 1,000 entrepreneurs, he created his Product Flywheel Framework to help the next 1,000 do it faster. Learn more at: https://8020solutions.co -
This week on the Modern Consultant, I have the honor of hosting Brian Kurtz.
Brian Kurtz has been a serial direct marketer for over 40 years. He had two careers. The first spanned 34 years as a force behind Boardroom Inc., an iconic publisher and direct marketer.
His second career, which he is seven years into as the Founder of Titans Marketing, is a direct marketing educational and coaching company where he has also continued working with the best-of-the-best, including past guests on The Modern Consultant (Jay "$50B man" Abraham & Kevin "CopyChief.com" Rogers)
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Topics We Cover:
1. The value of testing and optimizing your offers to increase front-end revenue.
2. The benefits of single variable testing in promotions and understanding the elements that contribute to success.
3. The relevance of lifetime value in marketing and how it can be better understood through the RFN framework (recency frequency monetary).
4. Strategies for attracting qualified individuals to higher-tier offers, such as mastermind programs.
5. The crucial role of getting the elements of marketing right – creative, audience, and media selection – in achieving success.
6. The importance of renewability and continuity in business for sustainability and growth.
7. The impact of creative elements, such as fresh copy and messaging, on response rates.
===============
References and Links:
https://overdeliverbook.com
briankurtz.net
https://8020solutions.co
===============
Timestamps:
[00:04:30] Lifelong learner joins titans of direct response.
[00:05:23] Direct mail: not dead, but still discipline.
[00:14:52] Chris is the architect, franchise ride, Gene Schwartz. Barbara's royalty arrangement, deceased Gene's popularity, 2 books profiling advertising legends, stroke.
[00:20:10] Author shares valuable business insights with personal motivation.
[00:21:31] Family. Email. List. Blog. Online channel.
[00:28:42] I have 19 keynote presentations honoring mentors.
[00:36:00] Experienced entrepreneur builds successful company, not startup.
[00:42:41] Test your front end offer regularly.
[00:43:44] Test offers for increased front end results.
[00:50:33] Creative messaging is crucial for business success.
[00:56:18] Found potential partner in website analysis. Joined Mastermind at $20,000. Promote Titans Accelerator as affordable high-level option.
[01:02:04] Curious about opinions on a specific approach.
[01:08:01] Understanding lifetime value, RFM, and satisfaction.
[01:17:29] Missed lower ticket products earlier; business foundation weaker.
[01:20:07] "Opt in for exclusive interviews at briankurtz.net"
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More About The Guest:
Brian Kurtz is a Founder of Titans Marketing, is a direct marketing educational and coaching company where he has also continued working with the best-of-the-best.
Titans Marketing is known for two (soon to be three) mastermind groups, an array of classic books and swipe files Brian has re-published and created…and he is the author of two books himself.
His most recent book is Overdeliver: Build a Business for a Lifetime Playing the Long Game in Direct Response Marketing. It is his opus (but not a memoir).
His first book, The Advertising Solution, profiles six legends of advertising and copywriting including Gene Schwartz and Gary Halbert.
As a business-to-consumer marketer at Boardroom, Brian was responsible for selling over a billion dollars’ worth of products “$39 at a time” to millions.
As a business-to-business marketer with Titans Marketing, he has sold over $5 million worth of products (and services) to thousands, enabling them to spread the gospel about direct marketing to millions.
During both careers,... -
A few weeks ago, we had about 350,000 email subscribers and now it's about 600,000+ subscribers which changes our focus from getting more subscribers to "how do we convert?"
This week, I take you behind the scenes of how I'm doing that for an active client project. For confidentiality reasons, I can't share everything but here's what I do cover:
-Average email open rate (as of Sept 2023 from a database of 200M emails)
-How I’m getting 150%-250% higher email open rates
-Why 2,210 people asked us to sell them something
-2 kinds of emails I send in every campaign
-3 subject line templates you can use right now
Timestamps:
[00:01:52] Kinds of emails, subject line templates, selling principles.
[00:05:30] September 2023 email open rates: 20-40%
[00:07:58] High click-through rate and promising open rates.
[00:10:31] Lead magnet engages, then address problem, introduce other offerings.
[00:16:16] Point: Underline that sales disagreements may upset. Email template example discussing nonfunctional workaholism and escapism.
[00:20:37] Common sticking points in achieving goals. Credibility through third party references. Effective subject line template for emails.
---
More about what I'm up to is over at https://8020solutions.co -
This week on the Modern Consultant, I have the honor of hosting Daniel Ferrari.
At first glance, he looks like a surfer and that's because he is.
When he's not taming the Pacific Ocean on a board, you might find him riding boardroom-level profits for his clients as a fractional CMO with over 10 years of direct marketing and sales experience.
Professional Highlights: In a nutshell...
Enterprise marketing for the Intelligence community: He studied Commerce, Finance, and Marketing in undergrad before getting scooped up by Booz Allen Hamilton, the 100+ year old multi-billion dollar consulting firm that specializes in intelligence. He turned complex strategic communication into something people were excited to pay for.
50% of new customers for a 9-figure Fintech company: After that, he joined the crew of Motley Fool - a 9-figure direct-marketing driven technology company that focuses on financial products and services. By the end of his time there, he was responsible for 50% of new customers.
Then he went rogue: For close to 10 years, he's been the secret weapon to 7, 8, and 9-figure D2C (direct-to-consumer) brands. Specialties including but not limited to fractional CMO services, funnel strategy, offer development, and sales copy.
Personal Highlights: We've been friends for almost 10 years. We met Jay Abraham for the first time at the same time (back in 2014). Worked out at the same gym. Traveled to multiple marketing conferences together. Hung out at Agora Inc - 9-figure direct response driven company based in Baltimore. Birthday parties. That sort of thing.
Topics We Cover:
1. Timing is Everything: Knowing when to make a claim in the sales cycle can make all the difference, depending on the target market.
2. The Power of Investment: The more a customer invests in the initial marketing interaction, the more open they become to further engagement and claims.
3. Balancing Specific Outcomes and Intangible Benefits: Different price points require different approaches when it comes to focusing on either concrete outcomes or intangible benefits.
4. Scaling Strategies: When scaling a business, consider a top-down or bottom-up approach to pricing and delivery to cater to different customer needs.
5. Aligning Brand and Offer with Universal Desires: By understanding the core desires of your target audience, you can tailor your marketing strategies to create a strong connection and drive sales.
References and Links:
- "Spent" by Dr. Jeffrey Miller - a book that translates base-level human desires into effective marketing strategies.
Timestamps:
[00:04:57] Pricing strategy for scaling online coaching businesses.
[00:06:25] Product-driven marketing: individual or group approach. Use webinars, book calls, etc. Then scale and make it appropriate for the price point.
[00:13:35] Scaling human-driven fulfillment is challenging, but possible. There are constraints in terms of manpower. Consider delivering a valuable package at a lower level and reducing guidance or coaching time.
[00:18:04] Interactive status, broad outcome definition, product development, easier marketing, selling points, copywriting, intangible benefits.
[00:28:24] Demonstration, storytelling, and case studies are important.
[00:35:02] Sales cycle length impacts message timing. Hook later.
[00:38:36] Sequencing customer journey, map touch points. Offer suite, sequence engagement with products. Layering.
[00:44:26] "Water time yields professional focus and growth."
[00:47:49] Tango dancers: connect or feel free.
[00:56:45]... -
I'm back with another solo episode. If you missed the last two episodes, watch them for full context. The first few seconds of this episode are a recap clip from my episode with Jay Abraham, the $50B man (that's how much he's generated for his private clients in profit).
Then, the following episode, I introduce the 9-step roadmap I'm using to drive all client results through the end of 2024.
Finally, in this episode, I share:
- Problems you run into at each step
- How to solve them
- Results my clients are having at various steps
Highlights:
- Step 3: We added 372,424 email subscribers in 1 day (client update)
- Step 9: Building a sales system that can handle a $1M per month without sales calls.
Full Episode on YouTube:
<iframe width="560" height="315" src="https://www.youtube.com/embed/gzE15sRpkGY?si=-8Ko7TxpTjLp1R10" title="YouTube video player" frameborder="0" allow="accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share" allowfullscreen></iframe>
Find out more about what I'm up to here:
https://8020solutions.co/ -
Audience is who you serve.
Offers are what you serve.
Sales are how you tell them about the offers.
Simple to say, not so simple to execute, which is why I shared 80/20's new process roadmap on a team meeting this morning. On that call, I shared how we'll be serving our 1-on-1 clients through 2024 to start, grow, and scale every one of those systems.
If you're a current client (or you're planning to work with us in the next 3 months), then this one is mandatory.
Y'all are busy though so instead of a 2-hour podcast, I recorded a walkthrough podcast episode that's just 10 minutes long.
You can get it on Spotify and Apple Podcasts but if you want to actually SEE the roadmap, then it makes sense to watch the YouTube video.
Personally, I'm excited for this for a couple reasons:
Small List: We've got a case study that shows how just 3 of these steps were used to generate $40,200 in 4 weeks from a list of 20 people.Bigger List: We're using all 9 steps right now for 500,000+ emails in a campaign that starts next week.
It's a scalable framework, basically - no switching and hopping around. Just do one thing that works, and keep getting better at doing it.
Yes, it's designed to help you go from 1-on-1 to 1-to-many, but let's be real about what it's really designed to do:
Grow revenue for your expertise-based business. -
Episode at a Glance:
Watch The Episode Trailer:
<iframe width="560" height="315" src="https://www.youtube.com/embed/PSv97s9CqxA?si=V8zWRXPqy3jMNVI4" title="YouTube video player" frameborder="0" allow="accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share" allowfullscreen></iframe>
Unusual Highlights:
You can acquire just a part of a business.Want more buyers? Acquire a list of buyers.Want more leads? Acquire a traffic source.Want more sales? Acquire a sales process, tech, or team.Want a better product? Acquire a related product.Acquiring a business (or just the part you need) can cost $0.
My Personal Take:
Whether you lead a team of 1, 10, 100, or 1,000 - in this episode, Jay will introduce you to a concept he calls:
Hyperexponential growth.
Yes, you can get ahead with incremental growth. Yes, you can lead your industry with exponential growth.
But, if you focus on hyperexponential growth - then the only competition you’ll ever have are the limits of your own imagination.
Once the introduction to the concept is done, he will share with you __ strategies to go from idea to installation inside your business.
That said, if you’ve already know Jay, then you know he compresses decades of expertise into a single paragraph.
Should you take the time to unpack it, the 6-7-8 or 9-figure profit potential for you, your business, and team, is yours for the taking.
To decide on which and how much value you’d like to gift yourself right now, then scan what’s inside this episode in the following order:
Themes: See the bigger ideas.Concepts: See “atomic elements” that make the bigger ideas work.Timestamps: See exactly where the themes and concepts get brought to life through stories and examples.
Themes:
1. The Power of Collaboration: Jay emphasizes the importance of collaborating with individuals who have different skills and knowledge. By working together, you can achieve breakthroughs and create opportunities that you may not have thought possible.
2. Acquisition Strategies to Create Wealth: Jay unveils the power of acquiring businesses or assets as a means of solving problems or creating new opportunities. He shares examples of individuals who have achieved massive wealth by mastering acquisition methodologies.
3. Strategic Thinking vs. Tactical Thinking: Jay highlights the difference between being strategic and being tactical in business and life. He encourages listeners to shift their mindset to think strategically and explore new avenues for growth and impact.
4. Max ROI without personal funds: Jay shares strategies for generating massive returns on investment without using personal funds. He reveals how passive investors can make multiples of thousands of percent a year on their investments.
Concepts:
AQUIREpreneur: The next level of entrepreneurship.EPIC: Ethically earn enormous profits in a time of crisis.The 3 (core) ways to grow a business.The 3 (advanced) ways to grow a business.9 more drivers of growth: marketing, strategy, capital, business model, relationships, distribution channels, products and services, process/procedures/systems, ideology9 Sticking Points of growth: Nine questions - Vis mere
