You don’t need to get better at sales.

0:00Most of the coaches I meet have a great

0:01product

0:02and a terrible offer.

0:04Honestly, the easiest way to help you

0:05make more money isn't to teach you how

0:07to hard sell, is to make your offer easy

0:09to buy. And so, in this video, I'm not

0:11going to teach you why you need an

0:12offer. You already know that.

0:14Instead, what I want to do is give you

0:15five really simple offer upgrades.

0:17Little things we can do to dial up the

0:18clarity

0:20and the attractiveness of your offer so

0:22you become easy to buy. Over the last

0:24few years, we've got 700 coaches to a

0:26million dollars a year and beyond. And

0:27we're doing just under 2 million bucks a

0:28month ourselves. How do we do it? Well,

0:30we use this marketing map. So, in this

0:32series, I'm breaking down each of the

0:33steps, each of the pieces we use to

0:35generate leads, to warm them up, to make

0:36offers, and get them to buy. Today,

0:38we're in offer land.

0:40Cuz if we can get the offer right,

0:41everything that happens from a marketing

0:43and sales point of view

0:44actually pays off. So,

0:47let's dial in your offer and make it

0:48better. Here's the big mistake that I

0:49think we've all been suckered into.

0:51We're all getting better and better and

0:52better at making convincing arguments.

0:54The truth is, nobody wants to be sold.

0:56Everybody loves to buy. So, the secret

0:58to selling more of your coaching isn't

0:59to focus on selling, it's to focus on

1:00how do we get bought? Because, as my

1:02friend Dean Jackson says, a compelling

1:03offer

1:04beats a convincing argument every single

1:06time.

1:08Let me give you an example. There are

1:10hundreds, thousands, tens of thousands

1:12of career coaches in the world. And

1:13they're all selling career coaching, the

1:15same stuff with the same sorts of

1:16outcomes. I work with one career coach.

1:18Her name's Em, and she's incredible.

1:20While everyone else is selling career

1:21coaching and sessions, she makes a

1:24compelling

1:26offer.

1:27It's this, you'll get your next job

1:28inside 90 days with a $10,000 pay rise

1:31or I'll work with you for free until you

1:32do. I don't need to be convinced, dude.

1:34I want that, and I'm in. So, I promised

1:35to tell you the truth, the whole truth,

1:37and nothing but the truth. The truth is,

1:38it's really freaking cold right now.

1:40Before we hit record,

1:41we ordered something hot and delicious.

1:44I don't know if I should drink it or

1:45just like huddle around the warmth of

1:47the cup. I feel like a baby with a sippy

1:49cup, and I'm just spilling it all over

1:50myself.

1:51The rest of this video is proudly

1:52sponsored by Showbox

1:55coffee and manly. So, I said right at

1:56the start, most coaches have a great

1:57product and a terrible offer.

1:59The difference is really important. The

2:01product is what you sell, what you

2:02deliver. In a physical product, it's

2:03what's in the box. The offer is how you

2:06package it and position it. And there

2:08are five levers we pull to make

2:10an offer so good that it sells itself.

2:13So, how do we dial in your offer? It's

2:14really simple. If you think about your

2:15offer like a seesaw

2:18at a kids' playground,

2:20if somebody says yes to your offer, it's

2:21because they perceive there's more

2:22reward than risk.

2:25And if they say no to your offer, it's

2:27because they perceive more risk

2:30than reward.

2:31There are five core elements

2:34we're going to lean on to stack the

2:36reward, to remove the risk, and then one

2:37in the middle that flips people over the

2:39edge.

2:41I'm going to do them from the outside in

2:43because, you know, if a person's here,

2:45it flips the seesaw more than if you put

2:46them there. So, we're going to start

2:48with the most important factor. The most

2:50important factor of your offer is the

2:51promise.

2:52If you're a travel agent, RIP travel

2:55agents, it's been nice knowing you. You

2:56don't sell the steps along the journey.

2:59You know, the lining up at the airport,

3:00the going through security, the delays,

3:02and the da da da, and the crappy food.

3:03You sell a trip to Bora Bora in Tahiti.

3:06You're on You're in paradise, the sun's

3:08shining, it's magical. We need to be

3:10really clear about the destination.

3:11Remember Em's example? New job

3:13in 90 days

3:15with a 10K pay rise. That's the promise.

3:18If you're selling a a short product,

3:20like a course or a

3:2230, 60, 90-day program, like a hero,

3:26that's probably all you need. If you're

3:27selling something longer,

3:28that promise probably wants to be

3:31dimensionalized a little bit. And so,

3:33when we're selling monthly recurring

3:34revenue programs, like we do a lot, we

3:36can't just sell the end destination, you

3:39know,

3:39pay me money right now, work with me for

3:41a long time, and eventually it gets

3:42really, really good. Trust me, bro.

3:44That's not okay. So, we've got three

3:46time frames that we want to break our

3:47offer down into, three phases. So, if

3:50you're selling a long program, I highly

3:51highly recommend you go what's the end

3:53result? Amazing.

3:55What's the quick win? So, where do where

3:58will someone be in 30 or 60 or 90 days?

4:01And then

4:03what's the result in phase two? For us

4:05in Black Belt

4:06our job is really really simple. We want

4:08to get you

4:09an extra 10k a month fast. That's

4:11usually in the first few weeks.

4:13That's phase one, quick wins. Phase two

4:15is we grow and scale and there's some

4:16strategies there and then we scale you

4:18up to

4:19uh a million dollars a year

4:22long term. So, phase one, phase two,

4:24phase three.

4:25But if you're selling a short program

4:27like the uh

4:30career

4:3190 days, new job, extra 10 grand does

4:33the trick.

4:34So, the first upgrade is promise. I want

4:36you to give yourself a quick little

4:37traffic light score on that right now.

4:39Is it red, really needs work? Is it

4:41green, oh my god, it's amazing? Or is it

4:42yellow, somewhere in between? And if

4:44it's anything other than

4:46green

4:47let's dial that up. How clear and

4:49compelling is the promise? We want a

4:50promise that you can point to that a a

4:5310-year-old kid walking down the street

4:54goes, "Oh my god

4:55that person's

4:56rich now." We want a promise we can

4:58point to. I want you to imagine that

4:59your coaching program is like Superman's

5:01phone booth. Ordinary person, Clark

5:03Kent, walks in

5:04superhuman person, Superman, walks out.

5:08How clear is your promise?

5:10If you're selling something short, make

5:11it clear and compelling. If you're

5:12selling something long, what's the

5:13first, then, and next phase one, two,

5:15three results? So, before we get into

5:17the other four, we built a little tool

5:19for our clients that's called the offer

5:20order. You just give it each of these

5:22five steps as we go through and tell it

5:23what you're doing right now and it's

5:24going to give you a score, a red, a

5:26green, a yellow.

5:27And it's going to make some specific

5:28suggestions about what you could change

5:30or add or remove to make your offer more

5:32clear, more compelling. I think you'll

5:33dig it. It's in the description below.

5:35So, on the reward side, the piece that

5:36weighs the heaviest is the promise. It

5:37wants to be clear and compelling so that

5:39people go, "I want that." Just like that

5:40energy drink, 5-hour Energy, it's really

5:42clear

5:43if I drink this, I'm going to have 5

5:44hours of energy. The second big needle

5:45mover we can add to make our offer more

5:48attractive and stack the reward

5:51is bonuses. Usually time limited. If I

5:53do it right now, I get this cool thing.

5:55Um people think about bonuses all wrong.

5:56In the old days, people used to measure

5:58value by the kilo. Literally, they'd

5:59throw everything but the kitchen sink at

6:01an offer. So, you'd have these

6:02incredible value stacks with like you

6:04get this and this and this and steak

6:06knives and bonuses and more steak

6:07knives. I once talked to a great coach

6:09called Pete about his time management

6:11program. He's like, "It's amazing." I'm

6:12like, "Well, tell me all about it." He

6:13goes, "Well, it weighs 3 kilos. It's got

6:14a real thud factor." I'm like, "3 kilos?

6:16How's that some kind of benefit to me?"

6:19He goes, "Yeah, when you take the box

6:20and you drop it on the table, it lands

6:21with a thud." Well, that's cool and all.

6:23In the old days, when things were

6:24scarce, maybe that was the best you

6:26could do.

6:27Honestly, we're not starving for

6:29information right now. We're drowning in

6:30it.

6:31So, the best thing you can do is to take

6:33as much out of the program or the

6:35product as you possibly can and only put

6:37in stuff that helps them win faster,

6:40get a better result, easier. Faster,

6:43better, easier. That goes in, everything

6:45else is out. If you think about it, your

6:46clients are hiring you to help them get

6:48up to the top of

6:50a mountain. And they're down here

6:52and you're right next to them. You're

6:54like, "Hey, if you buy right now, I'm

6:55going to give you this backpack." What

6:57are we going to put in the backpack?

6:58Everything. We're going to have more

6:59videos.

7:01More worksheets. We're going to have

7:02more sessions. We're going to have more

7:03coaching. We're going to have more

7:05You just like load them up with all this

7:06stuff

7:09in their backpack. And all of a sudden,

7:12it's all I'm already stuck at the bottom

7:14and now you're giving me all this to

7:14carry. It's getting harder and it's

7:16getting heavier. Your job is to make the

7:18backpack as light as humanly possible.

7:21Like a race car, the thing that makes a

7:22race car win isn't more, it's stripping

7:24out all of the weight.

7:26So, the only things we're going to add

7:28are

7:29does it help me get a better result?

7:30Does it help me get a faster result? Or

7:32does it make the whole process easier?

7:33So, when you think about your bonuses, I

7:34want you to think about this from two

7:36angles. Number one, what are the

7:37objections that would make someone less

7:39likely to buy

7:41and solve those in a bonus. Like I've

7:42got this friend Joanna Martin who used

7:43to teach people how to sell from stage.

7:45One of the big objections to joining a

7:47program about how to sell from stage is

7:48most people are terrified of speaking

7:50from stage, of presenting in public.

7:52And so she added a bonus, which is this

7:54meditation that you do, like this like

7:55visualization that goes for two or three

7:57minutes that gets you like calm and

7:58confident and feeling excited about it.

8:00It was a bonus that removed an

8:01objection. That's a really good way to

8:03lens to think about it. That's true. The

8:04other thing you do is you think about

8:06all of the

8:07key steps on the journey up the mountain

8:10that they need they're going to need to

8:11do and go, "Okay, how can we make that

8:13easier or faster or better?" And that

8:14easier or faster or better. And that

8:16easier or faster or better. Let me give

8:17you some examples. One of the things

8:18that people are going to need to do on

8:19the journey, one, is to have a great

8:20offer. And so we built a bunch of tools

8:22to make that easier and faster and

8:24better and then turn their offer into a

8:25an offer doc that they can use. So we've

8:27got the offer auditor, like I told you

8:29about. With our clients, we don't just

8:31audit. We've got an offer upgrader. So

8:33audit shows them the holes. That's the

8:35one you get. The offer upgrader takes

8:38the input from that

8:40and goes, "Here's five things that I

8:41would change or add." And tweaks their

8:43actual offer. There's another tool that

8:45takes that and turns it into an offer

8:46doc

8:48that's killer and perfect and amazing.

8:49If they need to generate leads organic,

8:51one of the tools is a hand raiser matic

8:53that writes the hand raiser post, makes

8:55it

8:56actually kind of funny, uh

8:58clear and compelling and entertaining.

9:01And they just go bananas. If they need

9:04micro magnets to generate leads, we've

9:06got a micro magnet maker.

9:08It's a bunch of tools that just make it

9:09easier for them to get a result that's

9:11better than they could on their own,

9:13faster than they could doing it solo.

9:16They're the bonuses we want to add. So I

9:17used to run a two-day workshop called

9:18the Mean Dollar Coach Intensive. And it

9:20was like a crash course on how to grow a

9:21coaching business. And at the end, I'd

9:23invite the right people to join us in

9:24Black Box.

9:26And after a

9:28two days of learning all the things that

9:29they could do, there was a chance that

9:32they might feel a little bit

9:33overwhelmed.

9:34There's a lot. So I'd ask people to be

9:36honest with me about what's the thing

9:37that might hold them back. And most

9:39people said, "Well, I'm just really busy

9:41and I'm not good at the tech." So, when

9:42I ask them a hypothetical question, "If

9:43you had a virtual assistant, not

9:45full-time, let's just say, I don't know,

9:4710 hours a week to take care of some

9:48stuff for you,

9:49let's make a quick list. I'll give you

9:5060 seconds. Let's make a list of all the

9:52things that you get that person to do on

9:53the marketing side of things for you."

9:55And then make this list. They'd write

9:56emails. Uh you know, they'd they'd

9:58schedule emails. They'd get your posts

10:00out. They'd maybe do your graphic

10:02design. They'd take care of your

10:03calendar and your email.

10:05I do that on day one.

10:07On day two, guess what one of the

10:08bonuses was? "Oh, and we'll pay for a

10:10virtual assistant for 10 hours a week to

10:12take care of that list of stuff that you

10:13made." And they're like, "Oh my god,

10:14that's just what I've always wanted." I

10:16know. I got you to want it. But that's

10:17the whole point. It was a bonus that

10:19overcame a specific objection. One of

10:21the steps up the mountain is going to be

10:24getting really good at marketing. And

10:25so, that's going to be email marketing

10:26and funnels and checkout pages and

10:28calendar booking pages if you

10:30if you sell with calls.

10:31So, one of the things that we do to help

10:32our clients win faster and easier, we

10:34build

10:35a CRM. We hired We um white-labeled Go

10:38HighLevel and we put all my funnels and

10:40campaigns

10:42pages inside this thing.

10:44So, now a client goes, "Oh, that's what

10:46I want." And they press the button and

10:47bloop, their stuff's in it.

10:50Done my way with their content in. It's

10:51perfect. It makes their job easier. So,

10:53they get a faster, better, easier

10:54result. So,

10:56I think you get the idea. Our job is to

10:58make it easier for clients to win and

10:59easier for them to say yes.

11:01So, I want you to think about your

11:03bonuses right now and score them.

11:05Is it green, compelling, and juicy? It's

11:07like, "Oh, if I get that, I'm in."

11:10Is it red? Frankly, could use a bunch of

11:12work or it's okay and could use an

11:14upgrade. If it could use an upgrade,

11:15make a list of the objections

11:17and the steps and go, "How do we make it

11:19faster, easier,

11:21with a bonus that I get if I sign up

11:22right now?" So far, we've talked about

11:24the reward side. Promise is most

11:26important, that's why it's on the

11:27outside. If we flip to the opposite side

11:28here, the risk side, the promise is

11:30making some pretty big promises. That's

11:32kind of its job.

11:33But there's a part of everyone's inner

11:35monologue which goes, "Okay, but what

11:38happens if it doesn't?"

11:40I'll help you get your next job inside

11:4390 days with a $10,000 pay rise, but

11:45what if it doesn't work? That's what we

11:48need to do here. That's where your

11:49guarantee comes in.

11:52And the guarantee just finishes this

11:53sentence.

11:55We will promise

11:57or we'll blank

12:00to make it good. So the promise

12:02says we'll get you this outcome and the

12:04guarantee says, "And if we don't, this

12:07is how you'll be made whole."

12:09There's this amazing old story that Jay

12:11Abraham used to tell. I I love it. I

12:12think it's the perfect example. Uh in a

12:15village many years ago

12:17a man wanted to buy a horse for his

12:18daughter.

12:19And at the time there was two horses for

12:21sale in the village. So the man went out

12:22to see both of the people who were

12:24selling the horses. And the first guy

12:25said, "Hey, this is my horse. It costs

12:27$100. Take it or leave it."

12:28Okay. So he goes to see the other one.

12:30He goes, "Oh,

12:31let me check my options. I'll come

12:32back." Goes to see the second guy. And

12:33the the guy says, "Well, this is my

12:34horse.

12:35Uh it's good. It's kind. It's

12:38it's a lovely horse. I think it'd be

12:39perfect for your daughter. But of course

12:40I'm going to say that. It's my horse and

12:41I'm trying to sell it to you. So why

12:42don't we do this? Why don't you take the

12:45horse for the week? I'll get my son to

12:46bring it to your stables.

12:48Uh every morning he'll come and feed the

12:50horse. He'll clean up the horse's mess.

12:52He'll help your daughter and the horse

12:54get to know each other and and um have a

12:56go on her first few rides. And at the

12:58end of the week, one or two things is

12:59going to happen. Either you're going to

13:00love the horse, in which case I'll

13:01expect to be paid, or you don't like the

13:03horse and I'll just take it back. No

13:04worries at all. Which horse do you think

13:06the man bought for his daughter? Well,

13:07obviously the horse with the risk

13:09reversal and the guarantee.

13:11You want your coaching to be a safe deal

13:13for people.

13:14And part of your offer is if the offer

13:16is

13:17high reward and we can take the risk

13:19out, then you become a walking, talking

13:21good deal. So right now

13:24are you a safe bet, a risky bet, or

13:26somewhere in between.

13:28Green, yellow, or red.

13:29Have you think about what's people's

13:31biggest fear? If I don't get this,

13:34what's the risk, and how do we remove as

13:35much of that as we humanly can?

13:38The next lever we can pull to remove the

13:39risk is just adjusting the terms of

13:41payment, the pay plan.

13:44It's really interesting. You can sell

13:46expensive things, but just by changing

13:48the

13:49the payment terms or the payment plan,

13:51it can feel like nothing. People are

13:52focused on can I make the payments, not

13:54the total amount. That's why people who

13:56sell cars and houses

13:58sell easy weekly payments of X or

14:01monthly payments of Y, not buy this car,

14:03it's 60 grand. Most coaches can

14:05dramatically increase the uptake on the

14:07thing just by changing the payment plan.

14:09And there are a few different payment

14:10shapes which I think makes sense. So,

14:11there's a bunch of different payment

14:12shapes that we can talk about.

14:14And the easiest way to think about it is

14:17how do they pay over time? And so, let

14:20me give you

14:21a few that you've seen and maybe a

14:23couple you haven't. All right, so these

14:24are the few different options. Let's

14:25start with the one that you've I'm sure

14:27you've heard of, it's called the PIF.

14:30This is where

14:32even if the program goes for a a long

14:34period of time, they pay it all up

14:36front.

14:37I get the attractiveness of that.

14:40Especially if you're running ads, you

14:41want to get as much of your ad spend

14:42back as quickly as you can. The problem

14:44is that you've created a a barrier to

14:46entry or a hurdle.

14:48That Let's call that option one.

14:49Uh an alternative to this that a few of

14:51my clients do when they are running big

14:53ad spend is they have a an upfront chunk

14:55that goes for the first month or couple

14:57of months, and then a lower

15:00monthly payment.

15:01And that's totally valid.

15:03That way you still get the bulk of your

15:04money up front,

15:06but you've got a a trail that it's like

15:08a My friend Shawn here just called that

15:09big head, long tail. Like a sperm.

15:13So, I'm just

15:14Like a whale. Uh next one you've

15:15definitely seen, this is just like

15:18MRR, monthly recurring revenue, where

15:20it's this much per month. For example,

15:21Blackbelt, the traditional payments are

15:24$2,500 a month. Next up, this is really

15:26popular in fitness. In fact, I first saw

15:28it with Alex doing this with his when he

15:30was coaching gyms uh was weekly

15:32payments.

15:35So, it's a lower amount

15:37paid weekly.

15:39Again, people focus on the payment, not

15:42the total. The cool thing about weekly

15:44payments is not only is it an easier,

15:46smaller number, but if you do the math,

15:4752 weeks gives you the equivalent of 13

15:50months worth of monthly payments. So,

15:52you can charge less, but make more at

15:54the same time. Kind of ingenious. Uh

15:56here's one you might not have seen. The

15:57way we do it in Bucker's called

15:58graduated pricing.

15:59And uh like I said before, the monthly

16:02payments for Blackbelt are 2,500 a

16:03month, but the first month

16:05is 1,500.

16:06And the second month is two grand, and

16:08then it goes to normal price after that.

16:10And so, those first two months are a

16:12little bit less, which makes it easy for

16:13you to get started. The biggest

16:14objection you're going to get is almost

16:16always like time and money. Like, I'm

16:18busy right now. I've got a lot on

16:20and I don't have the cash. And so,

16:22anything we can do to push payment into

16:24the future makes it easy cuz future

16:25money is easy to spend.

16:27Uh we've experimented in the past with

16:29um

16:30two months free, then X per month.

16:33Uh it's worked great for us for

16:34upgrades. It hasn't worked so well as a

16:35front-end offer. So,

16:37let's talk payment plans.

16:40Is yours

16:41juicy and delicious? Is it horrible and

16:43disgusting? Or is it somewhere in

16:45between? Ice cream and anchovies

16:48Brussels sprouts dribbled in bacon and

16:50maple syrup. Somewhere in between. And

16:51if so, you've got a menu here that you

16:53can tweak your payment plan to make it

16:54easy for people to say yes.

16:56For most of our clients, we'll have

16:58two options.

17:00Pay in full as an option A, and then a

17:02a monthly or a weekly

17:05one of those two, not both, as a B.

17:07That's a pretty typical, but you figure

17:09out a payment plan that makes your offer

17:10attractive. So, now we've got four of

17:12our offer upgrades dialed in.

17:14Two on the reward side, two on the risk

17:15side, which leaves us

17:17with the fulcrum in the middle.

17:21What we want is something that adds a

17:22little bit of now factor, a reason to do

17:24it today and not delay

17:25till later. We've got

17:27uh a couple of levers we can pull here.

17:29They are called urgency

17:31and scarcity.

17:38A lot of people conflate the two, think

17:39they're the same thing. They're not.

17:40Urgency is limited time. Scarcity is

17:42limited quantity.

17:44And we can play with both. Uh let's talk

17:47scarcity first of all.

17:48Most coaches treat their business like I

17:51want as many clients as I can get. Like

17:53there's unlimited supply. The truth is

17:54there's not. If you took on 100 new

17:56clients today, tomorrow morning you

17:58would probably die. Somewhere between

18:00zero clients and 100 clients, there's an

18:02actual number of people you can look

18:03after.

18:04That's real scarcity, not fake scarcity.

18:06Please don't do that. Real scarcity.

18:08What's the number of people you can look

18:09after and do a really good job for?

18:12That's the scarcity number.

18:14So for us in Black Belt, it's like 45.

18:16And we started by with how many we're

18:19selling right now.

18:21And

18:22did a little bit less than that as our

18:24first limiter

18:27to prove that we could. We sold that out

18:28and then every month we just ratcheted

18:30up the number and we've settled on this

18:31happy 45. We've got demand for 60,

18:33maybe maybe 70, but probably 60

18:36comfortably. But we cap it at 45 because

18:38we've got uh an amazing coaching team

18:40and I know that in a week they can

18:42onboard that number of people and do a

18:43great job. First week of the month,

18:46that's when we do it.

18:47Uh without burning out, without

18:50frying their brains, and and making sure

18:53we keep a super high level of service

18:55for the other clients in the community.

18:56So for us, that number's 45 and we we

18:59mention that number and as we get closer

19:01we go, "There's this many spots left.

19:02Oh, there's this many spots left. We've

19:04got this many spots left." And they go,

19:05"Today, we sold out for the 13th month."

19:07I'm super stoked.

19:09So that's scarcity.

19:10You've got a number, we should pick it,

19:11we should mention it and the moment we

19:13sell out we should tell people.

19:15And then there's urgency.

19:16If you're always open there's no reason

19:17to do things right now. So, we open the

19:19doors to Black Belt for 1 week per

19:21month.

19:22And so, we've got limited number, but

19:24we've also got limited number of days.

19:25And when the doors close, they close and

19:27the train leaves the station. So, that's

19:29scarcity. Let's talk about urgency.

19:31Again, most coaches are always open, so

19:33there's no reason to do things now. But

19:34for us, brand new clients have their

19:36first

19:38key um touchpoint with us, first magic

19:40moment at the kickoff call. It happens

19:42on the first Tuesday of every month. And

19:44so, if this is the day when the train

19:47leaves the station, everybody's got to

19:48be in before then.

19:50So, urgency and scarcity. I want you to

19:52think about your coaching business and

19:53go

19:54am I leveraging urgency?

19:58Hell yes, hell no, or not as well as I

20:00could. And scarcity exactly the same.

20:03The easiest lever to pull for a coaching

20:05program is usually scarcity. I'd lean on

20:07that one first. And I guarantee you're

20:08going to be incredibly tempted. After

20:10you've sold out all your spots, or the

20:12deadline passes, somebody's going to

20:14reach out and go, "Oh, I'm so sorry I

20:15missed the email. Can you please squeeze

20:17me in?" And you'll get the everything in

20:18you is going to be like ah

20:21I've got to let them in.

20:22Of course you want to do that because

20:24it's money and you've been busy chasing.

20:26But Black Belts don't chase. We choose.

20:30And the most important thing you've got

20:32is your reputation, which comes from

20:34keeping your word. When the deadline's

20:35done, or the spots are sold, the answer

20:37is no. They can buy now for next if you

20:40want them to, or you can put them on a

20:41wait list, it's your call. We usually

20:43say you can jump in early for next month

20:44so you don't miss out again, and that's

20:45how we do it. So, there are five

20:47elements we can upgrade to make your

20:48offer better.

20:49Here's your action plan. Number one, we

20:51want to do an audit. Take these and use

20:53the offer auditor that I mentioned

20:55below.

20:56Dictate your stuff in them

20:58AI style and get the robot to give you

21:00some feedback about what's hot and

21:01what's not and how to make it better.

21:03Then make some tweaks because there's

21:04nothing worse than having a great

21:05product and a shitty offer. If we can

21:07make a great product and wrap it in a

21:09great offer, you've just got sex on legs

21:11and that thing will sell. So, we've just

21:13upgraded your offer.

21:14Next comes the fun step where we take

21:16your offer, we put it into a simple doc

21:18so people can buy it without even having

21:19to talk to you. That's what we're going

21:20to do in this video right here.