AFTER your offer is selling, your journey isn't over. THIS is what to DO once your sales begin to take off! Click here to join us LIVE at https://CashFlowEmpireLive.com/Steve 

In this episode, I talk about the truth behind how top earners succeed in network marketing. Instead of doing home parties and talking to their family & friends, the people who have grown their business quickly have their own products on the "front end" of their business. They don't talk about their downline until someone buys from them.

The way you bring somebody into your downline, the way you sell somebody, often determines what they do afterwards. That’s true for any business, any product, any sale ever. So if one begs somebody into the downline, chances are they would beg them to do something afterwards.

This is what I found out - If I begged them to come and buy the product, I would beg them to go and continue to buy the product. If I wanted to stop that, I needed to stop begging people after they buy to continue to do things. I had to stop begging them to join or buy in the first place. And that changed everything for me.

And I started sitting down, I started realizing: “Wait a second, how are these guys actually recruiting?” Which ultimately brought me to the question: “Wait a second, what are the top earners actually doing to recruit? What are they doing to actually sell the product?”

I started looking around, and I freaked out. Almost none of them were doing home meetings, phone meetings, hotel meetings, going to malls. Almost none of them were doing that.

Instead of saying: “Come, join my downline,” they're saying: “Hey, check out this cool little book I wrote.” Not that you need to go write a book, but that's the principle. Stay tuned to know more.

Key Takeaways:

• They have small little products that they send people to (4:09)
• Want to change your business? Change your bait (5:54)
• You can use and sell secret MLM hacks, keep the money, and collect leads (6:34)
• Changing the bait, not just to attract people, but also to repel a certain type (9:14)
• When someone wants to join my downline, I wait for them to go through my funnels (12:02)
• Being good at causing value in the marketplace, giving free goodies, something that's cheap… (13:48)
  

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Additional Resources:

https://SecretMLMHacks.com/live

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Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next FREE training.

And if you haven't already, head over to Apple Podcasts and leave a rating and review on the podcast if you've got any value from it.

What's going on everyone? This is Steve Larsen and you're listening to Secret MLM Hacks Radio. So here's the real mystery. How do real MLMers like us, who didn't cheat and only bug family members and friends, who wanna grow a profitable home business ... How do we recruit 'A' players into our down lines and create extra incomes, yet still have plenty of time for the rest of our lives? That's the blaring question and this podcast will give you the answer. My name is Steve Larsen and welcome to Secret MLM Hacks Radio.
Hey. What's going on guys? Hope the week has gone fantastic for you. I love reading. I actually really, really love reading. What's funny is I hardly ever get to, ever. But I love books. There's something about a book. And today I wanna talk about one of the most influential books, most influential for my career I should say, that I've ever read. I've read a lot of books. I just dropped another $3,000 on books. I built another book shelf in here. I love books. They're ... you think about some authority figure trying to convey an entire career's worth of experience, and condense it down into a couple hundred pages. Oh my gosh! Why would you not wanna read it. You know what I mean?
I'm not actually that fast of a reader. I get too analytical about it, and it takes me like two months to read one book, you know, because I read a paragraph, and I think about it, and I take notes, and I think about it again, and then I write more notes, and then I read the paragraph again. And then, I can go on to the next one. It takes me forever. I get way too analytical, but I really enjoy it though. And I hope that you're taking the time to study. Honestly, I believe that one of the main reasons why people stop being relevant is because they stop learning. They don't know where their own place in their own ecosystem, because they're not seeing the works of the other people inside their own industry.
So, if you're not reading, especially in MLM, my gosh! Go get a whole bunch of ... just look at MLM best sellers on Amazon. Start buying 'em, and read 'em, and drink deeply. So anyways, one of the books I really, really enjoy is a ... both for the title, and for the actual content, is a book called "Ready, Fire, Aim" and I guarantee there's a lot of guys who have listened to ... who are listening to now who have probably read this book. And I ... it's awesome. It's fascinating. It's fantastic. There are parts of it that are a little bit more nitty gritty, and there's other parts of it that are like, okay, that makes sense, you know, here and there.
There was a guy that I was working with at one time, and I actually think I shared some of the story in a previous episode, but I think it's worth to go back over a little bit. But he and I were actually in college, we were starting ... he was getting his wife a new diamond ring, and he's the man, honestly ... good friends, still good friends. This story taught both of us a lot. And basically, he wanted to get his wife a new diamond ring. And he found a place where you could custom build your diamond ring. And he'd send in all these pictures for the diamond ring, and he'd send it on over. And basically, what ended up happening is they would take the three or four pictures that you'd send in of rings that you like, and they'd send you back this blue wax replica, this blue ring, because it was made of max. And they wanted to make sure you liked it before they actually created the band, created the diamond ring band.
And then you would go and you'd choose your cut, and your color, and your clarity. And you would go ... and the shape of the diamond, and it was really quite the fascinating process. Well anyways, he went through this whole thing, and he got the ring back. And he decided that he would take it and actually get it appraised at a retail place. So he went and he got the ring appraised at Jensens. I think that's what it was, Jensens rings. And they appraised it at like $1,200, and he was like holy crap. He bought it straight from the supplier, so it was a lot cheaper. He cut out the middle man. And by doing that, he only paid like $300 for this ring that was retailing for $1200. We're like, "What!" That's insane. Oh my gosh. We were these college kids. And he's like, "Dude, we should sell these. Why don't we do this?"
And it was like, "Cool man. Let's do it." And so we started putting all these pieces together, started all these ... and we did everything we could, and started getting these things together. And it was interesting because it was a lot of work back and forth with these guys to get one ring made. So we sat down and he started coming up with these different plans, like what our future store would look like. And he started coming up with these different plans of our little slogan, what our logo looked like, what our colors were ... all this crap in business that actually doesn't turn dollars. And I got frustrated with him. We're buddies, hope he's cool with me sharing that. And I got frustrated with him.
And I was like, "None of this stuff matters man. This is not what turns a dollar. We're getting confused with the activities of business rather than business itself. Right? Actual sales." So he ... anyway, we went through and we got our first sale, and we're so excited. And I got back to his apartment after classes, and he's like, "Hey dude. It went super well." And I was like, "Yeah. Tell me about it."
And he goes, "Dude. So it was $300 right to the manufacturer themselves, and it was another $1,200 ring appraisal value." He's like, "Dude. I sold it for $325." And I was like, "What?!" I was ticked. I was like, "$325 ... we made $25?" And he's like, "Well yeah man. I was trying to give him a good deal." I was like, "Give us a good deal. You could still give ... you could charge $1,000 and still have a good deal in there."
And ... anyway, it ended up being this big thing and we didn't end up keep going ... you know, continue going with it, which we probably should have, probably would have made some actual real change with that if we kept going with it. But, there was this fascinating phenomenon that started happening. As we were in the middle of planning this thing, we were tying to figure out our business while we're trying to figure out how we actually made money. I don't really look at the comp plan that much. There's much smarter people than I am who actually look through that stuff, and tell me the best ways to play it, and stuff like that.
But you should know your comp plan. How do you actually get paid? What is it that you actually paid on? Do that thing. Get really good at just that thing. But there's this phenomenon that started as I was ... as we started planning this. And what started happening was I felt the need to start making everything I was doing a secret. I was like, "Crap. No one can hear about this thing because everybody's gonna steal it." And it's like this big thing. Everyone thinks that. They're all gonna steal my idea. They're all gonna steal my idea. And I had this professor, at the time, actually it might have been ... if it wasn't that exact semester in college, it was a different one.
But I had this professor who talked to me about this exact thing. And he goes, "You know what's funny Steven is that most the time you actually benefit like crazy by sharing your ideas." I was like, "What?! People are gonna steal 'em. Are you kidding me? And that's what I told him. I'm sure that's what you're thinking too. I was like, "People are gonna steal 'em. No. Mister Professor. Why the heck would I tell everyone my ideas. People are gonna take 'em. They're gonna steal 'em. They're gonna go off and sell 'em. They're gonna be the ones that profit from 'em. I'm gonna be the one who gets screwed, and lives in a ditch." You know what I mean?
And that's how most people treat, sometimes, their ideas ... in fact, a lot of times, their business ideas, the things they wanna go do, maybe something fresh angle you have on your MLM, maybe it's some fresh thing ... you know what's funny is I have gained more, and revenue has gone up by sharing my idea rather than trying to protect it. And it's exactly what this book "Ready, Fire, Aim" talks about in one of the ... it's like a third the way through. I just wanted to read the quote real quick here because I think it applies exactly to MLM. You guys are going, and you're trying to ... you know, you're recruiting, you're working hard. You know, how can you actually get more interaction from people? How can you actually get ... the way you do it is by sharing the idea.
How do you prove that the idea ... you know, it's so funny, a lot of the way the corporate world runs when you actually start a business, and you get something out there, is, "Hey, let's go get a whole bunch of VC funding, and we'll build this entire business structure before we've ever even made a sale. And then when we've got the structure, then we'll start selling."
It's like, no, that's totally backwards. That's totally ... that's crap. That's backwards. I don't believe that with a single ounce of my soul. First, start selling. First, start proving the concept. If you've never actually sold your product, it's time to go do it. Sell your stuff. Figure out how to sell it. Figure out how your up line's selling it. Figure out ... and model them. Anyway, so I'm gonna read this here. Specifically so ... the book's written by Michael Masterson and here Michael Masterson's talking about how, when it comes to your company ... so here, he's not talking about MLM, but you can apply it to MLM. He's talking about with your company, and your employees, or your down line, or whoever it is like the people who are on your team.
Don't hide your secrets from them. Don't hide your ideas from them. Don't hide your ... Don't hide whatever your secret agendas are. Don't have secret agendas. Anyway, that's what he says right here. So he says, here it is, this is on page 116, and I actually took a pen, and drew a big box around it, and ... anyway.
He says, "Resist the temptation to create a culture of cliques and politics in your company, by sharing all your knowledge with everybody. Don't hoard your secrets. They will become stronger and more useful to you after you share them." Ooh. Powerful. Powerful. Are there any secrets? What are the things you .... here, let me read it one more time."Resist the temptation to create a culture of cliques and politics in your company, by sharing all of your knowledge with everybody. Don't hoard your secrets. They will become stronger and more useful to you after you share them."
And ... anyway, it's such a powerful, powerful concept. Most the time, like I say ... and people go and they're like, "Hey. I wanna be able to go and I wanna have the upper hand here, so I'm gonna withhold information from other people." It's like no, no, your idea is gonna get stronger. Number one, as you say it, you'll hear what you're saying and realize, "Oh, that's a stupid idea. Oh, that's a great idea. Oh expound here."
As words are leaving your mouth, you will be improving the idea itself. Second, as your words hit the ears of the other person, they will think "Wow, that's interesting. That's really cool." And they'll give you information whether or not they're trying to by their reaction. How was their reaction? Was it a good reaction? Cool. Oh that's validating. How is that validating? What else would you do with that idea? I mean, is that cool to you? Tell me about that. Or maybe they'll give you a bad reaction. I don't know, that sounds stupid. Oh Okay. No. Thanks for telling me. What about that sounds stupid to you? What about that idea was not good? Right?
And when you approach it that way because what ends up happening is everybody treats their businesses and their ideas and their little things, like babies. They're like, "This is my little baby. Don't touch it. Don't insult my little child." It's not even full grown yet. In fact, it's not even a child yet. I haven't even tested it. There's not even a freaking sell behind it. But don't you dare stab my idea in the heart. Right? And they start treating their business that way, and it starts ... with MLM. They'll do things like not call it MLM for the sake of trying to look like it's something else. Call it MLM. It's MLM, you know, or whatever. But don't be afraid of your own industry.
Don't be afraid of ... it's like Voltimor in Harry Potter, you're not trying to, you know, "The industry which must not be named." Be open and honest about it, and what it is that you do. And what's funny is when you have those ideas and you start sharing them, they will actually build, and grow, and you'll see connections. Ideas work when you start to mull your head over them. And when you start to push those ideas out to others and watch their reactions come back. That's data, whether it's subconsciously, you might not even be thinking about it and the idea gets better, and the idea gets better, and the idea gets better.
Think about your MLM. What can you do that nobody else is doing in your upline or down line? And one of the easiest ways to come up with what that is is to look at who is being most successful in your MLM. I guarantee you there are other things that they've been selling or doing, whatever. They've created some kind of offer. They've created some kind of cool thing. When you join my down line, you get X, Y, and Z to help you in your path. That's proprietary that nobody else has. Well freak, figure out what that stuff is and go create your own version of it.
And take that idea and go expound on it. Talk about it with your down line. Talk about it with your team. Be a team. Share those ideas back and forth. You know what's funny is when I learned that concept, that was about four years ago. And so I started sharing all my ideas. And I think there's maybe one guy in the tens of thousands of people who've downloaded some of my episodes, whether on this show, or my other show, or speaking on stage several times, or ... you know what I mean. There's maybe one person ever who has maybe come close to what my idea actually was and replicating it. 98 percent of people are gonna hear your idea, react somehow, give you some kind of spin off on it, whether or not they like it or don't like it. And they'll never do anything with it. 98 ... tons of people. Maybe one percent were gonna be like, "Oh. That's so cool. I should do that." But they're not going to do anything.
And then maybe half of a half of a half of a half of one percent of people are actually going to actually try and actually launch and do ... but you know what's funny, what's cool about humanity? We're all so different. Even if they actually go do launch your thing, good for them. It's gonna be different than how you were planning on doing it anyway. And competition is good. Don't fear it. If they launch something, and it's similar to yours and it fails. Well shoot, good. That just saved you. Didn't it? Go figure out why it failed, improve on it, relaunch it, and be successful with it.
That's how ... that's like half of the medical industry, I mean medicine and stuff. Anyway, competition's good. Don't hoard the idea. I had the phrase go through my head as I was starting to think through this episode. Secret secrets are no fun unless I am a part of one. But I really kind of wanted to kill that last one and say, "Secret secrets are no fun." And we'll just call that episode that for this one, because that's the whole idea of the episode. Your secrets and the little plans that you have, they do nothing for you when they're just sitting in your head. They do nothing.
Your whole challenge and the joy of entrepreneurship comes when you choose to create, and bring to life, something that never existed before. That's powerful. That's why I do this. That's ... I love to create stuff. And I have obsessed over the process of creation for the last four years. And that's my favorite part, creating something that never existed before that brings value to the world, and legitimately solves actual problems in the market. Oh my gosh! That's so fun. And the only way I've ever found to actually be successful with it is to share my ideas like crazy. Hence this entire podcast, which is showing you my whole process as I'm actually creating the Secret MLM Hacks product. I am documenting my journey along the way as I've been building this thing.
This is my fourth launch of it. I launched it once, figure out what was wrong, took it out. Fixed the thing, relaunched it, cool that was fixed. But now this part was too hard, or I didn't clarify this enough. Took it off, relaunched it, put it out and it's iteration back and forth and back and forth and back and forth. I didn't fall in love with the product. I realized that it was always broken. It's the same thing with your MLM. Your MLM, out of the box, is broken. You have got to figure out how to iterate off of what your corporate has already done with it. It's your business, so treat it like a business. How can you create something new in the marketplace? How can you create value? How can you put something out there that's never existed before? That's gonna come with a lot of ideas.
That's exactly what my product is supposed ... shows you how to do. That's all I do on a day to day ... that is literally my job is I create products, info products specifically, online. And so, I'm just taking the same formulas that we use that have made millions of dollars and I'm showing you how we do it. And we're doing it in MLM space, and it's working. So, that's what the whole product's about. And I'm excited to do it. And it's been idea after idea after idea, and there's probably ... I'm not talking about my down line, I'm talking about the actual company Secret MLM Hacks, there's probably six or seven people on my team now.
I'm talking about the actual company, Secret MLM Hacks. And then, there's probably another 25 people on top of that, who I tell everything to. And I bounce all of my ideas off of. And I don't hold anything back. And what's funny is, those that say, "Hey that's awesome." And they don't want anything to do with it, that's fine. Or they'll say, "Hey that's awesome. I got something for ya that you weren't thinking about."
Or they'll say, "Hey, that's cool. Actually I don't wanna do that at all. That's a bad idea." And I can ask 'em why. And it just doesn't ... anyway, I think I've ... I think I'm beating a dead horse now, but I'm just trying to tell ya. Don't hold back your ideas. Don't create secrets. Just be super open, and crazy vulnerable. And you'll actually find more success as you do so. Don't be too postured. Don't be too ... and people will see you more as a human being because of it. They'll be able to add to what you're already trying to do. They'll see the vision that you're trying to attain. And they'll help you gain it. People want to do that. They love it. They love it. Anyway, that's the whole part of it. Secret secrets are no fun.
Alright guys, I'll talk to you later, and go crush it. Break some personal records. Hey, thanks for listening. Please remember to subscribe and leave feedback for me. Do you have a question you want answered live on the show? Go to SecretMLMHacksradio.com to submit your question and download your free MLM Masters Pack.

What's going on everyone? This is Steve Larsen and you're listening to Secret MLM Hacks Radio. Oh, yeah.
So here’s the real mystery. How do real MLMers like us who didn’t cheat and only bug family members and friends, who want to grow a profitable home-business, how do we recruit A-players into our downlines and create extra incomes, yet, still have plenty of time for the rest of our lives? That's the blaring question and this podcast will give you the answer. My name is Steve Larsen and welcome to Secret MLM Hacks Radio.
What's going on everyone? Hey, I'm so sorry for how long it's taken me to actually get these next few episodes out here. It's been a little bit busy. Excited though for everything that's been going on in this world. For those of you guys who are brand new to the show, I have been creating a product and documenting the process along the way so you guys can follow and actually build the same systems inside your MLM. I'm excited to show with you a little bit more what I've been doing especially in this episode. It actually means a lot to me. I've been writing my whole outline here and there's one concept I wrote on the page right here that actually changed everything for me and made me $70,000 last year, whether or not someone actually joined my downline. Anyways, I'm excited to get to that.
Before I do though, if you're brand new, this whole show and especially right now is all about me documenting the creation of this product. This product means a lot to me. When I first got started in MLM, I had the awkward experience with some guy staring me down and saying, "Write down a whole list of all your family members and friends. You can't leave 'til it's done." I would go and I wrote down this huge list and basically, what would end up happening is these guys would ... You can't blame them. That's the only tactic they knew, but they would hound my connections and there are still connections to this day who have been damaged and soured because of that, people I've not really spoken to much since then. I didn't know what I was doing. I was just following kind of in lock step as they're saying and it didn't really work that well. My guess is that if you're here, you've probably gone through that also, right. I'm assuming so.
Anyways, I got really passionate about figuring out what systems I can put out there to automate the recruiting process in MLM and also automate the product sale side as well. I've been doing that. I launched the beta honestly about two years ago and there was some pieces I was missing so I took it off. Then I launched the real beta I should say a year ago and it was awesome, really, really well. People were buying it and I was getting a whole bunch of leads in and I was getting paid to do it. It was awesome. It was a really, really cool experience. I didn't know that it would work and it did, and there was a few more things that I wanted to add to it so I took it off again. This is like the actual real thing that you guys can go get that'll actually automate the recruiting process inside your MLM.
Now there's a lot of people that claim that and there's a lot of people that come out and say, "Hey, yeah, you can do this. It's all automated," blah, blah, blah. It's not. I want to show you how you can actually ... I want to show you how the act of joining your downline. Like if you go up to someone and say, "Hey, join my downline," that's a old offer. That's a crappy offer. That offer has been on the table for decades, right. The other guy down the street, you can join his downline, too, right. As you get your MLM franchise or whatever from corporate, from your MLM and it's broken out of the box. Every single person who gets MLM, it's broken out of the box and I get really, really passionate about trying to help solve that. How can we make it feel like it's new and exciting? How can I create a new opportunity out of MLM? That's basically what this whole product has answered.
I've been on a quest over the last several years trying to figure this out. In fact, I had the initial idea four years ago sitting on my freezing couch in East Idaho in the middle of winter, it was 2:00 AM and I'm just blown away of the journey that it's taken to actually figure this out and it works. I'm really proud to say I know that there's no other system like this on the planet. Anyway, there's a lot of passion in me for this. Anyway, I'm excited for you guys to have this.
Anyway, it's winter time here. It's just starting to get winter anyway. It's fall, it's freezing out and it reminds me of a lot of my childhood. My childhood, I grew up in Littleton, Colorado and in Colorado, it's weird there. It'll snow like 2 feet and it'll be gone at noon. Then snow 2 feet the next day and it'll be gone at noon. That's how it works there. The weather shifts all over the place.
We'd be out playing, building a snowman and building these ice caves, building ... We did all sorts of stuff. We were very active, but there's something that you guys probably don't know a lot about my childhood and that is I was actually pretty chunky when I was a kid. I'm not trying to get like any ohs and ahs and oh. There's no pity party here. I'm not trying to do that. There's a purpose for it. I was 33% body fat and I was a big kid. I mean I was big. I was only 5'6" and I weighed 210 pounds. I mean I had the double chin. I was working on the triple chin and I was a big kid and I knew that and it was frustrating.
I remember one summer, I got fed up with it. I got really, really fed up with it. I was like, "I'm going to lift and I'm going to work out every single day," and I lost 45 pounds and it took nine months, but I worked my butt off and it was awesome. Anyways, we were very excited. I was very excited at what that meant obviously. I felt new. I felt there's a newness to life that I'd never felt before. I felt strong. I felt independent. It was really, really a fun experience. What was cool is what it did to my own persona and how I saw myself.
Fast forward a few years, right, I had graduated high school. I was starting to go to college and the same summer, I met my wife and we started dating. I had kept that lifestyle up and I was somewhat of a bean pole. I was only 6% body fat and I was lifting two times a day and I mean it was just kind of the mentality I had. It was a lifestyle. I was like, "You know what? I want to do something new. I want to do ... What's a new challenge? What's something I can put out there and work hard towards?" I decided, you know what, I'm going to do a sprint triathlon. I was like sprint triathlon, interesting. Sprint triathlon, you swim, bike and run for an extended period of time and you go as fast as you possibly can, a lot of people throw up. I mean it's intense, right. It's crazy.
I did something on purpose that shaped the outcome of the entire experience for me. I actually ended up getting third on my very first sprint triathlon ever. It's the Loveland, Colorado Sprint Triathlon. There was over 200 people in it. It was huge. I got third in my age group, which was like the 20-year-old, the really crazy fast people, and there's a reason ... I know why. I know why it happened. You're like, "Steven, what does that have to do with MLM?" This has everything to do with MLM. Just follow me just a little bit here, okay. There's a reason why and I know why. I went and I decided that I would go and I would buy my tickets before I ever did any training. That's super key. That's ridiculous. "Steve, why would you buy tickets before you've ever even done ... " I didn't even have a bike that I could ride like a triathlon bike or anything like that. I mean there was no pool I could really practice in. There was no ...
But I bought my tickets and they were expensive and I registered and I said, "I'm going to go do this thing." It was like six months in advance, six months. It was so funny. I was like, "How do I get ready for this thing? I don't want to look like an idiot. I've committed to this thing. I don't want to look dumb." I'm extremely competitive as an individual. You don't really have to motivate me. I'm very motivated as an individual just down to the core. I was like, "Well, I don't want to look like an idiot and I don't want to go get like a personal trainer," because I was like, "I don't want to spend the money on that. I don't want to go do ... " It was this really big question like, "How the heck do I prepare for this thing?"
I decided what I would do is ... That college semester ended. I went back home and I actually was a pool cleaner, like residential pool cleaner and I was cleaning swimming pools literally. I was a pool boy for all these different professional sports athletes and such, Denver Broncos players, Colorado Rockies players and we'd go to these massive mansions and we'd be cleaning their pools and then, I'd go back home. What I was doing was I decided that I would literally just do a full sprint triathlon in the gym as many times a week as I could. That was the only workout plan I knew.
I didn't know how to do any special kind of training and some guys, like you got to do bricks and you go to do these workout regimens you got to do and here's the certain things to eat and stuff like that. I was like, "I don't know any of that stuff." All I know is that I'm going to be running this distance, swimming this distance and biking this distance. I want to do it in such and such amount of time. I was like, "Sweet." I might as well try it. I might as well do it.
What I did is I literally just started doing full sprint triathlons in the gym just like ... I tried to do it three times a week. Usually, it was like two times though. It was a lot of energy output. I just boom, over and over and over and over, and I wasn't slow. I actually was quite fast at that time and I biked a lot and I swam like crazy. That was the weakest part and I just did the thing over and over and over and over, and slowly that date for when the actual sprint triathlon was coming up, it started getting closer and closer. I was like, "Oh, my gosh," like hah, and the pressure started getting bigger. I was like, "Oh, I can't look like a freaking idiot in this," and like that was my mentality. Call it a status thing or pride thing or whatever it is, but that's what I was, how it was.
What I did is I got that day off of work and I think the day before, something like that, I think so ... I don't know, that's several years ago now. It was about that time that I got engaged to my wife. Actually, no, no. Wait. We weren't engaged yet. It was one of our first dates and I don't know why, I just liked her. I was like, "Hey, do you want to come to this thing?" I was trying to act all macho. "Going to be doing myself a sprint triathlon. You want to come watch me?" You know what I mean? She said yes, but I didn't remember to think that I was going to be wearing tight spandex and swimming. You know what I mean? It was interesting experience. My whole family was there and I was like, "Oh, this is a little awkward."
Anyway, it was funny. I started out on the swim and I actually finished second to last on the swim. I'm not that fast of a swimmer. I'm not a bad swimmer. I'm just not like crazy fast like Olympic style like half these other guys were. Then I go tearing out of the water. It was in a lake. Lake swimming is so much harder than pool swimming. Oh, my gosh. Anyway, I go running out of the lake and I jump on my bike and I'm a strong biker and I passed literally almost every single person on the bike. Then I got to the run and I'm not like a slow runner and I knew I had to maintain, and I ended up getting like third and got a medal and got on a podium on my very first sprint triathlon. I was like, "What the heck? This is the craziest ... "
I was not expecting that at all. I was just trying to not look like an idiot and rather than look ... I wish I was trying to win because I was just trying to not look like an idiot and I did that well. Like what would it be like if I was trying to actually win the thing and over the 200 people that were there and such? Anyways, it was fascinating, fascinating experience. The whole thing was fascinating, but it taught me a lot.
That whole concept of setting a date and not just like ... Half the time we'll put goals out there and be like, "Well, in two months I'm going to do X, Y and Z." It's like freak, no. You put skin in the game. Find a way to put skin in the game, right. You might hit the date and you might not, but I guarantee you if you don't put a date, if you don't put skin in the game, if you don't find a way to sacrifice personally for what it is that you're doing, it's not going to work anyway. You'll take forever to get it done.
I don't know if some of you guys might know a guy named Russell Brunson. He's awesome. He's taught this awesome concept called the Plato or Plomo Deadline meaning lead or gold. He teaches that the Mexican mafia when they want a law changed, they say, "Hey, change this law," and they go through Congress and Congress is like, "No, we're not going to change this law. You're the mafia." What they'll do is the mafia will sneak in at night to these politicians' houses and wake them up and be holding a gun to their head and a bag of hold in the other hand and say, "Lead or gold? Plato o plomo?" Most of the time, laws get changed like that because there's only two options, right.
It's the same way ... It's kind of intense. You literally have to trick your brain into thinking like you're going to die if you don't get this deadline done, but that ability in your MLM, that ability in whatever you're doing, whether it's a personal goal, a business goal, financial, whatever it is, your ability to believe that you have to actually hit an actual deadline will so much determine your success in anything that you're doing in life. All I want to do, literally, the purpose of this podcast is for me to describe my mentality a little bit more of how I look at deadlines.
I have a launch calendar on my wall and I backwards plan everything. Then I'll be smart about it and I'll add some extra time for here and there and unexpected events and like, "Hey, I'm going to launch things at this day and I'm going to do this at this day." I'll add any contingencies and things like that, but honestly, none of it actually ... Most of the time I actually don't end up hitting the deadline, but the amount of ridiculous action that I take in effort to try and make it is what makes me successful. If you don't hit it, don't worry about it. I mean you should worry about. I mean try your absolute hardest. Don't give yourself an out, but my gosh, you've got to hit some crazies.
With that being said, three months ago, July 1st, I made the deadline of saying that October 13th, I was going to be launching this course and it's not ready and I can't launch it yet. I'm not able to launch it yet. If you go to secretmlmhacks.com, you can see a countdown clock. You can join the waiting list. There's over 400 people on the waiting list now to buy this product that'll help them automate their recruiting of their downlines and help them auto sell the product ... I mean it's insane. I don't know, there's nothing else like this. I literally had to create my own solution because I could not find it on my own. I'm so excited to actually give this out to you guys and document the journey along the way.
I come from a heavy marketing background and so even though it's MLM, multilevel marketing, most of the time, people don't know how to market so I'm trying to teach that as I create the product itself so you guys can do the same in your MLM, in your own downlines and create true duplication and actually replicate yourselves and actually create actual residual and passive income. That's the whole purpose of me doing this.
Anyway, all I'm trying to say with this whole episode is that I set a deadline and I'm not hitting it and I'm trying to be transparent about it. I created a launch calendar and I'm not going to be able to hit it. I still am building ... There's an actual application sales funnel that I'm building where someone actually has to apply to join my downline. I don't just take anybody and I do that on purpose. I have to finish the actual webinar script and the actual webinar funnel. I got to go through and I'm actually writing the next letter out to my Dream 100 and shipping packages out. There's so much stuff still. I just actually got the first workbook back. They look freaking amazing. You guys are going to love it. Oh, my gosh. It's based on so many proven facts both personally what I've found that's helped me be successful as well as other people. Anyways, you guys are going to love it.
All I'm trying to say though is that I'm not hitting it, that the deadline is soon, but it is not actually going to be available yet. It hurts. There's been an element of my pride being hurt from it, but you know what, it is what it is and I'm going to try my best to hit the next deadline. I'm going to push it out for a little bit here. I probably won't announce the next date here until things kind of shake out a little bit, but I'm pushing hard. I'm barely sleeping and I'm excited to get these things out to you.
There's a lot of sales funnels that I have been using that work, that actually been recruiting real people into my downline that I've never met before and I'm packaging them up and sending ... I'm getting them into ways that you guys can all use them as well very, very simply whether or not you have a tech background. I'm putting together the scripts that I use to sell stuff. There might be a piece of software that it comes with as well. There's a lot of stuff going into this. It's absolutely massive. The workbook itself is 60 pages. It's huge. There's going to be over 20 hours of video content training everybody. There'll be a weekly Q&A call helping you implement everything so you're not just left on your own.
It's a big deal and I'm excited for you guys to be part of it and I'm just thanking you for being a part of the community. I really, really appreciate that because there is a serious canker in the industry and I feel somewhat of a responsibility to help figure it out because I've been doing this in other industries. I'm just taking the same stuff and applying it here and it's working and it's been working on my own and I'm ready to start repackaging and helping you guys do it as well and sell it back.
Anyways, guys, I hope you're all doing awesome. If you've not gone to secretmlmhacksradio.com, I would do so. Inside there, there are five videos to help you get started and help you ... What it actually does is it helps train your downline on how to recruit more people in a way that does not come off bossy, in a way that preserves the relationships. I felt like for a while, I should've worn a T-shirt when I joined MLM that said, "I joined an MLM. You're no longer my friend," or something like that and I know that hurts and it stings and MLM's a great profession and I'm not making fun of it at all. I am a part of it, but man, it sucks when you have to actually figure out oh, my gosh, I'd rather have friends or have ... You know what I mean? It should not be this hand off back and forth [inaudible 00:18:20] shoot.
Anyway, that's a lot of jabbering. All I'm saying now for you, my challenge to you is to actually go figure out some kind of date. What is the thing that you're working toward in your business? What's the thing you're working toward in your MLM? What can you actually set out there as a flag and say, "Plato o plomo, lead or gold? I will get this done. I'm going to put my pride on the line. How much do I want a new life? What am I willing to give up in this current one for the new me?"
You make it personal. I was laughing, people are like business isn't per ... Don't take it personal. It's just business. Freaking A, business is personal. You take it personal. I hope you take it personal. It's your life. Go set that date. Go figure out what it is ... It's your goal. I don't know what your goal is, but go figure out your goal. Figure out what it is that you're trying to do. Set the date for it and tell everyone to get the freak out of your way because you'll have haters come up. You'll have all these things popping up in your head. It's funny whatever happens when you set a date and you put skin in the game, buy the freaking ticket before you know how to do it and you will find a way how to do it.
I have had more personal development to the game of entrepreneurship than any other course, personal development thing, any thing else. I'm excited for you to feel that and experience that, and this is part of that journey. I'm just asking you to go farther and harder on it.
All right, guys. That's it. Go to secretmlmhacksradio.com. Thanks so much for sticking by me with this whole thing and I apologize for the delay of this whole thing. I am going as fast and as hard as I can and trying to get this whole thing done. Anyway, you're all awesome. Let me know if there's anything I can do for you.
I love answering your questions by the way. If you go to secretmlmhacksradio.com, you have to opt in, but on the second page, there's a green button down on the bottom right. If you click that button, a little pop up comes and you can record a question to me that will get put on this show and you record it straight off your browser. It gets sent to me in a voicemail in my email. It's really cool. Anyway, guys thanks so much. Talk to you later. Bye.
Hey, thanks for listening. Please remember to subscribe and leave feedback. Would you like me to teach your own downline five simple MLM recruiting tips for free? If so, go download your free MLM Masters Pack by subscribing to this podcast at secretmlmhacksradio.com.

What's going on everyone? This is Steve Larsen and you're listening to Secret MLM Hacks radio. So here's the real mystery. How do real MLM'ers like us [inaudible 00:00:08] and only bug family members and friends, who want to grow a profitable home business? How do we recruit A players into our down lines and create extra incomes? Yet still have plenty of time for the rest of our lives? That's the blaring question and this podcast will give you the answer. My name is Steve Larsen and welcome to Secret MLM Hacks radio.
Hey, hope you guys are doing great. I'm so sorry, it's been a little while since I've been publishing out to you guys, feels like that anyway. There's a little bit of a lull there anyway, and it's because a lot of stuff has been happening. Been busy, busy and building a lot of stuff, putting a lot of things together for those in the MLM community. A lot of people who are excited about something I've been putting together, you know getting ready to launch, which is my secret MLM hack's course and super excited for it.
I've got a little group that I've been taking through ahead of time before the public as you know can have it, and it's been, been a whole lot of fun really enjoyed the interaction back and forth. Not just with like, hey yes this works but like the validation as far as like yeah this is not just works, like it's freaking cool you know. So anyway I'm excited, I'm excited for everyone else to have, and I'm excited for those pieces if you're interested and just want to get on the waiting list anyway, just go to secretMLMhacks.com, and you can watch the whole launch there.
So anyway I'm about to send out, now I've kind of talked before ... If you guys, if this is the first episode you're hearing us, I would probably go back and start at number one. Because what I'm about to talk about kind of builds on other things. I've been sending out, I literally paid two VA's a thousand bucks, and they went, and they created a list of the top 100 MLM influencers as well as their contact information like their physical address. What I've been doing is I've been, I have been mailing physically packages to these people for the last four months. What month is it? It's October, one, two three, yeah, this is the fourth month, and I've been mailing stuff physically to these people the last four months. I started with other various nick knacks and I know I've talked about that before in the past.
The reason I'm doing it is because of a few very key things. Number one this is not my first podcast show. I have a separate podcast show and as much as I love the community, and it's awesome, but the sheer volume of people who reach out to me I cannot handle it. It's too many, right and that's why you have like a support team that's where I shouldn't say support team, but that's why you have like your main captains underneath you and your crew too right. They better be rock stars you're not just trying to get anybody, you're trying to get rock stars. So that they can handle and help you be able to manage the team. So like when people reach out to me directly, it's like oh man I can't handle the volume you know. So it's the exact same thing like ... The amount of E-mails I have right now is insane. So I'm constantly like, I'm hiring, I'm getting people in the right place, I'm putting stuff just so that my organization can react appropriately. You know, which is something you guys are all going to have to do if you've not done before.
But anyway there's a really key lesson there with that with what I just said, I'm not a Tony Robbins figure, right? I know that and that's OK, and I'm not a ... I'm not an Eric Worre figure. I'm not ... you know any other top massive MLM'er you can think of. I'm not a Ray Higden, I'm not one of those, you know one of the big, big big people who's out there. I'm literally an Internet sales funnel builder who figured out how to automate building his down line. Yeah and it works, and it still does.
Just yesterday got another message from someone I've never met before, and they said, "Hey I don't even know what you're in, I just want to join you 'cause it's you." I was like sweet. Like it happens all the time. It kind of surges in like there'll be days where it's just like day after day, multiples lots of people and then there'll be a little time where there's not, and then bam tons of people and then other times it's not. It's cool to watch that how it comes in.
But what I'm saying is okay I'm not like a huge giant, and I already can't handle the amount of messages coming in. So let's think about this, if I want to get a hold of really big people in the MLM industry, should I send them a freaking E-mail? No, they're going to do what I do, and they're never going to look at it. It's not because they don't appreciate it or they're not being rude. It's literally because if they sat and answered E-mails they would not do anything else. There's so much the volume they can't handle it. So how do I get past that? I'm like huh, well I could write a letter, like well now might look like junk mail and be kind of weird. How do I really get this past? How do I send a message directly to that person?
A package, a package, so that's what I've been doing. Right now I'm holding this it's this white box and inside the box is, it's going to be this is the fourth package I'm sending out. The first package if you want to hear what those items were you can listen back a little bit. But basically these packages they're going out right. I've got a list of 100 people, and they're going out and with increasing value as far as packages. Each one cost me about 10 bucks, and there's 100 people, so it's about you know about a grand every single time I do it. Grand to two grand around there every time I do it.
Basically what I do is I ship out to these people stuff that helps them create a relationship with me. Over and over, and over again, and stuff that helps them realize like, oh my gosh Steve Larsen's a real cool guy, like you know I want them to think I'm cool, you know, obviously. So I ship out all these different things to them. So if you're trying to ... Just think about this with your own MLM, with your own down line, if you're trying to get someone to join you, whose kind of a big figure, which those are the only kind of people in my mind who should be trying to recruit.
Really think about what I'm saying right there, in my mind those are the only kinds of people that I think that you should be trying to recruit. Because right they're runners, right they're hard to get a hold of for a reason. They are people who are already in motion. You want people who are already in motion, you don't want people who are trying to get in motion, those people are projects you know. It's again and we love everyone we try to help everyone we can but like as far as this is a business, and I would not hire somebody who's not already qualified does that make sense? Same thing with my down line.
Someone the other day reached out to me and said, "Hey I don't, you answer me personally, or I won't join your down line." I answered back, and I said, "Honestly joining my down line is by application only, and if you want to join my down line you have to go to such and such URL which I'm not going to say on this podcast right here. You actually have to apply to join my down line." For a specific reason you know, and I talked about that like two episodes ago.
But anyway, so I need to get a message past these big people's receptionists, I got to get them passed right the junk mail, I got to get them past E-mail, I got to get them passed ... How do I get a message directly to them? I send them a bulky message. So anyway, this fourth one that I'm sending out, it's kind of clever, it's a message in a bottle, literally. It is, it's a bottle, you can hear the little pop. There's the little bottle bart with the cork popping off,` and inside the cork is a USB, it's literally a USB drive. I think 16 gigs and what I do is I'm putting it ... you know when you guys go to secretMLMhacksradio.com, if you go to secretMLMhacksradio.com, there is the MLM master's pack. That's a five day video series that I filmed to just help people understand more of my take on MLM and how different it is, and it's free, right.
But the chances are that these guys probably have no idea what those things are, right? They've never seen them, and they don't know the kind of stuff that I talk about, and they don't know ... So what I'm doing is I'm loading all those videos, as well as a personal message onto this flash drive, and I'm sending them literally a message in a bottle with a letter that talks about how I came up with those videos, which is pretty awesome. I'm excited to do it. That's what I've been up to lately as I prep for this launch and to keep getting people excited for what it is I'm putting out there. So I'm excited to do it, I'm pumped to do it.
Real quick though I wanted to tell you guys how I come up with good bait like that because I gave it away for free. You think, Stephen why would you give something like that away for free, that's ridiculous. Well it's because the kinds of people that it attracts are awesome people who are the kind of people that want to have in my down line, right? So when you think about this with ... Now if you love your MLM for heaven's sake stay in it like I'm not here to pitch you. That's why you never know the name of the one that I'm in. That's why I don't do that, by now you should know that. So what I'm trying to show you though is some of the tactics and strategies that I've been using to help the process. It's like the beginning gates of Otter recruiting and number one you got to attract people to you.
Which first of all means that you must be somewhat of a charismatic leader or attractive character. You have got to be, people buy you they don't buy the MLM, so you've got to be amazing. If you're having a hard time doing that you know you can work on that. The other way I do though, 'cause most people teach that, what most people don't teach though is look create products that you should charge for. They're so good that you charge for, that you're giving away for free, and use that as a way to attract people to you. That's exactly what the MLM masters pack is. You can go check it out, and you watch the sequence I pull you through, and you watch all that and there's call to actions eventually to go check out the product eventually. But it's like I don't lead with those types of things I lead with value.
So if you're getting the wrong kind of person, if you routinely are not getting the kind of person you want to have in your down line my guess is that you've not created a good filter. You know basically bait to get good people, right it's just like just like fishing right? If you switch ... if you've got good bait you'll get good fish. You get the kind of fish that you put the bait in the water, it's the exact same principle. That's how I do it, so anyway this is literally, so better bait equals better prospects. This is the three step little checklist that I use to qualify good bait.
Number one it's got to be easy to consume, that's why I chose video. It's literally the least, I'm catering to the least common denominator. I want people when they go watch those videos to be like, might as well grab a bag of chips, you know what I mean, like I want the kind of ease of consumption. Meaning I'm not trying to make them think right out the gate. I'm not trying to ... I'm trying to just appeal to them I'm trying to ... Anyway so number one it's got to be easier to consume, massive blog posts, you better make sure the kind of person you want to set a down line is a big reader. Like 'cause you know, there's a reason I'm podcasting this, is because you just got to put me in your ears. You know it's OK it's really easy to consume. This is another form of bait. This podcast is another form of bait. You know for the actual course, that's why I'm doing it and to share some stuff with you guys and also bring the right people to me.
So if you're not doing that kind of stuff, in your down line insider like it's, that's ludicrous in my head. So anyways number one it's got to be easy to consume. Number two, it has to be so good that they should have paid for it. It has to be ... Meaning you can give free stuff away that's pure garbage, but you need to actually solve legitimate problems for the person, and they should have paid you for it but they didn't. That builds this massive feeling of reciprocity inside their head.
All right so here's the third thing, you have to give your bait away with an expectation of following up, does that make sense? The reason why I don't just give all five videos away from my MLM masters pack. The reason I don't give it all away in one big shot? Is because I want people to get in the habit of opening up E-mails from me, so it's five days spread out. Now the reality is they could just go change the URL on the top to the next day, day two, day three, day four and they'd go to the very next video. But I'm trying to train them and help them understand that like, yes like open stuff from me it's good stuff. I'm not sending you garbage, and I do a lot of thinking to make sure that it helps solve problems for you.
So anyway those are the three things, so one thing I would do guys is I would sit down, and I would list out like 10 things that you could give away for free. All right, whether it's a video series teaching different MLM tactics, or it could be like a report you know showing the status of the current MLM client, climate. Industry climate, does that make sense? Or it could be you know one of the easiest things to do is to go interview top MLM'ers and then give away the interview. Just give away the interview, you're going to get great people coming to you like that, does that make sense?
Some of the first bait I ever created I just, all I did as I put it on YouTube with a link down in the description. I cannot believe the amount of traffic that came from that there was no ads, I didn't spend any ad money. I wasn't doing anything sneaky or SEO like, I was doing, there was no technical stuff. I literally recorded a video, and I put it on YouTube with the link in the description, and it was so good though people should have paid for it. There was an expectation that I gave away in the video that they should follow up. It was easy for them to consume and it started bringing great people towards me.
That's all I've got for you guys is that if you don't have these little, one of the things that pissed me off so much about the first MLM I joined, is that they kept telling me, "It's passive income, oh my gosh it's passive income." But every time I saw any one of my up lines doing anything, there was nothing passive about it. They were sprinting, sprinting, those guys were working like 60 hour weeks and then saying, "it's passive income". I was like there is nothing passive about what you're doing.
So, if you want to be the only method that people are going to hear about your message, meaning your mouth, don't go create bait. If you want to start the process of duplicating yourself, this isn't the full thing, but it's the first step towards true duplication. Then you have got to go create bait, you've got to go create this bait and whatever it is. Go create different things, interview people, create reports, make videos. You don't even need to be the one coming up with the stuff. You can hire that crap out, or you could go find someone and say, "Hey look I got this and such and such date, or I've got these people on a list or whatever. You know here's my list and there's my contribution you make this stuff we'll split the thing."
You know what's cool is that now you can give that bait away as a tool to anyone who joins your down line. Those are like the first big steps of you creating actual duplication, which is very hard to do. The system has got to be duplicatable. It's the marketing system that becomes duplicatable that, that's actually what creates the longevity. So anyway, guys I hope that helps, all I'm trying to say is create bait create things that people don't ... Don't be your own bottleneck and, which is usually how it is. So, that's the only reason I'm bringing this up, is I keep seeing it. People are reaching out to me, they're like, "How do I do this?" Like well so far you literally have no digital assets so go create something and then we'll start talking.
So anyway hopefully that helps guys if you do want to see what I've been using for bait. it's just one of the things that I use, it's the MLM master's pack. You can go check it out at secretMLMhacksradio.com, and yeah that's it guys. Hey I'll talk to you later, and go crush it.
Hey thanks, please remember to subscribe and leave feedback for me. Do you have a question you want answered live on the show? Go to secretMLMhacksradio.com to submit your question and download your free MLM masters pack.

Hey, hey what's going on everyone. This is Steve Larsen and you're listening to Secret MLM Hacks Radio. Oh yeah. So here’s the real mystery... How do real MLMers like us who didn’t cheat and only bug family members and friends. Who want to grow a profitable home-business how do we recruit A-Players into our downlines and create extra incomes, yet still have plenty of time for the rest of our lives? That is the blaring question and this podcast will give you the answer. My name is Steve Larsen and welcome to Secret MLM Hacks Radio.
Hey guys hope everything is going fantastic for you. When I was in basic training at the army there was this time we're packing up all of our bags we're getting ready to go on this big march, right. Our practicing different movements and things like that and it's a lot of fun is really cool.
What we were getting ready to leave and we knew that is coming up in a few days so we're supposed to be packing. Get all of our gear together for this and it was supposed to be this big thing. There was right before going to leave there was a formation that they called where we had to go through a bit of a pack check and make sure we had all the stuff that they were asking us to bring along.
As we brought the stuff together, as we sort of pulled all the things together it became very apparent that's quite a few like ten of the fifty people in my platoon did not have the stuff and did not make an effort to actually get the stuff together that they needed to. Those are always ample times for we call it ... What are they called? Corrective Pt.
Is the name of it, which basically means you're going to hurt and it gets going to be a little bit painful and it certainly was. They punished those people by making everyone who did pack hold the push up position for an hour and it sucked. I'm sitting there and had all my stuff together and I was sitting there and I just I was holding it, just holding it, right.
They're just pacing back and forth just staring in the face, yelling at you, make it funny. You know what I mean trying to break you. Try and break and rebuild you and rebuild your belief patterns and all this stuff. You know what I mean it's really fascinating process actually when you look at in hindsight.
It is interesting because as they were yelling, it's fifteen minutes comes up and you're holding the push a position just straight armed, abs totally flat. You can't drop to your knees. Can't anything else. Your just holding it for ... It ended up being an hour. Then I thought to be like fifteen minutes these people and they were so unprepared that we literally held ... I think it was an hour.
It was a long, long time and we were there for oh man that was a long time ago also that happened so far was a solid hour. It felt like an hour but it was a long time and I remember there's this period where I was shaking really, really bad. I was trying to breathe better and call my nerves down.
That my body wasn't shaking over like screaming at us and we're all trying to hold it. A lot of us with our gear and liters of water on our backs you know says a lot of weight on us too. It was an interesting experience as we were doing that and we were screaming at our fellow comrades to hurry the crap up said very nicely on this podcast.
Anyway, what was fascinating to me was that there was this point where and I don't remember again how long it was. It was a long freaking time though where there's this time when we're shaking but all of a sudden it stopped. I suddenly was able to handle it again for a long sustained period of time.
Then, it would go back to shakes and it's kind of like this loop where there be really intense moments where like oh my gosh can I hold this. Your body's going to shake and then your abs start doing this weird twitch thing. It was because you're just holding it for such a long time. You've got this weight on you and you're wearing your gear and body armor.
All this stuff and it just I mean it's awful. It's not a fun experience that all. Certainly corrective Pt. works. Holding it and I do remember this very clearly though there were these moments where I would start to shake and I'd be like I'm not going to be able to hold it. I will hold and then whatever was happening inside my body is like this rush of energy and suddenly I was able to hold it for another while before another one of those little cycles would happen.
It will get really hard my body would shake I feel like I'm going to drop and then I got to grid up again and get ready to go and I could hold it for another while. It was like these cycles up and down, up and down, and up and down. I remember a lot of it had to do with what was going on in my head and at the time I would be saying phrases at myself to keep going. The self talk you know we're all yelling each other trying to keep each other psyched.
We're all ... I think I was yelling the Soldier's Creed in my head, stuff like that. Those became these points, these flags out in the mountain mentally for me to keep looking at rather than looking down and looking at the ants crawling on my arms and hands. You know rather than that kind of stuff.
If I'm mentally was looking forward. If, I mentally was looking to the spot that was trying to get to it suddenly was doable. I ended up using this trick lots of times. I remember we would go and we do these sprints like crazy I mean just. Oh my gosh it's awful. I mean sprint for Sixty seconds and then we'd walk for thirty seconds.
Then sprint for thirty seconds, walk for thirty seconds and we do that alternating back and forth for forty five minutes. It be a dead fall out sprint as hard as you could go and then total walk and it's called HIT training. High intensity interval training fast slow, fast slow, fast slow.
It's like nuts on your heart rate and super, super hard. It's really interesting I went in and I was already skinny. I lost fifteen pounds in that and I remember though that there was I kept using this method where I was like, okay, what's the forward thinking thing? What's the flag on the mountain? What's the thing I'm looking to with the peak, the goal?
That I can fixate on and not fixate on the really fast pain that I'm feeling. That makes sense? As I did that more and more and more it became the strategy for other places in my life. If I was sucking it up and in college later was kind of the same thing. It's like well I can focus on this rather than the pain of me not wanting to write this paper.
I'm like whatever it is or became this thing in business. I am not sleeping very much right now why don't I fixate on what I'm going towards and by not focusing on the pain in the short term I was actually able to go longer and go faster and with more sustainability. The more you know over and over and over and suddenly my boss's name is Russell Bronson and I am his funnel building assistant at Clickfunnels.
He started teaching about this concept called the Manifesto and the manifesto is this ... it I mean it goes right along everything he said. As soon as he was telling us this kind of thing I was like, "Oh my gosh this is so I mean I've been using this I'm ahead subconsciously without actually knowing that's what's been going on." Because the Army and other big things that's I've gone through my life.
I mean we've all done that I'm this I'm not special. Any hard thing you've gone in your life, you think through and you start actually kind of get introspective about it. Realize like, "Oh my gosh that actually is that's ... Excuse me. That actually is ... That's how we got through it."
I have two options I could stop but the pain of me knowing that I didn't get through it is the pain that stays or I could just endure the pain a little bit longer and the pain ends and there's this pleasure and peace and comfort on the other side. Does that make sense? On anything, we do in life anything, anything and everything.
I mean it's the same thing with MLM stuff. Anytime I've ever seen anybody push hard at this especially their branding new at MLM and they've never heard anyone say no to them or they've never heard anybody say, "That's a pyramid scheme." Or they've never heard anybody say you know what mean. If, you've never gone through those things before it can be a rude awakening.
People who've got it had a good their whole life. It's a rude awakening if they've never had any kind of opposition. I didn't have to go to basic training. I went through because I mean its kind of weird to say this but I wanted to. I wanted the challenge, I wanted mentally to go through that.
It's a lot of fun but this is same thing with business I get excited with now when there's this new opportunity when there's something out there where like let me go take it down because the mental jog, the mental I don't know ecstasy that I get from that kind of challenge is amazing.
It's always been because there's some kind of mental flag on the mountain, there's some kind of goal, something I'm reaching towards and it becomes this game. My boss Russell he taught me about these things called Manifestos and then he put it in a book called Expert Secrets. I wrote a Manifesto for my MLM Mavericks.
If you don't know what the MLM Mavericks are these are the guys, these are the people who have purchased my Secret MLM Hacks Course. Once a week I get on and do a live Q and A with them. I'm trying to always keep people motivated. I'm trying to always keep people. Shooting forward and going for the Star. Right now I've got a C-group in there because the Course is about to launch. It hasn't gone up yet and a lot of you guys are following the launch right now.
It's a lot of fun but there's a C-group in there. There's a Hand selected. There's about twenty people in there right now and what I'm doing is that I'm focusing forward always with them on what we're going towards. Simon Sinek said, "People don't buy what you do but they do buy why you do it." Does that makes sense?
That's part of what these Manifestos are. I wrote a Manifesto for my MLM Mavericks group and I put it in the workbook that's actually a print right now that is part of the Course that's coming out soon to teach everyone how I do what I do in this MLM game. This its not normal, it's not something that at ... The principles that I know that we use in other industries that have supplied to MLM and it kills it, it's awesome.
Anyway, with these Internet sales phones I built soon as I wrote a Manifesto and here's the format for the Manifesto. Number one, you've got to identify the leader, which is you listening to this right now. You're the leader of your MLM downline, maybe even recruited anybody yet. That's okay we just know that you are the leader.
Number two, you got to identify the movement and you'll know more what I'm talking about here as I move through this. Number three, you've got to learn to take a stand against something and if your brand new in any kind of business I keep saying that but it's true if your brand spanking new or even if you're not it can be challenging to take a stand against something because you feel like you're offending people, "Oh no I've got to be likable." "Oh no, I've got to do something." "I want everyone to like me."
Let me just tell you right now if your goal is for everyone to like you're not going to be successful. You have got to take a stand against something and my gut says that you know things you don't like. Take stands against that. You'll know what I'm talking about here is I'm actually going to read mine. These is just the format.
Then, number four here is all about how you are different. Why are you different? Why you different than what the industry is doing that you're in? Why are you different the industry you know. I'm going to tell you mine here in just a moment here. Number five is what are you fighting against. Now, it's kind of what do you stand against? What are you fighting?
Then the sixth one is the last part of self identify. Who are you? Let me fill in the gaps here just a little bit. I think the reason I'm doing this because I was telling you guys I never tell anyone what MLM mean on this podcast because I that's not the point of it.
I'm trying to help. I don't care what MLM you're in. If, you like it stay in it. If, you're being successful with it stay in it. Write a Manifesto for yourself. Write a Manifesto for your team, what does your team stand for? In case, I want you to do this. This is why I'm handing out to your number one.
Identify who are you? My name is Steve Larson. That's easy. Number two the movement. I'm part of a secret group of MLM entrepreneurs. You've probably never heard of. All right number three, what are you taking a stand against? We don't place our personal success on the backs of family members and friends. Our motivation is quite the opposite. We're a scrappy bunch and love the idea of a fight.
We bootstrap our own way to freedom because we have products and services that we know change people's lives. Does that make sense? Number four, why are you different? Since, we're fighting an industry with marketing tactics stuck in the ninety's. I'm cutting. I'm trying to cut. I'm trying to make it seem like I'm standing against something else.
I'm standing against an industry that I believe like I said is stuck in the ninety's. Since, we're fighting an industry with tactics that are stuck in the ninety's we have to do things differently. We have to do things smarter. We are our own safety net. Number five, who are you collectively fighting against? This is what I'm saying because we put relationships first we fight against any tactic that puts people second.
We leverage marketing knowledge rather than our fragile connections. Awesome. Number six, who are you? Using servant leadership we rethink and rewrite rules while creating our own stories. We are the MLM Mavericks. That's pretty freaking intense. You have no guessing at all what it is that I stand for after you read that. Does that makes sense?
That's my flag on the mountain. I put that out there. I put it up and I'm about to release it and make it look all cool and nice and put out to my actual C-group for this course I'm putting out and the movement because I do believe the MLM broken out of the box.
I do believe that everything stuck in the ninety's we got to ... Excuse me. Just getting over a cold. I do believe that everybody ... Most MLM upline are not going to teach you the stuff that I'm talking about because they don't know it. It's stupid and I get really motivated about it because I had personal relationships get destroyed when I first joined MLM and someone sat across from me and said Make a list of all your friends and family and he would not let me leave till I called all of them with him and it was so freaking awkward.
Now, I'm not telling you not to do that. Does it work? Yeah, yeah it does work. It's really inefficient. Does that makes sense? It's really, really rough to get through that patch and still maintain the friendship. This is so ... I put on his path I've been on this journey for the last several years.
As I've gotten mastered to some of these skills in another industry I decided why don't I apply them back to the MLM industry. As I've done it, a year ago I launched the beta it's been nuts. Ridiculous auto-downline recruiting. What? From people, I don't even know. Not that I'm trying to remove the human out of this industry.
Not that I'm trying to remove the personal touch that's not exact ... That's not it at all. I'm so freaking motivated about trying to show people how you can automate these recruiting systems, these recruiting tools and I figured out. Yeah, I can get passion about it. Whatever it is that you're passionate about, whatever it is that ... What do you stand for? What you stand against?
You have got to ... this is one of the easiest ways for you to become a leader. Write a Manifesto. If you need to hear those again pause it go back and really listen to it. Write a Manifesto, figure out what it is that you stand for. What your band stands for, what your group stand for, what your team does because if you know where you're all going, oh my gosh you guys there's so much unspoken power that you just ... It's going to be oozing from you.
Problems will solve that you don't even know were problems yet. There's going to be this force inside of your team that's like, oh my gosh like a jet. It's hard right now but that's where we're going for so I can push through it. Every person has a hard time. Every person in your MLM downline has a hard time and if you arm them with the flag like this. If you arm them with a Manifesto, with an idea it's so much easier to keep people engaged.
People don't buy what you do, they buy why you do it. Simon Sinek. This is so freaking true. Every single time. What's funny is when I first started hearing those things years ago when I first put those tactics together I honestly was like you know the products got to be good, the products got to be amazing.
Yeah, it does but that's not why people do it, why people stay at it. What do you stand for? Figured it out, publish it, get real loud and proud about it and you'll become a leader and people will follow you. They'll follow you through some pain point. Some personal development that they need to go through in order to be successful.
It's not a fun experience. It sucks. It can be rough. There's always personal development but flaws just explode in your face. You suck at this. You suck at this. Maybe you're not good at selling. Maybe you're scared of talking to people. Whatever it is and maybe they're the reason has got to be deeper than just money.
If, it's just money people are not going to stick with you that long. Does that make sense? This Manifesto is the gut wrenching reason why the heck they're there. Help them figure out what that is because sometimes most people don't know ... Most people have no idea why they're doing what they're doing.
Help them help groups or people together. Rally them together around an idea a manifesto something that you're all shooting for that will help pull them through pain while their personal development is underway. Not that it stops but you know I mean especially right at the beginning people need that.
I'm urging you to get out there and do it and go, go. I want you to crush it whatever you're in. Anyway, hey guys I hope you're doing great and I hope that you understand that what you are sitting on is the potential for generational wealth. It's not a small deal. Don't treat this like it's a small deal either.
Take the Manifesto seriously. Go create one. What the heck do you stand for? Go get it done. Guys I'll talk to you later. Bye. Thanks for listening please remember to subscribe and leave feedback for me. Do you have a question you want answered live on the show? Go to secretmlmhacksradio.com to submit your questions and download your free MLM Masters Pack.

Hey, hey what's going on everyone. This is Steve Larsen and you're listening to Secret MLM Hacks Radio. Oh yeah. So here’s the real mystery... How do real MLMers like us who didn’t cheat and only bug family members and friends. Who want to grow a profitable home-business how do we recruit A-Players into our downlines and create extra incomes, yet still have plenty of time for the rest of our lives? That is the blaring question and this podcast will give you the answer. My name is Steve Larsen and welcome to Secret MLM Hacks Radio.

Hey guys hope everything is going fantastic for you. When I was in basic training at the army there was this time we're packing up all of our bags we're getting ready to go on this big march, right. Our practicing different movements and things like that and it's a lot of fun is really cool.

What we were getting ready to leave and we knew that is coming up in a few days so we're supposed to be packing. Get all of our gear together for this and it was supposed to be this big thing. There was right before going to leave there was a formation that they called where we had to go through a bit of a pack check and make sure we had all the stuff that they were asking us to bring along.

As we brought the stuff together, as we sort of pulled all the things together it became very apparent that's quite a few like ten of the fifty people in my platoon did not have the stuff and did not make an effort to actually get the stuff together that they needed to. Those are always ample times for we call it ... What are they called? Corrective Pt.

Is the name of it, which basically means you're going to hurt and it gets going to be a little bit painful and it certainly was. They punished those people by making everyone who did pack hold the push up position for an hour and it sucked. I'm sitting there and had all my stuff together and I was sitting there and I just I was holding it, just holding it, right.

They're just pacing back and forth just staring in the face, yelling at you, make it funny. You know what I mean trying to break you. Try and break and rebuild you and rebuild your belief patterns and all this stuff. You know what I mean it's really fascinating process actually when you look at in hindsight.

It is interesting because as they were yelling, it's fifteen minutes comes up and you're holding the push a position just straight armed, abs totally flat. You can't drop to your knees. Can't anything else. Your just holding it for ... It ended up being an hour. Then I thought to be like fifteen minutes these people and they were so unprepared that we literally held ... I think it was an hour.

It was a long, long time and we were there for oh man that was a long time ago also that happened so far was a solid hour. It felt like an hour but it was a long time and I remember there's this period where I was shaking really, really bad. I was trying to breathe better and call my nerves down.

That my body wasn't shaking over like screaming at us and we're all trying to hold it. A lot of us with our gear and liters of water on our backs you know says a lot of weight on us too. It was an interesting experience as we were doing that and we were screaming at our fellow comrades to hurry the crap up said very nicely on this podcast.

Anyway, what was fascinating to me was that there was this point where and I don't remember again how long it was. It was a long freaking time though where there's this time when we're shaking but all of a sudden it stopped. I suddenly was able to handle it again for a long sustained period of time.

Then, it would go back to shakes and it's kind of like this loop where there be really intense moments where like oh my gosh can I hold this. Your body's going to shake and then your abs start doing this weird twitch thing. It was because you're just holding it for such a long time. You've got this weight on you and you're wearing your gear and body armor.

All this stuff and it just I mean it's awful. It's not a fun experience that all. Certainly corrective Pt. works. Holding it and I do remember this very clearly though there were these moments where I would start to shake and I'd be like I'm not going to be able to hold it. I will hold and then whatever was happening inside my body is like this rush of energy and suddenly I was able to hold it for another while before another one of those little cycles would happen.

It will get really hard my body would shake I feel like I'm going to drop and then I got to grid up again and get ready to go and I could hold it for another while. It was like these cycles up and down, up and down, and up and down. I remember a lot of it had to do with what was going on in my head and at the time I would be saying phrases at myself to keep going. The self talk you know we're all yelling each other trying to keep each other psyched.

We're all ... I think I was yelling the Soldier's Creed in my head, stuff like that. Those became these points, these flags out in the mountain mentally for me to keep looking at rather than looking down and looking at the ants crawling on my arms and hands. You know rather than that kind of stuff.

If I'm mentally was looking forward. If, I mentally was looking to the spot that was trying to get to it suddenly was doable. I ended up using this trick lots of times. I remember we would go and we do these sprints like crazy I mean just. Oh my gosh it's awful. I mean sprint for Sixty seconds and then we'd walk for thirty seconds.

Then sprint for thirty seconds, walk for thirty seconds and we do that alternating back and forth for forty five minutes. It be a dead fall out sprint as hard as you could go and then total walk and it's called HIT training. High intensity interval training fast slow, fast slow, fast slow.

It's like nuts on your heart rate and super, super hard. It's really interesting I went in and I was already skinny. I lost fifteen pounds in that and I remember though that there was I kept using this method where I was like, okay, what's the forward thinking thing? What's the flag on the mountain? What's the thing I'm looking to with the peak, the goal?

That I can fixate on and not fixate on the really fast pain that I'm feeling. That makes sense? As I did that more and more and more it became the strategy for other places in my life. If I was sucking it up and in college later was kind of the same thing. It's like well I can focus on this rather than the pain of me not wanting to write this paper.

I'm like whatever it is or became this thing in business. I am not sleeping very much right now why don't I fixate on what I'm going towards and by not focusing on the pain in the short term I was actually able to go longer and go faster and with more sustainability. The more you know over and over and over and suddenly my boss's name is Russell Bronson and I am his funnel building assistant at Clickfunnels.

He started teaching about this concept called the Manifesto and the manifesto is this ... it I mean it goes right along everything he said. As soon as he was telling us this kind of thing I was like, "Oh my gosh this is so I mean I've been using this I'm ahead subconsciously without actually knowing that's what's been going on." Because the Army and other big things that's I've gone through my life.

I mean we've all done that I'm this I'm not special. Any hard thing you've gone in your life, you think through and you start actually kind of get introspective about it. Realize like, "Oh my gosh that actually is that's ... Excuse me. That actually is ... That's how we got through it."

I have two options I could stop but the pain of me knowing that I didn't get through it is the pain that stays or I could just endure the pain a little bit longer and the pain ends and there's this pleasure and peace and comfort on the other side. Does that make sense? On anything, we do in life anything, anything and everything.

I mean it's the same thing with MLM stuff. Anytime I've ever seen anybody push hard at this especially their branding new at MLM and they've never heard anyone say no to them or they've never heard anybody say, "That's a pyramid scheme." Or they've never heard anybody say you know what mean. If, you've never gone through those things before it can be a rude awakening.

People who've got it had a good their whole life. It's a rude awakening if they've never had any kind of opposition. I didn't have to go to basic training. I went through because I mean its kind of weird to say this but I wanted to. I wanted the challenge, I wanted mentally to go through that.

It's a lot of fun but this is same thing with business I get excited with now when there's this new opportunity when there's something out there where like let me go take it down because the mental jog, the mental I don't know ecstasy that I get from that kind of challenge is amazing.

It's always been because there's some kind of mental flag on the mountain, there's some kind of goal, something I'm reaching towards and it becomes this game. My boss Russell he taught me about these things called Manifestos and then he put it in a book called Expert Secrets. I wrote a Manifesto for my MLM Mavericks.

If you don't know what the MLM Mavericks are these are the guys, these are the people who have purchased my Secret MLM Hacks Course. Once a week I get on and do a live Q and A with them. I'm trying to always keep people motivated. I'm trying to always keep people. Shooting forward and going for the Star. Right now I've got a C-group in there because the Course is about to launch. It hasn't gone up yet and a lot of you guys are following the launch right now.

It's a lot of fun but there's a C-group in there. There's a Hand selected. There's about twenty people in there right now and what I'm doing is that I'm focusing forward always with them on what we're going towards. Simon Sinek said, "People don't buy what you do but they do buy why you do it." Does that makes sense?

That's part of what these Manifestos are. I wrote a Manifesto for my MLM Mavericks group and I put it in the workbook that's actually a print right now that is part of the Course that's coming out soon to teach everyone how I do what I do in this MLM game. This its not normal, it's not something that at ... The principles that I know that we use in other industries that have supplied to MLM and it kills it, it's awesome.

Anyway, with these Internet sales phones I built soon as I wrote a Manifesto and here's the format for the Manifesto. Number one, you've got to identify the leader, which is you listening to this right now. You're the leader of your MLM downline, maybe even recruited anybody yet. That's okay we just know that you are the leader.

Number two, you got to identify the movement and you'll know more what I'm talking about here as I move through this. Number three, you've got to learn to take a stand against something and if your brand new in any kind of business I keep saying that but it's true if your brand spanking new or even if you're not it can be challenging to take a stand against something because you feel like you're offending people, "Oh no I've got to be likable." "Oh no, I've got to do something." "I want everyone to like me."

Let me just tell you right now if your goal is for everyone to like you're not going to be successful. You have got to take a stand against something and my gut says that you know things you don't like. Take stands against that. You'll know what I'm talking about here is I'm actually going to read mine. These is just the format.

Then, number four here is all about how you are different. Why are you different? Why you different than what the industry is doing that you're in? Why are you different the industry you know. I'm going to tell you mine here in just a moment here. Number five is what are you fighting against. Now, it's kind of what do you stand against? What are you fighting?

Then the sixth one is the last part of self identify. Who are you? Let me fill in the gaps here just a little bit. I think the reason I'm doing this because I was telling you guys I never tell anyone what MLM mean on this podcast because I that's not the point of it.

I'm trying to help. I don't care what MLM you're in. If, you like it stay in it. If, you're being successful with it stay in it. Write a Manifesto for yourself. Write a Manifesto for your team, what does your team stand for? In case, I want you to do this. This is why I'm handing out to your number one.

Identify who are you? My name is Steve Larson. That's easy. Number two the movement. I'm part of a secret group of MLM entrepreneurs. You've probably never heard of. All right number three, what are you taking a stand against? We don't place our personal success on the backs of family members and friends. Our motivation is quite the opposite. We're a scrappy bunch and love the idea of a fight.

We bootstrap our own way to freedom because we have products and services that we know change people's lives. Does that make sense? Number four, why are you different? Since, we're fighting an industry with marketing tactics stuck in the ninety's. I'm cutting. I'm trying to cut. I'm trying to make it seem like I'm standing against something else.

I'm standing against an industry that I believe like I said is stuck in the ninety's. Since, we're fighting an industry with tactics that are stuck in the ninety's we have to do things differently. We have to do things smarter. We are our own safety net. Number five, who are you collectively fighting against? This is what I'm saying because we put relationships first we fight against any tactic that puts people second.

We leverage marketing knowledge rather than our fragile connections. Awesome. Number six, who are you? Using servant leadership we rethink and rewrite rules while creating our own stories. We are the MLM Mavericks. That's pretty freaking intense. You have no guessing at all what it is that I stand for after you read that. Does that makes sense?

That's my flag on the mountain. I put that out there. I put it up and I'm about to release it and make it look all cool and nice and put out to my actual C-group for this course I'm putting out and the movement because I do believe the MLM broken out of the box.

I do believe that everything stuck in the ninety's we got to ... Excuse me. Just getting over a cold. I do believe that everybody ... Most MLM upline are not going to teach you the stuff that I'm talking about because they don't know it. It's stupid and I get really motivated about it because I had personal relationships get destroyed when I first joined MLM and someone sat across from me and said Make a list of all your friends and family and he would not let me leave till I called all of them with him and it was so freaking awkward.

Now, I'm not telling you not to do that. Does it work? Yeah, yeah it does work. It's really inefficient. Does that makes sense? It's really, really rough to get through that patch and still maintain the friendship. This is so ... I put on his path I've been on this journey for the last several years.

As I've gotten mastered to some of these skills in another industry I decided why don't I apply them back to the MLM industry. As I've done it, a year ago I launched the beta it's been nuts. Ridiculous auto-downline recruiting. What? From people, I don't even know. Not that I'm trying to remove the human out of this industry.

Not that I'm trying to remove the personal touch that's not exact ... That's not it at all. I'm so freaking motivated about trying to show people how you can automate these recruiting systems, these recruiting tools and I figured out. Yeah, I can get passion about it. Whatever it is that you're passionate about, whatever it is that ... What do you stand for? What you stand against?

You have got to ... this is one of the easiest ways for you to become a leader. Write a Manifesto. If you need to hear those again pause it go back and really listen to it. Write a Manifesto, figure out what it is that you stand for. What your band stands for, what your group stand for, what your team does because if you know where you're all going, oh my gosh you guys there's so much unspoken power that you just ... It's going to be oozing from you.

Problems will solve that you don't even know were problems yet. There's going to be this force inside of your team that's like, oh my gosh like a jet. It's hard right now but that's where we're going for so I can push through it. Every person has a hard time. Every person in your MLM downline has a hard time and if you arm them with the flag like this. If you arm them with a Manifesto, with an idea it's so much easier to keep people engaged.

People don't buy what you do, they buy why you do it. Simon Sinek. This is so freaking true. Every single time. What's funny is when I first started hearing those things years ago when I first put those tactics together I honestly was like you know the products got to be good, the products got to be amazing.

Yeah, it does but that's not why people do it, why people stay at it. What do you stand for? Figured it out, publish it, get real loud and proud about it and you'll become a leader and people will follow you. They'll follow you through some pain point. Some personal development that they need to go through in order to be successful.

It's not a fun experience. It sucks. It can be rough. There's always personal development but flaws just explode in your face. You suck at this. You suck at this. Maybe you're not good at selling. Maybe you're scared of talking to people. Whatever it is and maybe they're the reason has got to be deeper than just money.

If, it's just money people are not going to stick with you that long. Does that make sense? This Manifesto is the gut wrenching reason why the heck they're there. Help them figure out what that is because sometimes most people don't know ... Most people have no idea why they're doing what they're doing.

Help them help groups or people together. Rally them together around an idea a manifesto something that you're all shooting for that will help pull them through pain while their personal development is underway. Not that it stops but you know I mean especially right at the beginning people need that.

I'm urging you to get out there and do it and go, go. I want you to crush it whatever you're in. Anyway, hey guys I hope you're doing great and I hope that you understand that what you are sitting on is the potential for generational wealth. It's not a small deal. Don't treat this like it's a small deal either.

Take the Manifesto seriously. Go create one. What the heck do you stand for? Go get it done. Guys I'll talk to you later. Bye. Thanks for listening please remember to subscribe and leave feedback for me. Do you have a question you want answered live on the show? Go to secretmlmhacksradio.com to submit your questions and download your free MLM Masters Pack.

What's going on everyone? This is Steve Larsen and you're listening to Secret MLM Hacks Radio. So here's the real mystery. How do real MLMers like us, who didn't cheat and only bug family members and friends, who wanna grow a profitable home business ... How do we recruit 'A' players into our down lines and create extra incomes, yet still have plenty of time for the rest of our lives? That's the blaring question and this podcast will give you the answer. My name is Steve Larsen and welcome to Secret MLM Hacks Radio.
All right you guys. Hey, recently I was on stage for several days. And I was teaching. And everyone in the room had paid anywhere from 15 to 25 grand per seat to be in the room. And ... a lot of fun. It's a part of my job. I absolutely love it. It's probably one of my favorite aspects of my job and what I do. And I was on stage, and I was teaching and a lot of marketers in the room, almost all of 'em are marketers, and you know business owners, of course. And everyone was ... anyway it was really fun, having a good time.
There was a lady though, who stood up and I think she'd be okay if I share this. She stood up and she started telling us this story and we were on a certain subject here. And she stood up and we were all kind of sharing and stuff. And she stood up, and she started telling this story of when she was pregnant. Now she is in kind of like the mommy weight loss industry. She helps women basically get the results that they want without ... I'm sorry, after being a bit ... you know, giving birth, without giving up their bodies.
It's a huge, huge industry obviously. This is something that isn't talked about that much. And she's sitting there, and she's talking to us about an experience she had while she's on camera. The camera was up and running. She was teaching. And she was showing a particular ... she was showing some exercises. And at this time, she was trying to just be as vulnerable as she could. She was trying to just be 100 percent herself, no fluff, no strings attached. And she leaned over, and she had lifted up her shirt just a little bit to show her stomach. And she leaned over, and she ... you know, she was showing all the skin from the stretching, from being pregnant.
There was all this skin there. Right? And she'd stand up straight, and there was like a six pack. Then she'd lean straight over again, and there'd be all this extra skin. And she's like ... "It's weird. These are things that women don't talk about at all when they're with pregnancy and such."
And all of a sudden, while she's doing ... Now, think of that. First of all. Just right off the bat. Amazing courage to do that on camera. Right? Just to do that, when most people are out there so busy posturing, and most people are out there going crazy about all the things that they need to be doing to make it look like they're professional and stuff like that, she's lifting up ... you know, showing her labs and then leaning over and showing all the actual saggy skin and stretch marks from her pregnancy. Number one, crazy amazing props. Absolutely incredible. All right. Then, she stands back up and the abs come back. And she was talking about, "Hey these are things that most women don't ever talk about. It's not really something in the industry that much."
And while she's doing it, she pees her pants. After women give birth, the pelvic floor isn't as strong anymore. It just ... it's really easy for women to do that. [inaudible 00:03:31] it's kind of weird that I'm talking about this, but there's a whole point behind it. Okay? And she kept the camera running. And instead of getting freaked out and running around, she had no control over it, she pointed it out. And she goes, "Women. This is exactly what I'm talking about. I wanna teach you how to reclaim the body after you have something ... you know, after you have child birth happen to you. You don't have to give up."
And she posted the video. And the video got passed around like crazy. And she ... that event that she was at, that I was helping to run, that was only a couple months ago. And on a $37 product, she has made over one point, I think three million dollars, something like that. Over a million bucks on a $37 product. You think about it, that's over 40,000 customers that have to come through. Let's think about this. That's ridiculous, first of all. Now, typically I teach people how to sell more hi ticket things, and she did it on a $37 product. And she got out there and just did it and posted it.
Number one, ridiculous mad props. I just ... I'm so ... oh my gosh. Like I'm so ... I feel so blessed to even, that she was in there and telling us this story. And it all revolves around what I call and we call "the attractive character" and this notion of vulnerability. The attractive character is something that is ... it's how we speak. It's how we interact with people. It's the stories we tell. It's our parables. It's the things we like, the things we don't like. Right? It's our ability to tell our own backstory and where we came from. Right? It's our voice. And what's funny is that when you think about, "Hey. Let's go get into business. Let's go get into MLM. Let's go get into this. Let's go get into that," whatever it is.
The tendency is to jump out and start putting on a freaking tie, and go to the dry cleaner, and get my suit dry cleaned, and get starch put in there, and go look all postured, and try to make myself look like I'm better than I am, look like I'm farther than I am, look like I'm different than I am. And what sucks about that is you end up cutting out so many people, who may have otherwise followed you. Does that make sense? When we start to posture ourselves, and we try to act like we're something that we're not, we end up cutting out part of the market.
I realized this early on, not just in MLM, in other industries as well. I was doing these different ... you know, I'm a funnel builder. I build internet sales funnels as a living, and put all the pages together, and all the automation, and all this stuff. You know that's ... and I love it. It's a lot of fun. But I remember I was putting these products out there, and I was doing this fun stuff. And it was awesome. And I was really enjoying it. But these people started coming back to me and saying, "Gosh Steven, I'm so happy that you can go do X and Y and Z, but I just can't."
And I realized that I had been posturing myself too much. There was a site that I launched first, not first ... there was a site that I launched about a year and a half ago called Sales Funnel Broker, and it's still up right now. I have not had a chance to go back and change it. But it's with me wearing a shirt and a tie. And I was like hey ... anyone to give me some feedback on this, I just want to see if it's set. I gotta go switch it right now. I probably will after I do this episode. But it was me wearing a shirt and tie and ... I had a buddy reach out to me, really quickly, and he goes, "Dude. Site looks great. Love all the stuff you're doing. Love the value your giving out there."
He said, "Just one piece of feedback though." He said, "You're not really a shirt and a tie guy." I was like, "Well, I like to wear 'em." He was like, "Yeah. But your personality, the way you market, the way you put yourself out there, your voice is not really shirt and tie crap. You're more of like just kind of tell it how it is a little bit." I was like, "You know, that's really interesting feedback."
And I thought that's actually really valuable feedback. Thank you very much and I started going ... I started podcasting like crazy on a different show that I have. And I was out there, and I was doing all this stuff. And I realized, quickly, as I started finding my voice, that more people were resonating with me as I would talk about the things I like, as I would talk about things I didn't like, as I would talk about my failures, as I would talk about ... and anyway I could get vulnerable. The game for me became so much less about how to actually look like I'm being professional. I'm a good funnel builder, you know. And I know that the stuff that I do is world class, you know. And I know that.
And that's okay to know that, and it's okay to know what you're good at and I know that I'm good at it. But when I come off in a way that is too ... what's the word? How we say, "starch in your shirt." When I come off looking too professional, and when I come off looking too like I'm trying to posture myself and looking up like ... you know what I'm saying? It actually pushes people away. And it's the same thing for your MLM businesses. Guys, I promise you if you want to have success in this faster, stop acting like you're a pro if you're not. Even if you are a pro, stop acting like ... people are not attracted to that, because I believe that I have to be on your level just to learn from you.
If you start acting like you're all professional, and talking ... if you're not vulnerable with your people, if your attractive character is too high up, people don't think they're good enough to even get near you. Does that make sense? They start comparing themselves. And the question is no longer, hey that guy is awesome, or that woman is amazing, or ... they're not, that's not the question in their head. The question in their head is, "Oh my gosh. Do I even have a shot at looking like that? Do I even have a shot of going from I am to where Steve Larsen is. Or from where, whoever, Natalie Hobson is, or for whoever ..." You know what I mean?
Wherever you guys are right now, even if you're killing it, even if you're doing ... I've got several messages coming back from you guys. It's been a lot of fun, learned more about who you guys are who are listening to this show, which I love. I've learned more about ... and there's a lot of you. It's a lot of fun. The show's blown up a lot faster than the other one did, which is a lot of fun. This is a huge need. I know it is in the industry. But I've been very careful to not position myself as someone, or somebody, or my brand as Mister Steve Larsen, Commodore Steve Larsen ... you know what I mean? Like some kind of like Commander Steve like ... no. My name's Steve Larsen. I'm from Littleton Colorado. I'm living in Boise Idaho, potato land right now because that's where my full time job is. And while I know that I could leave and be fine. I love my job, so I'm staying at it.
And it's a lot of fun, and I really enjoy it, and I build internet sales funnels. And I know that I, you know, the work that I do, both MLM style and funnel building changes lives. And it's very motivating for me. And it's a lot of fun. And there's this sense of the walls drop as soon as you become real. And that's what Natalie Hobson had figured out. And she figured it out in ... I'm not kidding guys, it's only been a couple months. And on a very cheap product she made a crap ton of money. Right? It's because of her ability to be vulnerable that made her sharable.
And if you're not talkable, if the brand isn't talkable. Let's think about it. So let's think about you and your MLM right now. You're literally the exact same as everybody else out of the box. Right? I've pounded that point like crazy in this podcast. MLM is broken as soon as you get it. Right? Same scripts, same everything, same products, you're literally competing with your upline. Okay? It's like a red, red, red, red, really freaking bloody red ocean. Does that make sense? And if it's that red and you don't do anything different, there's no reason [inaudible 00:11:17] gonna join you.
So one of the easiest ways to start setting yourself apart, besides creating additional products and actually making new offer, and all that kind of stuff, is just to highlight your actual difference. There's a great book ... I cannot remember the title of it. I actually only read the back, which is a lot of you guys are gonna laugh about, but that's me being vulnerable. I only read the back of the book, but it hit me so hard, I've never gotten the line out of my head. And it said, "Stop highlighting your strengths. Don't focus on your strengths." It said, "You need to highlight your differences."
How are you different than everybody else around you. If you start focusing on what you're different at, and you actually make that the loud piece rather than the strength ... someone's always gonna be stronger than you. Someone's always gonna be bigger, faster, better, you know whatever it is. But only you are you. And you've got differences. What makes you different than everybody else. Right? Now go highlight that. Be really, really, really vulnerable.
Now the first time I ever shot videos, and I put 'em out there, they were freaking awful. The reason I don't go update them is because if I go out ... now, the content's amazing, actually the delivery's not that bad either. But I'm really boring in the videos. You know what I mean? I think so anyways. The content is incredible. And the things that I'm teaching are amazing. But like ... and every time someone watches the five video series, it's the MLM Masters Pack, if you guys go to SecretMLMHacksRadio.com there's a five day master pack. Anytime anyone watches that, they always ask to know more, or join the down line, or whatever it is. Then that's the reason I did that.
I could go back and update it. I made those videos years ago. But the reason I don't is because I don't want to come off as like all ... too professional. You know? And it's fine if the stuff that you use, and the members areas, and all this stuff that ... the other products that I create, yeah, they're more professional looking. But man, all those front end videos, all the products and everything that's way out into more of the cold market, man, I do not make it look pro. And I do it on purpose. So, that's my invitation to you. I want you to ask the question to yourself right now, is there a place inside your MLM where you're acting too professional? Where you're acting like someone you're not?
And if that's the case, I'm begging ya, I'm asking ya, for the good of the people who you could run into and help change their lives, stop acting professional like that. Start acting like you. Actually, it's funny, the same as in marriage. You know my wife and I have been married almost six years now. We've got two kids and a lot of fun. And I made the mistake, when we first got married, that I had to start losing parts of my identity. I had to actually become an adult, you know. Get my responsibilities in order. You know what I mean? That kind of thing. Or it was like, oh, there's no more fun for me. You know what I mean?
It was almost like this mentality that I felt like I had to take on, because that's what society was telling me. The problem is that sucks. You become someone that you weren't. And you become someone that the other person didn't fall in love with. That was the other person, you, your real self. You know? It's the same thing with your customers. Especially if you've never done anything in business before ever, a lot of what happens is there's this persona that Hollywood puts out that all meetings are in suits, that you have to have meetings. I hate meetings. Meetings are dumb. Maybe I go to one, one hour meeting a week. That's it. Max. And I barely have anything to do in it, because ... and I run a big organization.
I'm not at all ... I hate meetings. But I thought I had needed it, and I thought I needed my business card. And what's my logo? And all this garbage that has nothing to do with actual sales, or business, or making money. Right? It's all this posturing crap that ... the personas of Hollywood and all the stuff start to put into our heads. And it's the same thing ... and I realized, luckily, even in the marriage and everything. Didn't mean to relate it to that, and was not planning on that in this episode, but it's true. The more I remembered who I am internally, and spoke to those things more loudly, you guys, that's where a lot of the attractive character came from. That's where a lot of finding my voice came from. That's where a lot of confidence in what I'm trying to say in my messages ... that's where a lot of it came from. When I'm just more true to myself, and it's true for you in your MLM as well.
Anyway, it's kind of a deep episode. My gosh. But hey, I hope that you guys enjoyed it. Go be vulnerable. Find places to be vulnerable. Stop worrying. You know, I would go get on Facebook Live and I would just start talking. Do it every day. And you do that every day ... if you publish every single day for a year, you will change your life before a year's even up. It's just the formula. It happens every time. Every time I tell someone to go publish or whatever ... it's happened many times now. A lot of my buddies, a lot of friends, a lot of people I've coached, a lot of my students ... they go out and they go start publishing, and the ones that are vulnerable have success very quickly, because they are being them. And it's sort of attracting like minded people.
But if it's too professional and you're speaking like you're writing a freaking essay in college, no one cares about that. Talk like you're talking to a sibling. You know? Talk like you're talking to ... and do that to your MLM people, do that to your upline, your down line, just be a very loud version of you. And I promise, that's gonna pull a lot of the attractive character out and people are gonna start loving that. They'll like to be around you. Take off the dang suit if it's not you. Right? Stop doing that. I gotta go change that picture. I just still haven't ... it's been a really busy year.
Anyway. Hey guys, hope this was helpful, a little bit of a rant there. But I just hope that it was something that you guys can really use and apply in your MLM right now, because that is ... it's one of the keys that I feel like most people focus on the product, which is good. You have to have the product, or the message, or the marketing and that's good. You have to have that as well. But there's this underlying piece when it comes to recurring buying, and brand building, and the ability to communicate your message, and your confidence, and the speed that you move will highly be dependent on you as a person, as the leader, as the attractive character and your vulnerability with that.
Anyway. Hopefully, it's been helpful guys. I really appreciate all of you. Love the engagement back and forth. I've really enjoyed that a lot. And I'll chat with y'all later. Bye.
Hey, thanks for listening. Please remember to subscribe and leave feedback. Would you like me to teach your own down line five simple MLM recruiting tips for free? If so, go download your free MLM Masters Pack by subscribing to this podcast at SecretMLMHacksRadio.com.

What's going on everyone. This is Steve Larsen and you're listening to Secret MLM Hacks Radio. So here's the real mystery. How do real MLMers like us, who didn't cheat and only bug family members and friends, who want to grow a profitable home business ... How do we recruit A players into our down lines that create extra incomes, yet still have plenty of time for the rest of our lives? That's the blaring question and this podcast will give you the answer. My name is Steve Larsen and welcome to Secret MLM Hacks Radio.
What's up everyone. Hey, I'm super excited for this episode. I got something really cool to share with you. This is Secret MLM Hacks Radio. So, today I want to share with you a hack. This is something that I have been doing that is ... honestly, it's all around us and I just don't think many MLMers think about it. So I want to share with you something really cool. First off though, I ... You guys gotta know I barely graduated high school. That's not a joke. I got straight D's in all of math, all of science, all especially of Spanish, all of ... I mean, I really, and a lot of times it was like I got a 60.1 percent. I'm pretty sure that some of the teachers a lot of times just felt bad for me so they would just not, I don't know, they would just let me go on. You know what I mean?
I showed up. I was there. I was consistent. I just never did homework or if I did it was just always wrong. There was something in my head that just did not click on for a long time. I had not learned how to learn. You know what I mean? So when I get to the end of my senior year and it's time to go to college, I had been applying and these colleges are like yes, no, no, yes, no, no. It's more like one said yes and all the others said no. But it's pretty fascinating to watch the application process of these colleges or any kind of institute.
Let's say you're applying for health insurance or life insurance. Or your applying for to get into some program. You know what I mean? It's fascinating because I would sit there and I would write out these applications. And I didn't really want to go to college at that time. I'm grateful that I did. I'm grateful that eventually I learned how to learn. I ended up getting straight A's, which is awesome. I got one of the entrepreneurship awards from Hale graduating class which is awesome in college which is super exciting. So that was fun stuff, but I had to learn how to learn, which is it's own skill. I just kind of have never stopped since then.
Anyway, about the application stuff though. It's fascinating to watch the process that they go through. Often times, there is an application fee. So you go and you're filling out this application and you're showing them what you've written to everybody, and everyone's critiquing your essay that you have to apply with it and everyone's critiquing this and that and they're ... you know what I mean? There's so much stuff that goes into a single application. Right? And you sit back and you're like, "Dang. My Gosh. I just spent like a week just putting together this application."
And they wanted a fee, and they wanted this, and they're not gonna get back to me for a solid while. And I don't even know if I got in. And there's no implication yet if I actually got in at all. And I'm like, "Dang. That's pretty crazy." You know, when you think about that. And so you sat back and you think about it. And you think about it. And you think about it, kind of think of it cynically almost like man your convincing somebody why they should take your money. That's basically it. I'm glad that I went to college. I will tell you that even though I got a marketing degree, none of what I learned do I actually do. There ... what I learned at college pretty much was to prepare me to become like an analyst at a corporate marketing firm. You know what I mean?
And I don't do any of that kind of stuff, which hopefully helps some people who think that they need a marketing degree to do what I do. It certainly gave me an environment to learn, however, I mostly am self taught. So, anyway ... But back to the application. You think about that. You are convincing the other person why they should be allowed to take your money. You're like, "What?! That's crazy!"
It's a commitment. You're gonna be there what? Like only 60 percent of people even finish college. So these guys are banking some serious money they don't even have to dish out the final thing to you after a while. You know what I mean? And I'm not bagging on the education system. I'm just using it as an example. Think about that though. Let's think about how we could model that whole process inside of an MLM 'cause that's what I've been doing. That's what I've been putting together more formally. I've had one kind of informally for while but as far as formally though, I've been building out what we call an "application funnel", an application styled sales funnel.
Where somebody has to prove to me why they should be admitted into my program. And typically what we'll do is we'll use these funnels for like high end coaching programs where someone's charging 10 grand or 25 grand, or whatever, 50 grand. And the person is trying to convince the coach why they should be allowed into the program. Right? You're like, "Whoa! Wait a second. That is literally spinning on it's head the whole sales model. You mean I don't have to know any hardcore sales tactics?" Nope. "You mean, I don't have to know tricky little one sentence things to say or little tiny body language things to get them to go crazy and join,"
It always drives me nuts when other people post that kind of stuff in the MLM word. Five techniques, five things you should say to get them begging to join or something like that. It was like, come on, that doesn't really, you know ... How 'bout we actually give real value? You know what I mean? So, that's what I've been doing is ...there's page number one, web page number one. It goes through and says, "Look. I'm only looking for the best of the best elite marketers. If you think that you can, if you want this group, if you want to be part of my down line which is this group of elitists. We're very open, very loving, very ... it's not that we're judging anybody or anything like that. But there is an application to join my down line. You know what I mean?"
And so I have a spot where people can do that. And they go through and it says "Number one. Hey, let me know. If anything you can just fill out the application and then let's get on the phone and see if you're an actually good fit. And be aware, we do actually turn people away." And so they put their name and their email and phone number in. And on the very next page it says, "Hey. Why do you think you should be considered?" Another question is like, "Hey. Steve Larsen's crazy busy. What do you think you can offer? We believe in give and take, we'd love to be able to give you all the stuff. But we also need to know what you could bring to the team. What is it you bring?"
Obviously the questions are worded much better than this. I'm just ad libbing the ones that I'm remembering. But you know what I mean? It says, "Hey. Obviously there's a financial commitment to join the MLM. It does not go to Steven Larsen. It goes to the MLM to actually set up your actual entity with them and get your position. Are you okay with that?" You know what I mean? It's stuff like that. But there's an application that's eight or nine questions that you go through that helps me see where you are before you join. Isn't that interesting?
And it's a totally different set of approach, a completely different kind of approach than what my MLM the first time ever, ever showed, ever. At first, it's like this hard core. It's not that the other tactics of getting on the phone and asking people to join don't work, it's that it takes for freaking ever, there's usually a lot more heartache. I lose more friends doing that. I don't lose any this way. And I attract a kind of person, when they apply, that's awesome. You know? The kind of people who are solving problems in my team that I didn't know that they were there. You know what I mean?
When you go out and you find a team like that. Then I turn around and I give that whole system that actual application style system to my down line. So think about that. I'm not pitching you on joining. I want you to know what I do. I want to flip it on it's head. So page number one. Right? Hey, this is only for the elite of the elite. But if you think that you're a marketer that wants to join us just know there's applications out for 'em. Go to step two here and they put in their email address. Step two, the next page, is a video and there's an extra application form next to it.
And then the third page, after they actually submit the application, it is a form that says, "Look. Obviously positioning does matter inside of MLM to an extent. You know what I mean? I know a lot of people join what I do and it's great it's fun. I really, really, I like it. So first come first serve is a huge deal." This is pretty much what the page says. And it says, "So, if you're really interested and want to skip the line because we just call people down the line as we get applications. We get several a day. So if you want to skip the line. Go head. Heres the phone number, just call us."
And I'll tell you that the people that who call you, there worth like eight times more than the kind of person that you need to call out for. It puts the sales power back in your hands. Not that you're trying to be domineering again or anything like that. But that's the application style funnel that I put inside there. And there's email automation and there's full sequences in the back. And there's all the super sexy stuff, which is amazing, that happens on behind the scenes as well, which is really, really cool.
It's just, you gotta understand that you're nothing new at first out of the gate compared to everybody else. But man if you're telling 'em that you can't join unless you apply and when you do apply, you get X,Y, and Z. And I actually created an offer out of applying. Holy Crap, that's sexy. So start thinking how you can use that inside your MLM. Start thinking about how you can, what can you do to make ... I think it was last episode, I talked about scarcity and the different mental triggers that are out there. I think that was last episode. But anyway, start thinking about what ... start thinking about what you can do to inject ... That's one of the ways that I inject scarcity, and community, and authority right into my down line.
So start thinking about that. It's like, you know ... What kind of person do I actually want to join my down line? Where do I want them to be in their life? What problem sets do I want them to be addressing in their life at that time? If their problem set is that they can't rub two pennies together, they're not probably ready for what I've got. It's not that they can't be successful, but the road is longer. I'm not really looking for that kind of person. I'm looking for the kind of person who is out there, who wants to be successful with this marketing, who is interested in putting together marketing systems that amplify their MLM. Right?
Who actually ... you know what I'm saying? And when you do it that way and you approach it that way and you start getting really, really clear on who it is that you want, you'll start attracting those people. And one of the ways that I do it is by making people apply. I want the kind of people who are fighting to join me. Does that make sense? And if somebody I can tell is fighting, but maybe they don't have a lot of experience, that's okay. Then I'll let 'em join. If someones like, "Hey. I don't have this experience. I don't have this or this or you know, I really am broke or whatever, but I've got passion out the wazoo." That's the kind of person I want. And I want to be able to vet that person out of the rest of the crowd. Does that make sense?
One of the other things that I've been doing ... So, that's what I do. Then we get 'em closed up and we get 'em the marketing systems that they need. Then get 'em started in the success paths that I have. I've got little blueprints and stuff like that. And that's how I on board people. It's totally different than what my MLM provides, totally different than what any MLM provides. So, that's how I do it though. What MLM makes you apply to join? They're not that way at all. They're all like, they're so open that they end up being exclusive, excluding, sorry, they exclude people. Right?
And so instead, what I do is I actually intentionally do that and I make people apply. One of the things that I been doing is ... I'm trying to figure out right now. 'Cause I'm building out the more official version of this application styled sales funnel. But what I've been doing is when someone actually joins, I'm gonna take that data, which is gonna be so cool, and I'll put it on a google sheet. That way people can see live ... just the first name. I'm not gonna give out any personal details obviously. But I'm thinking what I'll do is I'll embed in like a little window on the page, a google sheet.
And you'll be able to see the people who have been applying and those who have been accepted and brought in. And obviously, again, there's gonna be no personal data or anything like that shown in there. But how cool to be social proof. Right? That's why I'm doing it. So that you can see how close you are to the top. So you can see how fast it's growing. So you can see how fast ... Does that make sense? And it causes this ridiculous frenzy like, "Oh my Gosh! That's so freaking cool!" You know what I mean?
I'm not gonna tell you the MLM ... sorry, I'm not gonna tell you the URL to it yet. Just in case you guys want to go check it out, again, I am not pitching. If you love your MLM, my gosh, stay in it. Okay? I'm not hear to take sides, that's not at all what I do. I'm here to just share with you what we do inside other industries to make prices increases, to make anticipation go through the roof, to make people beg to join you. Does that make sense? That's why we do what we do and that's why I'm doing it right now. And that's why I'm sharing with you what I do 'cause it's super, it's crazy powerful.
So, those are all tools and systems that I use as almost like a rewards system like, "Hey. When you join, have comfort in knowing that this system is also yours. You know what I mean? You don't have to go reinvent the wheel." You know what I mean? So that's how I create myself as a new ... that's one of the tons of ways that I create myself as kind of a new opportunity to MLMers. Otherwise, you're kind of the same as everybody else. You see what I'm saying? So, when they're applying, I'll go on through say like, "Hey. By the way, you're gonna get this. You're gonna get this. You're gonna get this. You're gonna get this, if you get accepted. And we truly do turn people away. So, go ahead and apply and then let's jump on the phone, or jump on the phone with one of my team leaders or whatever. And we'll answer any questions that you might have. And see if it's a good fit. If not, that okay and we'll give you like a little thank you also and stuff like that."
Obviously be cordial about it. We're not saying like, "Get lost" or whatever. So that's what we do. That's what I do. That's what I've been building is the more official version of that. And trying to see if I can get this cool google sheet to get embedded so real time you can see the applications coming in. How cool is that? Oh my gosh. So, anyway that's what I've been doing guys and that's why I do it. I just kind of spin it on it's head and turn it into a marketing activity rather than a begging activity.
That's what I felt like the first time I was calling people or I'd go ... I went down Main Street asking people to join. Whatever it was, it was such a ... if you had a heart beat, I was asking. I wasn't clear on who I wanted. And because I wasn't clear on who I wanted, it meant I was targeting nobody. You know what I mean? So I had to get real clear. Anyway, I feel like I'm just saying the same thing over and over again now. That's what I've been doing. Shortly here, when it's done, when a few of the things that I'm waiting for happen. Then, I'll tell you guys what that URL is just so you can see what it is. Again, I'm not .. Oh gosh, please just know that I am not here to pressure you at all.
I just want to show you what it is that I'm doing, so that you can see it and you can model it on your own. Whatever that is. All right guys. Have fun the rest of this day. Go crush it. Go kill it. Remember if you do what is easy, you're life will be hard. It's a good quote. I got a big quote filled wall, so sometimes I just look up and say one of them. So that's one I just looked at. Okay.
If you do what is easy, your life will be hard. Whoo!
Hey, thanks for listening. Please remember to subscribe and leave feed back. Would you like me to teach your own down line five simple MLM recruiting tips for free? If so, go download your free MLM masters pack by subscribing to this podcast at SecretMLMHacksRadio.com

What's going on, everyone? This is Steve Larsen, and you're listening to Secret MLM Hacks Radio. Oh, yeah. So, here's the real mystery -- how do real MLMers like us, who didn't cheat and only bug family members and friends, who want to grow a profitable home business, how do we recruit A-players into our downlines and create extra incomes, yet still have plenty of time for the rest of our lives? That's the blaring question, and this podcast will give you the answer. My name is Steve Larsen, and welcome to Secret MLM Hacks Radio.
Hey, guys. Hope you're doing fantastic. It has been busy, busy, busy over here. I've been doing a ton of stuff on the workbook that I've been putting together. This podcast, right now, as it stands, is all about ... I've kind of just been documenting the journey of me creating basically the course that teaches people how I automate my downline recruiting. Now, my system, personally, is already up. I'm already doing it. Obviously I continue to make tweaks and changes -- it's always getting better and better -- but my background is in tech a little bit. I'm not necessarily a coder, however I do a lot of tech stuff, and so what I've been doing for the last little bit is systematizing far more thoroughly the way that I actually auto-recruit people into my downline. I don't care which one you're in.
My whole goal with this podcast, and with the course actually, is to show people how I auto-recruit, because I believe that MLM is broken out of the box. I believe it that it doesn't work very well. It can work, it just takes forever, too. Oh my gosh. So, my background is in internet marketing, so I'm just applying the same principles and I'm pushing it over into the MLM space, and it's been a lot of fun. So, where I've been right now, though, is I have been creating the workbook that goes along with the course, meaning ... How cool would it be if I created a course where there's a workbook side-by-side? So like, "Watch this video. Now answer the question in this workbook. Like, if you watch this video, you should be able to produce this output, right?" And I'm helping you apply as I go. So, anyways, it's been a lot of fun.
What I've been doing the last little bit is I've been working with this graphic artist, who's been ... It was such an interesting exercise. I sat down and I drew out pictures that represented the principles that I was teaching. It was more thorough on my side to go through it that way, but I think it'd also be more thorough for the individual who's listening to go through the course that way also, if it's by pictures. I'm a kid at heart forever, and I'll totally stay that way. But it's been a lot of fun. I remember when I was in school, there were a few ... not a few times -- there was a lot of times I went and I bought books that I just never used. I never did anything with. They were so technical. They were so intense. They were so far out there, or the teacher didn't even like them. It was just a requirement.
So, what we did is we literally just ... I mean, I would buy the book and it would just sit on my shelf. It would collect dust. It did nothing. And I thought, "Gosh, I don't want this to be that way. My workbook, my courses got to be usable," so, anyway, that's what I've been doing is ... I think I've mentioned this before on this podcast, but, gosh, guys, if you can draw out pictures that represent your MLM ... I know I might sound cheesy, but the whole napkin thing, drawing out a business plan on a napkin -- there's some serious power to that. I encourage you to go do that. Anyway, so that's what I've been working on. And the other thing I've been working on is my auto-closing system.
I have a system that pulls people to me and vets them, so I know whether or not they're serious MLMers. It doesn't just get the leads, it qualifies the leads, and now I've been building really the auto-mated closing portion of this. It's slightly automated, I just know I could make it more automated, so that's what I've been building. And I choose to do it through, what I call, a "webinar funnel". What I do is I take ... And if you ever heard of webinars, it's probably not what you think. No one else does this. I've been making it up, and it seems to have been working. It is working, but I've been building the actual that goes with it. So, what it does is ... Page one, right? They land on ... This is what secretmlmhacks.com is gonna turn into soon, right?
First it will be like a webinar registration page, or a web class, or a product demo, or whatever you want to call it. And it'll be a webinar registration page, and they'll get a chance to sign up to see how I'm auto-recruiting people, right? And see the systems that I'm going through. The second page, after they actually register with their email address and their phone number ... The second page, I think it would be kind of cool if I tell my story on the thank you page. So, I go through and I tell them, "Hey, here's the story of why I joined this MLM," you know? And, to me, I want to do it that way because most of the time the scripts that my MLM, or my upline, was giving me ... They were so dry. The scripts they were giving me had to apply to so many walks of life that it ended up not applying to anybody, you know what I'm saying?
Those are the times when somebody comes out and they just kind of blabber all over you, and you're like, "I still have not figured out why you are in this? You know what I mean? Why are you asking me to be in this? I don't know why you're in it." So, I'm gonna tell my story on the thank you page before they watch the webinar, and I think what it's gonna do is it'll help people understand more ... I think it will help them bind to my personal tractive character, you know what I mean? Then the next thing the sales funnel, the automatic closing system, is gonna do is ... I'm gonna send out to them what's called an "indoctrination series". I'm gonna send three different pieces of information out to them that basically helps close people before they even show up to the webinar. That's like the biggest key with webinars.
Webinars is what I teach in my actual job. It's one of the things that I do, so I thought how cool would it be if I actually apply this to MLM? There's not many people that I've found that actually do it. There's a lot of people that I've found that teach it, but I want you to know that I do it and my stuff has helped a lot of people. So, anyway, I'm excited to do it because this is a part in an industry that I don't think has ever really had the stuff that I'm doing in this way before. It's totally new. It's not just an improvement on other stuff, this is ... Anyway, I'm excited. So, anyways, then I'll go through the actual webinar itself, and then I've got really, really powerful follow up and consumption series, and all these different series that we use to sell other products and services that are proven, that I know work -- I'm plugging them in. I'm really, really excited, guys, 'cause all of these other little things that I've been putting out there and that I've been doing in other industries.
I'm excited to rock it and put it together for the actual MLM stuff, so ... It's exciting. I don't know anyone else ... Anyway, I've already said that. So, that's what I've been working on, though -- tons of workbook stuff, lots of automatic webinar funnel stuff, and those are all things that obviously my team gets as well ... That's kind of my deal with them. It's like, "Hey, if you join, I give you all my stuff that helps you auto-recruit," but then anything that's kind of new, I'll give that to you also for free. But, anyway, that's kind of what's been going on. So that was a lot of talking, and I'm so sorry that ... I feel like I've just been blabbering, but that's where we've been.
There's always the sexy part of what we do, and there's the work part of it, and I'm in the middle of the work part of it, which is ... it's just fun, but every once in a while it's not fun, and we just have to do it. There's a great quote by ... Gosh, I can't remember if it was Eisenhower or ... It's about Eisenhower, but it's a quote that says, "The obstacle is the way," and I want you to know how true that really is. If your biggest fear right now is talking to people, that's exactly what you should be doing the most of. If your biggest fear is trying to figure out how to close people, closing is all you need to be concerned about. If your biggest fear is going and saying, "You know what, I don't really understand what my MLM even does." It's time for you to go understand what your MLM does. The obstacle is the way, and that's the thing that I've been trying to convey with this workbook.
I had a hard time conveying a few things in this workbook, and so what I've been doing is drawing pictures, and guys, it took me four hours just to edit the actual images once I got them back from the actual graphic person. That's another three hours just to edit them -- he hasn't even made the changes yet. By me turning directly into the obstacle, it's an accelerant, guys. It's like throwing gas on the fire. If you don't know how to close people, it's time to do that. I hate talking on the phone. I hate it, and so I turned directly into it. It's not that I was going to talking on the phone, I still hate talking on the phone. I don't know why, I just ... I don't like it. But the obstacle is the way, and so I created systems to make me not have to talk to family, not have to talk to friends, not have to go out and do it the way my uplines tell me.
That's not the only way to do it. There are other ways that's proven in other industries, I'm just grabbing from other industries and using them in the MLM space, you know what I mean? So, that's the biggest thing that I'm hoping to convey after all the crap that I just said, which I hope has been helpful, even just a little bit. But of all the stuff that I've said, what I want is for you to understand that like, "Yeah, we got the workbook going on. We're building out the funnel like the rest of the stuff to actually help launch the course, and all those different things." I'm really, really excited for you guys to see what's been going on. But it's only by turning into obstacles that growth actually happens, sustainability actually happens. If you're like, "Hey, I don't know how to duplicate," that's where you need to go spend your time trying to figure out. That's what I'm excited about, 'cause I totally figured it out, which is awesome. That's why I'm putting the course together. But the obstacle is the way. Go figure it out.
Don't ... In the last episode, I talked about mental triggers. The mental triggers that are out there, right? They're not just there to actually make you recruit people. They're also there to help you act. Does that make sense? So, if don't know what I'm talking about, go listen "The Nine Mental Triggers That Make People Take Action" -- go listen to the last episode. But, anyway, that's the whole point of this episode is I'm just trying to say there's so much stuff going on right now, so much stuff. I barely slept last week, but I believe in what I'm doing. I know that it's gonna work. It already has been, I'm just trying to systematize it so people who aren't as techy can figure it out. There's kind of a walkthrough system, and step-by-step guides, and workbooks to help you implement, and checks and balances, you know what I mean? And additional stuff, and tools, and things like that to make everyone successful with it, which I'm super excited to get out there, and release, and launch.
But the obstacle is the way. Just like stencil that on your wall or something. Staple it to your forehead, because it's such a different mindset than most people have. If you're in MLM, you have desire to be a leader, just like bar none. That doesn't mean you are, and that's okay, but if you're like, "Hey, I don't feel like a leader at all," that's a great place to go and it's not a negative thing. Find the obstacle, work on it, and move forward. One of my favorite quotes was by Buddha, actually, and he said, "Your worst enemy cannot harm you as much as your own unguarded thoughts." Your worst enemy cannot harm you as much as your own unguarded thoughts, and that's some of the things that a lot of people start to battle as they get into the MLM space. "I'm not good at this. I'm not good at that. People aren't understanding what I'm talking about. Oh, I better draw pictures about it." I don't like talking on the phone -- "Let me create a system that does all that for me, that gets the same outcome," you know what I mean?
Turn into the obstacle. It's all about the obstacle. Tony Robbins talks about that. You turn straight into the pain, don't skirt the pain. Don't try and get away. And I'm not ... you're not trying to be masochist, you know? You're not trying to be pain lovers, but you do need to be able to know and say, "Hey, you know what? It's okay that I don't get this. It's okay that I'm not good at that, it's just time for me to go work on those things." So, anyway, hopefully that's been helpful. Obstacle is the way, guys, and I will talk to you next episode.
Hey. Thank you for listening. Please remember to subscribe and leave feedback for me. Do you have a question you want answered live on the show? Go to secretmlmhacksradio.com to submit your question and download your free MLM Masters pack.

Hey, hey what's going on everyone, this is Steve Larsen and you're listening to Secret MLM Hacks Radio.
So here's the real mystery, how do real MLMers like us, who didn't cheat and only bug family members and friends, who want to grow a profitable home business, how do we recruit A-players into our downlines and create extra incomes? Yet still have plenty of time for the rest of our lives. That's the blaring question and this podcast will give you the answer. My name is Steve Larsen and welcome to Secret MLM Hacks Radio.
Alright you guys, I've got something special to share with you today. Back when I was in college, when I first started learning about how to drive internet traffic and I started learning more about how to actually market online, there was a book I came across that had quite an impact on me. At the time, I was doing a lot of side businesses with buddies. We were going around trying to do real estate deals. We were, ... I was driving traffic for Paul Mitchell, like the big hair company. We'd build websites for the rising companies and their rising celebrities before they went on TV and stuff like that. We were all over the place doing tons of stuff. It was a lot of fun.
There was a specific book that I read, that really helped me understand more of what I need to be doing inside the person's brain, as they experienced what I was building. So think about this with your MLM, think about this with the things that you are out and you're creating. Think about what it is that you can start to apply here. This is a huge lesson, alright?
The book is launched. It's a book by Jeff Walker and what he does, is he teaches you how to create what we call a launch sequence and basically a product launch funnel. Lets say that you've never launched officially, the product you're selling. Lets say you've never actually created an event around the thing you're selling, how do you actually do that, right? I just talked about how you need to create events around what it is you do. Well, how do you actually do that, right? So the book launch is fantastic. I recommend it to pretty much everybody, whoever wants to make money online. And especially if you're inside the MLM space, because it's not a normal style book that I think most stereotypically, the MLMer will go through.
There were nine things that I realized that I needed before I was going to be successful inside my MLM. But what was funny is that none of them were tangible. These are all intangible things. Which to be honest, completely shocked me. I thought that it'd be some, hey, here's the nine steps, here's the nine things. That's not at all how this works. It works instead, ... think of it kind of an emotional state checklist. Lets make sure that we hit each one of these points inside the person's brain. These are the things that gets someone moving. I've already mentioned before, and we all know, humans are lazy by nature, I mean we just are. We always choose the path of least resistance, which is not a bad thing. Some people say that as a negative thing, but it means we go create better processes. "Hey, I don't want to walk 500 miles, lets invent a car." Not that that's how it happened, but you know what I mean, it's not a bad thing that we go for the path of least resistance.
However, a lot of times when it comes to our MLMs and the offers that we have, it can be a bad thing. If we don't put the other person in a certain state of mind, they're not going to do anything with your MLM. They're not going to do anything with your offer, they're not going to join you. They're not going to care at all about you because they will look at you as being selfish. Does that make sense?
When I was driving traffic for Paul Mitchell, that's when I started realizing. I can drive a crap ton of traffic. We drive traffic all over the place. I remember my record so far, is 53,400 visits in two days to a single website. And I was like holy crap, we can drive traffic. But I wasn't doing, ... I'm going to go through this list in just a second, there's nine of them, nine mental triggers, but I wasn't doing these triggers. Because I wasn't doing these triggers, it comes off as if I'm barking. It comes off as if I'm annoying, as if I'm loud, as if I'm running into somebody at the mall. Just like a standard cliché thing for MLMers to do. If you don't want to come across like this, or come across like you're barking or you're begging, or you're yelling, or you're saying, "Come over here, come with me." If you don't want to compete solely on price, this is how you do it. And these are nine things that you can do inside someone's brain to help them want to take action. Does that make sense?
Here they are, these are the nine. Number one, you've got to have some likability, meaning, are you likable? Does the other person like you? Now this list might sound a little bit shocking to you, but notice I didn't say, "Hey, tell them why you're cheaper than the other guy." Does that make sense? Do they like you? So number one, and some of these things are really easy to do and some of them are a little bit, harder to do. So number one, likability.
Number two, reciprocity. How do I get someone to feel reciprocity in their brain? How do I do it? Well, I give them something for free, which is exactly how I vet people on the internet. When people join my downline, I give them these systems that go out and say, hey lets get you, ... giving out this free stuff. If you don't have free stuff don't worry, I've got stuff for you. What it does is create these feelings of reciprocity, somebody wants to reciprocate. If someone shows up at your door on holidays and they've got something for you, lets say it's a neighbor, and lets say they bring you a plate of cookies. I remember distinctly, my mom, my wife, even my myself now, if someone says, hey, we've brought you this stuff. There's this immediate feeling, ... I'm always like, hey just wait a second, and I run back into the kitchen to see if I have something for them. You're trying to create that feeling of reciprocity. If you do that before ever asking for the sale, it's a lot easier.
So number one, likability. If you're just obviously a straight up jerk, obviously, it's hard to be likable. If you are what we call an attractive character, that doesn't mean visually, but are you someone that's nice to be around? You can create likability inside the person's brain. Number two, reciprocity. Are you creating reciprocity inside their head?
Number three, authority. Now authority is interesting. We trust figures of authority all the time. Lets say I'm driving down the street and I run a stop sign, I only need to barely glimpse the colors red and blue flashing lights in my rear view mirror to know that an authority figure is pulling me over. Does that make sense? So the question is to ask is, what are the authority figures? What's the feelings of authority, not that you're trying to be dominate or domineering, or use these powers I'm about to show you for evil. But what you are doing is, you're saying, hey, how can I come at a place of authority to show that I've actually done what I'm talking about. So if you can create feelings of authority.
Number four is trust. Now trust, ...a lot of these all happen and they're a little bit intertwined all through out. Someone can be in a place of authority but you can totally not trust them. I'm not going to get into this at all, but sure sometimes leaders that we've voted for or didn't vote for, those can have those feelings, where they're in a position of authority but maybe you don't trust them. There are different things. How do you develop trust? One of the easiest way to do it is to help the other person solve one of their problems before you ask them to help solve your own. What's the problem you're trying to solve? Well I want to join, I'm going to get this big downline. I want to get people in, I want to get people enjoying what I'm doing. If you present your problem before you help solve their problem, no one's going to care about you. You have to lead with the value and trust comes really easy.
Number five is social proof. Social proof is an interesting one. Here's an example. And actually Jeff Walker, I can't remember if it's in the book launch or not, but he gives this example and he says, hey, have you ever gotten off of an airplane and as you're getting off of an airplane, you kind of just follow the crowd in front of you, when suddenly everyone is turning around and walking the complete opposite direction? You weren't looking for baggage claim, you're just following the crowd. That's a perfect example of social proof, where you don't ask questions, you are just assuming because everyone else, the masses, are going a certain direction, so you are too. If you can create the feeling of social proof inside of someone else's head, that also obviously is going to give, ... that's a mental trigger. That's a huge mental trigger. Obviously you could use each one of these in good ways and bad ways.
Here's the sixth one, scarcity. This is very real. I don't let just anybody join my downline. "What? Steven, oh my gosh, I thought you wanted everyone to join your downline. Oh my gosh!" That's not the case at all. I don't want everyone to join my downline. That was one of the biggest realizations I ever had. If someone needs to join, ... if I'm looking across the street and somebody's is like, that guy needs to join my downline. Look at the situation they're in, look at the financial situation, they need to join. If they need to join, I don't want them in my downline. That's not why I'm getting these people in. Does that make sense?
Scarcity is a big, big deal. So, I make people apply to join my downline. I really do. And I will say no to people. You may not be a good fit, or why don't you turn around and go learn x, y, and z first. I'm not in the business of taking on another project. And I can't have a person be a project. Does that make sense? Sounds totally harsh, but will change your entire business. So scarcity, it's a scarce thing to join my downline. Obviously I would love the masses. I would love this, I would love that, but my team leaders, the people that, ... but seriously, it is an application style business for me. When I flip that on its head, and there's actually an application form which I've been building it, maybe I'll tell you guys about it on another episode. There's actually an application someone goes through that I created on my own, that is not provided by my MLM. I made it, in order to join my downline. Does that make sense?
I want to vet them. I want to know why they want to be in it. I'm not exposing my link all over the place. I actually make my link scarce. Does that make sense? And what's funny is that when we have feelings of scarcity, when we think something is going to run out, we want it more. Does that make sense? So I'll talk more about that probably in another episode, because it's cool strategy that I use for that, and it has to do with how I auto-close people, with some systems online.
Number seven is anticipation. One of the easiest ways to create anticipation is by events. That could be a physical event, it could be a viral event, it could be something online, it could be something you're just talking about. Car dealerships use any excuse to throw events. There are events all over the place. But anticipation, you can always be talking about what's about to happen, the future. Those kinds of things help you a lot, build feelings of anticipation.
I don't know if you've heard of the book, "The 4-Hour Workweek". It's one of my favorite books. In there, the way that he got that book out to market was fascinating. He did not just write a book and release it. He spent a year just releasing a chapter or two here, a chapter or two there, waits a lot of months, come back, and all he was doing is getting on interviews, getting on shows, talking about it, talking about it, talking about it, getting all over the place. Do you see what I'm saying? And he built anticipation prior to the launch. How can you do that in your MLM? How? If you're always available, there's no anticipation. Or if there's never an event, there's no anticipation. Throw some kind of event, something.
Number eight here, is community. Community is obviously very related with social proof. If I have the feelings that when I'm joining, I'm actually joining a legitimate community, that's power my friends. That's such power. Because now, the community becomes their support system. I remember the first time I launched one of my, ... I launched an info product a while ago. I realized that I was the only support. I realized there was no community and I realized that I had done it wrong. When I switched that, and instead built a community around the product, man, it's so much easier. I didn't have to be there all the time. People didn't need that much handholding. It really freed me up. That's one of the keys of duplication.
And then number nine, is actually back to events and rituals. Events, I already talked about, but rituals, rituals is actually the part that is, ... this is such a big deal. When I was in the army, I was in Basic Training, what would we do every single morning? Wake up immediately, you shave as fast as you can, put your uniform on, run outside, and start doing pushups. That was a ritualistic thing, every single day. There were things that we would do over and over and over again. What's funny is that it would put us in state, whatever state they wanted us to be in. It was total state control. They would use that ritual and help us maintain the ritual to maintain the state of a soldier. Does that make sense? It's the exact same thing for your downline.
There are rituals I have my people go through. There are rituals I have my downline go through. I need to have that. I need them to go through certain rituals. What are the daily rituals? What are the weekly rituals? What are the monthly rituals? What are the yearly rituals? What are the things that my community does, my downline, my company? If it's my company, I'm not just grabbing a franchise. I am, but I'm turning into a company. What are the things that my company does on a regular basis, routinely, that everyone can focus on, everyone can anchor into, and have support with? Those rituals will save your butt, especially after someone joins your downline. They've got to know what to do immediately. You have got to have a set of rituals ready for them, and help them, and get them indoctrinated into them. Does that make sense?
Usually I do more like story-based, stuff like that. I hope this was a helpful episode.
These are the nine mental triggers. These are the things that get people to move. And it's not that you have to hit all nine. Think through the ones that you want to hit most. I don't want to say easily, but which ones are going to be the most effective and just start implementing them into your business slowly, and prove it, and then go to the next one, and then go to the next one, and next one. Prove that that one works.
So number one, likability. Number two, reciprocity. Number three is authority. Four is trust. Five is social proof. Six is scarcity. Seven is anticipation. That's one of my favorite ones, personally. Eight is community, and nine is events and rituals.
Alright guys, hopefully it's helpful. I have every one of those nine things planned out throughout my entire business, not just through onboarding somebody but what happens afterwards. And those are all things that repeat, but I need to maintain feelings of likability. Obviously if they hate my guts, that's not a mental trigger, they're not going to do anything. So anyways, ever single one of these, figure out ways to start incorporating them. How can you pull those emotions out of the other person. When you do that, my friends, that is when you start doing closing scripts. That is when you start handing them application forms because they are in a state to receive you, otherwise you might be hitting them some other state and it may be sort of awkward.
Anyways guys, hope it's helpful. I'll talk to you later. Bye.
Hey, thanks for listening. Please remember to subscribe and leave feedback. Would you like me to teach your own downline five simple MLM recruiting tips for free? If so, go download your free MLM Masters Pack, by subscribing to this podcast, at SecretMLMHacksRadio.com

What's going on everyone? This is Steve Larson and you're listening to Secret MLM Hacks Radio. So here's the real mystery. How do real MLMers like us cheat and only bug family members and friends? You want a profitable home business, how do recruit A players into our down lines and create extra incomes, yet still have plenty of time for the rest our lives? That's the blaring question, and this podcast will give you the answer. My name is Steve Larson, and welcome to Secret MLM Hacks Radio.

Hey, hey. So, when I was in college I started studying internet marketing shortly after in MLM actually, and I joined the MLM and there was very little guidance. I will be honest with you guys, I just did not do well in it, which made me sad. I really wanted to be successful with it. I thought it was going to be the way that would pay for our first born child that was on the way at the time, and I was very excited, and I started studying internet marketing, and I started running into these different companies that really looked like they knew what they were doing. I would compare them and compare their leaders, and stuff like that with other people and I was like, "I want to go learn more about them."

They had an event that was coming up, and I realized, "Oh, my gosh. I have got to get to this event." It's coming up in three months. I have no money, at the time I was like, "I have no money. How the heck am I to get to this event?" I had learned to build what is called a sales funnel. Basically, it's a series of webpages that are linked together that are basically to sell stuff similar to Amazon or Shopify, things like that. There's up sales and down sales an automation and email sequences, and things like that, and it's one of the major reasons why I can build an automated recruited funnel, like I have. You know, that pulls people in and auto-recruits them, and brings all the leads to me, and I don't have to go ... I hate talking on the phone. I'm terrible at talking on the phone, which is funny because I was a telemarketer, but I'm just really bad at chumming it up on the phone. For whatever reason, it totally stresses me out.

Anyway, I was like, "Hey. How do I get to this event? I can't get to this event. We have mo money. We've got nothing." So, I was like, "You know what, Robert Kiyosaki talks about the difference between rich people and poor people, even though we had no money at the time I was trying to walk the walk at least, and he says Robert Kiyosaki says, "Poor look at something and say "I can't afford that," and rich people look at something and say, "How can I can I afford that?"" I was like, "We have no money, but how can I afford this?" How can I get to this event, and for whatever reason it was so stuck in my mind, that if I could just get to this event, for whatever reason, it would be like the next platform. It would be the next catalyst. I can't explain it. It was something. It was palatable. It was something deep inside.

Like I really, really had to get to this event. It was this company's event. It was actually an event for Click Funnels, if you know who they are, 2016 their funnel hacking live event, and I was like, "I have got to get to it," and at the time I actually was working on and building the first beta version of Secret MLM Hacks. Not actually Secret MLM Hacks, but something called the Automated Down and Recruiting Funnel, and I was building the beta, and I was about to go launch it, and put it out there, and I wanted to get better, and I wanted to do awesome at it, and I knew if I got to the event, that for some reason it would be the accelerant. You guys probably know what I'm talking about. Right? I just had to be there, and I was like, "But we have no money."

So, I was like just like Robert Kiyosaki said, "There's those who have resources, and then there are those who are resourceful," and I decided to become resourceful, and I already was an individual, but I had never done it in this way before, and what I did is I started approaching businesses and building for them internet sales funnels, basically sales websites, if you don't know what those are, and I started building them in return for them buying me a plane ticket. Then I did the next one and I was like, "Hey, now will you buy me an event ticket?" Then I did the next one, and I was like, "Hey will you buy a hotel night?" You know what I mean? I literally bootstrapped my entire to that event. I knew that I needed to be there, and I told me teachers I wasn't going to be there. I was in college. I was a good student, at first I wasn't but I learned how to learn and I was getting straight A's, and I was killing it. It was awesome, and I was in the army. Life was busy.

Life was extremely busy, and what was funny is I got to the event, and I cannot explain the feeling that I had when I was there. I mean I was soaking it in, every piece. I mean I'm having a hard time describing it even on this podcast. I wanted to be at this thing so badly that I was graduating in a week from the event's time, graduating college, and I didn't care that I was graduating. I wanted to be at it so badly, that I was sacrificing whatever it took, and I was like, "You know what, I'm going to give up grades. I'm going to give up school. I'm going whatever it takes to get to this event, and if I do it, and if I go and if I'm teachable, and coachable I know something good will happen. I don't even know what. I just have this feeling that something good is going to happen." That's exactly what happened.

I got there, and it was really easy to tell the people who had not sacrificed in order to get to the event. I walked in and I still remember what the carpet even looks like, guys. I mean it's such a vivid thing. I sacrificed so much. So much of my life was poured over to me getting to this event that I mean I remember how the room smelled. That was two and a half years ago. I mean it was a long time ago, and I still remember. I walked in and I remember the first guy looked at me and he goes, "Hey, what's your name?" I said, "My name is Steve Larson," and he looked up slowly and he goes, "Are you that guy pulling off all that Star Wars ninja crap on our software?" I was like, "What do you mean?" He goes, "You are. I want you to apply here." I was like, "Holy crap," and at the time I was going to go run marketing for a company in Florida, and I had building for them, and anyway it was so much fun. It was awesome.

I took 56 pages of notes during that event. My butt was always in the seat when it needed to be. I was always attentive. I was interactive. I got up and asked questions in the middle of the event. There was 1,100 people there. I mean that was a lot of people. I mean I was so engaged in the full process. I was selling products to people. I was there. I was striking several thousand dollar deals. I was in. I was indoctrinated. I gave up parts of my life. I gave up comfort. I gave up time, freedom. I gave up friend time. I didn't really have that many because I was like, "I am going to go and just make this happen. I don't know what it's going to take, but I am going to do it. Get out of my way." Does that make sense?

What I want to talk to you about today, even though I have been talking about it is power of events. Events for whatever reason stick strong in people's minds, and they make time for them. They put stuff aside for them. They sacrifice personal time, family time, comfort. They go through pain. They do things that they would not otherwise do. When you create an event that is worthwhile attending, you create something that it actually has the power to change somebody's life, and I always hate when people say this stuff, "Maybe you this could change your business or change your life." I get it. I understand why they're saying it, but it was true. It was real, because I had done my part, and if you can put on an event, and you can put things on inside, and I'm not telling you that you go to go.

Let's say you're brand new. I'm not telling you got to go fill a room with 1,100 people, but you can still create events virtually online, or you can still create events where they do fly out to you, or maybe they are all, you know what I mean? You can still create something as an event, and all good marketers leverage the crap out of events. You're going to go launch a product? Let's go make an event around it. That's what movie previews are. Hollywood does that all the time. They create events. Guys, guess what this movie is going to launch on December 21, and here's the preview. It's coming in six months. Wow. You know what I mean? People step back they're like, "Oh, my gosh. Look at this preview," and they share it all over the place, and they create the buzz, and they create the anticipation, and people are like, "Oh, my gosh. Look at the community that's put around this thing. This is so much press around this. This is so cool. Why is it only November?" They're counting down and they're marking stuff off on their calendar, and they're buying pre-tickets early.

They're behavior changes because of their excitement, and if you can create that inside you MLM, the feelings of those things. Man, the first MLM I joined was so freaking boring. They had an event, and I could tell it was exciting, but there were no event like things happening, event like activities happening in my team, and no wonder people had a hard time. So, maybe once a month you go out, and you have an event as a team where you go for one day, and all you do is you call people together because it is funner, or more fun. You go out and you create events with people in your down line or in your up line, or whoever, inside your company to keep the momentum going. That's one of the ways you get the motivation up. High schools literally call them pep rallies. There's place for that in business. There's place for that in big corporates. My dad was an executive at IBM, and he's a software architect and there were computers all around me growing up. It's one of the reasons I like them so much, and use them and know a lot about them.

It was because they were just all over the place. We had computers everywhere. We built a massive in home network in our house before wifi was a thing. We did a lot of stuff, and even in IBM, they would go out and these massive ridiculous parties in Vegas for their employees, and everyone's turning to the event. Everyone's excited. It is important. You have to look forward to certain things. Even in the army when I was in basic training, I would look forward to certain events, "Oh my gosh, guys grenade throwing is coming up! It's in three weeks. I can withstand this massive torture push up routine they're making me go through right now, because I know that's coming up." You know what I mean? That's why you do it, because for your people you are creating excitement. You are creating reliance to pain. You are creating inside themselves, gusto. You know what I mean? You're creating for them this attitude that's a fighter. This attitude that is willing to go out, and no one wants to look stupid in front of other people.

So, they'll go out and they'll do things that they would not they would not otherwise do so they can have things to talk about at the event. Does that make sense? So find some way to use events. So, speaking of the launch that I'm going through right now, right? My plan has been to launch this product in mid-October, and it's taken a little bit longer than I wanted to, but I was like, "You know what? I don't just want to open the gates. How can I create an event around the launch?" So, what I'm doing is four weeks before the launch, it's supposed to be next Monday, which is why I'm doing this podcast, because I might have to change it because I'm just not ready, and that's okay. It's pushed me super hard, and I've gotten farther than if I didn't have this deadline.

I might push back like two weeks or something like that, and that's okay. I'm actually very okay with that, because I feel really good. I feel very satisfied emotionally that I've been just crushing it, and I've been creating a lot of cool stuff that I know is going to change MLM industry that nobody's ever taught inside of MLM. I am so freaking out and passionate about this, because I never had anyone in my [demo 00:12:29] teach this. I have literally combed the internet, and I cannot find somebody, and my job is on the internet. I know how to search the internet pretty deeply, and I can't find people who do this stuff, and this is new stuff that has never been inside the MLM world ever. I put my whole integrity behind that because I just can't find it. I'm so excited to show it. So, I'm okay, if I got to push it back. That's okay, but what I'm doing is I'm creating an event.

So, let's say, just for the podcasts sake as it currently stand I'm launching this about mid-October, but I want to make the launch an event. So, what can I do? Well, four weeks beforehand what I'm going to start doing, I'm going to start Facebook living every single day, and I'm going to start doing very specific Facebook ads targeting two other audiences who also like MLM, and I'm giving away free stuff. There's no pitch. There's nothing. It's literally to help buzz happen. Right? I'm going to do that for three weeks. The week before I launch, I'm going to go through what is called the seven day launch. The seven day launch is a very specific sequence that you do in internet marketing or even offline in different places, but it's a very specific sequence that you do that creates such bond with the actual product that it creates a floodgate effect.

I don't have time to go into what it actually is. Maybe we will on another podcast, but it creates a floodgate effect, and that's what I'm trying to do, because of course I want to sell it. I want to get this stuff out there, and if there is no exchange then people aren't going to use it. So they have to pay. You know what I mean? How am I going to that? Well, I got to show them that it's amazing, and that it's never been created before and that no one's ever done this stuff, and that they can automate the recruiting inside their business. That's ridiculous. Nobody's ever really actually pulled that off. There is some people who kind of talk about it a little bit, but there's still weirdness behind some of it. Anyway, this is a very value first way and method towards actual recruiting in an automated fashion.

So, anyway, very excited for it. So, what I'm trying to tell you is that when you're out and you're recruiting, or when you're out and let's say that, and you know what you're a business owner. Right? You own basically a franchise of your MLM. So, what is a business owner going to do? Let's say once a month they've got some crazy special sale. Let's say that once very so often, I'll tell you one of the cool things you can do is demonstrate or consume your product live. Answer questions live. Teach about it live. So many false beliefs and so many concerns will be answered by you merely consuming your product live where people can ask you stuff, and there's vulnerability on your side. You're telling stories, and you're telling testimonials, and you're showing how to use it, and how to be successful with it.

I know a company that made $3 million in a year on that one tactic, just showing their stuff live, because it was an event. I hope I wasn't beating a dead horse. I hope that stuck home what I was trying to say. That there is massive power in events, and if you can get them right, and if you can use it, you will harness so much market pressure in your favor, and I'm excited for you to do that. So, start thinking to yourself, "What can I do to create some kind of a launch for my thing, or what can I do to create some kind of event?" You know what, if it is going to be a launch or some kind of event. There's always pre-launches. There's a pre-launch party. There's a post-launch party. There's always an excuse. How many times do you see places like Kohl's or other department stores not have sales? They always have a sale. They always figure it is on sale.

Guys, it's going to be the October sale. You know what guys, this is the Thanksgiving sale. You know what's coming up? It's the December sale? Hey guys, everyone, it's January. New Year's Eve sale. All right. There's always a sale. Care dealerships are huge on this. Guys, come on in for our early spring sale. You're always going to find some reason for an event. That's a live example of what I'm talking about. So, start doing that with your people in motivating, in recruiting, in selling. Find out how to be an event thrower, and you will become very naturally a marketer. All right guys. Hopefully that's helpful I'll talk to you later. Bye.

Hey, thanks for listening. Please remember to subscribe and leave feedback. Would you like me to teach your own down line? Five simple online recruiting tips for free. If so go download your free MLM master's pack by subscribing to this podcast at SecretMLMHacksRadio.com.

In this episode, I talk about creating a unique offer to stand out amongst other network marketers and your upline.

In MLM, if somebody walked up to you right now and you were hanging out with your upline or downline and said, “You know what, I'd like to buy.” And there indeed are people out there who just are looking for your product and they truly want to purchase it - They'll just be the easy laydown sales. 

But if you're hanging out with a bunch of other people who are your upline or downline and they're looking at you and they say: “Who should I buy from?” Does it matter to the customer and the outcome they're trying to get as to who they buy from? No, but it definitely matters to you guys - It has a bearing on the money you make.

So what you need to sit back and think is: “Well, how can I make myself different? I'm going to make myself stand out amongst the crowd to actually go and be successful with this.”

Your product delivers solutions to people, but it also causes problems that they never had before. Every single solution that you deliver to a customer, whether it's the opportunity or it's the product itself, has a bunch of follow-up problems with it, and you need to understand that clearly, and I want you to know that it's actually an opportunity.

What are the top three issues that your product causes for people? Once you've got a list of those follow-up issues, you're going to start brainstorming how you could solve them. And then build a bonus around it to be given away when somebody joins you. 

What I came to realize with time was that in the network marketing space, the MLM space, if somebody wanted to join my team or buy the product from me, I needed to stand out. And in Secret MLM Hacks, I want to teach you how to do that, so stay tuned.

Key Takeaways:

• Your upline and downline are competition for you (5:46)
• Think about all the problems your product causes for people once they buy it (6:23)
• Quickly write down on a piece of paper the follow-up problems (7:26)
• Give away a bonus that solves those problems for somebody when they join you (10:16)
• Being unique and standing out amongst your upline and your downline (11:04)
• It's not that people don't want to buy or they hate to be sold. It’s just that you're not good yet at being a marketer, at standing out, and at out-valuing the competition (13:52)

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Additional Resources:

https://SecretMLMHacks.com/live

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Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next FREE training.

And if you haven't already, head over to Apple Podcasts and leave a rating and review on the podcast if you've got any value from it.

Hey, what's going on, everyone? This is Steve Larsen and you're listening to Secret MLM Hacks Radio.

So here’s the real mystery. How do real MLMers like us, who didn’t cheat and only bug family members and friends, who want to grow a profitable home-business, how do we recruit A-players into our downlines and create extra incomes, yet still have plenty of time for the rest of our lives? That's the blaring question and this podcast will give you the answer. My name is Steve Larsen and welcome to Secret MLM Hacks Radio.

All right you guys. Hey, hope everything's going well. I know the weekend kind of just ended. I was playing with my little 3-year-old and my little 2-year-old. We were running around the house and it was a lot of fun. I don't totally know why I'm telling this, but we were running around and I'm loud. I'm loud. I think it's sad to try and keep kids quiet. I think that we all want to express ourselves and be open and loud so we were being loud and we were running around and I was yelling. I was chasing around our house and anyways, it was a lot of fun.

We were playing this game and I was running up the stairs and all of a sudden, I totally tripped and we had been going for a while and I was pretty tired. I think, I don't know, if I just closed my eyes or whatever, but I'm pretty sure I either really sprained or slightly fractured a toe. Pardon my foot there. Anyway, it's been kind of funny because we got an event coming up here for about three days. I'm not going to be running. I will be standing the next three days and so I was like, "Well, that's good timing. This is going to throw an extra little piece of little wrench in there."

Hey, I just wanted to real quick tell you guys what's been going on here. My quest has been to help people learn how they can automate their downline recruiting. Now, I do help people sell their products as well and I'm not here to pitch you or anything like that. I just want to show you what process I've been taking in order to create the course that's going to go along with this because it's been a really fun journey along the way.

I think that there's, I don't know, just kind of top of mind here, there's been something on my mind as I've been creating this course that I've noticed I think I've been good at with my MLM without knowing it. You know what I mean? I used to do door-to-door sales and would go door to door and I was actually pretty good at it, and good enough that I got invited on a special retreat with the rest of the owners and they brought us up to this cabin. It was awesome, this big log cabin as such and it was super fun.

There's this pool and we were all just hanging out, but then there's part where there was this training that would happen. I don't remember anything else, but this one line. This guy stood up. He's actually one of the owners of the entire thing. He stood up and he said, "Look, one of the reasons that we're here and one of the reasons why younger door-to-door salesmen struggle is because we as leaders don't know what we know." Meaning, we've been doing it long enough that we don't quite understand why we're doing what we're doing. We just know that it works and we've never actually sat down to figure out, oh, my gosh. This stuff is working because of X, Y and Z. We've never actually figured out the mechanics that makes it work, right.

As I've been sitting down and as I've been creating this course and putting all these things together and standing in front of all these big, massive 3 foot by 3 foot boards I made and all these cool drawings and stuff, and it's been interesting to realize why my automated downline recruiting funnels have been working, my recruiting system, why they're working. How come people are joining and I have ... Anyway, I thought it was because of one thing, but it's actually because of a few other things. You know what I mean? It's been fascinating.

What it's made me do and what I've been doing the whole time as I've been creating this and I think what you should do for your downline is I've actually been ... This is going to sound cheesy, but there's a book called Draw to Win and I mean just the title alone kind of talks about what the book talks about. It's got a picture of a white board marker. Anyway, think of it as like football plays, right. You sit down and you start drawing a diagram of hey, you go here and this person goes here and that goes there, right. They're not like super high class drawings or whatever, and you know what, mine are not either. I really never graduated past stick figures. I really cannot draw at all. No joke. I'm super bad at it.

For this workbook and these things I've been putting together, I'll go draw the pictures that represent the principle. It's been funny because parts that I thought that would be really easy to describe and communicate in a picture have actually been very difficult and vice-versa where it's like this is going to be super hard. I'm like, "Oh, that was really easy to describe in a picture." What's been funny is how much deeper I've been learning my own craft because of it.

Here's what I'm suggesting is that when you actually get out there and you start recruiting somebody, right, and they're excited, they're bright eyed and bushy tailed, and they get out and they start doing whatever, if you let them get out there, you're doing your downline and they're like, "Hey, I'm going to go out and I'm going to do whatever," you let that happen and they go all over the place, you're setting them up for failure right off the bat. You are and in my strong opinion, you need to create what is called a success path.

There's a guy inside of the internet marketing world named Stu McLaren. The guy makes millions of dollars every year creating membership sites that he only runs, spends two to three weeks a year putting together and running, two to three weeks a year for several million dollars a year totally on auto pilot like crazy, crazy. What's fascinating about it, we had a chance to learn from him, and what he taught was that as the moment somebody joins and goes into these membership areas, they are typically in any member area, they are bombarded, just straight bombarded and stressed to the max with information, information overload, way too much stuff going on.

The exact same thing happens inside of an MLM. There's way too much information. All the comp plans and all these different ... I know guys who take teams to go read the comp plan together because there's so much stuff inside of them usually and let alone let's figure out what the product does and how it sells or how to recruit people. You know what I mean? It's big.

The problem is a lot of us will go out there, the moment we recruit somebody and it's like, "Hey, good luck," and we haven't created a way for them to win. That's what this guy, Stu McLaren was talking about with his sites and with his business was that the way he gets around information overwhelm and information overload, which ultimately is the biggest reason people cancel, the way he gets around it is by creating what he calls a success path.

Now you've got to start doing that for your MLM. You've got to start doing that whenever people ... Systematize it. That's what actually duplicates you, right. The system does because you're not going to really duplicate yourself. You're you, but a system can, right. If you get the system down, you're like, "Hey, number one, I want them to read X, Y, and Z and watch this thing over here. Number two, let's do this, this and this. Number three, do this. All right, now that he's done through this success path, these are our rituals and we're going to do this every single day and those are the things that actually make this business successful if you're dedicated and stick with it and everything." Does that make sense?

If you create a success path and you actually create an environment, right, you actually lay the bricks, lay the road down for people and you're like, "Hey, just literally follow this," that's what I did and it was successful. You know what I mean? Then you're far more likely to keep somebody inside your MLM and keep them active, right, not just stagnant people who start to just slowly fizz away and you can never hear from or get a hold of again. You know what I mean? I know we've all had people like that. Of course, we have. Does that make sense though?

That's what I'm trying to get at is that I sat down and I started drawing these pictures and putting all these things together and I was like, "Huh," in order for me to really describe this one principle, I had to draw like 16 other pictures. I was like, "Interesting." I understood that in my head, but not well enough to teach it that first round. That's fascinating. Now I do know. You know what I mean? I became my own critic, healthy critic, about what it really has taken in order for people to understand what I've been doing and for people to understand how to replicate and duplicate what I've been doing and people understand how to create success paths and automate. You know what I mean?

Do the same thing and do it by going back in your head and asking yourself, "Okay, what were my biggest hangups when I joined my MLM, right? What were the biggest things that sucked? What were the things that I just didn't believe or that I had a hard time overcoming?" My bet is that other people who've joined your downline have had the same question, right. Address those things upfront. Create a success path that directly answers and addresses that concern. Show people even before they join the downline, "Hey, when you join, you get this, this and this obviously from the company, but I personally have X, Y and Z," and it's one of the things that makes our team so different. We have a success path. We have something that actually helps you and walks you along the way. We did the hard thinking for you. All you need to do is major execution. That's it.

How cool is that? How sexy is that? That makes you so much more attractive, right, over the other guy who's got the exact same products and exact same service, exact same marketing, exact same websites, exact same company. Does that make sense? If you can do that, that's just another thing you can do and use to throw out there to make yourself different and attractive as opposed to everybody else.

Anyways, that's all I've got to say is create success paths. Get out there and figure out what it is that people need to do, step 1, 2, 3 and if you don't know, I guarantee there are people in your upline who would love to help answer that question for you, right, and would love to help put that together for you. Then I would personalize it. Make it yours. If there's videos involved, you be the one doing the videos. If there are recordings involved, you do the recordings. Become the leader, right, and be the face, and that'll stretch you like crazy also. It's really exciting.

Anyway, that's all I got for you guys. Be sure when you're sprinting upstairs, not to break toes or anything, but anyways, hope things are going well for you and I will talk to you later. Bye.

Hey, thanks for listening. Please remember to subscribe and leave feedback for me. Do you have a question you want answered live on the show, go to secretmlmhacksradio.com to submit your question and download your free MLM Master's Pack.

What's going on everyone? This is Steve Larsen and you're listening to Secret MLM Hacks Radio. Oh yeah. Here's the real mystery, how do real MLMers like us who didn't cheat and only bug family members and friends, who want to grow a profitable home business, how do we recruit A players into our downlines and create extra incomes, yet, still have plenty of time for the rest of our lives? That's the blaring question and this podcast will give you the answer. My name is Steve Larsen and welcome to Secret MLM Hacks Radio. Hey, how you guys doing? Hope life's going well for you. Hope you are living it on purpose and being loud and in charge and taking command of your life. Hey, I grew up in Littleton, Colorado. It's right outside Denver.

It's kind of sandwiched between the city and the mountains. It's kind of nice because you had the best of both worlds. You have the city on one side, but then also the mountains on the other side. What was really nice about that is that we would go kind of sneak away sometimes in the weekends or even weeks at a time we go backpacking. I know we talked about backpacking a little bit on a previous episode, but I learned to love it. It's not that I ever really hated it in fact, but I actually learned to really like it. I really enjoy it. The only reason I bring it up is because recently I was talking to my dad and we were thinking like, "Man, we should go on another huge backpacking trip."

Another one weeker at least or something big, something crazy, something which is challenging and hard. I actually learned to like those kinds of things a lot of the times through backpacking. The crazy things that we would do outside and stuff. I remember there's this one trip we'd put these snow pants on and we are way above tree line. Actually I think I talked about this one before maybe. Anyways, this was a three and a half week backpacking trip. Three and a half weeks and we were way, way above tree line. There's no trees there. Oxygen's really, really low. Super fun. Right? I mean some people listening to this might be thinking, "Steven, you're freaking crazy," but really it's so fun. There's a rush all the time.

You're packing all your food in and out. I mean everything you have to survive is on your back and you're way, way in the back. It even takes a permit because you're so far in the back country just to keep you safe if you favor to get life lighted or stuff like this. I love that stuff. Super fun. I'm not in the shape as I was when I was doing all this stuff, but I remember this one trip we were on. We brought snow pants with us even though it was like July, August. We brought snow pants because way above the tree lines was all the snow. You'd get up there and the wind's blowing and you're sucking wind extra hard because the oxygen's low. It was really, really awesome. We got up to this certain spot where there's this big bowl.

Massive bowl. Now when you say bowl, really that's like this big, massive, huge multi mile swoop from one peak to the next. We're not talking like a little bowl. I mean this is huge, right? It was packed with snow. Very steep. You could stand, reach out and just put your arms straight out and you'd be touching the side of the mountain. Like that kind of steep peak if you can visualize that. What we would do is we had ice axes with us and we needed the ice axes to get up to the top of the crest of this mountain. It's basically a cliff that you climb. We used ice axes to get up it. It was really fun. We'd practice with these ice axes, wrap them around our arms and such. We put these snow pants on and we would go hauling down. We'd sit down and we'd leave our packs and stuff up at the top.

Was it a little stupid? Sure, but this was totally like guy fun. I feel like every guy should go through something like this. We'd sit at the top of this bowl and with this ice ax just start hauling. We'd leave the ice ax. We'd kind of hold it to our chest and lean back. We're wearing snow pants and here's this almost piece of ice and you just go flying down I mean as fast as you can possibly imagine. You pick up speed so quick. You're basically control falling down a cliff. I mean it was so fun. When you're ready to stop, you would just roll over really hard and smack the ice and put all of your weight into the hook and you'd stop in like two inches. It was super fast. It's kind of extreme. I remember thinking like how ridiculous that was.

We went on to backpacking in other areas. Especially when we would climb up to that area, I mean just sucking wind like crazy. You're like breathing super hard. Your lungs are like beating super, super hard. You're trying to get more oxygen inside your body than it can get. It's really common to get altitude sickness with this. I promise there's a point with this whole story and everything, but it's interesting because even while we were going down ... That's called clausading on the snow pants when you're shooting down at the ice ax. When we were clausading or when we were hiking up the sides or whatever it was, I was always shocked at how much technique there was to breathing. Just breathing. That one thing alone changed the entire experience for myself or the other people.

If they didn't do correct breathing or if they didn't do things to help their bodies acclimate either beforehand or in the middle of the hike or whatever it was, a lot of times they'd get altitude sickness which can lead and hallucinations. It actually can get quite serious. Just that simple thing, breathing technique. What we would do is while we were hiking up, we would exhale like we were a freight train. It sounded so stupid. I'm sure it scared all the animals away and maybe kept us safe in some areas. There was moose and bear and mountain lions and stuff all around us. It was really fun. You just kind of like pierce your lips and go ... Every single exhale super, super hard. At first, it was very painful on the lungs to do that because you're stretching the lungs.

You're putting more force on the lungs than the altitude that you're currently at. Does that make sense? Your lungs thought that you're at a higher altitude than you actually were at because of that strategy. It would make your body work harder and it would really hurt at first because your lungs were already hurting, but eventually what would happen was it would become so routine and your body would create more red blood cells. You would actually soak in more oxygen as you'd go up. Now I realize I've been telling the story for six minutes now. The whole point of this is that just that one simple technique is I mean in some cases life changing. Your body would handle it better. Your body actually would take in water when you drink it rather than just get rid of it.

Just because you were breathing correctly, so many good things were happening in the rest of the body and the mind. You're able to keep clear of your mind and keep pushing forward even when it's hard. Eventually the burn would leave and you would acclimate. It's the craziest things. Now Steven, oh my gosh, this is Secret MLM Hacks Radio. What does this have to do with anything? It has everything to do with everything. Okay? A lot of people what I've noticed is they know the right answer on what it takes to be successful in MLM. Right now. Right now. If you were to grab a piece of paper ... In fact, yeah, we'll do it.

Go grab a piece of paper right now, a pen, whatever is near you and pause and just write down the one thing that you know you need to be doing to be successful in MLM, but you're not doing it. What is it? What is it? Because most the time you know what it is and most of the time it's the thing that we are least looking forward to doing. The biggest thing we're supposed to be doing is usually the thing that actually has the most pain associated to it which sucks, but it's just like the breathing thing. If you take the time to learn, it's going to hurt at first. There's no other way to say it. You are going to be uncomfortable. You're going to be stretched beyond your limits. You're going to stretch beyond everything you do.

If you look forward to that and you look forward to the growth, it's actually kind of a rush. I look forward to it every time. I'm excited at the prospect of us going out and being able to go on another week long backpacking trip probably next summer, which is awesome. I know the level of pain that it takes to get there. Those who can handle the pain at first, which always leaves, end up playing the game at a higher level with higher quality "athletes." Does that make sense? You're playing more extreme. Mentally you're getting back more mental goodies than the other guy because they're not willing to go through the things that you are. There's a really great book called "The Dip" by Seth Godin. I love that book.

Basically what it says is that every single time you start out on anything, there's always a piece of excitement. How did you feel when you first joined your MLM? There's this piece of excitement. "This is going to be awesome. This is going to go change my life. I'm going to make extra money." Just like, "This is going to be awesome. We're going to go get crazy, crazy high altitude. We're going to see all this cool wildlife. It will be a little bit dangerous, but it's super fun and we'll come out stronger on the other side." There's this piece of excitement ahead of time before we even start. As you start, right, there's this thrill. You're like, "Yes. Woo." Pretty soon always, always, always it gets harder.

It's going to get harder and then people start to second guess they're decision. You all know people like this. People that you've created into your downline. People who got sold on the dream, but treated it like a hobby. Every time things get hard, the hobbyists leave. Does that make sense? You need to be careful though when you are working inside of your MLM that you are not treating it like a hobby. It is a business. If you're not treating it like one, you'll know the things that you're supposed to be doing that you may not be.

If you're not treating it like a business, the moment it gets hard, which you're probably may have already hit, right, or maybe you're about to or maybe one of those really, really tough periods just kind of ended and you feel like you might be plateauing a little it and you need the resistance in order to grow again. Look forward to the resistance. Understand that that is what actually makes you success and progressive inside this business. You have to turn into the pain. It's was Tony Robbins teaches. Don't skirt around the pain. You turn straight into it and there's always pleasure on the other side of it. It's always funny because the pain is never as long as you were fearing. It's always a little bit longer than you think it's going to be, but it's never as long as you fear.

As soon as it's over, there's always pleasure on the other side of it. A sense of accomplishment. It's funny because there are people that you can look at them and be like, "Wait a second. That guy's not more talented than I am." Right? "Wait a second. That guy ..." You know those people. You're like, "How did that guy get so successful in MLM?" You've probably asked that question before. I've attended meetings before. I'm looking around. I'm like, "Hey, that guy did it?" You know what I mean? It's not to be rude, but you're like, "Man, if that guy can do it, like I should be able too." You know what? It's exactly what you might be thinking. You're right. They probably aren't more talented, but they were willing to stick out a little bit of front end pain for ridiculous pleasure in the back.

Does that make sense? That's how it happens. If you're able to do that and you understand that that's what's coming, you can mentally psych yourself up and be like, "Okay. You know what? I'm going to go and I'm going to climb a mountain professionally. I'm going to go climb a mountian. What do I need?" You start getting ready. You start getting ready. Don't just start right out. Don't just start climbing a mountain. What do you need? What are the things that you need in order to go and be successful with it? Well, number one what I would do is I'd go find one of your top MLMers. Do you even know who they are? Inside your MLM, who actually are the top MLMers inside your MLM? Who are the top earners? Right? Who are the people who are killing to?

Right? Find out who they are. Write them down by name and go figure that out. There's a lot of businesses that die simply by just not knowing who their competition is. Now of course, you're in the same business. Right? You're technically on the same team, but you're also technically competitors. You're competing with that top earner. We all like to talk about the cool success that we've had. I love talking about that I went on a week and a half week backpacking trip. Guess what? It really sucked to the first three to four days. There's so much pain in my feet everyday I woke up. They were throbbing the first 15 minutes I'd walk around. I was walking gingerly. My body was still acclimating to what was going on.

It's strenuous. If you don't allow yourself to go through the strenuous parts of it, you're not going to get to the other side of it. Go find a top earner in your MLM. Ask them, "Hey, what are you doing differently that nobody else is doing or no one else seems to be picking up on? What is it that you're offering? What is it that people are getting when they join your downline?" Start watching everything that they do and start watching everything that they're offering. Are they really doing it through home meetings? Are they really? If they are, awesome. Figure out what they're doing different. Anyway, figure out exactly what those pieces are. What I would do is I would list out ... You're going to get some answers, maybe you get a couple answers from one guy who's a top earner.

Go ask the next one or go ask the next one, then the next one, then the next one, then the next one. If you start asking all those individual people, pretty soon a pattern is going to start emerging, a technique. Right? Whatever it is. For me, for backpacking, it was breathing and a very specific way to breath. It was painful at first, but made it all so amazing throughout. I was able to acclimate quickly because of it. It's the same thing. Go find out the equivalent of what technique you're supposed to be using that may not be taught by your immediate upline. Maybe they're still new to it also. Go ask the people who are being successful of it. Go find what they're doing. Model what they're doing. Right? Go figure out.

Go ask the upline, "Hey, what are on earth am I supposed to be doing? What is it that you're doing that's made you success that no one else seems to be picking up on?" You know what? If you can't for some reason find out or reach someone in your own MLM, any top earner from any company, whoever, just starting asking people who are actually killing it and making an actual living. People who do it full time. People who actually make a living, full passive income on it. You ask those people. Don't ask the people who aren't totally doing it yet, who haven't totally made it, who might still have a full time day job. You know what I mean? Figure out who those people are who are actually doing it. They are walking the walk.

You ask those people regardless of the company, figure out what those patterns out and you model after those techniques. Anyway, that's really been on my mind it's because we're going to go backpacking hopefully soon. Just the thought of it. Anyway, hopefully that makes sense. It really is as simple as that. That's how I actually started four years ago, almost four years ago now. I started with that question in mind and I started looking around and I started going, "What really are these top earners actually doing?" That question led me to this whole thing which started Secret MLM Hacks Radio which now automates my recruiting. It totally automates it which is so fun. It's so cool. People join my downline I never met before like routinely.

It's not like a one or two type of thing like a lot of people. Anyways, it's been really fun. I'm not trying to get numbers or brag or anything like that, but that question alone I'm just trying to illustrate will make you approach your business differently. Don't worry about freaking business cards or a logo or a slogan. Don't worry about whatever. That stuff doesn't matter. You know what matters right now to make a million bucks? Sales. Just go make sales. How do you do it? Go ask someone who's doing it. It's really as simple as that. Go find out who has the best techniques and model what they're doing. Anyways guys, hope you're doing awesome. I will talk to you later. Bye. Hey, thanks for listening. Please remember to subscribe and leave feedback.

Would you like me to teach your own downline five simple MLM recruiting tips for free? If so, go download your own MLM Master's Pack by subscribing to this podcast at SecretMLMHacksRadio.com.

What's going on everyone? This is Steve Larsen, and you're listening to Secret MLM Hacks Radio.

Here's the real mystery. How do real MLMers like us, who didn't cheat and only bugged family members and friends, who want to grow a profitable home business. How do we recruit A players into our downline's, and create extra incomes, but still have plenty of time for the rest our lives? That's the blaring question, an this podcast will give you the answer. My name is Steve Larsen, and welcome to Secret MLM Hacks Radio.

All right, all right. Hey, hope things are going well for you in your life, and MLM life, and everything. A cool thing going on right now is we are about to turn ads on for the show. Got an amazing ads person. I'm definitely going to get to interview her sometime for you guys in the future, so you guys can see how she's running ads on Facebook for MLM topic things. Anyway, she's about the start running ads to the show. That's kind of cool, so if you guys see it just be aware that's what's going on. We're trying to widen the group.

What's really fun is the thousands of downloads that are already happening for this show. I think we've definitely struck a cord. Anyway, it's excited. Really, really pumped to have all of you guys be here as listeners. One of the cool things I like to do is obviously engage with you guys. If you go to SecretMLMHacksRadio.com and you opt-in, on the bottom right there's a green button, and if you click the green button you can record a question straight from your browser right to me. Which is awesome. Now one thing that I like to do is grab those, I put them straight inside the episodes like I did a few episodes ago, and answer them live. That's what the plan is.

This question comes from Eli Fuentes.

Hey Steve, what are the top three most important things we need to know about marketing our MLM?

Hey, what's going on Eli? Great question. What are the top three things needed in order to actually market an MLM appropriately?

I don't know what it was. It was probably six months ago now, I was speaking at an event in Vegas, and I was all prepared, I was really stoked. It wasn't that big of an event, but it was a good size though. Definitely a big room. I sat down, and I was thinking I was all prepared. It was funny, I sat down in the back just to kind of listen, see what the other speakers are talking about, and it became apparent very quickly that I had prepared the wrong speech. That the actual questions, and the actual things that I could give in order to actually be powerful for these people while I was on stage, I had prepared the wrong thing. It was extremely nerveracking, because I was on very shortly.

I pulled my computer up in the back, and what I did is I started writing like crazy. I wrote, and wrote, and wrote, and I was redoing my slides, and I was like oh my gosh I have literally created ... I created this speech as if these people are doing X, Y, and Z, but they're not. They're actually in this whole separate industry. I was like, oh man. I mean, I changed my title slide, the name of the thing, the main points I was going to make, all the stories. I changed almost the entire thing, and it was nerveracking.

What I had realized, like I said, it's not just that I had created the wrong speech, but I understood the false beliefs that these people had about what I was going to talk about. I had falsely understood those things. Meaning, I thought that these people had all believed that ... I can't even remember right now what it is. Anyway, the whole point is that I was not being accurate in what these people believed and didn't believe. Does that make sense?

It's really, really easy for a golfer to believe that there's a few ways to improve the swing. You know what I mean? People are inclined to several beliefs related to what they do every single day. Just like for an MLM. If someones going to go ... It's very, very hard to recruit somebody who did not already have a preexisting disposition towards MLM, or entrepreneurship. Right? It's very hard to do that.

My whole system, everything that I do is all about finding people who have preexisting dispositions towards MLM, and then helping them get closed into MLM by various things. Does that make sense? I realized that I had understood the beliefs incorrectly. The reason why it's such a big deal with marketing is because, all marketing is is education. Marketing is merely just educating people on a new way of thinking. They've got to take on some new beliefs.

If you're going to go market an MLM, meaning you're basically saying what education are you giving. Now education can come in the form of stories. It's not like it's a classroom, but it can come in the form of stories, it can come in the form of facts, it can come in the form of a lot of things, but merely it's the transfer of belief. You are literally teaching other people how to think differently. It's very, very powerful. Marketing is awesome.

For the number one thing I'd say, if you said hey what are the three things I need to do in order to actually market my MLM. Number one, you've got to understand the false beliefs of the people around you. Meaning, if you're trying to recruit from a group of people you need to understand what that person is believing, even if it's false. Understand what those false beliefs are, know how to counter them, know how to go and rebuild, break, and reframe those belief patterns. Number one I'd say ... It's funny, because that pursuit never really ends.

There's an initial understanding you need to gain, but it doesn't really ever stop. You get deeper, and deeper, and deeper into the false beliefs of those people kind of for life. You keep talking to people. That's one of the reasons why even though this whole thing is built on automation, and systems, and stuff like that, it will never be totally automated because you can't take the human element out of it. You need to be able to understand what those ever changing false beliefs are, so that you can change your marketing message.

I ended up going, back to that stage example, I ended up going and I was writing. It was so cool, because I actually ended up, I nailed it. I'm not trying to pat myself on the back, but I nailed it. I know I did, I did a great job on the speech, because I changed the message. A lot of the core was the same, and a lot of what I told them at the end to do was the exact same also, but the way I presented it was different. Does that make sense? I hope there's some light bulbs going off here. This is like deep, more hardcore marketing type stuff. As far as what marketing actually is. That's number one.

Number two I'd say ... Number one understand the false beliefs of those people you're trying to recruit. Number two, you've got to know how to attract them to you. When I say that what I mean is, you need to learn how to create a new opportunity out of your MLM. Now, I have said that so many times on this podcasts. It's literally because that is the secret. That is one of the biggest secrets of all of this. It's tied in with number one, but you've got to know how to be able to attract people to you.

That's rule number one actually of the course that I'm building. Rule number one is they come to you. I don't go to family and friends, I don't beg them to join. If you're into that power to you. I hate that stuff though. I can not stand it, it drives me nuts, because it makes the individual prone to feeling like the business is more important than the relationship, and I have done that before. I'm speaking from experience, where I know I have offended people, very close people to me because of that. So, I'm not even willing to go there anymore.

Cool part of that is that now I had to figure out how to attract people to me who weren't family and friends, who weren't hot market, or warm market. Does that make sense? Who weren't right next to me in my own network. It's exciting to say that it's totally worked. Number one you got to know what the false beliefs are of those people, and number two you've got to be able to know how to attract people to you. Whether it's through a product, whether it's through some value you're giving, whether it's through some consulting, whatever it is. You've got to know how to attract people. Most of the time it's easiest to do it with something free at first, and then do something paid in the back. That way you can kind of qualify the lead a little bit more, and get more quality people.

Number one false beliefs, number two attract. Which means you got to create an offer. Then the third thing, as far as marketing, I actually just kind of said that. I just led right into it. If number two is attracting with free stuff, number three is all about getting paid to prospect. That's like the holy grail. If you can figure that out, holy crap the worlds yours. Everything gets a lot easier. If you know how to get paid while you're prospecting, meaning you get paid regardless if someone joins.

I'm excited to say I've done that over the last year, and it's super awesome. Not trying to toot my own horn, or say how awesome it is. I'm just letting you know, and letting the listeners know that it's possible. It's not crazy actually either. I'm not a coder, I'm not a programmer. I'm an okay marketer, I love it. It's so fun. I'm an okay stage presenter, although I love it. It's awesome. Really where I excel in is just not giving up, just stop giving up and you won't have to keep starting over.

Number one understand the false beliefs of those people you're trying to sale to, the people you're trying to recruit. Number two you've got to understand how to attract those people to you. One of the easiest ways I do it is just by giving away free stuff like crazy. Then pretty soon that builds an audience around me. Then number three, figure out how to get paid while you prospect. Figure out how to create another revenue source out of the existing one. Does that make sense?

That might not be the answer you were thinking that I was going to give, but that's exactly what I would say. Anyway, you understand those false beliefs. If you understand the false beliefs you'll really easy be able to figure out what kind of free thing to create to attract people around you, and if you know how to attract people around you it's really easy to take one of those elements and turn it into a paid thing. Does that makes sense?

Hopefully that helped Eli, hopefully that helped everyone else who's listening. Again, if you have a question you would like to ask, and you want me to answer, go ahead and ask it on SecretMLMHacksRadio.com. Go ahead and opt-in, and then on the bottom right just click the button and start talking, and it'll shoot the email straight over to me with a recording of your question. All right guys, talk to y'all later. Bye.

Hey, thanks for listening. Please remember to subscribe and leave feedback for me. Do you have a question you want answered live on the show? Go to SecretMLMHacksRadio.com to submit your question, and download your free MLM Masters Pack.

Hey, hey, what's going on, everyone? This is Steve Larsen, and you're listening to another episode of Secret MLM Hacks Radio. Here's the real mystery. How do real MLMers like us who didn't cheat and only bug family members and friends, who want to grow a profitable home business, how do we recruit A players into our downlines and create extra incomes yet still have plenty of time for the rest of our lives? That's the blaring question, and this podcast will give you the answer. My name is Steve Larsen, and welcome to Secret MLM Hacks Radio.

Hey, guys, this is a bit of a different episode. What I did is I went out and I found a guy who is a honestly spectacular individual. He is rare, meaning, he's gone out and he has made seven figures in traditional business, and then he made another seven figures inside of MLM. What's kind of cool is he's going to go through and teach. I asked him to come on this podcast and teach some of the strategies that he's been using. Does that make sense?

So he's going to go through and he's going to show, number one, some of the strategies that he's been using inside of MLM to grow a downline that honestly it's run like an actual business. He doesn't recruit people personally anymore. All he does is teach his other people how to do that. Does that make sense? He has embraced this idea of duplication. He's embraced this idea of recruiting people the right way without ...

Let's say you are talking to family members and friends. How do you do it in a respectful way? So he's going to go through some of those things with you as well as one of the most powerful recruiting strategies I've ever heard. So anyway, kind of sit back. Relax a little bit with this. It is a little bit of a longer episode, but I think this interview is going to be powerful, and I think it'll be ... This is technically the first interview of this podcast, and I plan to do a whole bunch more. I have in my other show, but, anyway, this'll be a good one, and excited for him. His name is Jon Penkert, and he has actually pulled in through his downline over half a billion in revenue, and he's done this kind of stuff several times.

He knows what he's talking about. So anyways, very, very honored to have him on the show, and let's dive right in. We have a very unique opportunity to hear from honestly one of the most brilliant people I've ever met. I actually only met him probably only a month or two ago, but right off the bat I could tell something was different. I have on the call with me Mr. Jon Penkert, who alone inside of the MLM industry, he's one of the top income earners. He's one of those rare guys that has done both seven figures in regular business but also seven figures in the network marketing business.

One of the things he's taught me is that most people only recruit two and a half, one, two to three people into their MLM business ever, and to say that he's done, which is true, over 500 million in his own downline is absolutely amazing. So anyway, I'm excited to have Mr. Jon Penkert here with me. How are you doing, man?

Hey. Good morning, Steven. Thanks for having me on the call. It's a privilege to be speaking with you.

I'm really excited that you're here. This is a very unique take. Most of the time when you hear the word "MLM," I'm sure you were the exact same, you kind of tend to run the other way. Most people do, anyway, and I know that you've have figured out, though, the way that this whole thing works. But before we jump into that, I actually wanted to ask, how did you get into MLM?

I was an entrepreneur out of college and moved to Southern California. I wanted to take advantage of the business opportunities there and leverage my skills and my degree. When I arrived, in California, it's kind of the mecca for network marketing. I never really heard of MLM, and so a friend of mine invited me to a meeting, and I was very skeptical. It just seemed too good to be true.

Sure.

I couldn't believe all the money they were making, and so I was like, "Man, I got to check this out. And it's funny. You say that people run from MLM. What happened is I started getting involved in network marketing, and then people started running from me.

Exactly.

So I learned very quickly that this MLM business, it's rife with problems, and you end up losing a lot of your friends in the beginning because you don't understand what's required to be successful. You don't understand the key ingredients to network marketing that make successful champions are no different than any other facet of life, whether it's business or music or sports. There's a formula to success, and once you figure that out and you embrace the formula, then guess what? You begin to have the success that you long for.

Did you know what that formula was when you first started?

No. As a matter of fact, I have about 10 years of pain, which means failure. I learned that success is built on the back of failure, and I certainly, I used to tell people, "I'm the biggest loser in network marketing because I tried everything and did it wrong." So I got about 10 years of pain before I figured out, you know what, there's got to be a smarter way to do this.

That's amazing. So when you first joined, though, I guess, what happened? Where was all that kind of failure? Most people don't talk about the failure parts, but I think we can all relate to it.

Well, I don't fail small; I fail big. I joined a company. Back in the '80s people in California were making $30,000 a month in network marketing, and there was a company called Fund America. You can research it. It actually is the case ... all the case law studies. It changed the industry because back then, you paid a lot of money for your membership fees. It was high membership fee to get involved in these clubs, these MLM clubs.

And the federal government shut them down for illegal Ponzi scheme, and so the big boys like Herbal Life and Amway, they all went to school on that, and they changed how they come to a market. So all the case law for network marketing was really centered around that Fund America. You can do the research on the lawsuit. It turned out they came out on the other side nine months later innocent and not being convicted of a Ponzi scheme because it wasn't, but it ruined the business opportunity, and all the downline had dissipated.

So all of us had got involved and began to build saw the rug literally pulled out from under us and what we thought was the biggest opportunity of our life, and we're all going to become millionaires, and the truth is you realize, you know what, if you don't have experienced leaders that have set a foundation to do it right, you're going to get taken out, and there's a lot of examples of that today, but the case law began with that Fund America opportunity that I was knee-deep in and got the rug pulled out from under me.

So you came in while that was all going on, then?

Yeah. Actually I had the misfortune of coming in at the end. I got all my guys in, and we started running right as they closed the doors.

Oh, man. Oh my gosh. So did you pick up and go obviously to somewhere else, then, I'm sure?

Yeah. Then I got into a couple other companies. I tried to travel industry is big in network marketing, and I tried supplements. That's also big in network marketing. The number one product in network marketing is weight loss. We live in a culture that suffers from obesity. And everybody wants the quick fix. So there's a formula to losing weight, but everybody wants to take a pill, often times in network marketing companies begin with weight loss. It's very common.

The problem with weight loss, for those of you who are in weight loss know that 90 to 120 days into the journey, people do one of two things: They lose the weight and get off your product, or they don't lose the weight, and they blame your product. And you lose your residual income oftentimes in weight loss because people don't stay loyal to the product. So weight loss is a tough way to create residual income.

Interesting. I mean, so that is fascinating, then. So did you deliberately steer away from that? I mean, obviously you're asking questions that most people who are brand new in MLM like never ask. Those are an awareness of the economy, and the market, and what's selling and what isn't. It's through the roof. It probably wasn't like that at the beginning, though, I'm sure, was it?

Well, it's not. I mean, when you look at an opportunity, most people get involved in an opportunity because it's based on hype, right? "My really good friend found the product they love, and now I love it, and we're going to get rich together, and we're going to do network marketing." Those are not good reasons to join a network marketing company. Unfortunately, that's how most people get involved in network marketing, and then when they don't make the money, then they're like, "Oh, what happen?"

So there's like five pillars of things that are important in network marketing. For those of your listeners that want to do the ... I was like, "Where do I find out about how to be successful?" Harvard Business Review actually has a study on MLMs and what it takes to be successful. Go read it. Google it and find out here's the key ingredients that you need to be successful in network marketing. It's out there. It's not a secret.

That's fascinating. That's fascinating. So you go into was it Fund America? And they go, and they kind of go under and go through all that big stuff. Then you transfer to another MLM. Were you successful, you'd say, in that one, or were you kind of still learning what it took to be successful with it?

Yeah. Well, I mean, I had I'm a Type A driver, and I'm very successful-oriented, so I'm a guy that I'm going to just try to make it work. And so I've done a lot of network marketing opportunities, but where I had the light bulb moment, the aha moment was when one of my friends, I said, "Hey, get involved in this one. We're making a lot of money, and we're driving the new cars, and we're doing all this stuff." He looked and me and he said, "Jon, you always get the car, but none of the rest of us do," and that was where I went, "Wait a minute."

Powerful.

"It's not about how much money I can make or what I can do. I want to find an opportunity where I can mentor people and help them drive the new car." So that was a paradigm shift in my thought process. I said, "You know what? I have to look for something. There's a word that is abused in network marketing. It's called 'duplicated.' I got news for you guys: Everything duplicates. Success duplicates and so does failure. So if you're using your influence to build your network marketing business, it's not duplicatable and ultimately will fail because your people don't have your influence."

But if you have a system that people can follow to make money, the system will duplicate, and then you have an opportunity in network marketing to create a sustainable residual income. So the system has to duplicate. You can't just use you influence. And that's when the light bulb went off for me. I said, "You know what? It's not good enough for me to be able to do it. I have to enroll people on the journey and will help them actually accomplish their goals."

That's huge. So from that point on, you went for it and just noticed it. I mean, it's got to be a system that's duplicatable rather than you being duplicatable. System-wise what did you go create? What was it that you knew you had to go do?

Well, the first thing that I do when I look at a network marketing company is I say, "Look, I need 90 days to see if the system duplicates," because once you begin ... Most people make the mistake of measuring their success on their sign-up bonuses: "I went out and got a few people to sign up, and they got some people to sign up, and in the first 30 days, I made $3,000." That's not a duplicatable system; that's a sales job. And so the money you make on the front end isn't as important as if I sign you up, Steven. How much money do I make on you four months from now when you're on autoship? That's the key because if I want to residual income, it's not your sign-up bonuses, but it's your monthly autoship that creates an income for me.

Now, if I have a product that doesn't have a monthly autoship component, you can't create residual income. So it's got to be something that you need or want every month. Most people will buy something for a couple of months. But is it sustainable? What does that mean? Is it something that as a consumer six months from now you're still going to buy, because if you're not going to buy it, then I don't have a residual income stream. So I always measure the opportunity not how much money do I make up front, but what kind of residual incomes am I making on an autoship function three, four, five months out? And then I look at the percentages of growth.

If my growth percentage is there, then I've got something, not the paycheck. If you look at your paycheck in the first two or three months of any opportunity and measure the long-term viability, you're making a mistake.

Fascinating. So 90 days to prove the system. Got to have the monthly autoship as a component, so the MLM let me choose. What other components should people look for when they are choosing one?

So there's a saying in business. Remember, I'm a ... One of the things that made me successful in network marketing is realizing that my entrepreneurship business skills in traditional business, they don't translate will to network marketing, and so when you try to bring you skill set from a traditional business model into network marketing, it doesn't work. It doesn't translate-

Like what? What do you mean?

... until you h- ... Well, entrepreneurship requires a skill set where you have an ability to take risks, and make very quick decisions, and cut your losers fast, and leverage a skill set more than a system. And so you try to bring your skills into network marketing, it doesn't work because why? You're managing a volunteer army. Nobody works for you. It's like a sports team. Everyone's part of the team, and we want to win together, but since no one works for me, I can't hold them accountable. I have to motivate them, which is why network marketing oftentimes leverages self-help, right? Become a better version of yourself. Work on yourself because the stronger self you have, the more people you're going to lead.

Fascinating. So it's all about the motivation, then, for that. I didn't realize ... I mean, I knew that, I mean, MLM is kind of like biz op wrapped around ... with the personal development wrapped around it. But that's a fascinating way to describe that though. I've never thought of it that way.

So, let's look you said, "What's important? What do I look for?" Sports parallels business that parallels network marketing. What am I talking about? Leadership is the number one thing that has the biggest impact on your success. Why is that? Because the rate of the pack is determined by the speed of the leaders, and it doesn't matter if you look at successful sports teams or business or network marketing, you got to have good leadership.

So that's one of the things that I leverage going into an opportunity is are the leaders experienced? Are they just a bunch of guys that found a product that have never run a marketing company? Or are their leaders proficient at the global business model? Because, listen, you guys, today network marketing is the business model of the 21st century. There is no greater. And what you are going to get paid to do is monetize networks that you build globally, not networks locally in a local market, but your ability to sell products and services globally in a global marketplace, which means what? Language conversion, currency conversion, you monetize global networks, you want to be with a leader who's done that before, somebody who's opened up other countries, someone who understands logistically how to deliver products into those countries because you can have the greatest product in the world, but if you don't have a leadership team that can deliver, you're going to end up with a lot of unhappy customers.

So what are you doing to train people below you to become leaders? Because that, like you said, really does seem where all that duplication is even possible.

Leadership, I have my own philosophy on leadership, and in the leadership circles, I've studied leadership, and there's a great argument in leadership, and it's are leaders created or are they born? They go back and forth on that question, and the truth is it's neither. Leaders aren't born. You're not a born leader, and you can't just choose someone and create a leader. I like to look at leadership one of two ways: You're either a cheerleader, which sits at the back of the room and encourages everybody to be the best they can be, and go out there and charge, and go do it; and then there's the servant leader that says, "You know what? I'm going first. I'm going to go, and go across the river, and swim across, and make sure it's not dangerous, and make sure it's attainable. Then I'm going to encourage my people to follow me."

So leaders are neither born nor created; leaders are chosen. And the masses will chose to follow you if you're cutting the path, and doing the right things, and having the success. Success attracts success. So as a leader moves forward quickly, there creates a vacuum that people will follow. So my definition of a leader first and foremost is the visionary who's following the path and setting the right example. And the people will follow.

That is definitely the best definition of leadership I've ever heard, okay, a cheerleader or a servant leader, and you're chosen by others based on you cutting the path and being an example. Wow, that's amazing. So you go out, and you're teaching others to do that obviously, and that's, you know, because you've chosen an MLM with the monthly autoship and you have to develop new skills, you now have the potential for actual residual income. What are you doing to actually find people?

It was fascinating, you told me when I first met you, man, what did you say, the average person recruits only like 2.3 people in their life ever? Is that what the stat was?

Yeah. Well, the industry standard, and, look, these are standards. Jim Rohn is a great leader and champion of network marketing, and you can't beat the system, and the system says the average person is going to recruit 2.5 people in their career. So what network marketing companies try to do is they try to attract the superstars recruiters that are going to recruit 200 people, but just do the math. Eventually if you have a system that requires the average person to recruit more than 2.5 people, for instance, well, you're going to set them up to fail because you can't beat basically the laws in network marketing.

Interesting. So one of the other pieces you taught me just floored me. I mean, I just was blown away by the strategy. Do you mind jumping into it? Now, I actually before was, before I did any marketing, I actually was going into CIT. I was going to be a programmer, and I was learning about these things called binaries, but you dropped that word, and it meant something totally different for the MLM world. Do you mind describing what it is that you were sharing with me?

Well, let's take a step back. The one thing that's consistent in life is change. Change is always going to happen. If you would've come to me 10 years ago and said, "Jon, I got an MLM, and it's a binary. Will you join?" I don't want to join that because an old-school definition of a binary, the way they set them up really hurt people, and so the fairest comp plan was the uni-level. There's matrix, and there's different comp plan styles, and different hybrids, but all of the legacy companies ran a uni-level platform. But the truth is in a uni-level, you got to bring your 20 friends into a room, get them signed up, push them out, and say, "Go get your own 20 friends." That's how I make residual income, but you got to go to work and get a job.

That really catered to the type A drivers who could recruit, but it doesn't help the average person. Why? Because the average person is only going to bring in a couple of people, and now you need a front line of 20. So it begins to unravel. Now, I say that; I made a lot of money in uni-levels, but today the hybrid binaries serve the masses the very best. Why do I say that? Because if you have a system where the average person is going to get 2.5 people recruited, and you have a three-legged system, four-legged system, five-legged system to be successful, you're setting yourself up to fail, but if you have a binary system, which is a two-legged system and you're building a team, and 100% of the people, as the recruiter, that you bring in either go into your left team or your right team, that means each person benefits from not only your ability to recruit, but I've set them up to succeed because their 2.5 people does what? It qualifies them, one left, one right, and now they have a least a half a person overflow into their downline.

So now every person is adding to the success of the system, and the system supports the 2.5 people they're going to get, if that makes sense. I know sometimes when you talk about numbers, people get a little foggy, but that's the reason the binaries today are the best leverage point to create residual income.

So, for example, and just so everyone understands on who's listening as well, my first month of MLM was a classic example of ultimate failure. I did a great job of recruiting people. I literally went down Main Street and I recruited 13 people in that first month, but I spread them so wide. They were out all over the place, and you're saying that's not what I should do, right?

Yeah. Let's look at it: I like analogies in life, and if you take a very large room and you have all of these light bulbs that are lighting the room, the light source defuses the light, and it lights the room. But that's not maximizing the energy. Laser beams maximize the energy, so if you took all the light and you focused it into a small beam, you could cut steal with it.

So when I'm running a team as a leader, I want to maximize their efficiency, so I don't want them focused on 10 legs on their front line. I want them to run this business with maximum leverage. So a two-legged systems does what? It focuses their time and energy in basically two streams. So you're not diffusing your energy; you're focusing your energy, and your teams can run faster.

So you're saying, just in case people don't understand also the lingo or jargon, you said only two-legged, meaning I'm only going to put two people directly below me, right, and then try and do that for the people below them also, right?

Yeah. In a binary system, I sign you up, Steven, and you go get two people, one left, one right. They get two people, one left, one right. Now when you get the third person in the business, it has to go under Team A or Team B. So now what's happened is those people that have joined you in the business opportunity, they take advantage of their upline, your ability to recruit to help them build their residual income. That's powerful. That's what J. Paul Getty said when he said, "Look, I'd rather have 1% of 100 people's energy than 100% of my own." Right.

I want to join a team of leaders that are recruiting because I'm going to bring my two people, and my people are going to bring their two people. But then you've got the overflow, you have an opportunity now to gain the advantage of your upline's recruiting ability, if that makes sense.

Yeah, it really does, actually. That's fascinating. When you were saying that all binaries are not created equally as well, I guess compared to what you just said right there, could you show what a bad binary would look like?

Well, I hesitate to step into that because there's a lot of people that make extraordinary incomes in uni-levels and extraordinary incomes at what I would consider a bad binary. There's good binaries and there's, let's say, better binaries, right?

Sure.

So I look for best in class, and there's a series of things that are qualifiers that will tell me, is this a good deal, or isn't it? You know, honestly, I'm going to step aside for a second, you guys. Look, you don't do this business by yourself, and part of when I lead people, I tell them, "Look, you're a sum total of the five people that most influence you. Who are the five people that surround you?"

My life is no different. I've got very good leaders around me that I consult with, and so when we look at a comp plan, I don't look at it by myself? I get my business partners to pick it apart as well because I'll only see certain deficiencies, but I've got guys that they break it down, and they go, "Look, here's why it'll succeed, and here's why it won't." So I don't just rely on my own ability to analyze. I've got strong partners around me, and each of you should do that. Who are your upline, your upline's leadership, and the downline, the people that you're attracting into your business? You have to surround yourself with strong people, and that's a business acumen issue that's not just MLM; it's good business.

Now, you've completely opened my eyes to more of these; the way you run the business, it's fascinating. Even the fact that you said, "I have a business card. Why don't you have your own business card to hand out to everyone?" You run it really cool, man. It's like so awesome.

I don't have a business card because I want my people to trust me. As a leader, if you lose trust, you lose everything. And so when I go into and speak, I'll speak in front of rooms of 20 people and 2,000 people, but what happens is people come up to me and they say, "Hey, John, I want to join your team. I want to be part of your deal," or, "Do you have a business card so I can contact you?" I'm not there to recruit my people's people. The only way you get ahold of me is really through one of my leaders. So I don't have a business card because I'm not looking to recruit anybody.

The other thing is what I've learned in the business as well is even if I come across a cold prospect on an airplane, if I give them my business card, I have a 100% chance of them never calling me. They just don't follow up. But if I say, "You know what? I don't have a card, but let me get your number, and I'll follow up with you," now I've taken control of the relationship. It's amazing how I always have a chance to follow up with them if I don't give them a business card.

So it's part of a business practice, but it's also a part of my leadership where I don't want people thinking I'm going to cross-recruit their people. I work for them, and when I'm in one of their business meetings, then you can always contact me through them. If they want to give out my phone number, they can, but I really ... That brings up kind of another subject that you ... I'm going to keep rambling here because-

No. I love it. Keep going.

... what happens is as you build these teams, I've only recruited best effort between 30 and 40 people in any network marketing company I've ever been in because once you start building a team, I start working from my downline, so when I go into your home, I meet your 20 people. Guess what? There's two or three of them that want me to help them build their business, and I meet their 20 people.

So the masses that I've created, I've done one person at a time, partnering with them and building their business. So I don't have to recruit a lot of people personally. All I have to do is be a leader and work with my downline. And the masses will come if you do that.

Yeah, it's great. It's absolutely great, and so if you go out and you have that servant leader attitude obviously that we've been talking about, and ... Anyway, I'm taking huge notes right now, just so you know, and I'm drawing circles around all of the key pieces and putting it together because this is really awesome. I hope all you guys listening are doing that to. I do that for everyone of the people I interview, but this is really, really interesting.

So if I'm brand new in MLM, brand-spanking new, or, say, I just joined a new one, or whatever, what would you think, what are the first key pieces you'd have me do as a new person into an MLM? Let's say it's in the chosen one you like where there's a binary with it, there's autoship. All the pieces are in play. What would my roles be?

I would seek as fast as I can all of who's in my upline and who the leaders are, because the upline leaders are waiting for their phone to ring with their downline because they want to work with them and they want to help build the business. You might as well leverage their experience because I guarantee your two friends that you bring in, they don't know anything more about the company than you do. So the closer you can get to your upline leadership, the better that it is.

I'll tell you what I wish. Here's what I wish I would've done, and for all you guys that are new to the business, I wish when I was out of college I would've gone and looked in ... The DSA today, there's about 20 to 22 legacy companies do over $1 billion. We're in an industry that does $130 billion globally. There's about 20 companies that actually do over $1 billion, but I wish that I would've found a product that I really liked and believed in and then joined the legacy company, for a couple reasons: because then I would've learned the successful tactics and strategies of a network marketing company, and I would've got connected to leaders in the industry because if you think that five years from now somebody's not going to come up with the latest and greatest something and turn it into a network marketing company, you're wrong.

The relationships that you build will sustain you throughout your career. So I wish I would've just gotten involved in really good companies, and learned sound principles, and met amazing leaders because that's what network marketing is about; it's about connecting great leaders. So any of your listeners, go find a good company and get involved with them, not because you ... I hope that you spend the next 20 years with them, but you probably won't because the truth is when you're looking for a good network marketing opportunity, the one thing that I cannot teach or coach you is something called timing.

The timing it in those companies honestly was 20 years ago when they started, right? Now you're not going to create ... It would be a rare person, you know, somebody probably will prove me wrong, but the average person isn't probably going to get in there and create an extraordinary six-figure income become they've had their run. So I want to look for a company that's been around for a couple of years. They've got their groundwork underneath them. They're doing $40 to $50 million a year, and they haven't hit momentum. The key is pre-momentum, and you'll get that in the Harvard Business Study Review when you read it. You want a company pre-momentum so that you're the one that is building the legacy income.

When they do $1 billion, you help them grow from $50 million to $1 billion. So that's what you look for is timing. That's the one thing that you can't teach or coach is to be at the right place at the right time.

That's interesting. Do you have any tips for on how you find a company that's pre-momentum?

Very difficult it's you got to keep your ears open and be connected to a lot of people, which is why I said, you know, if I was ... A great opportunity for even college kids, I think every college kid, the skills that you learn in network marketing will carry you through the rest of your life, and so go out and find a good company that you believe in the product, and get involved, and learn how to create these residual incomes because it's those people that you meet that are going to introduce you to the next big run.

Yeah, and I appreciate it. That's the advice you said if I was brand new. First know the leaders. Know your upline. I never took time to do that my first round at it. Then I joined one seriously just because my buddy was in it. It's the exact opposite of what you just said I should do. Went into that four years ago. Pretty much every entrepreneur I know is out there, whether or not they'll admit it, has been part of an MLM. And it's such an awesome career. It's a great place to go to, but the problem why, the reason obviously why a lot of people have bad taste in their mouth is because some over-eager upline person turned around and badgered their family, and badgered the friends, and honestly hurt some relationships.

So how do you actually recruit, how do you get to getting leads in this industry without actually hurting those relationships. You know what I'm trying to ask? That was poorly worded, but ...

So what happens, oftentimes people get in these network marketing opportunities, they look at it as a get-rich-quick scheme, right, like, "How can I make money off of you and your friends?" Then they get disappointed because that mindset fails them. It's really not the servant leader model. So when I talk to people who have been hurt by network marketing, and we've all been in a marketing company, it didn't work out for lots of reasons. But I always tell them, Zig Ziglar I think said it best. He said, "Give enough people, or create enough people, or create enough opportunity for people and give them what they want, you'll end up getting what you want."

So what I've learned in network marketing, especially if I've dealt with someone with experience, I'll say, "What are the things that your upline didn't do for you?" I teach them to be the upline that they wish they had, and so people resonate with that. They realize, "You know what? If I do the things for my downline that I wish my upline had done for me, I'll create extraordinary success." Again, that's that leadership model of leading by example and not being a cheerleader.

I'm going to get in there and do the hard work with them because together we can do great things, so that's really what I try to get people to focus on when they have bad experiences in network marketing is, "Hey, lets you and I be the leadership team for your downline that you wish you had." So be the upline that you wish you had is my best practice.

I appreciate that answer. I actually very strongly do believe in an element of business karma, and if you go around, and you start trying to help people, and you put out legitimate value out there, it may not happen all at once. There's got to be this mentality of dropping your anchor and not moving forward for awhile. It's not a get-rich-quick thing. But eventually you do get what you'd like, and it'll come and almost be surprising overnight, just kind of show up. That's great.

What people don't realize, that you attract what you put out there, so if you don't like what you're getting, take a step back and look at what you're putting out.

I guess, do you have any last pieces of advice for someone who, let's say they are in one. They like the product. There's not really a whole lot moving along. What should someone be involved in daily, those tasks, those rituals that keep them engaged in the process?

The biggest thing that I can do for each one of your listeners is, you guys, take a deep breath and look in the mirror because the number one quality that drives my business overall is a belief in yourself. You have to believe in yourself. So find a company with integrity, with a great product and a good comp plan, but then look in the mirror and go, "You know what? You are at the right place at the right time. You were chosen for this opportunity," and go get it because I can't stop a person that 100% rock solid belief. They will go out and break every barrier out there if they just believe. As a leader, most often all I do is get people to see that they have everything that they need to succeed. They just have to believe and go do it.

Very enlightening, very fascinating. I appreciate that a lot. Now, you've obviously mentioned you don't have a business card, and you work with the people directly under you. If people wanted to reach out, or learn more about what it is you're doing, or some kind of action follow-up after this podcast, where should people go or what should people do?

Well, Steven, I totally appreciate and respect you, and I'm glad that you invited me to be on your broadcast. This, for me, was really a favor to you. It wasn't an opportunity for me to recruit. I don't think I'm that great anyway, but-

Lies.

... I think that if you find out who I am and what I'm in, and you want to get involved, I would say embrace a local leader in your local market that's on my team. That's great. I'm not here to recruit people. I'm just here to support, so if they want to reach out to you, you know how to get ahold of me. So let's work it that way.

Sounds good. We'll do it that way. Awesome. Jon, thank you so much. I appreciate that. This has been fantastic.

It's my absolute pleasure, and I look forward to working with you in the future. I'll tell you something: In life, when you get two people, I love the mastermind principle, and you get two people, it creates a third more powerful mind, and you can change the world getting two people committed, and believing in themselves, and moving in the right direction. So I thank you, Steven, for what you bring to the table and your commitment to success.

Hey, thanks for listening. Please remember to subscribe and leave feedback. Would you like me to teach your own downline five simple MLM recruiting tips for free? If so, go download your free MLM Masters Pack by subscribing to this podcast at secretmlmhacksradio.com.

Woo hoo, what's going on everyone? This is Steve Larsen and you're listening to Secret MLM Hacks Radio, oh yeah. Here's the real mystery, how do real MLMers like us read and cheat and only bug family members and friends who want to grow a profitable home business? How do we recruit A players into our down lines and create extra incomes yet still have plenty of time for the rest of our lives? That's the blaring question in this podcast we'll give you the answer. My name is Steve Larsen and welcome to Secret MLM Hacks Radio.

Hey, I still jam out to my own intro, I love it. Had a lot of fun making it. Hey guys, I'm glad you're here. It's been a busy week. A lot of stuff, busy weekend. A lot of stuff has been happening. I pretty much spent the entire weekend either filming or preparing to film. What I've been filming is if you guys have been following this podcast at all, you know that I have a really awesome course coming out that basically helps you learn how to automate the recruiting process. It actually literally helps me automate the down line duplication process, pretty amazing, but in order for you to actually do that, there's a lot of elements you had to go through.

Anyway, what I did is I spent a lot of time this weekend getting together. I actually printed out these massive three foot by three foot boards and what happened, it was about a week ago I stood up and I was like, "Hey, I'm ready." The course is ready to go, this whole thing has been in beta for the last year. Now, great results, had a ton of people get recruited to what I do without actually me even talking to them. I mean, the process works, I know it works. What I've been doing is just putting into a format course-wise that is easy to digest but then also go and apply so that you can do the same thing. I was like, "Hey, I'm ready to do this." I set up this home studio.

I told some of this to you guys earlier but I set up my home studio. I got a few softbox lights and got my camera set up. I've done this several times before in creating info products and such. This time it's a little bit different though because I stood up and it was like, there's like a big brain fog. I was like, "Something is missing." The framework is missing. I understand, I was like, "Hey, I know each of these modules are going to be about but what ... How should I start this? What's the thing that's going to help everyone understand?" What I did is I sat down and I acted like a kid, I'm a kid at heart till I die and I started drawing and I drew out a picture that represents each one of the modules.

It became so much clearer, holy crap, to both teach and I know it will be easier to understand and it will be easy, you know what I mean? Anyway, super exciting, very, very exciting. What I did though is first I drew them out. I'm not an artist at all, right? I just grabbed a legal piece of paper, a legal pad, and just drew it all out and I made the graph and I was like, I should go find some graphic artist to make, basically to draw out these images, hand draw them and try to make them at least look somewhat good. I went through and I just could not find anyone good. I went through and I was like hiring this person, hiring this person, I was on Freelancer.com just like hiring out all these people and it was terrible.

Finally, I found some guy. He went through and he sketched it out and with literally hours to spare I went over to Kinko's and I print these massive three foot by three foot board so anyway it was a long story but that's what's been going on over here. I just barely filmed the intros to each one of these modules and I'm super excited. It was cool because every single time, this is why I always encourage anyone who's done MLM to go start publishing and I know I've said that before in a very recent episode but when you do so, you learn your craft so much deeper than if you just kept it inside your own head. The ability to go teach somebody else, here's an example, I was in the army for a little, all right?

There was a guy, we're out shooting one day, we were shooting and we're practicing, we're holding our M16s, we're out there, we're shooting and that was a pretty good shot. I only missed a few rounds when I was at basic training and I won a phone call home which was cool. I won the phone call home. I shot, I wouldn't say a ton but I did shoot quite a bit growing up and I always had a fascination with guns. Anyway, I was shooting and I was in the army. I'm shooting and I hit my targets, I got really nice grouping and the guy next to me, he's not even hitting the paper. I was like, "Dude, are you okay?" He's like, "Yeah, I don't know what's going on, man." I look over and he's like, "My gun won't fire, man. My riffle is not shooting."

I was like, "What is going on?" I was like, "It's so weird." I look over at him and we're really, really close to each other so every time he shoot, the little shells and I promise that I'm going to a place with the story, okay? Just bear with me for a second. Every single one of the rounds would hit me in the face and they are hot, they're coming out of the chamber basically, they are right out of the magwell. They come and they hit me in the face from the guy on the left, that's the way that you eject and I notice that the guy to my right, there's no ammo coming out. He was not shooting. I look over and he's like, "What is wrong, man?" He's getting really frustrated and I look and his magazine is not only upside down it's also backwards.

The bullets were literally facing him. I was like, "Dude, what are you doing?" He's like, "Oh, sorry man. Okay, sorry about that." He's really, really embarrassed because he kept acting all macho like he knew what he's doing and so I helped him actually load his weapon. He start shooting, he start shooting and he's literally not hitting any of the paper at all. I was like, "What is going on?" I lean over, I was like "Dude, are you okay? You're not even hitting the paper," let alone any kind of grouping. He's like, "I don't know what's happening, man. I'm looking through my sights, I'm seeing it all," and I lean over I was like, "Man, the front sight is up but the back sight isn't," which basically means the back is all free flowing I mean, the bullets could go anywhere at that point, right.

I was like, I have flipped up that back sight and he start shooting and he's still not hitting the paper. I was like, "What is going on?" I look and his settings are set to 500 meters rather than 300 meters, basically it means these bolts are lobbing way over top of the paper. I was like, "What the heck?" You know what's funny though is the process of me doing that, of going side by side with him like that. I learned my own riffle even more deeply and I already knew those concepts but because I was able to teach, because I was able to be a coach I was also able to understand more of my own craft. When you go out and you start teaching people and you start telling people about the MLM, you start saying, "Hey, this is amazing.

This is something, it's very, very helpful for you to go start publishing," because you learn with your own thing and so that's what happened I mean, the last few days especially. I was standing up in front of the camera and I was like, "Hey, I got this cool thing coming up," anyway, I finally got them printed out in these massive three foot by three foot boards. It's really, really helpful to do that. The first module is all about how you become attractive, it's all about how you attract people to you through several different ways. In each of these modules are several hours. They are massive, they're going to be really, really helpful, they are super cool. I'm really excited to make them.

The second one is all about how you get paid to prospect so even if someone doesn't join your MLM, you actually get money. I'll tell you, from personal experience, with no ad spent last year, this system made for me 50 grand, $50,000 even when someone didn't even join I was still getting paid. It's going to show you how to do that, how do you actually get paid when you prospect people. The third module is all about how you actually duplicate yourself. What actually is it that you need to do in order to become duplicatable, such a good module. Massive, anyway. No one teaches this stuff, this is why I get so animated about it because I don't know, anyway, whatever.

Module four, what I'm doing is I'm showing more about down line management and simple tweaks you can do both to your culture, both to yourself, that will keep people with you longer and keep them engaged in your process but then also specifically how you can, there's a really easy way to rob your down line that most people don't think about and I want to show you how to not do that which actually results in more money too, which is awesome. Then, the fifth module that was all about how you, I call it pick up your megaphone. Anyway, I don't want to jump more into that but anyway so I'm super stoked so there's a picture now for each one of these things. While I was teaching, my own craft became more clear to me.

It happens every single time. It's kind of a roundabout way of me bringing this full circle so I'm sorry, I know, kind of been scatterbrained all over the place for this episode but I learned that there's really only two currencies that you have in MLM. There's only two. There's only two advantages you can really have inside of MLM, right. Here's number one. You guys obviously know this because it's something I talk about all the time, you have the same product as every other person. The exact same marketing, same messaging, same website, same scripts, literally you get MLM and it's broken out of the box.

In my opinion, very strong opinion, very backed up opinion, MLM is broken out of the box. You get something that's pretty broken. Number one, one of your currencies, one of the things that you have that's a value the others are not going to be able to have or not have as easily or something that makes you stand out. One of your currencies is your ability to take that MLM and turn it into a new offer. How can I make and make it seem like if I join your MLM, how you're going to make me feel like that's a new opportunity? How you're going to make me feel like that's something that's brand new?

You know, that's what the course goes over to but how amazing is that? Just to realize, "Oh my gosh, that's one of the currencies I have." That's one of the pieces of value. If you can figure that out, you're going to have people running to you and begging to join your down line which is what's been happening to me which is really exciting, right? Now again, I'm not here to like, "Look at me versus you," that's not what I'm talking about but I'm just trying to show you what I've been doing that's been working. It's awesome. Anyway, number one, the first currency you have, the first real piece of value you have and the opportunity you have is how do I make it seem like joining my MLM, how do I make it seem like joining my MLM is a new opportunity.

How do I create an offer out of that? Okay. If you can create an offer out of your MLM that's massive, massive value. Now, someone said to me recently because I was talking to them about it, they're like, "Wait a second, but my MLM is the offer." No, no, no, no it's not. Go back and listen to a few, I can't remember what it was, a few episodes ago I talk about how you create an offer out of your MLM. The course goes way more in depth with checklist and everything. How do we make a new opportunity out of ... How do I make an offer out of a product? Usually an offer is made up of whole bunch of tiny products, right.

They are a whole bunch of products and the value of them together is far more than what you're actually charging, that make sense? When someone joins your MLM you might say, "Hey, when you join my MLM you get X, Y, and Z with it," meaning I'll give you this course that teaches how to talk to people or I'll give you this CD, you know what I'm saying? That's how you take and you package that together and you say, "Hey, look, you want to join the MLM?" You're not bribing them, it's literally part of the offer. Does that make sense? Anyway, that's the first currency. Currency number one, how do you become a new opportunity, how to create a new offer, make it seem exciting like you're different from everybody else like no one else can do what you have. Does that make sense? How do you do that?

All right, that's currency number one. That's the first piece of value. The second piece is you as a leader. Currency number one, how do I make my MLM seem like a new opportunity? That's one of the upper hands you have on every other person out there. The other thing that you have and in my opinion, the only other thing you have is you as a leader. There are some people who are so convincing in whatever they argue that even if they're wrong you still believe them. Does that make sense? We call that the attractive character. If your attractive character is so confident, right, absolute certainty and you're showing your back story and you're talking about things you believe and don't believe meaning you're showing polarity and you're showing your back stories and all the parallels and all the things that ...

I mean, if you're an actual leader, that is a currency in MLM but most people aren't and most people don't want to be or they'll just, "Hey, this is a get rich quick thing, I just got to get a few people in there to make tons of money in a few years," that's not how it works. What the course also goes through is how to become that kind of person and hey, it's a formula honestly and how you appear to be like that. Guess what, I was not this way even a year and a half ago. Me being a super forward and being more, my polarity has increased and it's because of a formula that I've been following that I teach inside the upcoming course which is awesome.

Anyway, those are the two currencies though. Number one, think yourself why would somebody join me over somebody else, and if you can't answer that question then you seem and you're going to appear just like everybody else. Sad truth, hard truth, but it's a truth. That make sense? Number two, the second piece of currency you have is are you a leader. Are you somebody that other people follow? If you can't answer that question, guess what? I don't believe that leaders are just born, you become one. I was voted the nicest kid in high school on my graduating class out of 600 people, the nicest kid. Guess what? It was not because I was nice. It was because I was really shy. I had a fear of adults, very strong fear of adults.

I always thought they're always right, that I always had to kowtow to them, that make sense? There's something to be said about respect for sure and I'm not telling that to go respect adults or whatever. You know, obviously I am one but you know what I mean? I had this really, I mean it was bad. I had to overcome that. If you don't feel like you're a leader, if you don't feel like you're an attractive character, that's okay. There is a formula to it. Okay? If you start hitting these points and you start to actually get some motivation behind it, people are going to start following you because you will become, there's a science to becoming an attractive character and actual science to it.

Anyway, those are the parts I'm going to go through. Hopefully this episode, I know it's a little bit scatterbrained but that's where my thoughts have been and I think that it's going to be really, really helpful to some people who might still be struggling with some of the concepts I talk about on this podcast and more specifically the depth I'm about to jump into with this actual course. Go figure all the things that I talk about inside of Secret MLM Hacks. They are all marketing principles and I'm teaching you actually how to market inside of an MLM so anyway, excited you're here, glad you're here. Hopefully that helps. Again, think through how you can create a new offer.

Number two, think through how you can become an actual leader, a more strong leader, one that is not afraid to stand up in any kind of opinion. It's important to become opinionated, very opinionated in what you do. That doesn't mean we have to be a jerk but you know what I mean? Anyway, hey guys, thanks so much. Hopefully this has been helpful and I will talk to you in the next episode. Bye. Hey, hey, hey. Thanks for listening. Please remember to subscribe and leave feedback for me. Do you have a question you want answered live on the show? Go to secretmlmhacksradio.com to submit your question and download your free MLM master's pack.

Hey, what's going on everyone? This is Steve Larsen and you're listening Secret MLM Hacks Radio. Oh yeah. Here's the real mystery, how do real MLMers like us read and cheat and only bug family and friends want to grow a profitable home business? How do we recruit A players into our down lines and create extra incomes, yet still have plenty of time for the rest of our lives? That's the blaring question and this podcast will give you the answer. My name is Steven Larsen and welcome to Secret MLM Hacks Radio. Hey, what's going on everyone? Hey, I'm super excited for today. My dad was really into teaching me how to work. I grew up in Middleton, Colorado. I was the oldest, still am, oldest of six kids. Had a great childhood. We played hard.

We worked hard. It was really important for my dad for us to know how to work and I'm really grateful that he taught us that. We would be out in the yard weeding on Saturdays for like six hours. No joke. Whenever there's a big problem to solve, instead of giving us the answer, he'd be like, "What do you think? What do you think?" I really appreciated that he did that with us because when it comes down to it, the person who's willing to work, I mean you're just going to go so much further. There was one day though he took me to the side and I was getting ready to go to college, I think so, I think that was about that time or I was in it or something like that. Regardless, it was a long time ago. He said to me, "You know one of the reasons why ..."

We weren't like wealthy, wealthy or anything like that, but were certainly not struggling. My dad definitely knew how to provide. He was awesome. We had a lot of awesome fun family trips and memories and all those things. It was really great. I promise this ties right into network marketing. He taught me this lesson that has stuck with me for years and still to this day. I believe it's one of the major reasons why I really believe that it is one of the major reasons why I have been successful with the things that I do. It all comes down to this concept that he told me. I was the age where I understood, "Oh my gosh. Dad makes money. Oh my gosh. He probably makes around this much in order for us to have this life." You know what I mean?

I was around the age when I start putting all those things together and I was like, "Oh wow." I can't remember how really or when or where. Just around that time in my life the whole conversation came up of what your role in a company is. He said to me, "Steven." He said, "Steven, there are two kinds of businesses. Sorry. There's two kinds of employees in a company." He said, "The first kind of employee resides on the cost side of the business." Now there's more security there, right? Meaning your job does not provide revenue for the company. There's more security, meaning your part of the normal job functions. Let's say you're part of HR or you're part of billing, right? You're part of some kind of management role.

Meaning there's a lot of security in it, but you're not really directly responsible for any revenue into the bottom line of the company. I was like, "Okay. Sounds good. This was the first kind." He's like, "First kind, no revenue to the bottom line. You live on the cost side of the business." He said, "The second kind of person though is on the revenue side of the business and the revenue side of the business is slightly more risk, however, vastly more income is available there. Salesmen." There's a reason salesmen get paid so much money because it's not easy job, number one. Number two, not many people want to do it. I mean there's more risk. If they don't sale, they don't make their commission, they don't eat.

If you get someone whose good, you get someone whose actually awesome at it, they get paid a lot more money. Typically, salesmen, if they know how to make it rain, holy crap, they'll get paid a lot than the people whose jobs and their positions ride on the cost side of the business. I was like, "Okay, dad. Yeah, that's cool. That's interesting and everything." I didn't realize how much that would affect me both in my own MLM and my own business, in my day job, and all the things that I've been doing. You know what I mean? I had no idea how much that would affect me. He's right though. I mean every single job that I've ever had where I've been sitting on the cost side of the business, I mean growing up that's mostly where your teenage jobs are.

You know what I mean? Those are like the nine to five or even later and earlier. Construction style jobs that I had, the labor jobs. I'm so grateful I had those. They were hard, but they were good, right? I was on the cost side of the business. I was not adding to the bottom line. If I was a door-to-door salesman like I was for a while or I did telemarketing, one sale would result far more money than I'd make doing those other kind of jobs. I would try and get a couple of them a day. It was like, "Holy cow. Way more earning potential comes to those people whose position sit on the revenue side of business." Right? It's an area that is a little bit uncomfortable for people to think about.

One of the problems that I've seen people run into before when it comes to their MLM is they treat their business as if they, even though they're the CEO technically, even though they are the little entrepreneur of their own little business and they should run it like their own business like it's its own entity, their activities day to day sit on the cost side of the business. They go make dumb business cards. I don't have a business card. I should probably get one, but I don't know. What kind of revenue can I measure from it? I've never been able to measure anything from it, so I don't make them. Right? I'm not saying you should or shouldn't, whatever, but I don't think you should. I think it's a distraction based activity.

I think it's something to fool your brain into thinking that you're being an achieving person because you came up with a logo. Maybe you bought a domain. It's like cool. Who'd you sell to? You know what I mean? It's funny because every single time I've been in a position or a job where I've been able to go make a lot of money compared to the rest of the employees. There's a bit of a separation that begins to happen. Other people look at you and go, "Gosh. What are you doing? You're so freaking lucky, Larsen. You're so lucky." It's like no. I actually decided to take on a little bit more risk.

Yes, while the person who brought you into your down line was right, you can have the lifestyle you want working a few hours a day, you can have the lifestyle you want, but the reality is you need to understand that where you're sitting right now, all the activities you're doing, they might be actually activities that are distracting you from being successful because you're not focusing on revenue generating activities only. Man, you outsource the rest of that stuff. Mostly the rest of the stuff doesn't even matter. Right? I think I said in the last podcast that an entrepreneur only has two roles. That is to innovate and market.

Those are both revenue generating activities, but we all like to think that it takes more than that and it's more complicated and I got to have a domain set up and I've got to have all the stuff set up. Yes. Yes. All of those things do matter. At the end of the day, it means nothing to you, right? Those are cost activities on the business. Anyway, I've had these just kind of run into my head the last little bit because I've had some people reach out to me and say, "Steven, how do you set this up? Steven, how do you set that up? How do you get this going?" I'm like, "It's good you're asking those questions, but are you fooling yourself in thinking that that thing you're trying to set up is the only way for you to make money?"

Because my first time MLM, I literally went door-to-door down Main Street my first month. I mean I recruited family. I recruited friends. I did it all the ways. I hate doing it. I never do it anymore. This was for almost four years ago now. You don't need any of that stuff. I literally went down Main Street. I recruited 13 people my first month. Now that's not a ton of people, but it's not a small amount of people either. It's not a short amount of people. It's not bad. The problem was the quality of the individual I was getting wasn't very good. Anyways, that's all I'd say real quick. This is kind of a faster episode, but just know that ask yourself when you wake up in the day, number one, hey, what am I doing that's actually a revenue generating activity?

Is it recruiting somebody? Is it selling a product? Outside of those two things I don't really know what else you're going to be doing that's actually a revenue generating activity. You as the entrepreneur has to be the expert in your business at the revenue generating activities. How do you expect to move forward and grow yourself and scale it and duplicate if you don't even know how to sell it? Right? Get good at selling. Get good at what it is the act of selling your product. Where's the best place people are where you can go recruit them or the place where people are who will buy your product? Where are those people? How do you expect to help your down line if you don't know those answers? Right?

I know these are kind of challenging questions to ask and they're a bit nerve-racking if you're brand new into MLM or any kind of business or activity or entrepreneurship or anything at all. They're the most important ones to ask. Who the heck are you trying to sell to? Where is that person? You can't duplicate yourself. That's where all the hiccups and hangups happen when you don't know what the answers to those questions are. My advice to you would be to understand that for the first like few months you should probably just realize and understand and be okay with the fact that you're not going to know how to sell it very well. Honestly most of it comes through bruises of you trying to figure out how this thing works.

I remember when I was doing door-to-door sales for the first time. I actually wasn't very bad because I have been doing a lot of door-to-door prior to that in other areas. It was a lot of fun, but man, I stumbled through like crazy. I was one of the most awkward kids on the doorstep. Oh my gosh. It was so awkward. It was so awkward. Before I went out to door-to-door and started doing door-to-door sales, I was like, "You know what? I'm going to try and recruit a team prior to me getting out there. I'm going to do my very, very best to get out there and have people below me and grow my own little branch underneath this office," even though I've never done or sold door-to-door for this style before. What I did was is started trying to talk to some of my buddies.

I was like, "Dude, come sell door-to-door with me." They were like, "I don't know." I was like, "Okay. Let me ask some of the people in my classes." I was like, "Okay. Hey dude, come over here," and then I just start talking to random people. Okay. That didn't work. Pretty soon I was like, "What if I treated this like an ad?" All right. I know that the average direct response ... Excuse me. I know that the average ... If I was to go put out 100 mail pieces, I would get an average of one to two, maybe 3% response from those mail pieces if I literally went to someone's mailbox and put something in there. It was like okay. Interesting. If I want to recruit like 10 people, I would need to have at least a thousand little flyers out on people's doorsteps.

What I did is I went out and I actually wrote out this little flyer and I said, "Hey, come to this meeting. Free pizza and stuff." There's my free little hook. There's some little pieces there and here. I said, "Why don't you come on out?" What's so funny is I literally had a 1 to 2% response rate of people who showed up with that flyer. I grew this little team and I got eight. I think I hit 11, but a couple of them left early, but it was a great experience. I was like, "Holy crap. That works." That was the marketing tactic that I chose in order to make this work. Then the next time someone came up to and said, "Hey, how do you do this?"

I told them I was like, "Honestly, I know it's a little bit ghetto to be honest, but I'm just printing these things out and I'm chopping them in half like with just a normal pair of scissors and I just listen to podcasts and walk around apartments and drop these flyers in people's doors and they come." They're like, "Are you kidding me?" I was like, "No, but it's way easier than me talking to people because I don't want to talk to anybody. That's just a little tactic I'm using." They were like, "Oh my gosh." That's what I was using for door-to-door sales as far as recruiting a team and such. Anyway, the whole point is that you just got to know what those revenue generating activities are. When somebody's excited and they're in the brand new zone of, "Oh my gosh.

This is going to be a great experience. I'm so excited to be a part of this. Yes, thank you. Let me get into your down line," you will know exactly what activities they need to be doing first because an individual who just barely joins, put yourself in their shoes. Their bright eyed and bushy tailed. They've got to have something to do. There needs to be something that they do. They're going to want to feel action. They're going to want to feel that progress. The way they will do is by doing what they think means business. They'll go make a freaking business card. They'll spend for putting a logo together and freelance it out to someone.

It's like none of that stuff is actually going to grow their business or yours. Know what those things. If you don't know what those are yet, just get really obsessed over it for the next two or three weeks. I guarantee you you'll start to see patterns emerge. Oh my gosh. That did that work at all. Hey, check that out. That worked. I'm going to tell my down line to do that. You know what I mean? Those little things become marketing tools that you offer people as kind of bribes when they join your down line because now you're different. Now you know what your marketing plan is. Now your team just became unique. Does that make sense? That's one of the secrets of you becoming duplicatable.

That doesn't happen without you and your team having the culture of a very specific, very deliberate marketing plan. What are your rituals? What are the things that you do to market the MLM? Anyway, that's all I've got for you guys. Are you doing revenue generating activities or are you living on the cost side of your own business? Guys, thanks so much. Talk to you next episode. Hey, thanks for listening. Please remember to subscribe and leave feedback. Would you like me to teach your own down line five simple MLM recruiting tips for free? If so, go download your free MLM Master's Pack by subscribing to this podcast at SecretMLMHacksRadio.com.

What's going on everyone? This is Steve Larsen, and you're listening to Secret MLM Hacks Radio.

Here's the real mystery. How do real MLMers like us who didn't cheat and only bug family members and friends, who want to grow a profitable home business, how do we recruit A players into our downlines and create extra incomes, yet still have plenty of time for the rest of our lives? That's the blaring question, and this podcast will give you the answer.

My name is Steve Larsen, and welcome to Secret MLM Hacks Radio. Hey, what's up everyone? Hey, I'm excited for today because we're going to talk about one of my favorite topics ever, and it's something that actually has blessed my life a lot, especially as of about six months ago.

If you don't know, on Secret MLM Hacks Radio, after you opt-in, in the bottom right there, there's a little button. It's a green button. If you click it, you can record straight from your browser a question for me about MLM, or a question to me, I mean, and I'm going to go ahead and drop one of those in now, because I think it's an important topic. This is something ... I'm not kidding, when I found this, and when I figured out how to do this, my life changed, and I'm not just saying that because, but, anyway, you'll see why. Let me play the question real quick. This is from Sarah. Sarah, I appreciate the question.

Hey, Steve. I'd love to start doing a podcast similar to yours about never having to talk to your family or friends or annoy your warm market. I love MLM but have always hated the warm market side of it, and I love your trainings. I think they're just exactly what I need. Do you think it's okay to go ahead and podcast even if I have never had any experience in this and have never had a downline or recruited anybody? Thanks very much. Bye.

Sarah, that's a fantastic question. I really appreciate you saying that. So there's this whole element to needing to find your voice to become a leader. I've never found too many leaders who don't know how to communicate, meaning they're not eloquent all of them. They're not this posh guys wearing suits all the time, like the crappy, totally fake image that Hollywood tosses on us as far as who a speaker or a salesman is or whatever. That's total garbage. I don't believe in that kind of stuff. In fact, I usually make fun of those guys and I'm like those are the guys that put way too much starch in their shirts, try and act too professional all the time, act like they were born in a tuxedo, and you're like, "Come on. No one's like that." Anyway.

So, Sarah, I'm not sure if you've ever heard of a guy named Russell Brunson, but he is the man. He's an internet marketer who talked about something called the attractive character. Now I don't think he's the one that actually came up with this concept, but this is powerful. When I first started my podcast, not this podcast. I have a second one. My first podcast, which I started about a year ago, I went through the same things that you're describing right now. I was scared to death to launch it, but I wanted to feel like I was making progress, so I actually was so scared to do it that I actually was recording episodes without launching them, and I got 17 episodes recorded, and I was interviewing all these people and I was doing all this stuff and I was just so scared to death to actually launch the thing because I was like, "Gosh, is this good enough? Is anyone actually going to listen to these things?"

I'm proud to say that that's been over a year now and there's about 60,000 downloads on it, which is awesome and it's been a lot of fun, but that didn't happen at first. Not at all. Definitely not at all. It was really interesting though. I don't know what it was. I mean I would go and for the format for every one of my podcasts and for any time I would publish anything was always this, okay, what's a story I can tell? What's a principle behind it? What's a call to action, something I want them to do, whether it's go somewhere or act on your own to do something or whatever it is, and that was the formula that I'd follow. Any time I'd communicate with my audience at all ever, whether it was a podcast, whether it was on video, or whatever, that's what I would do, and I got better and better and better and better at it, and I got better and better at ad-libbing. I mean I used to write out all my episodes word for word almost and try and act like I wasn't reading it.

Something happened though. I don't know what it was. I do now actually, but I'm almost 80 episodes into that podcast, and something happened around episode 30 or 40. My confidence changed. My voice changed. I found my voice. Rather than thinking, "Hey, how would this guy say it over here? How would that leader say it over there? How would Steve Larsen say it?" I got really, really fun because I ... meaning it became fun for me is what I'm saying because I learned to love it and podcasting starting becoming this thing that I was like, "Man, I can't wait to do my next episode," rather than this thing of anxiety. It was like, "Oh my gosh. This is cool."

I didn't know what to say at first so I started by interviewing all these other experts and so I interviewed I mean a ton of people, people that were just killing it in these different areas, and I would go ... It was a lot of fun to do it that way, and it helped me understand how they were saying things, and then I understood how to speak more about ... You know what I mean? I got confidence, and I found my voice. Now I don't necessarily mean so much ... I mean there's certainly some confidence that comes with it. There's certainly some more eloquence of the voice. The way you say things or the way you describe stuff, your own isms, your own passion points, things like that, but really what I'm saying is I found my message. With that other audience, with that other podcast, I've got a lot of followers on that podcast, and I found my message though. I found what I stand for, and that's more challenging.

So back to what I was saying about Russell Brunson, Russell, what he did is he actually created this thing called the attractive character, and what it is is that it's a formula that shows you what you need to have in order to become a followable leader, a followable character, somebody who is attractive. There's certain elements to being an attractive character. You've got to have a back story. Everybody has a back story. How did you get here? That's your back story. What was the struggles you went through? What were the things you went through that sucked? That's your back story. Number two, what are your parables, meaning what are more of the story you tell?

So you got the back story. That's like your origin story. That's where you came from, but then you've got all these parables, the isms, the stories that you tell that teach your main principles. The third one is one of the most challenging for people and that is character flaws. You need to be able to show what your character flaws are. You've got to be able to share what they are. I get frustrated sometimes. I have no problem sharing that. What's funny is Robert Kiyosaki said, and I think I actually said this in a previous episode, but man, when you get started ...

I mean, Sarah, you're going to go out and you're going to get started in this, and I'm sure you'll start podcasting. You're going to have character flaws that explode in your face that won't let you move on until you address them, which might be, hey ... Let's say that I can't get up on time. Therefore, I don't have time to actually work on my business before I do my nine to five. Therefore, I'm not going to progress until I ... That's just an example. Therefore, I'm not going to progress until I address the fact that I keep sleeping in. That's an example of a huge character flaw, and you're going to have to get past that before you can move on. Character flaws are going to blow up in your face, but the tendency ... Guys, here's the real secret. The tendency is to take those character flaws and hide them, and it is the exact opposite thing to do. Take your character flaws and expose them.

Number one, you'll get over them easier. Number two, people will be attracted to you because you're willing to share them, because you're willing to be vulnerable, and that's a challenging thing to do. Then the fourth element of the attractive character is all about polarity, meaning what do you stand for? Where do you draw lines in the sand? Where does Sarah actually get passionate? Where does she get really mad? Where does she get happy? Where does she get angry? Where are the points in Sarah where she's like, "No, I don't do that. Yes, I do do that." You have to get really open and really loud about those things and what ...

I am 100% against recruiting family members and friends. I will not do it because I did it before and I hate it so my whole quest, all of Secret MLM Hacks is all about how to automate downline recruiting while not talking to family members and friends. If they want to join they can, great, but I'm not going to talk to them about it. I'm not going to promote it, and I'm proud to say, I am so proud to say I have spent years trying to figure this out, and I am so proud to say that I have a lot of people I have never met, ever, who are joining my downline because of my system and how it's working and the fact that it does work, which just proves ... It's exciting, and for me that's a huge point of polarity whereas a lot of people, they're point of polarity is, "No, I do stand for that. It's all about the warm market," and that's what they'll say, and I'm against that. I'm totally against that, and I'm willing to publish about it.

So you got to find a place where you get passionate, find a place where you're willing to get on the mic and spit it. Get ready to rock because nobody follows mediocrity. Nobody follows it. If you are mainstream, you're not followable, meaning your life and the way you live can be mainstream, and that's how I am. I'm a normal guy, but if you start trying to be a leader, what makes you a leader? A leader is somebody who stands up for what they think. A leader is somebody who goes and says, "Follow me. I know the path," and you need to become the attractive character.

So what's funny is that when I first started podcasting, when I first started publishing, I was not that way at all, and it's not that I wasn't trying to be. I was trying to be. It's just it wasn't me yet. I hadn't figured out my voice. I hadn't figured out how I speak. I hadn't figured out ... So when I was talking to people, whether it was about downline recruiting or I was building a sales funnel for somebody or whatever it was, I needed to get better at me and my attractive character.

So anyway, one of the easiest ways to find your voice, start telling your story to almost everyone you can ... Whether it's a short story or a long story, start telling your story. Get really opinionated, and it gets really, really easy for you to start publishing and find that attractive character. So anyway, those are the four elements of the attractive character. You've got a back story, there's parables, character flaws, and polarity, and you've got to get ... Get fierce. Nobody follows, like I say, nobody follows somebody who's not really, really confident. It's funny ... What is the quote?

This is from Setema, and I think I might actually have said this on this podcast too. I'm not sure. Sometimes they bleed back and forth, but he said that, "Confidence is for children. What you need to maintain as a leader is absolute certainty." That's deeper. That's harder. That's something more challenging to get. So what are you absolutely certain about? You're like, "Whoa." Okay, those are the points of polarity. Those are the points of where you're willing to fight. Howard Stern, I hate that guy, but everybody knows who he is because he has ridiculous polarity. Does that make sense? He has more people who follow him because they hate him than the people who actually like him. That's an actual statistic. More people follow him who hate him, but it's because he has that much polarity, and if you try and get out and you're trying ...

I'm not trying to tell you to just go and be confrontational with people. That's not the point. That's not what I'm saying, but when you go out and you actually decide to maintain absolute certainty, what are those things you're willing to stand for? Those are ways that you could become the attractive character. Those are the ways that you can start to publish and people will follow. So anyway, it's all about that and maintaining the certainty.

So number one, I'm telling you to go find your attractive character by finding your voice. Start telling your story, your back story with your parables, character flaws. Don't be afraid to share the character flaw. Don't come off so professional either. I never put a shirt and a tie on anymore when I go speak on stage because it's not ... I actually love wearing suits, but that's just not me. That's not my resting state. Don't be afraid to expose your resting state, the state where you can put the hair down, show the hair down you versus the hair up you. Does that make sense? Show who you really are and people will follow that. They'll appreciate that rather than this façade of, "Look at my Ferrari and my huge house and pictures of me at the pool."

That's fluffy crap. I hate that. See, that's a point of polarity right there. I freaking hate that because most people are not like that, and they're not even like that half the time, I guarantee it. I mean have you ever hung out by a pool for more than two days? You're freaking bored out of your mind. Nobody does that. Anyway, and if I'm on the beach, I'm not going to have a laptop there. I'm going to be playing in the water with my kids. I'm going to be building some the coolest sand castle you ever seen. Does that make sense? I hate the whole, "Yeah, but I'm working on the beach with my laptop." Okay, I'm throwing my laptop in the ocean because it should not be there. Anyway.

I have one other piece of advice for all of you guys out there. If you want to be a leader and if you want some ... especially in MLM. Oh my gosh, especially in MLM. Guys, regularly publish. I don't care what medium you choose, meaning it could be podcast, it could be video, it could be ... I know there's a guy who sends me an actual written newsletter in the mail every month. Whatever it is, if you regularly publish, it will change your life within a year. It's done that for me. It actually was much faster than that though, and the reason why is because you will find your voice. It goes back to that. You find your message. You find what it is you stand for. You find all those things that I'm talking about right now, you find that, and when you do that, you attract people to you without you trying to attract them. You become the marketing message. You become the marketing system. You literally will turn into somebody different. It's the funnest game in the planet. I love what we do.

Guys, MLM's pretty cool, not because it's ... MLM is like bizop mixed inside of personal development, which is really fun, so anyway, it's a lot of fun and you should get passionate about it, and if you're not passionate about it, nobody will follow you. Nobody will care who you are. What makes you different versus that person over there? Well for a lot of you since you have the exact same product, you haven't done anything to turn it into an offer that's different or you have no marketing system or you have no different website or scripts, I mean you're literally the exact same as everybody else, the only thing that you can actually be different on is the actual leadership, the attractive character.

So anyway, that's what Secret MLM Hacks is. That's what I'm creating is the ability ... It's frameworks for you to make your opportunity a new opportunity, all right. Not just better or faster or stronger. We all see that every day, but a new niche. How do you do that to your downline, your current downline? How do you make it so attractive that people leave their MLM to join yours? That's what we want. That's what we're trying to create. Anyway, how do you make the websites. That's what my job is. That's all I do. So how do you do that stuff in a way ... and I'm not a coder, so that should really help you. If you're like, "I'm not a tech person," guess what? I'm not a coder either. I don't know how to program. I have no idea, but my full-time job is basically I build websites. You're like, "What?" It's not through WordPress. It's not through ... Anyway, I'll show you guys all that stuff later.

You have the same scripts as everybody. If you're the exact same, why the heck would anyone follow you? So for a lot of you guys, start thinking of it that way in terms of a marketer. Play devil's advocate on yourself. Start asking yourself the hard question, "Why would I join me? Why would somebody join me?" Oh, gosh, I don't know. Well, they don't know either then. That's the hard truth, and I'm just trying to be forward about it, and I'm trying to have my polarity about it because I'm really passionate about this topic, which is the whole reason I started Secret MLM Hacks because I want to fix that. It's what I do. It's my actual job every day, all day is to create new opportunities, to create the websites, create scripts, create things that people are excited and change their behavior over, but people don't teach that in MLM, which is why I'm doing this. There's my polarity. You'll see some of my character flaws throughout because I get pretty passionate.

So anyways, Sarah, I challenge you to start publishing, and I challenge you to start doing it regularly, and the only thing I want you to do is start telling your story. The very first episode before you go do it, just so you don't ... So these little practice, then you know where you're taking it ... Go tell your story to family member and friends. Just go tell the story. There's no closing. You're not asking people. Just be like, "You know why I got in this game MLM? You might actually think it's kind of weird. I actually ... " You could even tell them you don't want them in there. It sometimes increases scarcity and they might actually end up joining you anyway, but just go start telling your story to people. Why the heck did you get in MLM? Be like, "Well it's because somebody was asking me to get in." No, no, no, no. What was the emotional epiphany inside your head? Why did you get into this game? Was your back against the wall? Were you trying to make extra money? Why? What were you trying to make the extra money for?

I went to that story a lot in the first episode. I didn't feel like a man. I didn't feel like I was providing well for my wife, my brand new bride. That sucks, and I dove right into that. You got to be that open. Be that open or you're just saying facts and people are going to roll it off their back. Anyway, guys, I hope you're doing awesome. Super excited for this episode to go live. I'm super excited for what I'm doing too. Just a little update. I've been building the course for Secret MLM Hacks, and it's going really, really well. The first module's all about how to attract people to you, and it's not like a fictitious, fluffy thing. It's literally in formulas. Hey, here's how you do it. There's actually science behind it. Anyway, there's science and there's an art, and I go through both with it.

Second module so far is all about how to qualify people. I don't want just anybody in my downline. How do I actually qualify those individuals? So anyway, I'm excited. That's what I'm doing right now. I've been building it like crazy. Got an in-home studio set up, and my family's out of town right now, so I am going to ... I've been staying up night and day working like crazy, and it's a ton of fun. So all right guys. Talk to you later, and if you need any more guidance on the kind of stuff I'm talking about right now, go to secretmlmhacksradio.com, and there's an MLM masters pack there for you. It's five videos that will train you and your downline on how to create a new opportunity out of something that is very much not a new opportunity. Anyways, everyone has MLM right now, so how do make it different? All right guys. Talk to you later. Bye.

Hey, thanks for listening. Please remember to subscribe and leave feedback for me. Do you have a question you want answered live on the show? Go to secretmlmhacksradio.com to submit your question and download your free MLM masters pack.

What's going on everyone? This is Steve Larsen and you're listening to Secret MLM Hacks Radio, oh, yeah. So, here's the real mystery. How do real MLMers like us could even cheat and only bug family members and friends, who want to grow a profitable home business, how we do recruit A players into our down lines and create extra incomes, yet still have plenty of time for the rest of our lives? That's the blaring question and this podcast will give you the answer. My name is Steve Larsen and welcome to Secret MLM Hacks Radio.

What's up, everyone? Hey, I'm super excited for this episode. These are my persuasion tactics. These are the ways that I persuade people. There are ways I actually get people to do more of what I want them to do, does that make sense? It's not like mind control or anything but it's super helpful. The reason I'm tossing this in is because I've been in the middle of creating my course, Secret MLM Hacks, and this is how to auto-recruit and duplicate yourself and your own down line using automation and using the internet and using different systems that are out there so you can build the business that you want, life that you want without having to be so hands-on or anything the entire time. Obviously, you have to, at first, you got to build the thing but then, you can just walk away and it's amazing.

What I've been doing is I was literally about to turn the camera on and start teaching and putting these things together. And I was like, "Something is missing. I'm not sure what it is," and a lot of it was some of these persuasion tactics. There's something that just felt off. I went back through and I started drawing pictures to describe all the principles which made it a whole lot easier to understand and whole lot easier to teach, probably a lot easier to remember and actually use and actually implement. I'm excited that it's taking an extra week or two for me to go through and think in terms of pictures and actually go create this thing which has been really fun though.

Second, a little bit more on persuasion, how to be persuasive and those other things as well I tossed in there. But it was probably two or three years ago, I first heard this sentence. This is by a gentleman named Blair Warren. Now, a lot of you guys have probably heard this before. This is called the One-Sentence Persuasion Course, and this sentence is the key. Anytime I'm writing a headline, anytime I'm going to go speak on stage somewhere which I just got asked again last night to go keynote, so I'm really bumped. I'm really excited about that. I love speaking. It's a lot of fun.

Anyways, anytime I'm going to do any type of communication at all, I use this next sentence that I'm going to read to you as like a backbone to turn up the sexy. Does that make sense? Here it is, let me just read the first and then let me tell you why. Again, this is called the One-Sentence Persuasion Course by Blair Warren. He said, "People will do anything for those who encourage their dreams, justify their failures, allay their fears, confirm their suspicions and help them throw rocks at their enemies." Okay, think about that. Let me say it one more time just so you got it in there. "People will do anything for those who will encourage their dreams, justify failures, allay fears, confirm suspicions, help them throw rocks at their enemies."

When you start thinking about what that means, that allows you to side with the other person very easily. Now, you know what's driving the internals, what all those triggers are inside that person's brain. You know what those things are now. You know how to tap into what ... Right there, One-Sentence Persuasion Course. Boom. It's a really short report. You actually can go and get it. If you just Google, One-Sentence Persuasion Course, there's a PDF. It's the second thing that shows up. You can click on it and it's right there. This is on page four.

Anyway, I'm a huge fan. When I need to go and persuade somebody, "Hey, join my down line," or when I need to persuade somebody, "Hey, here's a product," or when I need to persuade somebody to do anything, a lot of times when ... This is what I usually, like I said, to turn up the sexy on, whatever is I'm saying. Instead of a headline being, "Ten ways to ..." What have I said ... "How to use Google to rank your course?" Let's just say that that was a headline. I'm just making stuff on the spot, but if that was, "Ten ways to rank your business on Google," you could turn up the suspicion, you could turn up the sexy, you can help them throw rocks at enemies and justify fears, confirm suspicions. If you just merely switch that headline and say, "Ten ethical ways to rank your business on Google." "Wait. Ethical?" Just by throwing that one word, I'm confirming suspicions that there are unethical ways to do it. Does that make sense?

Help them throw rocks at enemies, "Ten ways to rank your business on Google's big machine ..." Gosh, super hard to do on the spot, especially without writing it. I usually write them down. What I'll do is I write down like ten different headlines with each one of those elements in there. I try and make a headline that's based on encouraging dreams. Make a headline that's based on justifying failures. Another one is based on allaying fears which means to put to rest, like, "Oh, don't worry. Your fears are nothing." Confirming suspicions, I'll make another headline based on it.

If I was going to go and do that, that's how I would do it. That's how I would do it. When every time I go and do a headline critique with somebody, one of my coaching students, whatever it is, I always go back through and I look at their headlines. And one of the easiest things you can do is go turn up the sexy through this One-Sentence Persuasion Course.

That's the first part. When I think about my persuasion tactics, when I think about what it is that I'm trying to do and I want to get somebody to do and obviously, this isn't mind control. Don't lie, ever. Don't be unethical. Anyway, you can be shady in so many areas of life. I just encourage you not to do it. It's not worth it. Your integrity is not worth, whatever you're about to lie about, your integrity is not worth it.

You can still be persuasive, obviously. I'm persuasive with my three-year-old when she decides not to go to sleep. That doesn't mean it's unethical. She's got to go to bed. You can still be persuasive at anything and still be fine. Anyway, this One-Sentence Persuasion Course, that's like the first step at me turning up the sexy. But then sometimes, I'm like, "You know what? The actual headline, like the content of that headline or what I'm about to go and say, what I'm going to speak about, it's not quite on par. How do I fix that?"

Now, I mentioned recently that when I'm getting ready to go and create a course because I've done these several times now and I'm excited to do for the MLM space with the massive internet marketing background. It's going to be fun to go and do this for MLM. That's what I'm in the middle of doing and ...

Anyway, a few episodes ago, I talked about what you do with your down line when actually recruit them which is you run an ask campaign. If you don't know what I'm talking about, it's like two episodes ago. But an ask campaign is so crucial to understanding what it is your people actually are struggling with. Number one, they'll give you kind of like the table of contents like, "Hey, here's the three things I'm struggling with," but that's not really where the massive, massive value of an ask campaign comes from. It comes when you go one level deeper.

If you go one level deeper from an ask campaign and you go from the what to the why. Why did you say that? Why are you saying that? What's the belief that you have that caused you say, "Hey, I've got to be able to ..." I don't know if this is making any sense at all but what I'm saying is once you get down to the false beliefs, you now how to tell stories. You know how to craft stories together. When you add the One-Sentence Persuasion Course with a story, that's the easiest way to persuade somebody. It's the easiest way to get somebody to do things you like to. It's all about story. Otherwise, you have to logically close people. That sucks.

[inaudible 00:07:59] base everything on facts and not emotions. Don't just spew out all the stuff [inaudible 00:08:05]. "This is all the stuff. Here's facts about my business and here's what the thing is made of and here's what the product is made of. Here is what it's made from. Here's who makes it." Nobody cares about that. Nobody cares at all. It's all about storytelling. It's all about story selling. When you do that and you add an element to the One-Sentence Persuasion Course, it's very easy to become persuasive. It's very easy to become some of the other people want to follow.

The reason why is because whenever you tell a story, you by listening to the story, you put yourself in the protagonist shoes. You become the main character of any story you hear whether or not it's your own story. If you go up and you start telling a story that's awesome to somebody else and you don't have to go, "Once upon a time ..." You don't have to do anything like that kind of stuff, but when your closing and when your persuading is based on story, it lets the other person enter your shoes emotionally so then you can tell facts from the emotional side and you can say, "This is why I like this because it's changed my life and look at all the great things it's been doing for these people over here. And I didn't think this would work and the reason I thought it wouldn't work is because X, Y, and Z," you know what I mean? You start getting into the actual storytelling itself. It allows the other person to become the protagonist in your story. If you tell the story emotionally enough, and if you don't think you are, use One-Sentence Persuasion Course.

Anyway, hey, guys, I know this ... What I've been saying here, it might feel like I'm kind of jumping around. I'm so sorry. It's because this is like one of the core pieces of marketing altogether, is understanding what the false beliefs of your audiences are and then crafting stories around them and then you kind of turn up the sexy with things like the One-Sentence Persuasion Course. That's like the basis of marketing, the transfer of belief. Marketing was defined by, I think, it was Jay Abraham that said this, "Marketing's only two roles," what was it? "Is to educate and tell stories," I think that's what it was. Educate and tell stories and search beliefs. I think that was like the crux of it though. That's all you're trying to do. You're just trying to tell stories and educate. That's all marketing is and the problem is that we take the marketing out of MLM a lot of times because we get so stuck up on the facts. That's why I'm so motivated for this episode right now, okay?

Don't get so motivated on the facts. Nobody cares. I don't care. I don't care at all. I was recently approached by the new MLM and it was like this fat barf, "Buh, and it does this, and it does this, and it does this." I'm just like, "I really don't care." Tell me the story. Tell me why did you come up with this MLM as a good idea on your own? What was the epiphany that you had that you made you realize, "Oh, my gosh, like this is amazing." Tell me that story. Tell to me emotionally. Tell it to me with One-Sentence Persuasion Course as like an underground foundation, as the crux for the whole thing. Does that make sense?

If you do that, it is so much easier for them to understand why you're doing what you're doing. It's funny, I used to call myself the student of exceptions and I still kind of do. But when I was in college, I got so many professors to do things for me that none of the other students were allowed to do and it wasn't because like I was a special person, but I was certainly being an exception to the rule. One of the reasons why is because I kept telling stories of my situations in ways that the professors felt for me rather than fought against me.

This is the exact same thing. If you can go out and you start telling a story and you start telling basically the reasoning why you got into it, it's very hard for people to label things as unreasonable. This is something that Tim Ferriss talks about in the Four-Hour Work Week a lot. It's a great book. If you haven't read that, I would go read it, but in the Four-Hour Work Week, he says, "It's very, very difficult for someone to label something as unreasonable." Meaning if I'm going to ask for something or if I'm going to try and recruit somebody into my down line and I start saying things like if I start fighting somebody logically which you should never fight over MLM anyway but some people do.

One of my favorite followup questions is to say, "Is that unreasonable?" I'd love it if you could just jump on the phone with me a little bit here and we can just go through some questions you might have. If anything, it's just for my own practice. Is that unreasonable?" It's really hard for someone to say that's unreasonable because you've just spent tons of time and they know that it's not unreasonable. Does that make sense? When you do that though, it takes them away from the fact side and into the emotion side and we are all emotional buyers. We are all emotional buyers. Closing is a logical thing but selling is emotional. Buying is emotional.

Anyway, I feel like I just barfed on you guys, and I'm doing exactly what I told you guys not to do, but that's the main crux of this episode is that when I was putting these things together, it's like, "Huh, this is like, when I was doing door-to-door sales, any time it stopped working for me was because I jumped into the fact side. "But is it safe for my kids?" I was selling pest control, door to door, and it's like, "Is it safe for my kids?" "Well, let me tell you [inaudible 00:13:27]," you know and I just barfed all over, "[inaudible 00:13:28]." And they would be like, "Huh," and even if it was great information, they'd still like backed up and like, "Uh." Like, "Stop talking, man, you've been talking for three minutes about just that one question I had. I was just asking what your name is, not your genealogy." Do you know what I mean?

Anyway, so jump into the emotions, all about telling emotional story through the One-Sentence Persuasion Course so that you can put them into your shoes so that they have a hard time labeling you as unreasonable. Does that make sense? I'm trying to close it all full circle right here. Go create a story. Figure out what your story is. Why the heck did you join an MLM? Why are you in MLM? Have you ever asked yourself that? Why did you join? Was it because somebody just asked you and you're like, "Uh, I'm just a follower." You know what I mean? That's okay, if that's what you did. Just know why and understand what your story was, what was the reason, what was the epiphany you have for why you joined the MLM. Understand what that story is. Get good at telling that story in an emotional state. Does that make sense?

It doesn't need to be like weeping and stuff but figure out how to tell the story. Turn up my emotions when I hear it. Do it through the One-Sentence Persuasion Course adding in those kinds of elements. You will attack my false beliefs without you even knowing it. You put me into your shoes and you'll make me be able to believe more of what it is that you're saying in the future because it will all be with the backdrop of that story. It will become the backdrop and it will so much easier.

This is marketing, right? When you talk about MLM, multilevel marketing, why [inaudible 00:15:01] on our market? It's mostly because a lot of people don't know how to tell stories. Go study storytelling, and the formulas for how to tell stories, that's something that's heavily ... I'm putting inside the Secret MLM Hacks course coming up here. Anyway, I think I'm being a dead horse now but I hope you had epiphanies with this that when you're approaching somebody, if you approach somebody in the mall, I personally don't do that tactic but if you approach somebody in the mall or if you're approaching a family member or a friend, and I don't do that either, because I've got this sweet little auto-recording system, it pulls people into me. It still does and it's awesome, but that's what I'm making the course about is teach you guys how to do that.

But I have to do it from a story side ... That was the thing I realized, it's like, "Oh, my gosh, I'm doing the exact thing I tell them not to do. I've created this course and it's awesome but there's no story behind it." "Huh, how do I do this?" And I was like, "Oh, I got to go back and rethink this whole thing as far as like telling it and teaching it through stories so that you have all of the false beliefs met that I can't come up with. Does that make sense? That's what a marketer thinks about and does. That's what a marketer goes through in their head. It's all about the message. It's all about crafting it.

The product rarely sells itself, which is why when you go to talk to people and you go start saying, "Hey, this is my product. This is what I've got. It's here, here, here." How many people are like, "Oh, my gosh, I've got to have that." They did that with the iPhone. How many iPhones are out there? There's like one. That's not too frequent of an occurrence. The products hardly ever sell themselves. Your product as an opportunity or as the product itself will hardly ever sell itself. The way you sell it is through the story. The way you sell your opportunity, the way you sell the product, the service, the way you keep people in, all through story.

Sit down and think what your story is, why the heck did you get in? Tell that story in an emotional state. Were you backed up against the wall in some way? Was it some huge thing going on in your life that you couldn't figure out? You know what I mean? Those are the questions you've got to ask as a marketer. In MLM, you are the business owner and the business owner only has two responsibilities, and that is to innovate and market. Marketing means creating belief. The way you do that is by telling stories.

Anyway, there's a lot of stuff in that that I packed in. I'm so sorry, most episodes are not like that. Usually, there's more story in my episodes but I just wanted to drop into you a little bit more. If you guys want to hear some examples of a story, go and see the very first episode of this podcast. I purposely crafted that story to do exactly what I was talking about.

Anyway, so, I hope you guys enjoyed that. If you guys want more about story selling, if you want more about how to actually make your MLM feel like a new opportunity to somebody else rather than just the same thing that everyone else has, go to secretmlmhacksradio.com and you can download the MLM master's pack that I have there. It's free. This is a gift to listeners here. In the past, people pay for it and they still do actually, but anyway, I'm excited for you guys to start crafting story and excited for you guys to start going through and saying, "Hey, why the heck did I do this?" And figuring how to tell it from an emotional state.

Anyway, excited to be able to put up this podcast for you guys. Please let me know if there are any other questions you guys want me to answer anything. I'm getting some awesome questions submitted at the secretmlmhacksradio.com. There's a little green button in the bottom right there after you opt-in and what it does is it lets you ask any question you want to me and it will record a voice broadcast straight to me from your browser, just really kind of cool. Sends it to me in an email and what I do is I take that.

I think on the next episode, I'll do that. I take that and it becomes, I'll actually drop that actual question of you saying into the episode and it was kind of fun. Anyways, I think I'll do it next episode because I got a few of them here that are starting to pop in. anyways, guys, you're awesome. Go craft story, figure out how to actually market the thing that you love and I will talk to you later. Bye.

Hey, thanks for listening. Please remember to subscribe and leave feedback. Would you like me to teach your own down line, five simple MLM recruiting Tips for free? If so, go download your free MLM master's pack by subscribing to this podcast at secretmlmhacksradio.com.

Good evening, everyone. It is almost midnight where I am, but I've just got to get something off my chest. Here's the real mystery. How do real MLM-ers like us, who didn't cheat and only bug family members and friends, who want to grow a profitable home business, how do we recruit A players into our down lines and create extra incomes, yet still have plenty of time for the rest of our lives? That's the blaring question and this podcast will give you the answer. My name is Steve Larsen and welcome to Secret MLM Hacks Radio.

Hey. I don't know if there are any other prior service members out there who are listening, but I was in the army for a while and really enjoyed it. When I was at basic training, I went through, and I actually really enjoyed it. I enjoyed the struggle, I enjoyed ... And I went in a little bit of a different time than most people do. I was actually, I was 25 when I went in. I was already married, we had a kid. It's very different setting than most people who join the military. Most of them were 9 years younger than me and were 17. Some of them had waivers to join early in life. You know what I mean? It's very different.

Already out of the gate, I was a little bit of a different person. Now, they knew that. My drill sergeants knew that. And they knew exactly who I was and who I wasn't. And they knew that I had a pretty clean record, fairly clean record, going into the army. What was funny was that towards the end of the training, it was intense, it was fun, it was ... I actually really enjoyed it. I would definitely go back to basic, just for the challenge of it, even. Which some people say it's not that hard. It was hard for me. My drill sergeant, other drill sergeants called him "the dragon". He was intense. He was really fun, though, because he was so intense. You know what I mean? I'd rather be fully immersed and give me the full, crappy experience. You know what I mean? Than something that's easy. That's just my personality; go all the way or nothing.

Anyway. Towards the end of basic training, we had shot machine guns and thrown grenades and we did all sorts of crazy stuff, and it was a lot of fun. We had done all sorts of stuff, this was in the middle of winter and very, very cold and sometimes they'd use that to their advantage, just to throw a little extra pain at us, which is a lot of fun, but not always fun in the moment. Anyway, towards the end of the training, they knew that my record was fairly clean. It just so happened, this was at Fort Jackson, South Carolina, relaxin' Jackson. I was over there, and that happens to be where the nation's polygraph center also is.

If you don't know what a polygraph center or a polygraph is, that is the lie detector that you see in movies where they hook you up to a lie detector and stuff like that, if you've ever seen ... I can't even remember the name of the movie. Anyway, whatever. They came to me and said, "Hey, Larsen, check it out. You've got an assignment that we're sending you on." They're like, "Tomorrow, what you're going to go to is you're going to go hang out with all of the new NSA, FBI and CIA agents at the polygraph center, and they're going to hook you up to a polygraph and they're going to practice reading your vitals and all the stuff while you answer their questions."

I was like, "Are you serious? That's awesome! I want to do that so bad, that'd be so cool!" And they're like, "It is actually serious, though. If they do actually find anything, they'll actually kick you out of the army. And by the way, if you do fail some of it, they're going to take you into another room and they are actually going to interrogate you." And I was like, "Awesome! Oh my gosh, this is so cool!" And they're like, "You're not supposed to want that. That's pretty intense." And I was like, "Come on, baby, break me! Let's do it!" It's just kind of my personality.

Anyway. I go over to this polygraph center and there's other soldiers over there with me, my platoon's over there, and a few of the guys. We go, and they start hooking us up, and they've got sensors on our arms and our fingertips and stuff around our chests. You know what I mean? There's all this stuff, and they are practicing reading vitals. What they taught us was really interesting, and I promise this has everything to do with MLM, just stick with me for a second, okay? What they did, though, is they taught us that when you tell a lie, there's actually a physical response to that lie. Much as how the body responds when a disease enters the body or some kind of poison. That's how your body reacts. There's a physical reaction to you telling a lie. Interesting, huh?

So what they told us to do is they said, "Hey, look. Tell the truth, but then sometime in there, tell a lie. That way the new NSA, CIA, FBI agent can tell that you're lying and it will help their training." And they're like, "And be good at it. Really try to convince them. Actually try to fool them. Be very good. Actually tell the lie. Don't tell them when you're going to tell the lie." I was like, cool. This is going to be awesome. You know what I mean? So we go in there and again, they hook us all up and everything, and the test starts. We're in the test and the test starts and they're going, and I'm only allowed to answer "yes" and "no" to things. "Is your name Steven Larsen?" "Yes." At that time, "Are you 25 years old?" "Yes." "Are you male?" "Yes." You know what I mean? So it's yes, yes, yes. No, no, no. Yes, yes, yes. No, no, no.

Well, the time came for me to lie. It's very interesting. I'm sitting in this very quiet room, it's almost like a padded room, you know what I mean, and I'm all hooked up to all this stuff. It's straight out of a Jason Bourne scene, a little bit. It felt like that, anyway. I'm sure it wasn't exactly that. But it came time for me to lie. I decided that I was going to ... I was like, okay, it's coming up. I'm going to tell the lie. I relaxed my body and they asked the next question, and I lied. And I waited for them to catch me in it and go bring me to the interrogation room or something. The agent moved forward a little bit, squinted at the screen, and slowly repeated the question again, and I took, without her seeing, took another deep breath. I relaxed my body and then I answered again the question, and I lied. And I beat it. She didn't catch it.

I was like, oh my gosh. I just beat a polygraph machine. Way back in the day when those things came out, they were way harder to fool. I was reflecting on that, I was like, how did I beat ... First of all, I was ticked that I didn't go to the interrogation room, and they were like, "Larsen, dude, you're not supposed to want that. It's interrogation. It's kind of intense. They'll actually break you." I was like, "Good!" I was like, "Yeah!" I want the sky, baby, let's do it! Make it hard!

Anyway. I beat it, though, and I lied. I talked to a few of the other soldiers that were with me afterward, and it turns out there's only one other guy who actually beat it, and everyone else they caught. I was like, how come I was able to beat that thing? And I figure out that there were two things that made it so that I could beat the polygraph machine. Again, this has everything to do with you and your MLM. It has everything to do with it. What I had to do, number one, is I had to relax my body in such a way that I had to get to a place of pure apathy, meaning I didn't care. I didn't care about anything, I didn't care about myself, I didn't care about anyone, I didn't care about my opinions or beliefs, I didn't care about anything at all. It was hard for me to reach that state, because I'm a very opinionated person, right? I was like, okay.

The second thing, though, is that ... This was the key part. This is how it actually worked, I believe. In order for me to actually beat the polygraph machine, I had to believe the lie. Not only did I have to go and get relaxed, I had to actually believe the lie. You think about that, and you think about how powerful that is. You think about all the voices that go on inside your head when you start down something like MLM, something that's not easy. Something at all that's not easy, whether it's MLM or not. There are a lot of lies that start. And there's a lot of lies that you have to fight against. There are voices outside of you, telling you you can't do it. There are voices inside of you, telling you you can't do it. Whether it's your own dialogue or somebody else's, there are lies all around you and you have got to be cognizant of which ones are the lies. Don't get caught in it.

When I first got started in this MLM game, there were all sorts of people that were telling me I couldn't do it. And it was painful, some of the people that were telling me I couldn't do it. People that I trusted, people that were close to me. People that I wanted them to believe in me and say, "Steven, go get it. You can do it." But that's not how it works a lot of times. It really doesn't. They're going to come out and they're going to say, "You know what? You can't do this." Don't believe the lie. All right?

Think about it. A doctor, a lawyer, right? A very high-paid consultant. How often ... How long do they go to school for? Like eight years. And then they come out and they start making, what, $500,000 a year or something like that. Right? Took them eight years to provide that kind of value to the marketplace. If you are just starting this game out, and you've only been going for a few months, and you're not making five hundred freaking thousand dollars a year, stop getting mad about it. Don't get mad about it. Do you really think that you're able to get out there and make that kind of money out of the gate, never having done any business thing ever, and expecting that kind of income when it took other people eight years to hit that kind of income?

I'm not saying it's not possible. There are people that do it. But too often, we're not patient enough for the process to happen. So buy in. Buy into it emotionally. Buy into it and know, okay, this is going to be a while. And you know what? I'm in it for the long term. Again, if you love the MLM, stay in it. If you don't, man, find something you're freaking passionate about, because life's too dang short for you to sit around for things you're not passionate about. Find something you're passionate about and selling will become easy after that.

You guys, selling is not hard at all. Selling is merely finding people who have a predisposition towards buying your thing, and helping them see why it's logical for them to get it. That's it. You're transferring belief. That's all it is. You're saying, "Look, this stuff's awesome." I'm never going to buy a pink Volkswagen. I'm just never going to. I don't have a pink ... I don't have a pre-set disposition towards owning a pink Volkswagen. I'm just never going to buy that. You know what I mean?

Too often, we go out and we start trying to sell the MLM and we start trying to sell ourselves and convince ourselves of something that we just don't believe in, or we try and sell other people in a product that they just don't have a predisposition towards. So, find a MLM that you have a predisposition to completely believe in. Something you can stand totally behind with and have that passion with. Then number two, if you're going out and you're trying to sell people and you don't have full belief in what it is, people are going to smell that like dog smells fear. They know when you don't believe in your product. If you don't believe in it, it's time to start using it and actually getting your own testimonial about it.

I think Tyson Zahner was one of the guys that first taught me that principle, but it's one of the most powerful ones I've ever heard. Any time I ever talk about anyone, I'm going to try ... I try and give credit where credit it due. I'll always try and name-drop the people that I'm learning things from. Anyway. That's all I wanted to say about this, though, was that, guys, if you don't believe in your own product, a lot of times you're starting to believe the lies that you can't get this done. You're starting to believe the lies that maybe the product's not good. And maybe it isn't. If you can't overcome that, you've got to go find a product that you do. There's no other soft, sugar-coated way around it. Find something that you're awesome at. Find something that you love. Find something that you can be awesome at, and swim with the current instead of against it. You know what I mean?

Anyways. That's one of the biggest tickets, in my opinion, to success in this, is guarding yourself against the lies that are out there. You guard yourself like crazy with them. Don't ... Sometimes we try and prolong the pain and say, "Well, belief will come eventually. Eventually I'll believe that I love this. Eventually, I'll believe that it's amazing when it starts to work for me." That's not how it works. The belief comes first. Then the success happens. Right?

Anyway, I feel like I'm saying the same things over and over again. But that's the main point I just wanted to make. Make sure that you don't believe the lie. Understand and try and identify the lies when they come, and if you ever are having a really hard time with your business and your product, believing it, believing the message, believing the product, believing that it'll work, believing that you can be successful with it, if you're really struggling with it, it's time to find a place that you really can believe it. Because people will be able to see that and they'll know that, and it'll shine in your confidence or it will be a detriment to you because no one will actually be able to believe you. If selling is just the transference of belief, if you don't believe it, there's no belief to transfer. So they're not going to believe in it. Even if you do recruit people in your down line, they're not going to do anything. Does that make sense?

Anyway, hopefully that story sticks. Hopefully it's powerful, and hopefully that helps you in what you're doing. Guys, if you have just a few minutes, go to secretmlmhacksradio.com. There are five videos there, I call it the MLM Masters Pack. What it does is it teaches you how to treat your down line in such a way and recruit in such a way, and create an offer for your MLM in such a way that makes you unique again and teaches people why they should join you or why they should get in your product or whatever it is. Does that make sense? Because every person out of the gate with MLM is the same, so how are you going to be unique? Why should I join you when there's thousands of others that are like you? You know what I mean?

Anyway, so go get that. And anyways, hopefully this was helpful. Beware of the lies. Beware of believing the lies. It's easy to do once you start to have your confidence shaken. Don't lose your confidence and you'll be able to be successful with this business. Whatever it is, whatever MLM you've decided to align with. All right, guys, thanks so much, talk to you later! Bye!

Hey, thanks for listening. Please remember to subscribe and leave feedback. Would you like me to teach your own down line five simple MLM recruiting tips for free? If so, go download your free MLM Masters Pack by subscribing to this podcast at secretmlmhacksradio.com.

Hey, what's going on everyone? This is Steve Larson and you're listening to another episode of Secret MLM Hacks Radio. Oh, yeah. Here's the real mystery. How do real MLMers like us who didn't cheat and only bug family members and friends who wanna grow a profitable home business, how do we recruit A-players into our downlines and create extra incomes, yet still have plenty of time for the rest of our lives? That's the blaring question and this podcast will give you the answer. My name is Steve Larson and welcome to Secret MLM Hacks Radio.

Hey, what's going on? Hope you don't mind if I throw in a little personality every now and then. Hey, I've been busy over here building an in-home studio, which is actually been a lot of fun. My wife and I, we got married, and we've been living in apartments for ... We lived in apartments for like five years and bought a house and it's awesome. Going from a little two bedroom apartment to ... you know, when we were in college, we moved over, anyway, over to a house. It's a five bedroom house. It's awesome. Really, it's been a lot to fun.

It's not massive, but it's way bigger; way, way bigger than living in an apartment. It's been fun because ... I mean, guys, from the stuff that I've been doing and teaching and the internet world. I mean we're able to use the ... I'm not trying to brag, I just ... It's cool achievement. I really think we all should celebrate what cool things are going on in our lives. A lot ... I could cover the down payment of the house from the stuff on my site, from basically a side hustle; from sales of MLM stuff and sales of product and sales. You know what I mean? My own stuff. It was so cool, such a great feeling. I'm so excited for you guys to experience that if you've never felt that before. It is one of the most rewarding things that I've ever experienced.

Anyway, what I did though is I went and I got a whole bunch of sound panels and so across all the ceilings on the walls all across it, there's the sound panels, all the padded pieces. Then I got this sweet desk that I built and a boom mic and all these cool things. It's been a lot of fun. A black sheet from top to bottom, got these awesome studio lights and awesome backdrops. Anyway, I'm really excited. You know what's so funny? You don't really need all this stuff. It's just fun and it's been fun to be able to set it all up.

The reason I'm doing it this way though is I am getting ready to begin filming the first module for the Secret MLM Hacks Course. Now this is a course that is still in creation. I launched kind of a beta version of it about a year ago and the response has been ridiculous. I mean it's been awesome. Over 300, not over, probably about 300 people bought that beta course and I had great feedback, but what was also nice is people told me the things that they thought were missing; things that they thought maybe were the more challenging concepts or maybe I did explain it enough or whatever it might be. It's cool 'cause I'm recreating not just that course, but whole additions, whole things that I've never actually talked about before, but how I'm actually recruiting and automating my recruiting process inside of my MLM, which is awesome. It's so fun. I'm really, really excited to do it.

One of the things that I wanted to go over and just teach you guys is like okay, if you are inside of your MLM, right? Again, I never ever, ever, ever wanna ever, anyone to think that I am here to persuade you to leave your MLM. If you love it, stay in it. That's not the purpose of this podcast. That's not the purpose of my business or my culture or what I'm doing or anything. My purpose is merely to help. Honestly, the MLM industry understand a little bit more of the internet marketing strategies and product creation strategies because I think MLM's kinda broken out of the box. I know that I've said many times before, but you just ... When you join some company, you're literally the same as everybody else so how do you actually make yourself unique? That's one of the purposes of this podcast. Definitely one of the ... It is the major in-depth topic for the new Secret MLM Hacks Course coming out.

Now to actually figure out what people wanted, right? Start putting yourself in shoes as far as your downline and your MLM and the products and services you're selling. I had to start asking people what they wanted. I've made the mistake in the past. Have you ever gone out to a restaurant that you loved and you're like, "Guys, this restaurant is the best. I absolutely love it." You take all your friends or you take your family or whatever, significant other and you go to the restaurant and their response is like, "Meh." They don't really like it. It's like eh whatever. You're like, "Are you serious? This was so good." Or "The movie was amazing." Or whatever it is. You've taken some group of people to some place where you loved it and it was clear that they didn't. That's kind of awkward, isn't it?

That is so much like how we treat our MLM's when we approach other people about it. Sometimes, we are so sold on our product. We're so sold on the opportunity because we've had time for our brains to put all the pieces together. We've had time for epiphanies to happen and our beliefs to change and our patterns and our behaviors to adjust, right? We've had time to do that, but the other person hasn't, right? So you go and you bring 'em to the restaurant and you say, "This is the best food ever." And, they don't. They don't actually like it and it's really an awkward experience.

Many of us do that when we actually go and we start talking about our MLM's or we start talking our products. They're not in the correct state to receive that product. They're not the state that you were in when you figured out about how cool that product was, right? Or how cool that opportunity was. Instead, when you walk into the restaurant or before you get there, you start saying, "You know, hey, what are you in the mood for?" They say, "Well, I'm in the mood for, I don't know, Chinese or whatever." You're like, "Oh, cool. I know this great place." Now it's a lot easier for you to actually provide a good experience for the other person. Does that makes sense? Simply by you asking just what the other person wants.

This principle that I'm talking about is ... It comes from a book called, "Ask" by Ryan Levesque. What he does is he teaches you how to create a course. Jeff Walker does this. Russell Brunson does this. I do it. Anytime I'm about to go create a course or jump into a market or join a MLM or whatever it is I always run what is called an Ask campaign. What that means is I'm gonna spend some time inside that industry asking people what they want. I'm gonna spend time asking people what their biggest challenges are, what the biggest concerns are, what things that they wish they had that they don't. What things do they wish were different. I spend time doing that and it's been really cool because I've been doing that over the last year and a half-ish. Me doing that has been really, really fun. It's been a cool experience because what ends up happening is now I've asked hundreds of people now, what it is that they're struggling with inside of the MLM world. You know what happens when you ask hundreds of people the same question? Eventually patterns start to emerge. Again, put yourself in my shoes, but as far as your own MLM goes, right?

Maybe you should go to your downline and start asking the things that they're struggling with the most and then go provide those things to them. Does that make sense? Or turn around and say, "You know what things when I was recruiting you or when you were joining this, what things didn't make sense? What things were the hardest parts for you to understand? What things were the things that, you know, honestly were the turn offs that made you want to turn away?" Start getting that kind of feedback back from your downline. Or even go ask the upline. Hey, could I survey everyone inside your downline and I'll share the data with you? I've done that before with different companies and things like that and say hey, look I'm gonna Ask camp'. That's a popular strategy, anyway inside the internet marketing space. Hey, could I go ask everyone what their biggest struggle is?

You know what's so funny is these patterns begin to emerge. One of the first companies I ever built for online with amazing success, it was a company in Florida and they were selling this water machine. These guys are awesome. Totally have massive respect for the owner. He's just a man; still really just love and appreciate his friendship actually. This was three years ago almost now. What I did is I said, "Okay, I wanna go and I want to ask this guy's customers what struggles they're having with the product." Okay. I said, "Hey, guys." It's kind of in the health industry. I know a lot of you guys might be like some kind of health MLM or whatever it is. You guys can do this exact same thing.

What I did is I took his existing customer base and I said, "Hey, existing customer base," and all I did is I wrote a little email and I used Google forms 'cause it was free. I just put the question on there: What's your number one biggest question or challenge about your health right now? It was really intense what happened. About 150 people responded to the survey; 150 people. It's free form meaning I don't lead them anywhere. They have to literally type in whatever answer they want to. Well, what was funny is all these patterns started to emerge from what they were saying. I was like oh, my gosh. Everyone's struggling with these two things. Does the customer know this? Does a business owner know this? I don't think so. Then I was like uh. I asked a few more follow-up questions like how much money are you spending on your health right now per month? They were like well, anywhere from two to $500 or something like that, but I asked that so that now I knew what kind of price point I could charge and not expect massive resistance. The market was telling me what to create, what things I needed to fix. Start looking at your business this way.

Guys, when you get your MLM business, it is not whole. It is not complete. It is very broken, okay? It's very broken. The business is not really built around you, right? You're just this little tiny arm that's basically lead generator for a while until you decide to make your business a business, right? Until you decide to make your MLM a business and treat it that way. Does that make sense?

Turn around and ask all the people in your downline. If you don't have a downline, man, go find some upline member whose really enthusiastic or go find someone else, whatever is, but do not rely on your own opinion or you will not succeed in this. It is my firm strong belief in that fact, okay? What I did with this ... Coming back to that story is I found out what these people were needing, what they were wanting. Then all I did is I turned around. We created it and I gave it to them. Think of how profound and then they made a whole bunch of money. Does that make sense?

I think it was Tony Robbins that said that the secret to success is ... I think it was Tony Robbins if not, I know Russell says it and few other marketers say it who are famous. He says, "Number one, go find a hot market." Ask yourself is your MLM in a hot market if not you probably change your MLM. "Number one, go find a hot market number." Number two, ask 'em what they want. Number three, give it to 'em. That's really all it is. That's all it takes, you guys.

When you're gonna go through ... and so that's what I've been doing for this new product is I have been serving across many different MLM's; tons of people, hundreds of people going through and asking okay, guys, what's your number one biggest challenge? What's your number one question with MLM? And how to be successful and how to recruit people into your downlines. The data has come back and it's really, really interesting what the biggest things people are struggling with.

What's funny is that I kind of had an inkling that that's what those things were, but there was so much more in depth, far more contacts that I never realized before. Guess what I'm making now? I've got this in-home studio and now I am going and I am creating a course addressing those things. The market told me what to create. I didn't come up with it on my own. I have an expertise in this area. I know I'm qualified to teach it for sure, right? But the actual course content, the actual table of contents itself, is actually coming from the market not myself. How cool is that? Guys imagine that.

Isn't that awesome because what it means is now imagine that. Imagine you going to your downline and asking 'em hey, guys, what are you struggling with? Or what was weird about the process signing up? Or you go to other peoples downlines. You go, whatever it is. Ask someone hey, what was kind of weird when we dropped in? Do you imagine how cool it'll be if you were the one that provides the solution for your MLM on that? I'm encouraging you to do that.

Again, if you hate your MLM maybe it's time to find a different one. If it's something that you really loath, there's just no way that anyone's ever gonna do that kind of thing, maybe it's time switch, but if you love it, don't switch. Just go in and start doing those things and start treating it like a business. Create products. Create offers. Actually, go fill a need inside of your network marketing company, inside of your MLM. Does that make sense?

That's what I'm doing right now. Again if your new to this podcast what I'm doing right now for the next few episodes is I am just documenting myself creating this course so that you guys know from a marketer's standpoint, from an internet marketer's prospective and product creator's perspective; myself. What it means to put a new product out there and what it means. Because I've helped create several products that are, you know, made millions. It's really exciting and it's not an income claim. I'm not telling you ... I got that legal crap. I can't, but just know that there are patterns to success with this and when it comes to product creation guess what? Your MLM owners did the exact same thing. They went. They identified a need. I guarantee they did some form of Ask campaign, right? They figured out what it was people actually wanted and then they just made the thing, right? Then they went and they started testing it slowly. Then they went ... all right, does that make sense?

I remember there was MLM meeting I went to for one ... it's the first MLM I ever joined. I got out of it 'cause I was young and dumb. I went to this meeting and I realized that there was this guy on the side who was selling a solution that the main MLM wasn't willing to fill. He was being public about it. I realized that this dude is making so much more money selling this thing rather than the MLM product. Now I'm not telling you to go get distracted and go do this, but understand the principle that I'm trying to illustrate here is the same across the board. Go ask the market what it wants. Go fill the need and you will immediately become unique. You will be far more attractive as the leader in your downline, in your MLM business, right? You'll become a leader like that because you're solving an actual legit ... You're actually providing value to the marketplace.

Anyway, that's what I'm doing. I've got a six week course that'll be coming out, which is awesome; a whole bunch of ridiculous bonuses. Things I've charged $10,000 for. No joke. That are coming out. That is free that are part of it. You know what's funny? Is the market has told me that that's what it wants. I didn't come up with those things. Again, I said that many, many times, but anyway that's the whole purpose of this is that if you want to know how to actually add extra value to your MLM and your upline and start getting the eyes on you. Man, guys, massive power inside what you can do if you just merely ask people what they want and then go create it.

Anyway, I feel like I'm beating a dead horse now. It's kind of a broken record, but that's the main point of this is I got the studio. I've been doing Ask campaigns for the last year and now I know very clearly what people are struggling with. I'm gonna go create the solution and I encourage you to go do the same thing inside your downline and get specific like that. It'll be awesome. All right, guys, talk to you later. Bye.

Hey, thanks for listening. Please remember to subscribe and leave feedback for me. Do you have a question you want answered live on the show. Go to secretmlmhacksradio.com to submit your question and download your free MLM Masters Pack.

In this episode, I talk about an often-overlooked "bridge" that the top network marketers use to grow their business online. I first got started selling online back in college when a buddy and I spent a semester doing affiliate marketing. The same principles of affiliate marketing apply to network marketers.

In fact, these are very simple principles that every other industry on the planet is using online. For some reason, in a lot of network marketing or MLM, there's this negative connotation to using the Internet. 

I just set these systems up there in the back and my teams are constantly growing and buying and auto-shipping and selling to more customers and they're finding people. And I'm building, I've got some pre-built funnels for them and they just go download them, use them and install them. And you have to understand that's why this game is so powerful. 

Understand what you can control, understand what your role is in this business. To me, it's not worth it to be continually saying the sales message over and over again, not knowing if they'll do anything and not knowing if they have a pre-existing desire to buy. I'm going to let them self-select. I'm going to let them click on my page. I'm going to let them watch it. I'm going to let them reach out and ask to join my team. And that's how we do it. And that's what I want to teach you guys how to do as well. 

The leverage is strong, so much so that I don't have to pitch thousands of people. A page is going to do it for me. I'm just going to say my sales message once, and I'm going to follow scripts that I know work. It's like a fill-in-the-blanks template, and then, I'm simply going to drive traffic to it. Stay tuned to bypass the years of trial and error I went through to figure things out.

Key Takeaways:

• My first dollar on the Internet came from affiliate marketing, back in college (1:37)
• We set up a landing page; net earning: nada, but 17 people joined our email list (3:20)
• I stopped trying affiliate marketing but kept doing things on the Internet (4:55)
• We did client work and got hired out of college to work for Russell Brunson (5:23)
• Giving away bonuses to those buying a product through Russell's affiliate link (6:36)
• I wanted to go back and I wanted to try network marketing again (8:37)
• Affiliate marketing and network marketing on the Internet are the exact same model (9:46)
• If you want to automate the MLM game on the Internet, learn affiliate marketing (11:03)
• Giving away bonuses around what the MLM’s product user may struggle with (12:56)
• Old-school MLM promotion methods: Automation makes a huge difference (14:21)
• Most of them just don't know how to use the Internet’s leverage power (17:02)
• Understand what you do control and what you don't (21:50)

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Additional Resources:

https://SecretMLMHacks.com/live

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Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next FREE training.

And if you haven't already, head over to Apple Podcasts and leave a rating and review on the podcast if you've got any value from it.

What’s going everyone? This Steve Larsen and you’re listening to another episode of Secret MLM Hacks Radio. Here’s the real mystery. How do real MLM’ers like us, who didn’t cheat and only bug family members and friends, who want to grow a profitable home business, how do we recruit A-players into our downlines, and create extra incomes, yet, still have plenty of time for the rest of our lives? That’s the blaring question and this podcast will give you the answer. My name is Steve Larsen and welcome to Secret MLM Hacks Radio.

All right you, guys. I have been busy at work here, putting out tons of stuff, trying to put lots of content out and trying to help you guys understand how I approach the MLM world. Now, if you’re brand new to this podcast, know that the purpose of what I’m doing right now is documenting the creation of my next product in the MLM field so that you know how to use these tactics to sell your own MLM products, and to basically sell people into your own downline.

Right now, what I’ve been doing though is I just recently … Not recently. A lot of you guys are probably on it, but in secretmlmhacksradio.com, I give a pretty awesome thing away and it’s something that I used to charge for and it’s five different videos that basically teach you how to sell and duplicate more people into your downline. How to do it in a way that makes you seem like a new opportunity rather than something that’s readily available all over the place.

I mean, you could walk down the street and basically ask anyone if they’re in MLM and I bet you don’t have to go very far to find out somebody else who has the same thing that you have. That’s discouraging because you’ll get the same as everybody else, so you got to do something that's different. Somehow you got to create new value out there, right?

I’ve been really stoked about this. I have been in the internet game for quite a while, and probably about … I don’t think if I can put in years to it actually because I mean, I’ve dabbled around a lot, but what I’m really stoked about is that secretmlmhackradio.com currently has a 68% conversation rate and it’s bouncing between 68% and about 70.6% conversion rate. That’s ridiculous and just so you know, there are hundreds of people that have hit it. It’s not like only five people have hit and that’s the conversion rate.

It’s like 500-ish, I believe that’s the number, have hit that page and it means that 70% of those people have opted in for the free course that I give them and I’ve been watching it and got value out of it. That’s ridiculous by the way. It is not easy to do that and I honestly have never had a page convert that high for anything, and I’m laughing so hard that it is converting that well because it’s usually very hard to even get, depending on what you do, even 30% conversion rates which is quite good in the internet marking space.

It’s like, “Holy crap. This is amazing. I kept thinking what else can I do to create culture and I want you to start thinking about how you do this in your own MLM, as in your own downlines. The money is in the follow-up. The money is always on the follow-up. I was recently interviewing a gentleman for a separate podcast show that I do and he was telling a story about how he has been building internet sales funnels for real estate agents. What he learned and what he realized is that there are several different people out there who they only get just a few leads on purpose. They only want 16 leads a month, just 16. That’s it.

Their follow-up sequence is so good than any more than 16, and they can’t handle it. What? Only 16 leads. What on Earth? I mean, they call three times a day, they text three times a day, they email three times a day. They treat that individual like gold. You have to remember that anytime anyone comes to you and says, “Hey, what’s this MLM thing you’re part of? What is it that you do? How come this is something you’re so passionate about?”

You guys, they’re trying to become a lead. All you got to do is bait the hook a little bit and invite them to be a lead. When they’ve done that, remember that they’ve asked you to do that. Don’t get bossy. Don’t become that guy at the party, don’t become that guy at family reunions. You know what I mean? Don’t get annoying, but remember that sometimes people are just busy. You know what’s funny is one of my buddies when he started testing this, and he’s like, “Hey. In this industry is like literally every single time, what happens is when you do that and you are that forward about what it is that you do in your follow up process to your leads,” he’s like, “it’s funny.”

Let’s say that you had five people that you were talking with. Five people that you’re talking with and you’re calling literally every single day, maybe even three times. You’re texting three times a day. No joke. It sounds and feels like a lot, but to that individual, you guys, how busy are you? I mean, how many times do you forget to do simple things around the house? It’s very much the same way. He said of the five, you’ll lose one because they get annoyed, but he’s like the rest of them, honestly, the biggest thing they always say is like, “I’m so sorry. It has taken me so long to get back to you.”

Don’t be snooty about it. Don’t be like, “Hey, I expect you to join.” You’re coming from a position of value, you’re coming to that individual and you’re saying, “Hey, I’m trying to add value to the [inaudible 00:05:17].” You don’t just say that, actually do it. You care about the person. Just because I’m in internet marketing, does not mean I take the human out of this machine, the human element. It’s very much, it’s all about value building. It’s all about beliefs, it’s all about helping people understand but there is more to life.

Create for yourself a follow up process, create culture, create for yourself a place where people can go and learn more about you where it can remove you out for … I love creating tools and third-party stuff because I don’t have to sit in front of them. If they’re feeling a little bit awkward at first so they got some walls up, I don’t need to be sitting in front of them and saying, “Here,” and shoving stuff down their throat.

What I did is I went and created a Facebook page called … If you go to facebook.com/secretmlmhacks, you’ll see there’s about 800 people on there. I actually got rid of about 500 of them because I only wanted people who are interactive. I didn’t want people who are just showing on there. I wanted the best of the best, the cream of the crop so I actually just got rid of 500 people on that Facebook page. Right now we are a lively group of 300 people and it’s been really fun, I really enjoyed it.

I’m trying to build culture. I’m trying to help people realize that there is a place on the internet that they can go and not feel like they’re just going to get spammed to death by fake robot comments on the internet. The Facebook right now, that’s really what that is for the MLM space. I’m sure, I’ve talked about it before on this podcast but it’s called Expert Secrets and it’s by Russell Brunson. What it is, is a book that teaches you how to create culture. That’s just one part of it but in there, he states that in order to create culture, you’ve got to be able to give people a place to set their eyes up on to. Does that make sense?

You got to be able to say, “Hey, here's the flag. Here’s where you’re all trying to get.” It’s you placing the flag up on the mountain so when you’re talking to prospects, you’re talking to people who are out there who want to get to your opportunity whatever it might be or even who show a little bit of interest. Place that flag up there for them. What is $10,000 extra month worth to you? You know what I mean? What would you do with that? Can you imagine with that kind of money? That’s ridiculous. I don't know. You start getting them to talk.

Here’s another little sales tip. Whoever talks the most usually is the one that looses. It was that way when I was a door-to-door sales man or I was a telemarketer. Anytime I’ve done any sales position. Find about the person. Get value. Go out there and try and provide value for the individual. That’s the only reason why that page right now is 68% conversion rate is because it is valuable, I know it’s valuable.

I did use to charge for it. Honestly, it’s still part of the things where people do pay for it and I’m giving it away for free. You know what I mean? That’s really valuable. What it helps people do, there’s massive value behind it. I’ve had a ton of people get so excited about it. This podcast has only been up live for two months now at this point of me recording this, but I know people have really enjoyed it.

Anyway, as you go, create for yourself a culture of value. Do not create for yourself a culture of cutthroat, hard dial, everyone inside your phone book until they’re inside or down. Don’t do that kind of stuff. A lot of people do that. I can’t stand that. A lot of people can’t stand that and that’s honestly where a lot of the bad rap MLM gets. If I found out you’re that kind of person, I’ll kick you from the group. You know what I mean?

I’m that serious about it. I’m that passionate about it. I am trying to help change the MLM industry and the reputation that it has. That is what I’m trying to do. That’s the culture that I’m trying to build. I invite you to come over to the facebook.com/secretmlmhacks but just know if you come there to self-promote or try and sell things to people, I’m going to kick you out. That’s the rules of the culture. That’s the rules of the group.

There’s no leeway on that at all. You do it one time, you’re gone. You know what I mean. What’s funny is what am I doing right here? The same thing I’m doing right here, I want you … I’m calling it out so that you know what I’m doing and why I’m doing it. I’m creating rules for the group, I’m creating culture. There’s rules inside of it. I’m creating reputation. I’m creating polarity. If I don’t take a stand and say this is what I believe, if I don’t take a stand and I say … Stand back and go, “You know what, I’m trying to please everybody.” Guess what, guys. That means you please absolutely nobody.

Figure out who it is, who you are and figure out what you stand for and start being more loud about it. When you do that, culture becomes really easy to create. It becomes so easy because you start to attract people to you. The internet is just a big group of congregations and if you want people to come to you in your MLM, in your downline, online or offline, get really, really, really vulnerable about what you believe and people will start to follow you. They will be attracted to you. Does that make sense?

This was huge when I figured this out, when I realized that I shouldn’t be trying to please everybody. I don’t care that I do or don’t. I shouldn’t be. What I need to be doing and what you need to be doing is get really, really honest with yourself, with the people around you, what you’re trying to create and go, “Look, I hate this. I love this,” and create opinions. The goal of the MLM space is not for you to start highlighting your strengths, it’s not.

Now, in the product and the way you sell, you can do that kind of stuff but as far as your culture goes, as far as people following you, as far as you becoming a leader, it is not about highlighting your strengths, it is all about highlighting differences. Does that make sense? It’s all about that because if you don’t do that, you sound like everybody else. Who doesn’t want to be a leader? Who doesn’t want to make money? Who doesn’t want to have impact on the planet? Income and impact, that’s what we’re all going for. Income and impact.

If you stand there and you’re like, “I’m that way too. I’m that way too.” Everybody is that way. It’s easy to highlight that strength because it’s something that speaks to everybody. What makes you different? When you stand back and you start going, “Now I know what makes me different?” That’s good. You find that out by just starting to share at least what you’ve got ideas on. I hope you’re following what I’m saying about this.

There’s this really interesting phenomenon that happens in internet marketing psychology in general, sales in general, MLM in general that if you stand back and you try and become a generalist out of you protecting yourself, nobody will follow you. You will not become a leader. If you stand up though and you start highlighting your differences, 68% conversion rate, you know what I mean? If you start highlighting your differences, figuring out what it is, man get freaking opinionated. Stop standing back, going in the back and being afraid of fending people.

Man, people choose on their own to get offended. Don’t worry about that crap. People get offended on their own. It is a feeling and emotion that they choose to accept and start to feel on their own. Does that make sense? Obviously, I could try my best to offend other people and that’s not good either, but man, stand out and stand up, and start going, you know what, this is what I believe, this is what I’m going for. If you are with me, follow me.

When you stand up with that kind of confidence, when you stand up with that kind of [assurety 00:12:46], people follow you. Your sales message doesn’t need to be as polished when you’re that confident, when you have absolute certainty. There’s a fantastic … He’s a great motivational speaker and a great coach. His name is Setema. I really appreciate him and what he teaches. He teaches that confidence is actually for children. If you want people to follow you, you need to maintain absolute certainty.

Does that make sense? You go and you create absolute certainty. That’s different than confidence. That’s another level up. A leader someone who will follow you, it is because you have absolute certainty. Even if you’re dead wrong, you know what I mean? Certainty is that powerful. What you do is you stand up and you create a culture of value, create a culture of actually helping people and actually caring for people. Don’t look at them like a dollar sign and you can create yourself this awesome community where a downline can grow.

You look at it like a garden box. When I was growing up, my dad used to make me … He’d go stand out every Saturday. No joke. I literally would pick weeds for six hours every single Saturday. I mean it was awful sometimes but man, it taught me to work. Eventually, I learned to like it and eventually I built a business around it when I was a teenager and eventually … You know what I mean? I grew up because he provided the environment.

This is no different. You need to provide an environment where a downline can thrive but most of you don’t do that. You create a downline and understand … I’m probably preaching to the choir if you’re listening to this podcast. A lot of you guys though, if you’re coming out and you’re saying, “Hey, come join, come join.” You never talk to them again or you never create an environment where they can go and thrive, you’re not duplicatable. I don’t care if you have an internet system that helps you automate your downline or not like I do.

If you have no other follow-up or know the communication then it’s going to die, if you have no follow-up at all. If you’re not calling up those leads, if you’re not calling people who already did join the downline. If you’re not creating culture of value, if you’re not actually helping, you know what I mean, then you’re going to fail this. Anyways, that’s my podcast today is I just wanted you to guys know, I’m really stoked. If you haven’t seen the page before, go to secretmlmhacksradio.com and watch the video, watch what I’m doing. Watch why I’m doing it because the same strategy I’m using right there is also the same strategy that’s used to sell million dollars worth of products. You know what I mean? Over, and over, and over, and over again which has been really fun if I had a chance to be part of.

There’s a lot of psychology in marketing behind it and I know that you guys can do it but sometimes you just got to grow a pair. You understand? Maintain Absolutely certainty. Figure out what you want and get very clear about it and start highlighting those differences. Publish those differences. Don’t be afraid of it and if someone doesn’t align with you, that’s okay. Be okay with it. That’s okay. That’s why we’re all different.

There are many different voices in the choir of life. You know what I mean? We’re all different people and its totally fine. It’s going to be way easier on your sales. It’s going to be way easier on what you’re trying to do where you’re trying to steer people if you find like-minded people and one of the easiest ways to do it is for you to get clear on what you believe and start highlighting those differences, not your strengths. Does that make sense?

Anyway, that’s all I got for you guys. Go check out the page if you want to see how I’m getting 68% conversion rate right now. It’s still going up which is awesome, but I think you’ll really, really enjoy it. We’re having hundreds of people hit the page right now and it’s going great.

Anyway, this is me. I’m still documenting the creation of this product, and where I am, and I think you’ll enjoy it. Anyways, please subscribe to the podcast. I would love to hear. If you can go to iTunes and review it, that would be fantastic. It helps me, it helps everybody, and actually it just really gets me motivated which is exciting.

Also, if you have a question that you want to have asked and answered on top of this radio show, again, go to secretmlmhacksradio.com and opt-in. On the very next page, you can record a voicemail straight off your browser to me which I then put inside of the podcast. All right, guys. Thanks so much. Talk to you later. Bye.

Hey, thanks for listening. Please remember to subscribe and leave feedback. Would you like me to teach your own downline, five simple MLM recruiting tips for free? If so, go download your free MLM Masters pack by subscribing to this podcast at secretmlmhacksradio.com.

Hey. How you doing guys? This is Steve Larsen and you're listening to Secret MLM Hacks radio. So, here's the real mystery. Are there real MLM er's like us? Who didn't cheat and only bug family members and friends, who want to grow a profitable home business. How do we recruit A players into our down lines and create extra incomes? Yet, still have plenty of time for the rest of our lives. That's the blaring question and this podcast will give you the answer. My name is Steve Larsen and welcome to Secret MLM Hacks radio.

All right guys. We got a really fun episode today here. As some of you may know, actually, some of you guys probably don't know, if you go to secretmlmhacksradio.com and you opt in there, what it does is it allows you to ask any question you want that comes up on this actual podcast. And what I do is I go through, and I do vet them, and I just kind of, as far as questions that apply to everybody so we can all learn together. Then what I do is I go through and I listen to them and I actually go toss in the actual question from you guys inside the episode.

So, here is a question. We're going to start with this first question, here right now. First one of this podcast. I do this on my other podcast show and it's been awesome so I thought I'd do it here too. So, great question here from Bernadette here.

Hey Steve. My name's Bernadette. So, I have a question. I know your philosophy is that MLM is more about the opportunity and the products are kind of like an after thought. I've got the opposite philosophy and I'm wanting to build my business around that. I'm wanting to help people through my products. I don't give a, not swearing, about the opportunity. So, can you help me with that and how do I use online funnels to do that? Cheers.

That is a fantastic question. I thought that was really funny, actually. Hey, yeah, absolutely. So, your question is more about, obviously I call it the MLM down line recruiting funnel. Obviously that means it's focusing more so on the opportunity of MLM rather than the actual product itself. And I totally understand. Actually, that's one of the bigger questions that I've had over and over again. Fantastic question on how do I actually sell the product using funnels?

What's interesting is that most of my background is more on how to actually sell products, as far as in my other life I should say. How I got started, my own career, actually. So, you can use sales funnels to sell anything. Anytime you sell anything, whether or not you meant to, you created a funnel. If I go, I've used the example of McDonald's before, if you go into the drive through at McDonald's, and you're in their sales funnel, right, they might get you with some coupon to get in there as their free thing. They might get you with some little ticket thing. They might get you just because you're hungry. But they're almost always trying to upsell you something. Hey, can I offer you this? Hey, you want to biggie size that? Hey, you want fries and a drink? Hey, you want this, this? Hey, you want this? Those are the different up sales that you can give along the way.

Now, it depends on your MLM's compliance. But, one of the ways that I've been working on right now ... I'm working on the launch of this actual product right now. One of the things I'm working on right now is, there are several e-commerce sales funnels that I've built that have gone and two and three x'd companies sales revenues, right. There's a really good model that sells physical products online. And I know that it works very, very well. It's not Shopify. It's not like Amazon. It is the act of taking just a single product and selling that one product, asking if they want more of the same thing and then upselling them on a few other things as well. And it's really, really cool. It works very fantastic. Of the four or five times that I've put that one together for other companies, I almost always three days later, get a frantic phone call, begging me to turn it off, because it works so well. I know it works really, really well.

So, anyways. You could build that kind of funnel for your MLM. And depending on your MLM's compliance, use that to sell physical products online. Now, that product, that funnel, is included in the Secret MLM Hacks product that's coming out soon. I've built that, I've put it all together so that you can plug and play. You can put, again, it depends on the compliance of the actual MLM you're in. I'm only saying that over and over again so that you guys don't get in trouble or obviously so that I don't have liability also, because some MLM's are fine with it and some are not.

So, regardless though, it's going to be part of that product. But it is a funnel that has made, not just like a couple million, we're talking tens and tens and tens of millions of dollars. So, what I did is I included that for you so that you could drop your own products in. You could add your own images, you could add your own copy. And again, it's just using the software called ClickFunnels. If you don't have a trial, don't worry, I have one for you that will come with the product itself when it launches out there.

Anyways, so you could certainly use it to do that. Some of the other ways though, let's say that your MLM doesn't like, cause this is a great question, I'm really glad you brought it up. There's a ton of ways you could do it. So, I just talked about a straight sell method. Where you could go, and you could sell that product as a straight sell, right off of a web page. Well, let's say that your MLM doesn't allow that. You could run contests. I've seen people do that before. They'll go and say, "Hey, share this video or whatever it is, whoever shares the most will win a free ..." It could be a sample or whatever. What that does is it builds your list. Now you can go market to all those people, and you could talk about your products with those people. You could run coupons. You say, "Hey, here's a coupon." And get trials out like that or get samples out like that.

There's a lot of different models and one of the easiest ways to learn how to do it is to go see how the top MLM ers are doing it in your MLM and then just bring that same strategy online. Again, the first MLM I joined, they did not like us using online strategies, so I had to be careful of that. I keep bringing that up so that you make sure that you're not, anyway.

But there's a lot of ways you could do it and actually both provide value and ... I think one of the major, how should I say this, one of the previous episodes that I launched in here, which you've probably heard as well, talked about the importance of creating an offer out of your main product. If you're just selling the main product, let's say a pair of shoes, how many people are selling shoes online? A ton of people. Tons of people are. Well, how come certain pairs of shoes explode compared to others? It's online, they haven't tried them on. So, we're talking about how they look. We're talking about, really, how they look might sell it more, but then also, how the actual offer is set up too. You might have, hey, when you get this pair of shoes, you just get the pair of shoes. Versus the other guy might be, when you get this pair of shoes, I'm also going to give you this cleaning brush and I'm also going to give you this cool cleaning solution. And I'm also going to give you three different colors of laces. And you know what, I'm actually going to throw a warranty in there that if the sole starts to wear out within a year, just send them back and we'll resole these shoes for you.

That is an offer. That is an offer. That's different than a product. And you can do the same thing with your MLM products and I guarantee that most MLM's are going to be fine. Maybe I shouldn't guarantee that. There's thousands of MLM's out there. I don't know all of the compliance policies but this is how I sell the stuff, okay. I put it into a sales funnel. I do straight sales but then also at the same time, you can take your product and you can go wrap it inside of an offer so that you're not just selling the product. You're not just selling your main MLM's product but what you're doing is you're actually selling an offer.

So, you might be selling, let's say that you have a supplement. Let's say that your MLM is selling some kind of supplement. And you've got all these trials, you've got all these different things that people tried to actually get them sold. Rather than just focusing on selling the actual product, what if you sold an information product on why they should be using your product? Or, how should I say this, instead of selling whey protein, you sell the benefits of protein shakes after workouts. It's an info product. It's something really easy to put together and as a bonus, when you buy the course, you get a cool free sample of protein. Well, all it is is a sample of your own product. Does that make sense?

When you start looking and thinking in terms of offers, the entire world around you is going to change as you know it. Look around and see all the other businesses that are selling things. Look around and start looking at the way movie theaters sell you. Look at the way car salesman sell you. Look at the way most of the time, they will sell that one main thing, the main core product, but they get all extra revenue. They actually vet you out through maybe selling a preliminary product.

Anyway, I hope that makes sense. I'm getting kind of techno babble here and I'm so sorry. But, the main idea is that you could sell straight product right off of the internet if your MLM allows it. But, honestly, one of the easiest ways to do it is to go create your own unique little info product and again, don't over think it. But, you can make your own little info product and as a bonus, when they buy it, go and give the sample. Or go and give them the first round of your supplement or the product, whatever the MLM product is itself. Does that make sense?

So, start asking the question, rather than how can I sell this product online, start thinking, how can I turn my main MLM product into an offer? When you do that, that's totally different realm because you're selling the offer, you're not selling the product. Does that make sense? I hope that makes sense.

I am super big into this sport called Air Soft. I really love it. It's super cheesy but it's a lot of fun. It's like paint ball. I think it hurts more and is faster pace and is cooler. But it's kind of like paint balling. Well, I just bought all of this stuff online, cause it's fun, but when I bought it, Amazon asks me, you know what, other people bought this, you want to add this to your order? Other people also bought this, do you want to add this to your order also?

It's the same thing online with a lot of online sellers. They'll sell the main thing but then you actually just go and then you toss them over the main thing as a bonus. The actual thing you're trying to get them to buy anyway. A lot of people will call those "burner products" or they'll call them front end loss leader products. It's not the product you're trying to sell, it's just the product that gets them in the door so that you can get the actual conversation going.

There are so many ways that you could sell that. I can't even dive into all that. I hope that you start to see though, that it's really a big, big massive, it's a huge world of possibilities. And one of the easiest things you can do is start to look at other ways people are selling other products in general, and just mirror them, model what they're doing. If someone's successful selling supplements and you're, it doesn't have to be the same supplement or same MLM. It could be some random, it could be a GNC supplement, but they're selling it successfully online, how are they doing it? Then, just take that same model and that's how you build out the sales funnel.

That's the easiest way to do it. If you go and you make it up, that's the easiest way to lose money online. Instead, I would go find somebody who's selling a similar item that your MLM has, ask yourself, "How are they actually selling this online?" And then just model it and that's what you build and that's what you put out and put together. So much easier to do that. It's way less risky.

I used to do it the other way around where I would come up with something that I thought was cool. And it's so dangerous and I lost so much money doing that. It's much easier to just see what's hot, how is somebody actually selling your product? What's the hot way to consume the thing that you are offering? And then you go put that together.

Anyway, I feel like I'm beating a dead horse but I feel like the point's been made. Hey, hopefully that was helpful to you and again, to anybody else who has a question, please go ahead and go to secretmlmhacksradio.com and after you opt in there for a free course, then down on the bottom right there's a button that says, "Hey, start recording." And you can record the message straight off of your browser, which is really cool. Just click the button, start talking and you click it again, it'll send it right to my email. Again, I kind of vet the questions but love to have you on.

All right guys, I will talk to you later and I will see you in the next episode. I'll kind of update you on what's been going on too. Cool stuff. Bye.

Hey, thanks for listening. Please remember to subscribe and leave feedback for me. Do you have a question you want answered live on the show? Go to secretmlmhacksradio.com to submit your question and download your free MLM Masters Pack.

What's going on everyone, this is Steve Larsen and you are listening to Secret MLM Hacks radio. Here's the real mystery: how do real MLMers like us who didn't cheat and only bug family members and friends, who want to grow a profitable home business, how do we recruit A players into our down lines and create extra incomes yet still have plenty of time for the rest of our lives? That's the glaring question and this podcast will give you the answer. My name is Steve Larsen and welcome to Secret MLM Hacks radio.

All right. How's it going everyone? I grew up in Denver Colorado, if you guys didn't know that about me, I love Colorado, I love the outdoors, I love anything- it's funny, I didn't really play that many sports in high school or college or anything like that but I did a lot of individual sports, I guess you'd call them. I did a lot of backpacking, did a ton of skiing and I love it a lot.

I remember there was this time where we were backpacking, we actually went on this three week backpacking trip. Three weeks, I mean, that's a long time. Three days is a long time, we went for three weeks. I don't know how many miles we went, I don't know the elevation change we went, we were all over the place so everywhere from across the continental divide, beautiful beautiful high high altitude backpacking, way above tree line, way above 11000 feet, and we'd take our food with us and we'd find water along the way at pre-planned water points and we saw some really cool stuff while we were doing that. As a youth it was very shaping for me to go through those experiences, it was really really awesome. I remember we would go super super high above these, we'd start really low but we'd climb every single step along the way.

What was funny is, before the trip there was always this huge moment of, or period I should say, of excitement. We're like, oh my gosh, I get to go do this really cool thing, and I get to go and I wonder what it's going to be like. There's all this anticipation, and there's all these awesome feelings of you know, you're getting all the gear together, you're getting all these things prepared, looking at the maps and making sure you got, you know, you're safe about it at the same time. It's exciting, it's really exciting. You go and you start getting on this trip and it's so funny, about a mile in, the same thing always happened every single time. Same thing always happened every time. You start walking, you're like, woo, hey, this is going to be awesome. Usually your up at 3 or 4 in the morning, starting to walking, sometimes we would put headlamps on and walk in the dark because we'd get started for an early part of the day. The same thing always happened, though. About a mile in, there was always this feeling of, crap. Why did I start this? What did I get myself into? I'm going to be doing this for the next while and if we're all sucking wind and we're all trying to breathe, I'm just going to be left to me and my thoughts. This is the activity for a while.

It was so funny because for about a mile in, that would start, and the legs would burn and your lungs would start burning and you start playing the mind games, you know, you can do this, you got this, this is going to be great. I always enjoyed that, though, and after I had done it enough times, we backpacked a lot, after I'd done it enough times I actually looked forward to that moment because I knew as soon as I got through it my legs, more blood was going to go into the muscles. My red blood cell count was going to go up through the roof and I was going to be able to capture more oxygen per breath, literally, especially as we go really really high up I'd be breathing hard but I wouldn't be in any more pain. It's very very interesting.

I remember there was this particular hike that I was on. This totally relates, okay, just follow with me to your MLM. I remember there was this particular hike we were on, it was a three week backpacking trip, three weeks long and technically it was three and a half but we went and it was, I think it was the last two days of the last week. I mean, we'd been going a long way. We'd go for several days, we would resupply somewhere and immediately just keep going and resupply several days later and keep going. Food is heavy. Water is heavy, so you know, we couldn't carry three weeks obviously on our backs in one shot. We'd go resupply and we'd just keep going. Resupply and keep going at strategic little mountain places throughout in the Rocky Mountains. It was so fun, oh my gosh, but there was this horrifying thing that happened one day. We were resupplying on water as we went. Well, one day two or three days prior to being done for the whole trip, we actually get to this creek that we were supposed to get more water from. You're working really hard, you're working out hard, obviously the whole day for extended periods of time, you drink a lot of water. There's nothing quite so fresh and crisp, delicious as mountain water that you just filtered. Oh my gosh, it is so good. I'm craving it right now just remembering it.

What was so funny, it's funny now but then it actually kind of serious. We got to this creek we were supposed to resupply at and the creek was completely dried up. It was completely dried up and we had no way to get water. All we had was the water that was remaining in our canteens, in our Nalgene bottles, just the ones we had on us. We were like, oh my gosh, without water, you don't eat because you need water to digest it so okay, now we can't eat for the last little bit here. All right, now we can't do this and we can't do this, we can't take little baths or whatever. Play in the water, whatever it was. Without water it gets pretty serious pretty quick, especially at high elevation there's altitude sickness that starts to set in under certain conditions, especially if you're not being hydrated enough, weird things can start to happen in your brain because there's a lot less oxygen you're bringing in as well.

It got kind of serious pretty fast, and so we took all of our water that we did have and we put it all in this big pile and we were like, okay, and we just started rationing out our water. It actually, I'm not going to lie, it was actually pretty freaky, in the middle of the night, I remember waking up and it was actually painful the kind of dehydration pain is so much worse than hunger pain and I remember being in physical pain, I mean, it was- anyway, it wasn't a very good experience for that last little bit but we were trying to stay in high spirits, okay, we're only 36 hours away but I mean, we don't have that much water left, like, you know, in those types of scenarios it can get pretty serious, right?

I remember a lot of the leaders that we were with, because I was a youth at the time, right, they started going through different options. You know, like, okay, what are we going to do? Should we call some emergency line? should we stop this and go figure out what's going to, you know what I mean, and we figured out that literally the shortest way for us to be safe was to complete what we were already doing. There was no other way. We were at really high altitude, there was no other way for us to go get water, there was nothing. We had to keep going and guys were kind of freaking out just a little bit but silently, we were all trying to keep our cool a little bit, we'd been going for weeks and only to come at the very end and like, have no water left.

Now, there's a huge lesson with this, guys, oh my gosh, that taught me so many things. So many things. Recently, I don't know what the deal has been but I've got this other MLM product, I haven't really told you guys that much about it yet, I'd love to but you know, just figure you guys will find out about it if you want to but it sells like hotcakes. It helps people automate their down lines and their recruiting process. It's really really cool. The last several days, people have been just buying it like crazy. It's already sold a ton. I think something like over 250 people have already bought it in the last little bit here. Tons of Facebook messages and questions going on and they're loving and they're like, hey, does it work in this scenario, does it do this here? I'm like, yeah, it works there, there, there, there, there, beware of this, whatever it is.

Some of the comments that come back are hilarious to me. They'll go, get excited before the journey. They're like, oh, this journey's going to be so cool, right? Same thing I did with the backpacking trip. They'll go get excited about it and they'll buy it or they'll get into, you know, this is probably a better example, they'll go get into their network marketing opportunity, right, their MLM. They'll go join an MLM and they're excited, they're full of anticipation, they're ready to rock and they start to feel a little bit of improvement immediately as the excitement kind of carries them through that but then all of a sudden reality sets in, right? That's like the mile mark for me. Reality sets in and oh my gosh, this is going to be cool in hindsight, but wow, this is going to be some work, you know, and wow, oh my gosh, people are already quitting. There's already huge fallout from all the other people who are trying to be successful inside their MLM. It's the exact the same thing with the backpacking, exact same thing with anything in life.

I believe a Seth [Godon 00:09:31], in the book The Dip, The Dip, that's a great book, but the book The Dip, he talks about how we always go through these cycles and as soon as we start anything brand new, there's excitement. "Oh my gosh, we get to go do this cool thing, it's going to be awesome!", you know, and we get ourselves excited on what the future will be like but oftentimes we'll be like, wow, we neglect the middle part, the actual journey part, the actual work, right? Lately there's been a lot of these people who've been messaging me. I remember there was this lady who messaged me, she's like, "I've been working so hard," like, why isn't anything in my MLM working in general? I've been working so so hard. I always laugh at that. I have to laugh at that. There's no, you guys, working hard means nothing. Okay, one of the biggest dangers I see over and over and over is people start to confuse being in motion and taking action, they confuse that with achievement. They confuse it with accomplishment. Movement does not mean accomplishment. If I'd stopped two days from being over, I still wouldn't have accomplished my three day or my three week backpacking trip, would I?

It's the exact same thing with business. You go join this MLM, right, exact same thing that my upline is telling me to do, I went and I wrote down this huge list of all my friends and family and I'm starting to call them and nobody's joining it but I'm feeling good because I'm taking action. All right, action is good you have to get it to get the achievement, but don't confuse it with achievement. Don't, or you're going to start to think, oh my gosh, look at all these great things I'm doing. Great, but what are you finishing? Does that make sense? That's the whole reason why I brought this up. The whole reason. I'm sure you guys have heard of the book Magnetic Sponsoring, by Mike Dillard. Fantastic book. Here, this is probably one of the most referenced books on MLM. This is on page 40, he says, "you and the other distributors are your up line's marketing arm and you have one single task: sell. That's it."

I want to ask you a question. My role here in this podcast, I want to be friends with you, I want to get to know you guys, I want to know who you are, I want to know what MLM you're in, I'm excited for you. I'm never going to try and dissuade you out of whatever you're doing. If you love it? Great! That's awesome, but at the same time you have to ask yourself where are your revenue generating activities and are you doing them? If you're confusing yourself with activities that are not revenue generating, I.e., you go make a logo, or you go put together a dang business card. I don't have a business card, are you kidding me? Unless there's an actual marketing campaign behind it. I've made business cards one time for my dad's business and we put together a business card and it's because there was this cool little free thing on there that would bring someone over to a website so they could opt in and get going on his marketing automation. That was it. Are you kidding, I don't have a business card.

It's so easy to get distracted by the crap fluffy stuff of business. I have a marketing degree. Do you know how much fluffy stuff there was with that? "Go write out your business plan." "Go contact five people and ask them to be your mentors." It was like, what? No no no. It's exactly what Mike Dillard said. Your only, only responsibility in your MLM is to sell. That's it. You need to ask yourself, if time is money, that's a common phrase, time is money, time is money, if time is money, what are you spending your time on? Is it on revenue generating activities or are you distracting yourself by writing another list of people that could possibly join and writing a list of what could happen if their friends joined and what would that look like on the compensation plan? I know we've all done that, of course we've done that before. Our MLM, our up lines all teach us to do that, right, that's like the standard thing to do most of the time, stereotypically.

What I wanted to do and what I wanted to tell, like, you have to get results. Right? If you don't have results you are not achieving and if you are just running around and you're like, "How come this MLM isn't working? How come this opportunity's not working?" And you're not actually focusing on sales, well, there's your problem. Focus on sales. That's the only thing that matters inside your MLM. That's it. Inside of your opportunity, that's it. Sell. Whether you're selling the opportunity or you're selling the product, that's it. Do not go start making big lists of people and doing nothing. You have got to take ridiculous [inaudible 00:14:01] action. There is nothing that's ever come to me in my life without me being 100% obsessed. I mean, a monomaniac. To others, to my mom, to other people, to anyone else even in my own network marketing opportunity, even in my own MLM that I'm in right now, my level of obsession is ridiculous to them. But then they ask, like, "How can we be so successful at this?" Well, it's because I'm obsessing. Right?

Some guy told me once, you have to have life balance and everything. I think that's complete utter bull crap. That's not true at all. It's more like, you guys ever see those circus people and they've got all those plates spinning? They've got like 10 plates spinning on top of sticks but they only got two hands. Well how do they know which one to go for? Well, they wait and they wait and the one that starts to wobble they go give attention to that one until it's good. Then they wait, oh, that one's wobbling, and then they go over to that one. Right? Exact same thing with this. What I am begging you to do is, anything that is not a revenue generating activity, please do not get distracted by it. You have to, don't confuse the action. Don't confuse how far you've come with thinking that you've actually made it. You know what I mean? I if had only gone two weeks and four days, or five days, and not actually finished those last few days, I wouldn't have made it. I couldn't have that little emotional badge on my chest, yeah, I did that, it was a three week backpacking trip, right, I mean, it was hard. It's the exact same thing.

Anyways, I think I made the point, I'm beating a dead horse probably, but I want you to know that that topic for me, I'm very passionate about it because most people will still go and just say, well, I've done this today. Well, I made a list of these people today, and they feel good about themselves. That's great, if you've never done anything ever, that's great. Yeah, you're right, pat yourself on the back, but tomorrow don't get distracted. You can't do it or you're just not going to be successful in it. You're not, and it's hard for me to say that and it's probably hard for some to hear it but I'm okay if that offends you a little bit. Right? It's a harsh reality, it's a harsh wake up call, sales drives the world. Sales drives the economy. Sales drives your business. If you think this is going to retire you, if you think it's going to be something that pays for those extra vacations or an extra car or helps you just pay some bills, it's from a sale so what else is there to focus on? Nothing. Does that make sense? That's how I treat my business and that's how you should treat yours.

Most of the time I'm, I'm very opinionated but I'm like, hey, everyone can have their own opinions. On that, I feel like I'm 100% right on that. There's no contest. You have got to sell. Whether it's the opportunity or it is the product, sell. Sell something every day. Just make that the goal. Today I am going to sell one thing to somebody. You gotta know what your number is. When I was doing telemarketing, I was a telemarketer for a little while and I was a good one and I knew that if I called 100 people that day I would get at least one sale. Same thing when I did a lot of direct response marketing, I sent mailers out and I did all that kind of stuff too. It was great. I knew if I sent out 100 mailers on average I would have one person respond to me.

I was like, cool I want to get 10 new people this week, I gotta send out 1000 flyers. I literally would go door to door and I put on people's doors. You know what? There's more effective ways to do it but I just tried to make the sale, and it worked. I did. It was awesome. I got a good team together really quickly. There are other ways to do that and I use the internet and it's way more automated and far less time costly on me but anyway, that's what I'm saying. Come up with a way that you just rinse and repeat without thinking about it. It's just part of your daily ritual.

That doesn't mean you go barf over people at the store. I hate that, I hate, my friends and family don't even know what MLM I'm in and I set my systems up that way on purpose. If that kind of thing is interesting to you check out secretmlmhacks.com, but anyway. I will never continue to promote over and over on this podcast, that's not the point of this and I hope that that's okay I just said that, but anyways, that's the main point. This podcast gone long enough so far but I just want you to know, please, this is like the main, I have this written on my wall even. Don't confuse action and movement with accomplishment and achievement. They're not the same thing, and thinking that you're just moving does not mean you are being successful.

All right, thanks guys so much, and if you have not got it yet please go to secretmlmhacksradio.com and get your MLM Master's Pack. It's basically it's five videos and you can show it to anyone, I don't pitch an MLM, I don't talk about anything else. You wont even know what MLM I'm in, I'm never going to tell you guys, and it's for the reason that you guys know that I'm a third party, I'm not pressuring you in any way at all. Anyways, it's five videos of me training you and your down line on different ways you can recruit and even set up auto recruiting systems. It's really awesome. Anyways guys, I will talk to you later. Bye.

Hey, thanks for listening. Please remember to subscribe and leave feedback. Would you like me to teach your own down line five simple MLM recruiting tips for free? If so, go download your free MLM Master's Pack by subscribing to this podcast at secretmlmhacksradio.com.

Hey, what's going on everyone? This is Steve Larsen and you're listening to Secret MLM Hacks Radio.

So, here's the real mystery. How do real MLM'ers like us, we didn't cheat and only bug family members and friends, want to grow a profitable home business? How do we recruit A players into our down lines and create extra incomes yet still have plenty of time for the rest of our lives? That's the blaring question and this podcast will give you the answer.

My name is Steve Larson and welcome to Secret MLM Hacks Radio.

Guys, I always feel like life's too short to be boring or not excited, so hopefully my little cheesy intros are okay with you, but it's just that I don't want to ... you know, life's too short. I just believe in grabbing it by the tail, so ... grabbing it by the horns.

Anyways, guys, I hope you're doing fantastic. Lot of stuff's been happening over here. I've been creating my offer. I've been building stuff and putting things together for the actual launch of Secret MLM Hacks, the actual program that will help you to auto recruit people into your down line. I've already been using it. I've actually had several people already been using it and it's been working, which is very exciting. I'm excited for you guys to have it once it leaves beta.

Just so that you guys know where I am with the actual launch of it. Like I said, it's in beta. "Steven, why don't you just release it right now? Please give it to me right now." Well, several reasons; number one, anticipation is a great tool. No, but for real. I almost said for serious. Been watching ... I can't remember that movie. Anyway, whatever. Anyway, the reason though is because anytime I go launch any kind of product online, like I said before, my background is in direct response and internet marketing. Anytime I launch something online it's much like a movie. You know, the last movie that I saw with my wife was Wonder Woman. She and I went and we watched Wonder Woman, we go to the movie, but before we ever went to the movie, we heard about it, right? We heard that the movie was happening. How did we hear about it? Well, there were movie previews six months in advance. Huge, huge lead time for everyone to hear about it and hear the buzz, right? It's the same rinse and repeat Hollywood model over and over and over again.

So, before my product comes out ever, I always want to create some buzz. I want to make an event out of the launch. I want people to understand, "Hey this is cool," right? Pay attention. What I've been doing over the last little bit is I made a list of the top 100 MLM influencers. Period. Regardless of the MLM, regardless of anything else, regardless of their level in their MLM. I want to know who the top 100 MLM influencers are. What I did is I went and I wrote a letter to them.

I decided that I would tell my story; so I went through and I told my story. In fact it would be kind of cool, you know, let me read this to you guys real quick here. It's actually, you guys are probably going to recognize some of this real quick. So, I'm going to read some of this real quick just so you guys know what I sent to them, because what I want to have happen is when I launch this thing, I want to have these huge influencers go out and say, "You know what? Steve Larsen's product's so cool. I want to go ahead and I want to ask my down line to use it also." You know what I mean? But you don't just walk up to some girl and ask them to marry you on the first day, right? It's the same principle, you guys.

I want to develop a relationship with these people. I want them to know that I really do care about them. I want to solve legitimate problems for that individual so that they like me; so that they go out and when I launch the product, that they're like, "Hey, I do want my whole down line to see this. I do want everybody to go check this out. I do ..." You you know, and so it's all about creating value. It's all about relationships. It's all about ... but I don't just do it over the phone. I hate talking on the phone. Just is a personal preference of mine. Whenever people are like, "Hey can we talk on the phone and chat about it?" I'm always like, "No, that's why I built my system to auto recruit people." Again, it's not that I'm anti-people. It's not that I'm totally antisocial, it's not that I'm taking the person out of MLM, taking the human element. That's not it at all. It's just that's the ... I've chosen to not take people in that way.

I'll do video conferences with tons of people at once, but going one-on-one, that's not why I built the system. That's not the reason I built it, and honestly, you've probably felt the same way, right? Do you wish ... there was a very ... he's a very famous internet marketer, his name is Russel Brunson, I'm friends with him and one day, he said, "The difference between going from six to seven figures is actually not that big of a mind shift. It's not a matter of working more hours." It's not. He said it's actually a mindset shift in focusing on instead of just selling one person at one time, how can I sell a ton of people at once? That's how you do it. You got to reach masses. It's got to go critical mass. It's got to go big.

I'm not saying that you got to take your product and just go blast it out all over the place. There's certainly ethical, cool, awesome, value-creating ways to go do it. But that's the reason I built the system that way. It's the reason I don't really do phone calls that much, ever. Phones just freak me out in general. I'm not a good guy on the phone, which is funny because I used to be a telemarketer. Anyway, so, I've been going out to all these Dream 100 people and I've just been trying to create a relationship with them. That's what we call them. I call them the Dream 100. The concept comes from a book called Expert Secrets and another book called Dotcom Secrets, fantastic books. All I do is I go through and I made a list of all the top 100 influencers. I could send an email to them. I could go and send them a tweet, but everybody does that. I get probably 20 a day right now just in Facebook, not including texting and phone calls and Voxers and Skypes and, you know, just on Facebook are now probably 20 a day. I can't handle it, right? It stresses me out, so I don't want to do that to these guys too.

What I decided to do is I went and I wrote a letter. It's a series of about five or six letters that I'm going to be sending out to them. I just sent the first one out a little bit ago. Then a few weeks later I sent the second one, then a few weeks later, which is where we are right about now, I'm sending the third one, which is about right now in a few days here, which is awesome. Just we got to finish the packaging part of it.

Anyway, this is what the first letter said, it said, "Hey, name," you know and I personalize it a little bit, too. I didn't want to just rinse and repeat for everybody, I wanted to actually create real value for these people. I said, "Hey, I can't believe I'm writing this. I'm Steve. This is totally from left field. I just wanted to pick up the mic," and what I did is I didn't just want to send a letter either, I wanted it to be a bulky package. I wanted it to be something that causes the curiosity, you know? I wanted them to look at the package and go, "Oh, that's different. Who's this? Who sent this to me?" So what I did is I wrote this letter and it said, and there's a little microphone in there; a little toy plastic microphone. It was really kind of funny. It said, "Hey, I just wanted to pick up the mic-" get it? "and say that your success is inspiring. Please know that my thanks is very sincere; so thank you. I hope to shake your hand in person one day, because giants like you got me going four years ago," which is so true.

I said, "My first month at MLM four years ago I was a bit of a disaster, but the flip side calls that an education, so, ha! At the start we were in college, newly married, new city, no jobs, dead broke. I couldn't provide for my new bride which greatly challenged my sense of manhood. To top it off my wife started staying in bed all day for weeks. I finally got her to confess to me that she'd only been eating one meal a day, so that I could eat and have energy in my classes. Holy-" insert expletive. "Lost, I clamored for some way just to make sure that we could eat, much less stay in our overpriced apartment. In a flurry of desperation, I found out student loans around the corner but not available for four to six weeks, but I'm going to die in the next week was my dominant thought.

Humbled, lost, beaten, I decided to call my dad begging for an advance of money which I'd pay back when the student loans came in. In a locked room I asked him. There was a long pause, 'Son, no. If I give you this, you may not exhaust resources you didn't know you had.' His exact words. Very wise. We both cried, yet the fire in my gut to make this happen was insane and gave me huge edge. I really didn't know how we'd make it through those weeks and I don't know how I actually did make it through those weeks, but like a sprinter grasping at a single breath, I started trying to make money in any way I could think of. In three to six month rotations, I seemed to try everything; stocks, options, residential real estate, commercial real estate, two summers of door-to-door sales, telemarketing, ebooks, freelance website building, diamonds- yup, smartphone insurance, affiliate marketing, internet traffic driving for Paul Mitchell schools, study, try, repeat.

The pros, I was learning far more on my own than any of my actual marketing classes. The cons, a little money came in here and there but nothing, crap; nothing really big, crap. Then, one day a buddy called me and said, 'This dude's going to help us make a bunch of money,' and three-wayed me in. You know the MLM pitch. Reluctantly and pushed, I joined the MLM at the pleading of my buddy and then finding out that my wife was pregnant. I was pumped to have a kid, but terrified at how to pay the cost; still broke. Ugh, MLM. If I'm going to do this crap, I'm going to tear after it. That was my honest thought, so I literally went door-to-door on our main street for five weeks. I recruited 13 people/businesses ... and they did nothing. I was constantly distracted in all of life, because all I could think of was, holy crap, how did the big MLM'ers actually do this and really make money? That question became my pure obsession.

Again, I hit the books, courses, podcasts." Just like you guys now. "In order to simply live, I joined the army in college but got into trouble for sneaking in finance books and selling a lot and selling other soldiers on my MLM. None of them actually joined after all, though. Six months later, I was back at home. Yet again, it was 2:00 a.m., class in just five hours. I started reading an MLM ebook, as was routine at this point. How do I vet out people who aren't willing to hustle? How do I get people to come to me? How do I change my bait? Then it happened, like a ray of light in a dark room, a single idea hit me between the eyes. It was one concept that changed my life and my family's. A concept that gave me the fuel and ammo to figure out the last piece, the missing link. I barely slept that night. That was three and a half years ago. Anyway, sorry to talk about myself so much. I'm glad my dad said no. I just wanted to say hi and mention how much I truly respect you for what you've accomplished and the real inspiration you probably didn't know you've been. Looking forward to that handshake."

Anyways, that's the letter that I sent to them. I sent that letter to them for the sole purpose of introducing myself. That's it. I'm not asking for anything. I'm not sending them to any link. I'm not telling them to go anywhere. I literally am just trying to get that individual to go, "Hey, this Steve Larsen guy is kind of cool." When you go ... and the reason why I'm bringing this up, is because I'm about to launch this product called Secret MLM Hacks and you all know that, but I'm going out creating relationships before I ask people to buy.

The problem that I had when I first joined MLM is that I went out and I did exactly what my MLM upline was telling me to do. They literally did not let me leave the room until I wrote a list of 20 of my friends and called them in front of them. It seriously was the most awkward thing in my life. I know I've mentioned this before, but I know that there are damaged relationships because of those phone calls. What was so challenging and what was so hard was I didn't know what else to do. There was nothing else to do, but the problem was that I ... I mean, I hadn't created a relationship with the person strong enough in that area, in the business area; they were my friends, they were my family, so of course there was a relationship, but it was out of context. They weren't wanting to join my MLM. They weren't actually wanting to actually go and be pitched on something, and it got really, really frustrating really fast.

So, all I'm trying to say in the purpose of this episode is that when you go and you start to actually try and recruit people into your down lines, if you're doing it the way of calling people up, which is fine, I just don't do that, or if you're doing home meetings, which is fine, I just don't do that, or hotel meetings, again, I just don't do those things. I do it a- I know [inaudible 00:12:33] through the system that I build on my own, that's how I do it and it works great. When you go out and you actually start to try and sell the product, when you're trying to launch your MLM business, don't spam people. Don't go out and try and ... I mean, it makes us feel ... it makes my wife and I feel- we get approached all the time to join MLMs. I don't want to join a MLM. I'm already in one and I love it. You know, that's the reason I don't try and get you to join mine. It's not like a ... it's totally a soft pitch and that's how you got to look at it for how you're approaching your own people as well.

When you go out and ... man, make a list of the people that you wish were in your MLM, your actual down line, and start sending them cool packages. Get their address, find it somehow; send them letters, send them cool stuff. Send them things that are pattern interrupts. Don't just start calling them over the phone and blast them all over the place. Don't go and ... ugh, do not go on Facebook and start saying how much you love working from home. You just started most of you, like ... you've [inaudible 00:13:40] that your home office is your living room. Is that because you can't afford something else? Oh, that means that you really don't have any cashflow? You know what I mean? I'm not trying to put salt in the wound, I'm just saying that's how it looks to everybody else. Everyone's calling the bluff on you. Everyone knows, everyone sees.

The easiest way to go about doing it, create a list of the top 100 people that you wish were in your down line, then start creating relationships with that individual. Ask yourself the question, "How can I provide value for that individual before they even know that I'm in an MLM?" That way when it comes back around, there's going to be a time where you can bring it up, and you can say, "Hey, look, I just want to tell you about it. It's totally cool if you're not interested, though." Guys, that same strategy is what I'm using on other people who I'm not even trying to get them into my MLM. That's just one of the ways that we used to promote products, because all it takes is a few of those people to say yes. They promote it to their followings, you know, people with their internet followings, and it makes a ton of money. That's the way that we do it. It's exact same thing with MLM. So, that's all I'm saying. Go ... do exactly what [inaudible 00:14:47] write out a huge list of people that you wish were in your down line, but my gosh, understand that most of them aren't going to join, especially right off the bat, if at all, and that's fine. You got to mentally be prepared for that.

Second of all, go create the relationships first. Provide real value for the individual. One example real quick then I'll end the podcast real quick. There was a guy who went out and I could tell that I was on his list, like he wanted me to join. Now, I ended up not joining but I was able to help him in some cool products. What he did was insane. He went and he bought one of my online products. When he did it, he did it for the sole purpose of hiring an outside coder, which he did, who went and on his own dollar, went and made all these improvements that I didn't even know you could make to my current product. You know, this is a side product. It's not my main one, it was over on ... you know, and he went and all he did was he just was like, "Hey, I hired this coder and he added these cool extra features in for you. By the way here it is, and also, I made a whole really cool video startup guide to walk people through how to set it up so that you don't have to worry about it with your own support team." He was like, "Here you go, you can set it up. It's all yours totally for free." I was like, "What the heck? Who are you? Are you kidding me?"

You guys, that product still makes me a ton of money. Do you know how much value that individual has provided for me? Anytime he reaches out to me, I answer now, amidst all the noise, amidst all the people that are out there trying to get me to do something for them, to promote a product, to join a down line, to buy there [inaudible 00:16:23] to do whatever, get samples, anything, amidst all the people, when that guys says something, I know that he cares about me. I know he cares about my success as well and you need to do that. You got to care about the success of the other person that you're trying to recruit in your down line. It's same exact ... more than you may even be thinking, this is a relationship business. So go create that list. Go create a relationship with them and then, after you have the relationship, and after you've provided value to that individual, then, then talk about your MLM, then talk about the opportunity.

Alright guys, that's all I got for you. That's what I'm doing right now as far as the launch. Stay tuned next episode so you can see what's happening. You can follow the launch for this thing. It's pretty sweet. Again, the reason I'm doing this is because I want you to be able to copy me and do it for your own down lines.

Alright guys, talk to you later. Bye.

Hey, thanks for listening. Please remember to subscribe and leave feedback for me. Do you have a question you want answered live on the show? Go to SecretMLMHacksRadio.com to submit your question and download your free MLM Masters Pack.

Steve Larsen:

Hey, what's going on everyone? This is Steve Larson and you are listening to Secret MLM Hacks Radio. Before we get started I want to ask you the question, how often are you publishing?

Here's the real mystery. Every real MLM'ers like us, we didn't cheat and only bug family members and friends, want to grow a profitable home business, how do we recoup A players into our down lines and create extra incomes and still have plenty of the time for the rest of our lives? That's the blaring question and this podcast will give you the answer. My name is Steve Larson and welcome to Secret MLM Hacks Radio.

Now, before anyone messages me, are you saying that I should publish a book? Are you saying I should publish articles, like that's ... It's up to you, but that's kind of yes and kind of no. The answer to that, I guess. There was a guy, long time ago who I started following, and he started getting me into selling things online. This is before I rejoined and MLM. This is before ... This is way back in the day for me. This is probably five years ago.

I started listening to his stuff, and he was great. He was really, really good. I think it was him, I actually can't remember if it was or not. We'll say it was him. Anyway, he had this great podcast. His name was Pat Flynn. I went, and I would start listening to Pat Flynn. It was kind of cool because I think he, I'm pretty sure it was him. He started talking about the power of publishing. He started talking about how it changed his life. I was like, "Oh that's cool. That's really great. I never in my life will ever do that." That seemed like such a hassle, oh my gosh.

The stress, the responsibility of regularly making something like a podcast, especially there's no way ever. I'm not ever going to do that. I'm never gonna produce podcast video, or a YouTube video. I'm never gonna produce ... I was just like totally anti all that. Never gonna do a blog.

Well, to this date you guys, I can tell you this is not my first podcast show. I have a second podcast show. It has a lot of followers. I've done, I think over 100 blog posts now. I'm close to 100 episodes in my other podcast show. I have well over almost 350 YouTube videos. They are all over the place. I had to step back and ask myself, why did that change? How did that change? I was at this conference this one time, this guy stood back, and he was like, "Hey, look here's the deal. You need to become somewhat of an expert in your space. Whatever it is, whether it's MLM or Ecommerce or whatever it is ... Info Products, you've got to be somewhat of an expert in your space. One of the easiest ways to get better at your own craft and to become an expert and to have authority ...

I've been publishing now regularly, actively for almost over a year now, which is awesome. I can't, I am blown away at what it's done for my life. Totally blown away. I was sitting in this conference and this guy was like, "Look, you got to publish regularly." And he's like, "Start a podcast, do something. Do whatever." I was like, "Duh!" And I was actively fighting the thought of trying to do that. If there's one regret, if there's one thing I could tell myself, my five years ago self, it would be to start publishing regularly five years ago. Not one year ago.

I can't tell you how much it's changed my life. I have spoken on stages. I've done tons of interviews, massive revenue from it. I can't, the amount of authority that it's brought. Not that I'm trying to be all authoritative, but you guys know what I mean? My messaging, my voice, finding my voice, finding what I'm trying to tell the world has become so much more clear in the last year since I've been publishing regularly.

It's brought people to me. It's brought opportunities to me rather than me trying to seek them out all the time. Regular publishing has changed my life. When I started planning the launch of Secret MLM Hacks, the actual product that'll be coming out soon, when I started actually planning the product itself, and actually putting it through together, I just about went and just launched it. I was about to pull the trigger although it wasn't quite ready yet. I was planning it all out and I was like, "You know what? What if I was to take a group of people, you guys through my thoughts and why I'm building things the way I am." My internet sales funnels have generated millions of dollars for a lot of big people.

If I was to tell you who, you would recognize a lot of the names. Again, not toot my own horn, not trying to ... It's just 'cause I want you to know where I'm coming from and that a lot of the things I'm telling you, I hope that you go and you apply it to your own MLM. Right? That's been the topic of this podcast. That's what I'm doing right now. I want you guys to follow that. I want you guys to be a part of that. I want you to come join the Secret MLM Hacks Facebook page, the community that we have over there. It's fantastic.

I want you to be able to go and get excited about publishing yourself, because publishing has changed my life. I want you to know where I am right now in the launch. I went through and when I launched this podcast, it was brought to my attention that I have not actually talked about this with you guys yet and that I should. My outro to my podcast talks about going to SecretMLMHacksRadio.com. It says, "Go to SecretMLMHacksRadio.com and get your free thing," and it's tons of value. I should be charging for it, which is the secret to providing free things. They got to be things that you would charge for. They got to be that good.

I send you through a sales funnel. It's a podcast funnel. I'm not asking for any kind of money, but it's still the equivalent of a funnel. There's a first page and I say, "Hey could I get your contact info so I can send you," basically the videos and the course every day. Then the second page says, "Hey if you want to be able to go and actually download these and use them for your entire down line as just a free training, just go ahead and click the share button right here and the free download will unlock for you. You'll get emailed for it. By the way, if you got any questions that you want actually placed on the actual podcast episodes, go ahead and ask them right here." You know what I mean?

There's value that's going out there. Well, what happens is you get added to this cool list and then there's these cool emails that go out that automatically give you the course over the next few days. That's what I'm calling a podcast funnel. The reason that I build it is because this podcast has a means to an end. I'm documenting the launch of Secret MLM Hacks and what I'm doing is I'm trying to teach everybody some of the tactics that I've been using that have been working great. I get really nervous about saying any kind of numbers for my own recruiting and revenue and things like that. I just get nervous about like ... You always hear people talking about, I always get nervous that people are gonna go like, "Well I should be making that too," so that's the reason I don't bring it all up. Just know that it's a lot and it's doing great, and it's been a lot of fun. We've gone on cruises and I've bought toys, and we've paid off parts of the house. It's been great! Whatever that dollar amount means to you, just I guess you can assign that to it.

This podcasting funnel, I just barely launched it. I just barely put it all together. There's cool tracking pixels on it. there's cool ... The reasons I'm telling you all this is because I want you to be able to go do the same. As a gift, I would love to be able to give you this podcast funnel. It's built on a software called Click Funnels. What ends up happening is I can give you one link and it will literally in a free trial account give you the exact podcast funnel. It will like spitting you, pixel for pixel, no joke. The whole thing, the exact thing that I built off, you go to SecretMLMHacksRadio.com, you actually literally can see all that stuff there, but then it can actually pull in the...

Now, I did clone that funnel and give you a version where it took my videos out and stuff like that. Obviously, if it's my content, i didn't give that part to you. If you ... Guys, regular publishing has changed my life. I want you to be able to do the same thing in your own MLM. Whatever it is, if it's podcasting, if it's videos, if it's ... I know a lot of people what they'll do is they'll Facebook live every single day. Whatever it is, choose it and just get regular about it. You know, there's a group that I coach how to become millionaires. It's really cool. It's an awesome group. We got a ton of people in it, a couple hundred people and it's awesome. I know I'm being really vague, it's 'cause I'm trying to not like cross promote and stuff like that. I'm being a little bit vague on purpose, okay I get it.

There was somebody in there who's asking, "Hey, what platform should I go and begin to regularly publish on?" I was telling them all on there like, "Guys, look it has completely changed my life to just regularly publish. We got all these cool tools. We live in the 21st century for crying out loud. All these awesome things out there that will help you get your message out there and get noticed."

Anyways, in your MLM, just choose the platform that you want to publish on. Whatever platform you spend the most time on. I listen to a ton of podcasts and I am on YouTube like crazy. I am a YouTube junkie. Facebook and I, we've become better friends, but I am a huge into YouTube and podcasts, so that's where I do it because I like it. There's some nuances with creating content. That's why I say go do it to a platform that you like because there's some nuances you gotta actually love it. You gotta actually, discipline behind it. Anyway, that's all I'm saying. That's really the main message of this actual podcast episode is that you guys regular publishing, I beg you to publish regularly. I beg you to get out there and be constantly communicating.

A lot of you guys know that I'm in the Army right, or I was. Very first thing, is this is super cliché but it's super true. The very first thing you do when you're attacking and enemy is you take out their communication. If you want your down line to die, stop talking to them. If you want your down line to totally fail quit communicating your vision. Quit communicating your goals quit communicating all the promos that your up line's doing. Quit communicating ... I think you get it.

Even if that's the only group that you're constantly publishing to ... I'm not saying, I publish this out to the world because I've been doing it for a little while. I'm really excited for a lot of people to hear this. If all you do is simply communicate on a daily, regular basis through a cool, Facebook lives, YouTube, whatever it is, regularly publishing will do things for you that you cannot even imagine. It will open doors that you didn't were yours to open.

I think I just landed another speaking gig. They're still setting it up, but they just approached me about it and I'm super stoked about it. Those would not have happened if I had not already been publishing like crazy. Every time I click publish on this podcast, it gets syndicated, it goes and it gets published out to YouTube and it goes to Twitter, and it goes to Google Play and iHeart Radio. It goes all over the place.

My other podcast show, it goes all over. It goes to my blog, it goes to ... It goes all over. What's so crazy is I hate Twitter but it gets pushed there automatically. I hate ... I don't really like Instagram. I don't really like ... I don't understand Tumblr, I don't understand ... Those aren't platforms that I like to be on and that's fine. I know that I have audiences there. If you really, actually want to get your message out there, you've got to be publishing regularly. You'll start to get a following. Just like you're following me right now. You'll get a following. You'll start to create your own culture. You'll create your own voice. You will find your voice. You'll find the message, you'll get more clear on what you're actually offering and how to sell your product. Your MLM as an opportunity or as the product or service.

Anyway, that's all I've got for you guys. That's all ... All I'm telling you is as far as where I am in the launch period right now is I had already previously launched my podcast funnel but I just hadn't actually told you guys about it 'cause I just forgot about it. It's doing insanely well. We got a ton of people in the free course right taking it, and they're loving it, which is great. The people are [inaudible 00:12:55] their down lines.

Anyways, I guess this is a shameless plug. That wasn't planning, this is what ... Go get the free Masters ... It's called the MLM Masters Pack. It's five videos that I shot. I went and I looked at what the top MLM'ers were actually doing in MLM as a whole. I went and I saw the courses they were doing. I saw these videos on all these things that they were doing, all the free training. I went and I transcribed them by hand. Then I went and I changed them just enough. I wasn't copying, I wasn't plagiarizing but I added in a ton of stuff about sales funnels and how to use that. Anyway, I packaged it up in these cool videos and it's totally yours for free, which is awesome if you go there.

Anyways guys, hopefully that helps. Hopefully I changed some of the paradigm for you on why you should publish regularly and what it'll actually do for your MLM team, your down line and growing your team and the longevity it will bring to you. It's insane, super cool. All right guys, I will talk to you later. See you on the next episode, bye.

Hey, thanks for listening. Please remember to subscribe and leave feedback. Would you like me to teach your own down line five simple MLM recruiting tips for free? If so, go to download your free MLM Masters Pack by subscribing to this podcast at SecretMLMHacksRadio.com.

Hey, what's going on everyone? This is Steve Larsen, and you're listening to Secret MLM Hacks Radio. Here's the real mystery. How do real MLMers like us who didn't cheat and only bugged family members and friends want to grow a profitable home business? How do we recruit a-players into our downlines and create extra incomes, yet still have plenty of time for the rest of our lives? That's the blaring question and this podcast will give you the answer. My name is Steve Larsen, and welcome to Secret MLM Hacks Radio.

Alright, you know what's funny? I still get really jazzed every time I hear my own intro. I love it, I think it's ... Anyway, it's a lot of fun. I had fun making it. Hey, so if you are at this podcast, and maybe this is the first episode you've ever heard. One of the things that I just want you to know is that I have taken MLM and kinda flipped it on its head. Rather than going and just promoting a product that is the same as everybody else, that is the same offer, the same ... What I've really learned how to do over the last few years is how to automate my downline recruiting using sales funnels, but in order to do that, I had to create an offer that was a little bit different than all of the other thousands of people in my downline, you know, the exact same message, the exact same websites, the exact same everything else, and it was a huge challenge for sure.

The first few episodes, I just kinda walked you through the story of how I got to where I am, but for these next few, what I really wanted to show you guys is I'm about to launch a really cool product that will help anybody auto recruit people into their downline. Before you even think it, I just want to bring it up. This does not take the human out of MLM. This is a relationship business; you need to create relationships. That's what it's about. Business in general is a relationship atmosphere. You've got to create relationships. Just know that I want to know that I'm creating relationships with the right people. I don't want to create relationships and spend time with people that are not going to be beneficial to my downline, which is what I was doing at first.

Again, I'm not judging their character, I'm not saying that they're bad people or whatever it is, but clearly the first 13 people that I actually recruited, I called them leaches. I called them the people that they're just not ... They just ... They joined as a favor, not because they actually wanted to be in it. Anybody who joins because you think they need it, rather than they want to be in it, that's a recipe for disaster. Anyway, I am overwhelmed by the amount of people, I mean a ton of you who have went and got the MLM Masters Pack. If you go to Secret MLM Hacks Radio.com you guys can pick that up for free. As a thank you for being a listener. What it goes through, and it dives into more deeply how you actually create an offer out of your MLM. How do you actually make your downline an attractive thing to join, even though out of the box you're the same as everybody else? It's a big problem to solve. That's what it goes through.

For the next few episodes here, what I'm gonna be doing is documenting. I want to show you guys what I'm doing. I have a pretty intense, hardcore, what's called a direct response marketing background. It's not multi-level marketing, what I do. I'm an internet marketer. I go through and I take people's products, we blast them out online, and the sales funnels, that's what we call them, that I've built, have created millions of dollars. I wanted to show you, I thought hey, how cool would this be if I actually go through and do this in the MLM area, and I did that about a ... I launched it about a year ago, and the result's been amazing. It was about four years ago that I had the realization that I needed to go do it. With life, took me awhile to get it out, but once I did, it was pretty amazing. Since then, we're almost at 300 people who have gone through and have actually purchased the downline recruiting funnel, which is awesome.

What's cool is I've been going through and adding a bunch of stuff to it. Now that you can auto recruit, how do you sell products? How do you sell services automatically? How do you ... All these other systems that I usually build for any other business, I'm now putting them into the MLM world. Anyway, it's a bit of a recap, I won't do this every time on the beginning of these episodes, but that's the purpose of what's going on. I just wanted to show you guys and tell you what I've been doing. I could launch this product almost right now. There's things that I still need to create, there's things ... What I'm trying to do is I'm trying to create my MLM as something that's unique, and I want you to copy what I'm doing for your MLM. I don't care whatever one you're in. If you love it, stay in it. I'm not here to try to convince you to come join mine, that's not at all what this podcast is about. That's not what my offer's about. That's not at all what the product's about that I'm about to sell.

It is all about leveraging whatever it is that you are already in, and gaining more qualified people into your downline. People who want to be apart of your downline. People who will help you, who will help support you, who will get things done without you being there, which ... Can you relate with that? I'm sure that sitting right ... Especially if you're listening to a podcast called Secret MLM Hacks, you most likely have been an MLM before. If this isn't your first time, then you most likely have run into those problems. Running into people and recruiting people that probably were not qualified in the beginning. How do you actually do that?

What I've been doing, like I said, is creating a really cool offer out of my current MLMs offer. I'm improving on it. I'm not changing it, but what I'm doing is ... Anytime we create an offer online, what we do is we sit back, and I think I talked a little bit about this process, maybe in the last one, but what we do is we sit back and literally we start to write out all the coolest things we could include when they buy the offer. What are the coolest thing we could include? Well, how about they fly out to the house. How about my wife makes them dinner and they sleep in my pajamas? How about they get this course? How about they do this? Then we go back from the top and we start exing out all of the things that are just unrealistic. Okay, my wife is probably not going to make dinner for them, they're not gonna sleep in my pajamas. You know what, maybe they do fly out though. That's kinda cool. Maybe they do get these cool courses. Maybe they do.

What's left over is this super unique offer that makes you completely unique and different from the thousands of people who are selling the same thing that you are. You think about the power of that. It's amazing. That changes your sales pitch, that changes the way you talk to people, that changes everything, because now it's yours. You own it, you got your name on it, right? Rather than just being the exact same thing as everybody else. That's the trap that I was running into when I first started MLM. It's so cool. Again, I just had someone else join my downline, and I've never met them before. It's not that I don't intend to, or like I said, this is a relationship business. But what I've built works, and it's blowing me away at how well it still works. It's amazing. My income goes up, and I am ... I built the system once, I set it, and I forget it. I kinda just walked away, and all I do is I talk to the people who already joined.

I talk to those people who've already made the commitment. I get them on board, I teach them, and I give them the same systems I'm using so that it replicates me. How cool is that? Would you not want that? Is that not something that would change your life? You think about what that would mean. That's why I built it and I also put it together. Anyway, for the next bit, this podcast is gonna be mostly about me documenting my journey as I launch the final version of this product. I basically launched a test version of the product a year ago, and it's been just insane feedback. I've been so excited about it, it's so cool what that has done. Regardless if someone joins the MLM, it's made $1,000 a week. Regardless if somebody joins, it makes $1,000 a week, and it's been doing that for the last 11 months.

Please let that sink in. That was the hardest part I had with MLM when I first joined it four years ago, was I didn't know if I was gonna get paid. I didn't know where the next check was gonna come. And the check that would come was like, no joke, my first paycheck in MLM was $12. I think it was $12.18 and I looked at my wife and I was like, "Hey, you want to go buy a pack of gum?" And I had worked my butt off, and I was like, "For $12? That kinda sucks." I need a way to vet out good people who actually want to sink into the marketing and learn it, who actually want to replicate themselves, who want to create value, you know what I mean? I want to talk to those people.

That's why I started and I put the system together and I started building it. I realized I could take my internet marketing background and my product creation background and I could sink it into MLM. I was like, "Wow, that makes it really unique, this is cool," so I'm excited that you're here. I'm glad that you're here and you're joining the rest of the community here. There's already several hundred people. There was almost 1,000 people already in the community, and there's a lot of ... One of the things I was sick of with the MLM world was just how many spammers there are. I didn't know that, and I went around and I started joining all these different Facebook groups, and nobody would give me a real answer when I asked a simple question. It was all these spammed comments. I think I got one real answer out of like 30 different pages that I was just trying to ask a simple question to.

I was like, "Oh my gosh, I've got to create a resource for everybody, a place that we could all go and be a cool community together," so anyway, I'm excited that you're here. Real quick, I just want to tell you what it is that I've been doing. You've got this cool product. You've joined this downline, you've joined this MLM of your own, whatever it is, and I'm happy for you. Again, there's no pressure at all, if you love it, stay in it. I'm excited for you. Again, how are you different?

I had to sit back, and I had to think to myself, how am I different? How can I create value in this marketplace that makes me desirable to join my downline and buy my products? How do I do that? I created an offer around my MLM's product. I took that product that I said, you know what, I'm gonna give this, this, and this, when they also buy. It's the exact same thing when you go to Amazon. You know those little fidget spinners or even a pair of socks or pots and pans? It's actually even on infomercials. If you go look at an infomercial, say it's an exercise one, they're like, you'll get this CD and this as a bonus. It's the exact same concept.

Start thinking through ways ... It's the major reason why I took the product offline so I could go make tweaks and keep making adjustments to it so that as you guys are following me as I go through this re-launch, I want to show you guys what I'm doing and why it's worked so well in the MLM space. I want you to copy me. I'm giving you permission to, I'm giving you permission to go out and actually ... I want you to do the things that I'm doing because I know that they working in the internet marketing industry, and what we call the direct response marketing industry. It work the exact same ... It's sales. This is gonna work these out. You know what? Most of the tactics, like I said before, in MLM are stuck in the 90s.

What I want to give, the tactic today, is that I just want you to know ... I want you to sit back and I want you to look at the top people who are in your MLM. You know what's funny, is I want you to look at them, and I want you to ask yourself, what are they actually doing differently? There was a meeting that I went to once for the first MLM I ever joined. A meeting that I went to and I was excited about. They were like, "Hey, this is a regional meeting, there's gonna be a ton of people, if you got any family, if you got any friends, you got anyone interested, come and bring them," and I was like, "Cool."

I went by myself. I had just barely joined. There was an open seat right at the front. Huge room in the middle of a hotel. It was a hotel meeting. Huge room, all these people there, and the guy who had recruited me saved a seat for me. I went, and I go, and I sit down, and I sit down and the meeting starts. The meeting starts. The guy who's speaking, fantastic speaker, great speech, honestly I learned a lot from him. Then this other guy gets up, and he starts teaching and speaking and he also was great, and then he sits down, and then there was another one, and he stood up and he was great, and he was awesome, I was like hey, he's the same as him, he's the same as him, he's the same as him, he's the same as him. Then, all the sudden this guy stood up, and he actually, he was selling in the MLM, but what he was really selling, what he was actually making money on wasn't actually the MLM products.

He had done exactly what I just told you. He went and he saw what the holes were in his own MLM and he filled the space. He was selling the equivalent to picks and shovel to the rest of the people in the MLM digging for gold. You guys know that analogy? You know that ... The gold rush to 49? All those people went to California and they started going and digging for gold? Well, really the people that made all the money are the people selling the picks and the shovels, not actually the people going to dig, right? It's the exact same concept, you guys.

What ends up happening along the way is you start vetting out people who actually want to be with you. I just want you to know that one of the things I've been focusing on this last week is the offer. How am I going to actually go promote this thing? How am I actually gonna go promote my downline products? Is it going to just be with the products or am I gonna make an offer out of it? If you go to Mcdonalds, and you say, I want a hamburger, did you know that Mcdonalds spends like a $1.89 in advertising costs per person in the drive through? $1.89 per person in the drive through. Well if you go buy a $2.10 hamburger, they're only making like 19 cents. You can't make a business off that. You're only making like 20 cents. You can't make a business off that.

Where they make their money is in the up sales, it's in the fries and the drink, right? You can buy it a la carte, one by one, or you can actually just go say, you know what? I'll have a number three. That's an offer you guys. That's what that is. I'll have a number six. They've prepackaged them into these offers. It's the exact same thing with the MLM. Obviously each MLM has different rules. Always check and make sure that this is not ... This is not legal advise, I'm not telling you to go against any type of conditions or whatever, but I specifically went and joined an MLM that was gonna be okay with kinda thing, me doing that, because I knew that I could get ridiculous cutting edge if I could actually go through and create an offer out of my MLM's product. Doing so totally changed everything.

Anyway, I hope that it helps. I'll probably cut this episode now here. I wanted you know what I've been doing and why I've been doing it. I hope that you go do the same thing. Copy me, go figure out what is it that you can offer? Is it some free training? Is it some ... Obviously the MLM's gonna give that to the person, but what can you do? Why should I join you? I'm not joining your downline, I'm joining you. Does that make sense? Why are you different? What value do you put out there? Why do I join your team? Why are you the leader? Why am I the follower? You go and you create something cool.

You could go teach ... I remember the first time I created an MLM product. You know what I did? I went and I taught simple marketing strategies for three hours in a stranger's home, and I recorded it, and then I took that recording and I went and I sold it for seven bucks. I used that as a way to weed out people who actually wanted to learn MLM stuff. Who actually wanted to be successful in this industry. It could be really guys, it does not need ... You might be like, oh, three hours? It doesn't have to be three hours, it could be anything. I'm not saying that's the only strategy. You could go do tons of different stuff. Anyway, all I'm saying is go make yourself different. That's all it is. That's the purpose of this episode.

Anyways, that's what I've been doing right now, and I've been going through and it's looking fantastic. You know what I've been doing, is I go and I take that offer and I just test it out to a whole bunch of people and I say hey, is this sexy? Do you think this is cool? Is this something that gets you excited? Would you want to join my downline? Would you want to buy this product based on this offer? Then I actually go put it out there for real and see what happens. And you know what's cool? It's totally been working. I'm excited to launch the actual thing because I know it's gonna blow it up like hotcakes and I'm excited for it. I'm excited for what that means for you too, if you implement that yourself, but the major point of this is that you've got to go out and make yourself a little bit different. Or very different. Otherwise you're the same thing as everybody else, and it gets really annoying.

If my wife gets invited to another makeup party, she's just gonna like start shooting, because like ... It's the same thing all the time. It's like, oh my gosh, she's not interested. Anyway, so how do you not be that person? You be different. How do you be different? By making your product an offer. By making your downline an offer, right? Think of the way Mcdonalds does it. Think of the way ... When you go to the movies. Hey, do you want popcorn? Those are all little add-ons. All the little things that make them different. Anyway, but it totally works. Hey guys, hopefully that helped. Make yourself an offer and you will have awesome, awesome rewards as you do it. Alright guys, talk to y'all later. Bye.

Hey, thanks for listening. Please remember to subscribe and leave feedback. Would you like me to teach your own downline five simple MLM recruiting tips for free? If so, go download your free MLM Masters Pack by subscribing to this podcast at Secret MLM Hacks Radio.com.

Ho, ho, what's going on everyone? This is Steve Larsen, and you are listening to Secret MLM Hacks Radio.

Here's the real mystery. How do real MLMers like us, [inaudible 00:00:10] even cheat and only bug family members and friends, who want to grow a profitable home business, how do we recruit A players into our downlines and create extra incomes, yet still have plenty of time for the rest of our lives? That's the blaring question, and this podcast will give you the answer. My name is Steve Larsen, and welcome to Secret MLM Hacks Radio.

All right, all right. Guys, I'm so excited to do this. It's one a.m. in the morning right now, and I've just had this on my mind, and so I decided that I would just record it anyway, even though I have got to get up soon. I just really like what I do, so I just decided to stay up and get it done.

Anyways, hey guys, today I wanted to talk real quick about the three things that changed my MLM business forever. You know what's funny is, I once sat down and I wrote all of the business that I had done and tried and tried to make money in, and I sat down, I wrote them all out, and it was, just off the cuff, it was probably 14, 15 businesses. It was a lot. This wasn't small, little endeavors, like I tried that for a day or two, this was four, five, six months per thing.

I've been selling stuff in the business world for a long time now, especially comparative to most people, far longer than most people do it, or make it I should say. You know what's funny is, on every single one of them, if I had the three things that I'm about to tell you right now, I know I may not be talking to you right now. Number one, I'm like, I wish I knew these three things. Stuff would have been so different, but at the same time, I wouldn't be here talking to you right now, in your ears, and that makes me sad.

All right, heres the three things okay? I remember, one of the very first businesses that I created, that was on a subscription model, was a smartphone insurance company. It was a company called Fixed Insurance. What we did was, we went and we were looking at all the different insurance models for smartphones, and they're ridiculous. Some of them, they're just straight-up ripping people off, and we're like, "Oh, we could totally sell that better."

One of my buddies had a smartphone repair shop. He owned it for a long time. He did great things with it, and then he flipped it around and he sold it, and made profit and it was great. He's like, "Dude, Steven, let's go make this smartphone insurance company, um, and er, you handle like the onboarding of customers, and er, and I'll go handle like the back and management part of it," and I was like, "Sweet. Hey, this is cool right." I was in the middle of college, we were both excited, we were ready to rock and roll on it, and it was going to be really cool.

Well, we got to work, and we wrote out exactly what it is that we were selling. We figured out what the different things were we could offer with it. We went and actually started looking at what all of the people who were also selling smartphone insurance already were already doing. Same thing that I tell you guys to do. Same thing that I did. I went out to the top MLM people, and I was like, what do these people do? What are they actually doing? Oh my gosh, it's totally different things than the upline's telling me to do. I'm going to stop doing the things the upline's telling me to do, and start doing what the top MLM guys are doing. You know what I mean? That's basically how it happened. That's one of the turning things.

But for the smartphone insurance thing, we did the exact same thing. We were looking at all the other top people, all the other top companies. How are they selling, how are they selling, or what are they selling? It's funny because we went and we planned this thing out. I handled the technology side of it, I built what we call sales funnels, and I put together a sales funnel online, it was all automated, so that someone could buy and there was automation. They could handle their policies, all this stuff. I went and I put it all together, and it was really cool. It was cool, and we built it, we put it all together, we hit the go button, and we had a few customers buy. Not many, but enough to be breaking even. We're like, you know, really wish there was more people, but that's not bad. All right, cool.

What's funny is, it just floundered. It just stayed there for a little while. At first, its was just like, well this is just the period where they're just talking to the people that they know, and customers will be coming soon. They never did though. I looked back on that and I was like what happened? This is so weird. How come these people aren't joining? What the big problem with this? What I realized is that, I got this from Russel Brunson, if you know who he is, he teaches that you need to first figure out your what and your how.

Number one thing, to take you from zero to $1,000,000, is he teaches is, you've got to figure out first your what. What are you actually selling? What's the offer? What is it that people want to buy? Then you need to figure out the how. How do you sell this thing? How do you get traffic? How do you get eyeballs to see it? How do you get people to come and convert? Whether it's from people who know you or people who are off the street, what's the way that sells the best with your thing?

That's what I always tell people, going and talking to people in the freaking street does not sell well. That's the wrong how on how to sell. There's easier ways to do it. People who are already pre-dispositioned to actually buy and get into your MLM, go find those people. Walking around on the street, I'm sure that great people have been recruited like that, but it's sometimes, anyways, it's challenging okay? It's not nearly as fun of a business to be a part of when that's your strategy of how to make the sale. You've got to figure out the what and you've got to figure out the how. That's number one.

As soon as you figure out the what, and what's cool is that your MLM has already figured out the what. They know what the what is, they've given you the what. They've figured out hey, here's this cool product, you're holding the what. What do you sell? They gave it to you. What's the other part of the opportunity? Cool, they gave that to you also. The what is almost completely figured out. Almost. There's another step, but I'll dive into that in another podcast here.

The how is the part that most people don't think through, and so the uplines are typically the ones who give the how to you, and they say, "Write out this big list of people right, an-, and go bug the crap out of them until they actually join." That's the how, because most MLMers don't know how to market. Anyways, that's what my course teaches. That's why I put this thing together, because I'm a marketer by trade, and I was like, hey, this could work really well in MLM, and it does.

Anyways, so number one, you've got to figure out your what and your how. The what's already almost basically taken care of for you, the how, you've got to figure how to get eyeballs in front of it. That's number one. That's totally changed my business, when I figured out how to do that, because I figured out a what. I figured out a what, and then I figured out the how. I know how traffic comes to it. I know who to target, I know where those people are, who when they fill my downline, they aren't leaches. They're self-solvers. They get out there and do it. They don't sit around and suck to me and say, "What should I do?" Or they don't run from me, and I have to track them down. They're not that kind of person.

You don't want that kind of person. The things I've built and the internet presence, and all the thins I've built, are as much to recruit people as much as it is to actually push away the other kind of person. It's literally a filter. It's a lock gate. I don't want people who are not self-solvers, who aren't go-getters, and I'm sure you're the exact same.

Anyway, so number one, the what and the how. Number two, guys I can not tell you what has happened in my life sines I began to publish regularly. I don't care what the platform is that you choose to do, I don't care even the frequency, as long as it is somewhat frequent. Some people do it every day. I think that's really intense, overkill. I can't do that every day, that's crazy. Maybe you can, that's awesome, but choose a platform. Some people do a YouTube video and they just talk into the camera, and they share what kind of cool things are going on or whatever it is. Whatever it is, you have got to publish regularly.

Podcasting is my way to do that. I love audio, I love music. I've had a lot people ask me, "Steven, are you a radio announcer in your previous life?" The answer's no, I just really like it and I study it a lot. Anyways, regular publishing is insane. Oh my gosh, I encourage you to do it so much. Some of you guys that want to be bloggers, great, then blog regularly. You will gain a following that you can market your products to. You can come from this great position of not being pushy, because they've been listening to you for a while. They've seen what kind of character you have. Their walls have come down, they're able to receive a sales message. But if you lead with the sales message, man you push people away so fast.

Several things happen when you publish regularly. Number one, you get to coach people. There's really two things, I think I talk about this in a previous podcast, but number one, if you can find a coach, hopefully someone in your upline of your own MLM, if not, I'm happy to do it. I'm not saying, "Join my downline," I'm saying listen to this podcast because this all I talk about. Number one, you've got to find a coach, somewhere, somehow, a mentor. If you don't know how to market, find someone who knows how to market, or find a way around it.

Number two, so number one is find a coach, number two is be a coach. When you are a coach, one of the easiest ways to be a coach, even if it's not one-on-one, is to just publish regularly. You will get better at your craft. you will better at your message. You'll get better, and I know some people are like, "Well I'm not very good at talking." That's okay. You can write. Whatever it is, some kind of regular communication, or attach yourself to somebody who is. Anyway, I cannot believe, I've spoken on stages because of my podcasts. I've gone and I've met amazing people because of podcasting. It doesn't matter, it's not just podcasts, whatever it, is, regular publishing.

Number one, you've got to figure out what you're selling and how it sells. Number two, you've got to publish regularly. These are the easiest three steps on the planet okay guys. Don't look at them and be like, "Oh, this is so much stuff," just break them down bite-sized. Number one, what are you selling? How can you make it just a little bit different than everybody else? Number two, or second part of that, how does it sell? How do you get the eyeballs in front of it? How do get people in front of it? For me personally, I wanted to build a sweet system that would help me to do it, so I did and it totally works, it's awesome.

Number two, you got to publish regularly, which leads me to number three. Number three is I encourage you to find ways to not be attached to fulfillment yourself. Let me explain what I mean. I'm one of the coaches, I shouldn't say one of, I am the coach for a program called Two Comma Club Coaching. Two commas meaning $1,000,000. What I do, is I'm the guy that runs the program for Two Comma Club Coaching. I always try and keep what I do off to the side a little bit just so you guys know that I'm not promoting other things that's going on, but just so you know a little more about me, I am the guy that runs Two Comma Club Coaching.

Super fun, really enjoy it, a lot of fun, I absolutely adore it, but what's funny is, that a lot times when I help people come up with offers or help people come up with what they're selling, how to make it different, how to get the eyeballs, how to create all of their system, things like that, a lot of times, what they'll do is they'll tie themselves to the fulfillment, meaning they say, "Hey, when you join this, I'll do a call with you every week, for two hours, at this day." That's really great at first, but man, hopefully your team grows so fast that you can't handle it anymore. Does that make sense?

I was helping my dad come up with an offer once, a cool product, and it does great, it's awesome, and he's figured out the what. He's trying to figure out the how right now though, and he's got people seeing it, it's starting convert, he's regularly publishing, and then I helped him create the system. He's was saying, "Hey, how about I go do this cool, you know, one-on-one coaching calls with these people when they buy the product?"

This was unrelated to MLM. This was another industry. It was in the financial markets area. I was like, "You know what? That's sounds cool, and it certainly is sexy, and it makes the offer more sexy, but that is, i-, it's not that you don't want to serve people, it's not that you don't want to help people, but that's going to be hell tl-, to fulfill on right. Hopefully a ton of people buy your thing dad, you know," or whoever it was I was coaching in Two Comma Club, "Hopefully the, it sells like hot cakes, and because n- you don't want yourself tied to the fulfillment. It takes away the automation right."

Number one, the what and the how. Number two, regular publishing, and number three, a system. What I did is I set off, this was almost four years ago now when I drove my first MLM, it was an utter failure because I didn't have a system. It was haphazard. My system became literally goin door-to-door, and I didn't have a system. There wasn't a system. There was no process. I wasn't thinking through all my moves. There was no big, long-term strategy behind it. All I would do is I would continually write out lists of people's name, and lists of what would happen if one of their friends joined, and what they looked like on the [inaudible 00:13:34] plan. I know that you have done that, especially if you're listening to this podcast, you've probably done that and that's fine. We've all done that, but that's not a system though. It's not a marketing system that pulls people in for you.

It's not to take the human out of the machine. Its not to make it so that this is less personal. That's not it at all. All it means is it helps me talk to people who are actually serious, who actually know how to market a little bit, or who want to learn. I want to talk to those people. I don't want to talk to people who have no desire at all to learn how to drive an add or whatever it is. That's not the kind of person I'm looking for, and that's okay. You can be picky. You're going to spend a lot time with these people. Would you want to go on a vacation with them? If not, don't recruit them.

Anyway, I hope that's helped. Anyway, so the what and how, that's huge, that's number one. What are you selling, how does it sell? Number two, please find a way to regularly publish. YouTube is a great way. It's free, you can just keep putting videos out there, it's not that hard at all. You can get your smartphone out and literally upload it straight to your own channel. But regularly publishing, this is my second podcast channel. I actually have another podcast channel, and it's been going for almost exactly a year now. I've had almost 50,000 downloads on it, and it's grown my audience like crazy. It's made my craft better. Anyway. I podcast more than once a week over there, and it's been fantastic. A lot of interviews, a lot of great stuff.

But what it's done is insane. I can't even believe it, and everybody kept telling me that, "Go, go publish. Go be regularly publishing right. You'll start building your culture, you'll start building your tribe." Anyways, it's amazing how much angst that has shortcutted, regularly publishing in my own MLM. It's amazing, it's insane. Still blown away by it.

Then number three, you've got to create the system. What is the system? If you want a good example of that, I talk about ways that you can do that. This is my little plug okay. It's totally free, you can go get it if you want to. If you go to secretmlmhacksradio.com, and just put your email in, for five days I'll just send you a video, and what it is is a video that teaches you different ways that you can recruit. It helps break and rebuild the mindset and beliefs you may have about the MLM industry, and it's in such a way that you can actually send it to your downline as well, by simply sharing. Anyway, very powerful stuff.

Anyways guys, hey thanks so much. Hope you enjoyed this episode, and I will see you on the next one. I got a really cool surprise actually for that. It's going to be good.

Hey, thanks for listening. Please remember to subscribe and leave feedback. Would you like me to teach your own downline five simple MLM recruiting tips for free? If so, go download your free MLM masters pack by subscribing to this podcast at secretmlmhacksradio.com.

Hey, what's going on everyone? This is Steve Larsen, and you're listening to Secret MLM Radio. And I have a question for you. We had to admit, but have you ever stolen anything before?

So, here's the real mystery. How do real MLMers like us, who didn't cheat and only bug family members and friends, who want to grow a profitable home business, how do we recruit A-players into our down lines and create extra incomes? Yet still have plenty of time for the rest of our lives. That's the blaring question, and this podcast will give you the answer. My name is Steve Larsen, and welcome to Secrete MLM Hacks Radio.

All right, that might be somewhat of a tender subject, and I'm sorry if it is. And it certainly is for me as well. Now, when my wife and I first got married, we had $1,000 to our name. We were moving to a new spot, we were moving to a new area, and we had nothing. I mean, we had absolutely nothing. And neither of us had a job, neither of us had ... And living bare bones. We had this new apartment, and it was a little more on the expensive side, but we couldn't find another apartment anywhere else. I was going to college, she had just graduated, but none of us had a job. And we're living in this apartment that was a little more expensive 'cause we couldn't find anything else, and we had no jobs. We had almost no cash, living bare bones. I mean, nothing. There's no ketchup on the hotdog, you know what I mean? There's nothing. There's not even a bun, you're just eating the hotdog. Super bare bones living, there's no glaze on life at all. Our expenses were still $1,100 a month. So we had $1,000, our expenses were $1,100. We could not even survive one month.

And times were dire. I'm not going to lie. That was one of the most stressful experiences of my entire life and still has shaped me to this day. What ended up happening is ... My wife had already graduated, and I was still in school, and I was working hard. But I also knew, holy crap. How do we get money? And she starts going and babysitting for $3 an hour. I mean, way, way, way too cheaply. You know what I mean? And she's doing all the stuff, and I'm feeling bad that I'm sitting in classes and not contributing to our family finances, and feeling like a failure because of it. And I go, and I notice she started spending a lot of time in bed. And I would wake up every morning, and she'd be in bed. And I'd come back, and she'd be in bed. And I was like, "Hey, feeling okay?" And the first day I was like, maybe she doesn't feel good. What's going on?

And then she did it the second day, and then the third day. And I was like, what's going on? And I started asking her ... Maybe there's some depression? Maybe there's ... What is it? Trying to be sensitive, but also trying to help. So this went on for a little while, and I'm already feeling super bad. And she very reluctantly ... In fact, I think she started crying. This is ... I'm being really open and vulnerable right now, okay guys? Just so you know. She leaned over to me and she told me that she had only been eating one meal a day for the last long time, and it was so that I ... So that we had enough food so that I could eat while I was in classes, and feel like I had enough energy to do well in my classes. And ...

You guys, if that does not hit you to the core, I don't know what would. My new bride I could not freakin' provide for, and I felt so much like a failure. And I started feeling some ... Fighting really bad feelings and just emotional state. Things got really intense. And I go, and I was like, "You know what? Student loans. Something. What can I do? We have almost nothing." And I go and I start going over to the financial aid place. And I find out I can get student loans, but they're not going to be there for another four to six weeks. And I was like, "Oh my gosh. We're going to die tomorrow." You know what I mean? That was the mentality. And I will never forget this, I ended up ... It was a huge humble pie I had to swallow. I had to swallow the pride pill and get rid of all the pride inside my body.

I had to call my dad. I said, "Dad, look ... " I was trying to keep from bawling, to be honest. I was like, "Dad, we have nothing." This is five and half, six years ago ... Five and a half now. Anyways, I said, "Dad, we got nothing." And I said, "Hey, we got student loans, they're coming. They're just going to be four to six weeks away. And you know what? I ... Could you just float me like three grand and I'll pay you back the moment it comes? It's coming, we know it's coming. It's just not here yet." And there was a long pause on the other side of the phone. Almost kind of awkward, long, long pause. And deep breath. My dad took a deep breath and he said, "Son, I love you, but the answer's no." And I was like, "Oh." And he said, "The reason why is because if I give you this money, you will not exhaust resources that you didn't know that you had."

And he started ... He was trying to hold back tears. And I later talked to him about that, he's like, "That was one of the hardest decisions I've ever made in my life, also." And I was like, "Honestly, it shaped me." Because there was fire in the gut. I had a freakin' mission to provide. Get out of my way. I don't know how, but I'm going to figure out how to make this happen. And I started going ... I started doing real estate, and stocks and options. And I started doing all this stuff. I started with ferocious pace, going as fast as I could. Clawing for any answer, because I knew I couldn't really do well in my classes and work a minimum wage job. And so I was like, I need to be entrepreneurial here. I've always kind of wanted to be, but I'm being thrown into this. I literally am jumping out of the plane and I'm building the parachute while I'm falling.

And I've got to do that. And I don't really know how we figured it out, but we did, and we didn't die. But I just so love my dad that he said "no" to me. And I've got mad respect for him that he did that. And that's where a lot of the fire and the passion for me comes from. And I just was determined to figure out, to make it happen, whatever it was. And so when I ended up starting on MLM, emotionally, I was at this place like, "Gosh. I've already tried like 15 things, I feel like." That might actually been the actual number. And, "How's this going to be any different?" And I had to fight these feelings of, "This is going to be the same as the other things. This is going to be the same as all the other pieces. All the other things that I've tried and done before, why is this any different?"

And my buddy had to kind of talk me into it and I was writing an eBook at the time 'cause I was getting into eBooks, 'cause why not? And I didn't know the difference between marketing and sales. I didn't know the difference between products and offers. And I didn't know those things even really existed. I was just running with ferocious pace, barely sleeping, kind of killing myself to be honest, physically. Just working hard trying to make it happen. And definitely got my stripes, put my stripes during those first few years. And so when the MLM thing came around, like I said, I was kind of reluctant. I remember there was this time, I was trying to figure out ... We didn't really have hardly any money at all. And I remember, I started getting addicted to learning from these top people.

And it was exciting, and it felt good. It was cool to see what they were doing, and all the successes they were having, and all the things that they were doing. And wow, this guy says that about this. And wow, this other guy says something similar, but with a few tweaks. Interesting. And I, just with ferocious pace, started learning and consuming and reading and taking in all these things and doing courses and all this stuff. What was funny, when I first started doing courses, we didn't have any money. So I regret the fact that I did this, and I since have gone back and fixed it and attempted to fix it. But what I did is I went and I found a bootleg site and I totally bought this guy's ... I got this guy's course from this shady character that should have been several thousand dollars and I got it for like $50.

And I took that course and it was all about traffic generation and I was diving into all these things, and it was really cool. And what was funny is stuff started happening. I got into an internet marketing class, I wasn't really doing much with MLM, and I was trying to figure out what was ... I was just trying to figure out my path, and I'm sure you guys have been there before. You're like, "Why can't I make this work?" Or if you are making it work, you're like, "How can I make this better?" And this really interesting thing started happening. I paid $50 for that course. For every other course ... It was all free. It was just blogs, it was podcasts, it was all this other stuff. And I was consuming like a madman, staying up really late just consuming and reading and studying and trying to see the patterns and how people are actually doing stuff. And reading lots of different authors and lots of different people on the same topic so I could get a full picture. And it was really, really cool. It was very, very helpful.

But something really interesting happened when I paid $50 for that thing. I had not, until that time, ever paid for anything. And it was only $50, it's not very much money at all. And if it feels like to you, I've been there. It's okay. But something really interesting happened, though. So I paid that $50, and stuff started happening. Doors started opening. My attitude towards that course was different than all the others. I stayed up even later, I got stuff done, I took ferocious notes, I knew that I needed to learn it really deeply. And so I started teaching other people what I was learning so it solidified in my own brain. It was almost a selfish act and a selfish move that I was doing, but it was because I wanted to get good at it.

And what ended up happening was we started ... I grabbed a buddy, and I started teaching him this stuff. And he's like, "This is crazy." And we ended up landing a deal with Paul Mitchell, the Paul Mitchell, the hair schools. And we started driving traffic, it was a traffic course that I got. We started driving traffic for Paul Mitchell, billion dollar company, crazy. And building sites for their rising celebrities that were going on TV so the celebrity could say, "Hey, got to this URL," and there was a place there. You know what I mean? And really, really fascinating. And it was all from that $50 that I paid. And since I've gone back and I've said sorry to those individuals I stole their course from, and it's been ... I mean, it's been amazing what's happened.

So I always laugh. So, anyways, let me keep moving on the story quick here so you guys kind of get full picture. Well, I started realizing that there was somewhat of a link between me actually investing in something versus just getting free stuff. The way I approached it, the way it was different was ... It was totally different. The way I have treated it, the way that I actually executed on it personally, but also the actual material was better. Go figure, free stuff usually isn't as good as paid stuff. And I started reading ... I went and I joined the army, and I would sneak these marketing and traffic and sales book into the bases and stuff like that. And I remember there's this one time, I was reading this book that I got. It was like an $8 book, but I remember it changed my life.

I was laying down, I had my M16 in my right ... In the prone. So I was laying with my right ... I'm right handed. So in my right hand was the M16, I was in a prone, I was laying on a security line. It was in the middle of a training, so it's not like I was on an actual ... But it was for 10 days, I was laying in the dirt. And then in the other hand was ... I had this plastic bag that was protecting this book. And I went through it and I would kind of hide it from the sergeants as they would walk behind us and stuff like that. And I'd be laying up, trying to do my thing that I'm supposed to do. But I was just so curious trying to figure out how to actually be successful in this stuff. And I had this book, and I would ... With an M16 in one hand and a book in the other, marketing book, I'd lay in the prone and I read this guy's whole book.

And I was like, "Whoa. That's cool." And I remember it changed my life. And suddenly, things started coming together in my head. And all the other courses I'd taken before starting fitting in their correct places. And this whole puzzle started putting itself together. And it's not like it did it on its own, I was working really hard to have that happen. I was like, "Who, that's how you do that? That's crazy." And that's when I started launching my first successful company, and stuff with MLM started taking off. And I built this really crazy cool system and all these pieces started coming together. And I was like, "Interesting." And it all started with me deciding to pay $50 that I really didn't have for this course that I essentially stole. And like I said, I went back and fixed that and said sorry. And honestly ... It's funny, it was actually two courses and one guy just laughed really hard and he's like, "That's awesome. It's cool that it created all that success. Congrats." So, anyways, that's kind of cool.

And so, what I started doing, I was like, "Man, people need to have this material. My buddies, who were trying to also make companies and build businesses and be successful in MLMs and all this stuff ... Why don't they have this?" And so what I did, this was the foolish part, I went and I started just giving it to all of them. And I must have handed out 30 books, including to some of my professors and teachers, and I handed it out to them and I was like, "Hey, you're in the marketing area, but this books going to teach way more than what your class did." I didn't mean to be arrogant, but I was, and I was just excited. And I was like, "Listen to this book, listen to this course, or do this." And I started handing out these books like crazy, or I'd go buy the book for the individual and give it to them. Or I'd go ...

And what was funny is that ... You know how many people actually did something with those things? None of them. They didn't do anything. I must have handed out 30 books in one period. And I think maybe one guy opened it and read it. I think. I mean, maybe like one person might have actually done something, but it's crazy. And I started getting really frustrated. I was like, "Why aren't people actually using this content? Do they not understand this changed my life? Do they not understand that it can change theirs? What's the big deal?" And I heard this really cool quote around that time. I had this really interesting realization hit me, and it's actually from a person. I think it was from Russel Bronson, actually. And what he said was, "Those who pay, pay attention." And I was like, "Huh, that's fascinating." He said, "Those who pay, pay attention."

And I'm bringing this up because I recently have got many messages from people saying, "Well, if your thing's so great, how come you don't give it to me for free?" And the reason I don't is because every time I do, the person never does anything with it. What's funny is that I'm currently part of a project right now where we sell this course for $2,000. And every person who comes in there, rather than being where 30 people get the book and one person does something, it's totally the opposite. With a $2,000 course, guess what? Lots of people actually do stuff with it. There's only one or ... There's not that many that actually go back and do nothing with it. Does that make sense? It's unrelated to MLM, it's something else. But the principle's the same all around.

So, "Hey, Steven, will you give me your thing for free?" No. Because it will be doing you a disservice. At this point right now, it's not that I need that much more money. It's not like ... It's not that I'm ... This is because of you. If I deprive you of the option to pay for it, then the chances are of you actually being successful with it are so low. It's ridiculous. Absolutely ridiculously low how low it is. Anyway ... And I've done it even with my own brothers and my sister and my dad now. And really interesting stuff has come from me not buying the book for them, or not buying the course for them, or whatever it is. I give them the link, and they go buy it. And what's funny is that I know when somebody goes through that, they are having the epiphany on their own of why it's important to get it. And they usually do something with it. They'll start to go through it, they'll start to figure out why it's important, they'll obsess over it. They'll figure out how to apply it in their lives.

But every time it's the opposite, really, really sadly, most of the time people don't do anything. So to the individuals who continue to ask me, "How come I can't get it for free?" The answer is "no," and it's going to stay that way because you need to pay so that you'll pay attention. It is so sad for me to spend so many months on a product and see somebody get it, but not actually get it. And that's what I don't want to have happen to you. And so, I'm not going to ever make any of my stuff free except for the things that are supposed to be free. Like I've got the five videos that will go in more depth of the things that I'm teaching you guys right now. They're five videos, they're free, you can go get them on secretmlmhacksradio.com. And they're five videos that you should watch with your down line that will teach you more about how to actually setup marketing systems.

You'll never hear the name of the MLM I'm in. It's not a pitch fest, it's not anything like that. You're not going to ... Anyway. But that's why I get so passionate about this. So the answer is ridiculously "no" to the question, can I get this for free? It is a screaming loud megaphone-sized "no." And it's on purpose that way. People who are serious will raise their hand. They will self-identify with their wallet. They will say, "My education is important to me." And I used to think when people would say that ... I remember other marketers that came out and say, "You've got to invest in your education. Invest in yourself." I used to think that just like a gimmick for people to go buy. But I totally get it now. Every single person ... I personally went through that path as well. I know that my education and my success would have been sped up if I started buying and actually paying for courses earlier on rather than trying to find all of the free stuff and all the blogs and all the free material.

When I actually pulled my credit card ... You have to get good at what every entrepreneur is good at. Pulling their credit card out of their wallet and buying the course, buying the investment in themselves. Buying whatever it is. And if you don't do it, it's really, really sad because most of the time, it means that you're not going to move forward. And even for the people who only get halfway through the course, but they still ended up buying, for some reason, it does something different in their head. They take it more seriously. They might not even get more than halfway through it, they might not get halfway through it. But just the act of them paying ... Man, it's the weirdest thing. I don't totally understand it, but that's ... Besides the phrase, "Those who pay, pay attention," I don't really get why that was for me or the way it was ... Or why it is for other people.

So, anyways, I don't want to keep going on that. But that being said, if you do want the free thing, it's absolutely insane. I should be charging for it. It's usually part of another thing that I give away as a paid thing. But if you go to secretmlmhacksradio.com, you can download the five videos for free. And you'll learn a little bit more about what this is and this community and why I'm doing this. It means a lot to me. 'Cause ... Anyway. So, guys, hopefully this was helpful. That was the day that I stole that actually changed everything for me. I've gone back and since remedied that action and I'm so sorry that I did that, but the same time, powerful lesson that came from it. Hopefully that's powerful for you.

All right, guys. If you wouldn't mind, I would love it if you'd go to iTunes and please subscribe and rate the podcast. Leave me a written review. That really helps me a lot, helps others find it as well, and helps me understand more of the types of things that you want. If you have a question that you'd like me to answer on the podcast, got to secretmlmhacksradio.com. And all you do is you opt in for just ... All I do is I let you know when the new episodes are out. But there's going to be a little green box on the next page down on the bottom right. And literally, you can record a voicemail straight to me asking me your question. And I kind of like to go through and I like to kind of vet them out. Hey, which questions are going to be best for the community as a whole. And I put your actual question and you saying it on the podcast.

So, anyways, I love to hear from you if you've got any questions at all. You can get that and the actual videos, again, at secretmlmhacksradio.com. All right, guys. I will talk to you later. Bye.

Hey, thanks for listening. Please remember to subscribe and leave feedback. Would you like me to teach your own down line, five simple MLM recruiting tips for free? If so, go download your free MLM Masters Pack by subscribing to this podcast at secretmlmhacksradio.com.

Alright, alright, alright. How are you guys doing? This is Steve Larson and you're listening to Secret MLM Hacks Radio. Here's the real mystery. How do real MLMers, like us, who didn't cheat and only bug family members and friends want to grow a profitable home business, how do we recruit A-players into our down lines and create extra incomes, yet still have time for the rest of our lives? That's the blaring question, and this podcast will give you the answer. My name is Steve Larson and welcome to Secret MLM Hacks Radio.

I love that intro. I put that together. I did a lot of music related things growing up. I always loved mixing music and putting it all together. When I was about eight years old, my mom, she was teaching piano lessons like crazy out of our house. It was really cool, I loved it because all these kids would come over, and they'd be learning. While my mom would be teaching these piano lessons, I'd get to go play with all these other kids. It was awesome. I remember that very vividly. It was just a lot of fun and really enjoyed that a lot.

What shocked me though, when I turned about eight years old, suddenly the tide shifted, and she wanted to teach me piano. I was like, "Okay, cool. Awesome." All these other kids are doing it. I'm excited about it. This will be great. I'll really, really enjoy that. This will be a lot of fun. I started practicing. You start out at a really small level. Just like with anything, you suck at the beginning. It's the same with anything in life. Soon as you start, you're going to suck at it. Why? Because you've never done it before, and as you keep moving forward and doing it, you start to suck less. "Eventually, you suck less so little that you actually become good." That's a quote from Garrett White. That's exactly what happened.

I was practicing, and I was really enjoying it and I was feeling the progress. I was feeling progression. I was feeling ... Which is, in my mind, one of the keys to happiness, is feeling progression in whatever you're doing. I was excited about it. I was learning different songs. I was learning that, oh my gosh, especially as the years went by, about four years went by. I was learning, I could woo some of the young girls around me also and get some attraction that way. Do you know what I mean? I was enjoying it.

But, when I turned about late 12, 13, I started hating it. I think a lot of it was because it wasn't cool to have my mom teaching me piano. I just so regret the fact that I did not continue doing that. For several years there, I was like, "Ah, piano. I'm not going to do that. I'm too cool for that." I was going through that teenage phase. Regrettably, I walked away from it, much to the dismay of my mom, of my mother. She kept teaching piano. I kept saying, "No, I don't want to do it. I don't want to do it."

What was funny is, about four years went by, I played for four years. Then, about four years went by, and I realized how cool it really is to stick with something and get really, really fantastic at it. My younger brother has stuck with it for a long time, and he's just insanely awesome at the piano. I have total jealous rage over it. He's awesome at it. I mean, extremely, extremely good. He's going to get recognized by states and stuff like that. He's quite good, for his age and stuff like that.

Anyway, what happened was I realized it was awesome. What I did was I picked it back up. I was 16, and I started self-teaching. I started getting interested into it for the sake of the thing, rather than anybody else really caring that much. I had just loved the actual act of playing the piano. I started learning it and I started working on it and started getting good again. What was funny is, I remember, I always loved it when I'd go to other people's houses, or I'd go ... There were churches, or I'd go in different classrooms, in high school, the music area. I would go there, and I would start playing the piano. What was so funny, to me, is that sometimes the pianos were just amazing. They were incredibly expensive instruments. Massive grand pianos and I could play on them. It was gorgeous music. You could definitely heard the difference in the keys. It was amazing. It was so cool. I promise the story is going somewhere very key, just bare with me for a second.

I was like, "This is fantastic. This is so cool, holy cow." Then I'd go on someone else's piano, and it would be slightly out of tune, but what was funny is, that sometimes being slightly out of tune, would be its own artistic flair. It actually would make it sound cool, in its own way, also. I'd be like, "Interesting. This is like a really, really cheap piano and it's out of tune a little bit, but this song actually sounds cool." This is slightly out of tune, or whatever it is. I realized something, that there were these people, these other kids that would walk up, and they'd play the piano, and they were crappy, really bad. But, they'd boast really good skill like, "I'm so good. I'm super good at it." But, they'd sit down and they weren't very good.

I was like, "That's interesting. You have this really expensive piano, but you don't actually play it very well, at all." Whereas, the piano we were playing on, it's not that it was bad, it's just that it wasn't really that nice either. It started getting out of tune, but this is something that really stuck with me. I realized that it didn't matter that the piano I was playing on was a little bit old, or out of tune just a little bit. That didn't affect my ability to play. That didn't affect my ability to go run out there and be self-driven and solve problems on my own. That didn't affect my ... Meaning, I didn't have to blame other people. I didn't have to blame external factors for my success. Whether or not I was actually going to be successful with it.

My skill level had nothing to do with the quality or brand of the piano. That had everything to do with my devotion to the instrument. What does that have to do with MLM? Everything. That has everything to do with MLM. I remember, I realized when I was first, remember I told you in the very first episode of this podcast that I joined and I got 13 people on my down line. It was a really cool experience. It was awesome and I really enjoyed it. Then they did nothing. I was like, "Ah, man," and I started getting discouraged. About three, four, five months in, six months in, seven months in, that I started getting even more discouraged and more time passed. Within the year afterwards, I had just flat out quit. I remember, distinctly thinking, it was the MLM's fault. I was like, "Oh, my gosh. This MLM sucks. It's nuts. This is terrible. Look at those other guys over there in that other one. Grass is always greener on the other side of the hill." Remember that?

I'm going, "Man, those guys over there, they totally got it made. Look at their comp plan. Look at the commissions that they get. Look at X, Y, and Z." Now, in all reality, did the brand of the piano matter? Yeah, like 10%, like not much at all. There was this extra 10% beautiful layer that got added on top of it, but the music still sounded good if it was on a cheap piano. It didn't matter what brand it was. That's the exact same thing with whatever MLM you're in. It's the same reason you'll never hear me say the name of the MLM that I'm in right now. I'm just not going to tell you on this podcast what I'm in. That's the exact reason why. Because if you love the MLM that you're in, good for you, that's your instrument, you're getting good at that one. That's awesome.

You're skill level has nothing to do with the MLM that you're in, like 10%. It has everything to do with your skill level. What is the skill level that you're working on? Marketing, marketing. It's this very, very big hole. There's one other aspect that I realized it's not just marketing for me. What I realized is that ... I'm back tracking a little bit. I realized that there are ways to auto-recruit people using sales funnels and that I needed to market to people rather than prospect to people. That's a recap of the last three episodes, thus far. What I realize is that I need to have ... What was the system in place? What was the system?

I realized all these other MLMers, these type guys, they weren't doing home meetings. They weren't doing hotel meetings. What do I actually need to go build? What I did is I sat down and I started using a software called, ClickFunnels. I'm not going to promote tons of stuff to you guys, just so you know. But, ClickFunnels is the freaking bees knees. It is so awesome. It used to take me weeks to build out what it takes me a day to do in ClickFunnels. It's amazing and it's so awesome. If you want a free trial to that, just let me know and I'll drop it over to you.

But, what I realize is, so I went and I created this system. I put the system together based off of what I saw the top people in MLM doing. I had a cool quiz. That was the first page somebody landed on. I had a cool quiz on the internet, on a little page there because they did. I went through and I made this cool quiz. All it was meant to do was get people into the state to go to the next page. I didn't even collect the data. Then on the next page I said, "Hey, if you want here's this cool little CD. It will teach you how to create a funnel. It will teach you how to create a funnel that you can use to help recruit people into your MLM. It's just seven bucks."

A lot of people are buying. They're still buying that. More people buy it today, which is awesome. It's just constantly working for me in the background. It's awesome. Then the next page of the funnel is, "Hey, you know what? Here's a complete funnel that's already done for you." Then on the next one, "Hey, you know what? Here's if you want to learn how to get some more traffic, here's that part there too." What's funny is I built this whole system out. It took me about eight months to do it. I put it all together. I went and I saw the other training materials other MLMers were doing. I saw the videos that they were doing. I transcribed them and I made them my own. I changed them and I tweaked them and I made it my own. I put my different spins on them. I recreated the videos. Those videos are what's at the Secrets, I'm sorry, SecretMLMHacksRadio.com. That's what's there. It's free videos, you can just have them.

There's nothing afterwards. I'm not trying to upsell you anything. I'm not trying to ... It's literally just for your education. I've never done that before. Anyway, I think you'll really enjoy it. But, there's a point to it. I'm not pitching you. There's a point to it. I started going ... Remember last episode I said, "Guys, there's a huge difference between sales and marketing. There's another huge difference between a product and an offer." This is marketing 101. This is stuff I didn't even learn in marketing degree, yet it's made all the difference and it's made the money for me that it has, which is awesome.

The difference between those four things is huge. What's the difference between sales and marketing? Well, I was doing door-to-door sales. Sales, according to Joe Polish, and marketing are very different like this. What he said was, "Sales is what happens in front of your face. When somebody walks up to you, what do you say face-to-face? It's what happens face-to-face." What do I say there? That's what sales is. It's closing the sale, right there, in face-to-face. Marketing is any action you take to get them to your face. It's whatever gets them to walk up to you. Marketing pulls, it's all the actions you take to pull there ... Posting crap on Facebook about what you drank and what you're doing at the gym is not marketing. That's not marketing. That's prospecting. That pushes people away. I swear, if my wife sees one more person invite her to a home party where they're going to get to try someone else's product for free. She's going to just start shooting. I'm so tired of those tactics, it's ridiculous.

It's one of the reasons why I'm making this podcast and why I'm putting out this content. Because I found a different way to do it and it works way more effective and you don't ruin relationships as you do it. Number one, we market, we don't prospect. The marketing pulls people and helps pull people to us. Sales is what happens face-to-face and that's the part I'd really like to automate. I can automate both those parts sales and the marketing, but especially the sales. I don't really like to talk face-to-face. I don't really like doing sales. I love stage presenting, but I hate, I hate doing face-to-face, one-on-one sales. It drives me nuts.

When I realized, like I said, the difference between sales and marketing, huge. Alright. I'm trying not to go into too much techno-babble. Stay with me real quick. Here's the other aspect. When I launched my automated system, it failed. You're like, "What? Stephan what qualifies you to be doing this? What qualifies you to be teaching these people and teaching us? What is it you're doing?" Well, the reason why is because it failed and I walked away from it. I was like, "Dang it. I went an I recreated this whole system from all of these top MLMers and it did nothing."

Why did that do nothing? That is the weirdest thing. That's what all the other top guys are doing, how come I'm failing at it? What I ended up doing was walking away out of pure frustration. It took me eight months to build this thing and I walked away, completely defeated, thinking that I had failed. I walked away and I completely forgot about it. Well, literally, months and months and months later, probably a solid six months later, it was a while. I can't remember, it might have been six months. Regardless, it was a long time.

This guys comes out to me and he's like, "Dude, I stumbled across your thing." I don't know really how he found it. "I stumbled across it. Holy crap, dude. Why aren't more people using this and seeing this?" I was taken back. I was like, "How did you find this? Are you kidding me? It's in this dark corner of the internet. It's on these webpages. I put it up. I know it's not a normal thing to do in the MLM world. I just forgot about it to be honest." He goes, "No, are you kidding? This is the coolest thing ever. This has changed my life. This is amazing stuff. This kind of stuff is not out there, but the kind of stuff that's needed." I was like, "Yeah, I know. That's why I did it." He goes, "Dude, I bought your thing. I'm using it. It's awesome."

I won't say his numbers on here because I don't want any kind of income claims, but he was spending $5 a day on Facebook ads and he'd pull out a couple hundred dollars a week in paid prospecting. Regardless if someone joined his own MLM down line. I was like, "That's super cool." He had the marketing piece. He had the sales piece. Those parts were all automated. But, for me personally, why did that fail at the beginning? It actually, really didn't do that well for a little while. The reason why is ... Maybe I should have done a separate podcast about this because I don't want this to go too long, just bare with me for a second. Stick with me. This one concept changed everything for me.

The difference between a product and an offer. What I was doing was I was selling a product. I was selling the one thing. I was selling the MLM recruiting system. There was just that one thing. I was like, "Cool. That's interesting. I thought it was good enough." You have your MLM product and it didn't sell very well. It didn't, for some reason, it just didn't sell well. Not many people bought it. I was like, "This is amazing how come nobody's actually getting it?" The one guy bought it and was like, "This is awesome. You know what? I wish you included X, Y, and Z with it." I was like, "Huh, that's really good feedback."

I went and I created it and I added it to the other product, so when they bought the product they got this other thing with it too. Guess what? My sales went up. The craziest thing. Other people started hearing about it and started buying it. I started getting more and more feedback from people. They're like, "You know, this is really cool and so is that other thing, but I wish I had this third thing." I was like, "Huh, that's a really good idea. I should go make that." I went and I put that aspect together and I put those pieces together and I included it. So, when you got the main product, you got two other things with it now." Crazy again, my sales went up. Then again, again, again, and again, over and over and over. You can see where this is going.

Pretty soon it was like this waterfall of paid prospecting cash that started coming in. We went on a cruise. We went ... It was nuts. We're pulling two grand a day sometimes, or in a week. It would be $2,000 in a day, $1,000 a day, $1,000 a day. It was like, "Holy crap, these people don't even join my MLM yet." What was crazy is I wasn't pitching the MLM. I wasn't going around and trying to beg people to get in. I wasn't walking around malls. It was totally automated. These people were giving cash. They were paid prospects, but, at the same time, man, I got, right now, I still have 15 people begging to join my down line. I just haven't pulled them in yet. I haven't gone in and finished the sign up process with them, currently as I'm making this episode. It's hilarious.

I was like, "Whoa, that totally happened. That worked." I was like, "Why did that work? Why did that work?" I'm very introspective as an individual. I was like, "Why did that work? How come that worked?" I understand the difference between sales and marketing. That's the part I automated. That's the system I created, but why is it that I went and how come it's working now? What I realized is that people want to buy offers. They don't want to buy products. They don't want to buy just a product or just a service. Have you ever gone to ...

This is a goofy example, but have you ever gone to Sports Clips? Sports Clips is a haircutting place. You go in there and it's not just a haircut. You go in there, it's a haircut for dudes, but you go in, mostly for guys. You go in and you sit down. They give you a haircut, but after that they wash your hair, but then they put hot steam towels on your face and they massage your scalp and your face. They put you in this vibrating massage chair. They put you ... They'll do ... It's really interesting. It's a manly spa. Do you know what I mean? I love it. It is the coolest part.

What they did is they took a boring product, haircuts, and they made an offer out of it. The problem with most people in MLM is they don't have an offer. You, out of the box, are exactly the same as thousands of other people. You have the same product. You have the same websites. You have the same marketing material. You are, literally, carbon copy as everybody else, out of the box with MLM products. Why would somebody join you? Do you know what I mean? That's the whole ... That's what I realized. Oh, my gosh, the reason people are buying it is because I made my MLM, I made my recruiting system into an offer. I made myself different. I carved out my own niche. Nobody else is doing it. I was like, "Whoa, that's nuts."

It started blowing up and started going nuts. That's why it's been successful and why I've had so many people join. Again, I don't want to dive into numbers. It's not the purpose of this. I'm not trying to make myself look awesome. I'm just trying to help you see where the holes in MLM are. That they do exist. That MLM out of the box is already broken. If you want to be successful, that you have to set yourself apart. You can't sell just a product or service. You need to turn it into an offer, add stuff in of your own. Say, "Hey, when you join the MLM, I'm going to give you X, Y, and Z."

I'll dive into that a little bit later of how I do that and why I do that. How I found it to be successful in places where I know it's not successful. But, you need to be different than everybody else. How are you going to do that? Why would I join you versus all the other people out there? That's what I realized. It's not the piano. It's the operator. It's the artist. It's the pianist. What's your skill level inside of MLM? What's your skill inside of business? Most people, when they first join in, especially MLMs, a lot of people in MLMs, again, stereotypically, typically have not done that much in business. The problem is that they go ... A lot of people will go out and they're thinking they got visions of piles of cash, which is great, but most of the time when a person is focused on cash, they don't make any.

But, when a person is focused on marketing, they make money. If you want significance you can't seek it. If you want cash you can't seek it. You have got to seek how to market. Every time I do that with a $1 million company, we just launched something a little bit ago, that's unrelated to MLM. Within two months it made $1 million. It's awesome, but you want to know why? It's because we marketed the crap out of it. It took us four or five times to relaunch and relaunch and relaunch, to actually be successful with it. We've done that many times and most of the time when we launch something it's not successful. When you first get MLM out of the box, it's not successful. You're not set up already for success. You are the exact same as everybody else.

The way you get around that is by creating an offer and getting obsessed with how to market it. How you get people in front of your face and I want to automate systems to do that and that's exactly what I have done. If this is interesting to you at all, I'm sorry this has gone 20 minutes, but if this is interesting to you at all. I am so passionate about this because most of the industry, in my opinion, right out of the box, is broken. It doesn't work and people are not set up for success. It's not their own fault. It's not even the up line's fault. It's that most of them don't know.

They all got big, where they are, a lot of them, by building automated funnels, automated recruiting. They do things that shift from focusing on converting one person at a time to lots of people at once. That's how you go from six to seven figures. That's how you built it. Anyway, you guys can tell I'm really passionate about this topic and I totally am and it's the reason why I decided to podcast about it. Because after about the 12,000th question about it, I was like, "Okay, I got to make a place where everybody can see why I'm doing what I'm doing and how it's working and why it's been such a success." Such a starving need for the industry and how it works.

If not approaching family members and friends and still being successful is interesting to you, then go to SecretMLMHacksRadio.com and go get the five videos that teach you more about what I'm talking about right now. A lot of the content that I'm talking about right now is way more in-depth on those videos. They're for free. You don't even hear the podcast, I'm sorry, you don't even hear the MLM that I'm in. I will never tell you on this podcast what MLM I'm in. It's so that it's purely educational to help people get back on their feet with their MLMs.

MLM is a great thing. I really enjoy it. It has a lot of personal development that comes from it, but there's still this massive business side of needing to turn a dollar. If you're the kind of person thinking that it's the instrument and you've been gone opportunity, to opportunity, to opportunity. No, it's got to be that one, it must be that one, it must be that one. That's not true. It's the skill level. It's the operator. It's operator, it's user error. The way to get around it, like I was saying, you've got to learn to obsess over the marketing. You've got to learn how to create offers. You will set yourself apart from everybody else in the industry.

Anyways, guys you can tell I get passionate about this one, but it's a big, big deal. This is worth figuring out. It's worth you having the life that you should have to go figure this out. You owe it to you. You owe it to your message. Now, anyways, go get those videos at SecretMLMHacksRadio.com and guys please check out the next episode and I will see you there.

Hey, thanks for listening. Please remember to subscribe and leave feedback for me. If you have a question you want answered live on the show, go to SecretMLMHacksRadio.com to submit your question and download your free MLM Masters Pack.

In this episode, I talk about how when I first got started with MLM, I was extremely reluctant to even join a company. Money was tight for my wife and me. It really started challenging my manhood and my marriage. This is the story of my struggles and why I decided to give up on MLM for a while.

I was in college, while she had already graduated. I really didn't have time to be in a job. In fact, we were living on student loans. 

I started looking for opportunities to make some extra cash. I started trying businesses and launching stuff. I was doing all kinds of stuff and nothing really seemed to be working. I remember I was staying up super late, getting up really early and studying and then doing stuff. 

And then, one day, a buddy from college called. He went: “Hey man, I got this guy. He's on the line right now. He's going to help us make a bunch of money. I don't quite know how it works. You've got to talk to him.”

He called, I answered and as soon as he started talking, I was like: “Why do you want me to pay a little bit of money in order to join this thing?” I was like: “Shouldn't I just be able to do it?” And I started fighting with him on it.

And I was like: “No, I'm not doing this. Is this one of those MLM pyramid things?” That's what I asked him. 

I was mad that my buddy did that. I hung up and I was like: “Absolutely not. Don't ask me to do that again.” That's what I said to his upline.

I ended up telling my buddy: “You know what dude, I'll do it for you. I’ll join. I'll jump on in.” And I joined his downline. I drove down to meet the guy that I had just kind of chewed out on the phone, which was a little awkward.

So we started writing down this big list of people in my phone directory and he didn't let me leave until we called. I called everybody in my phone. I did. I reached out to so many people and I went hard, and people were like “No, no, no.” And it got really, really awkward.

Probably after a few weeks of running really hard at this, I realized that there might be another way to this. 

I got so frustrated that I kind of gave it up. I was like: “I am done with MLM. I am done with that word ‘marketing’. I do not want to be a part of this anymore.”

Stay tuned to find out as to what brought about the turnaround.

Key Takeaways:

• My first big experience in the MLM space didn't go well (3:12)
• Fast forward a couple of years, I was hired by the ClickFunnels CEO (9:23)
• Russell Brunson was playing the game differently than I had been taught (11:24)
• I decided to start putting up some recruiting funnels; I started learning how to attract people already interested in joining MLM (12:04)
• I realized I didn't have a strong enough filter on who I was trying to get into my downline (12:22)
• There are millions of people out there who are begging to find another cool opportunity because they made their last one work (13:20)
• When I started realizing that I needed to be strict about who I was trying to attract, the whole game started changing (13:40)
• Three ways to grow a downline: Get more customers. Increase the amount of spending. Increase the frequency that they buy (15:08)

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Additional Resources:

https://SecretMLMHacks.com/live

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Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next FREE training.

And if you haven't already, head over to Apple Podcasts and leave a rating and review on the podcast if you've got any value from it.

Woo hoo, what’s going on, everyone? This is Steve Larsen, and you’re listening to Secret MLM Hacks Radio. Here’s the real mystery. How do real MLMers like us cheat and only bug family members and friends? We want to grow a profitable home business. How do we recruit A-players into our down lines, and create extra incomes, yet still have plenty of time for the rest of our lives? That’s the blaring question and this podcast will give you the answer. My name is Steve Larsen, and welcome to Secret MLM Hacks Radio.

All right, hope you guys don’t mind the energy. I think life’s too short to be boring, so hey now, one of the things that I had a hard time with when I first started MLM, one of the reasons why I didn’t want to join an MLM, was because I had this belief that I needed to be fantastic at speaking, and I needed to basically be somewhat of a slick salesman. I’m assuming you’ve had that feeling before, or you’ve had that belief before.

It’s kind of this façade that I feel like Hollywood has much to blame for, where you’ve got to be the guy who comes in in the suit, and you’ve got starch in your shirt, and you sit down and you’re doing the deal, and you kind of go back and forth and you haggle a little bit. You’re wearing sunglasses, of course, because that’s the cool thing to do. You’re maybe in a really nice restaurant, and you don’t even look at the waitress as she comes up and you just say, “The usual,” you know what I mean?

You guys know the façade, right? It’s this business thing. It’s this whole thing that “Forbes” and “Business” and “Us Weekly” even, all these different pop culture things create about what it means to be successful inside of MLM, and I totally had that, and successful in business in general, and I definitely had that. I believed that I needed to be a great salesman. I believed that I needed to be a slick speaker, that there were a few lines that would mind control somebody into joining my MLM, that there were a few things that would make someone want to come to me and say, “Please, take my money, Stephen. I want to be a part of your down line. I will do anything, I’ll bend over backwards. Would you like … What food can I go get for you?” They would grovel, and they would come.

That’s often how movies and our pop culture portray someone who’s successful in business, and I will tell you that I have made more money by being vulnerable, more money by highlighting my differences rather than my strengths, and I’ve made far more money being unpolished rather than polished. If I’m just myself, and I just do me, then it attracts more people to me than if I’m trying to go out and try and be all polished and everything.

There’s a reason why my podcast cover is a picture of me with a wrecking ball. I should probably talk about that sometime, why I did that, or sorry, a ball and chain and all these weapons and swords and knives in my back and stuff like that. One of them’s down line, and one of them’s up line. I’ll tell you guys that story sometime soon about why that is, why I said it that way. I’ve made more money doing things that way, and just being myself, and being myself loudly rather than being polished, than anything else.

I decided, you know what? I really want to be a good salesman. I thought what that meant was that I needed, like I said, I had to be a good speaker. What I did is, I decided I was going to go do door-to-door sales. I saw Rob Kiyosaki was in the military. I joined the military. It sounds crazy, but one of the reasons I wanted to join the Army is because I saw all these other successful people went into the Army, and were from a military background. It was like, “Cool, I’m going to go develop my discipline in that area. What other uncomfortable thing can I go do? Cool, door-to-door sales.”

I explicitly did door-to-door sales because I knew it would suck, and I would learn sales in the process. I went, and I was a telemarketer. I was like, “How can I get told no to repeatedly, over and over again?” I want to tell you guys, I actually don’t think you need to go through all that kind of crap in order to be successful with it. Honestly, I kind of wish that I didn’t, because it was a little bit of a waste of time. The way that I do it now is completely different, but I learned a lot of cool things in doing so.

I remember, I was selling pest control. I sold pest control, I sold security systems. When I was doing telemarketing, I was selling software to other businesses, it was B2B, and just really interesting, kind of cool sales tactics. What’s funny is that I’m really not that good of a salesman, but I’m good at marketing. I never realized that there was a difference, for a long time. There’s a huge difference between marketing and sales, and what I needed to get good at was marketing, but I thought that that was the same thing as sales. I was going after the wrong thing, and I just never realized that.

I remember, I was going door to door, and the hot summer sun was beating down on me, and I was going at a ferocious pace. It was my first week out on doing door-to-door sales, selling pest control. I was like, “Good, it’s hot. Make it hard, coach.” That was my mentality, and I was running door to door, because I just wanted to be successful so badly. I literally ran, every door to door, pretty much every day.

I would run person to person, and I would just deliver the message. I really didn’t know that much about the product. I knew that it was good, and I knew that it worked, and that was pretty much it. I knew that it was safe, it was pest control, and that there was some organic aspects to the one that I was selling. What was really funny is that I kept my blinders on. I didn’t look at anybody else, and in no time, I was the number two, first-year salesman. The number one guy had been out there like six weeks prior to me, and he came out way before I did, and it was really hard for me to catch up, but for the first half of the summer, I was the number two guy. I was killing it, and I was making lots of money each day. We were selling … There was lots of bugs all over the place, we were selling lots of pest control, and life was good.

I was really, really excited. What was funny is that all of a sudden I started asking questions like, “What really is made up of our product? How do you actually apply this? What’s the name of this chemical? How do you actually put it on the house, or how do you actually …?” I started learning, I was like, “What kind of bug does that repel? How come we’ve got to do two treatments back to back? How come we’ve got to do this?”

I started learning about the product, and I started learning what I was selling. You know what’s funny? My sales plummeted, I mean hard, very, very hard. I was like, “What the heck? I know more than everybody else about the stuff. I’ve really given myself to learning and understanding what we’re selling, so I can serve better on the doors.” That’s not how it worked. I started talking too much. I started barfing all over people.

I’d come out and they’d say, “Hey, is this good for my kids?” I’d be like, “Yes, it’s okay for your kids and blah, blah, blah.” I’d just come and I’d barf all over them. I’d go, “Here’s all this stuff, and here’s why, and here’s the name of the chemical, and here’s how long it lasts. You could lick it after so long.” I started going through all this stuff, and it was like a five minute answer to their one question. Then they’d come up and they’d say, “Okay, that’s a little bit weird.”

I’d say, “Hey, come over here, and I’ll show you something on the side of the house.” I’d show them something on the side of the house, and I’d be pointing out what’s going on in the grass or something like that, and they’d ask the next question. “Well, does it get this kind of spider?” I’d go, “Blah, blah, blah,” and I’d barf all over them. “It gets rid of this kind of spider for this long, it doesn’t get the eggs, you’ve got to do two egg cycles,” tons of stuff, another five-minute answer to their question.

I’m pretty sure people started seeing the pattern, and those who were maybe more thick didn’t, and they’d go and ask a third question, and the same thing, “Blah, blah, blah,” and I’d barf all over them. I’d say all these really technical terms, and I’d use all this vocabulary that made me sound smart, and made me feel like I knew what the product was, and scratched my own back, but it talked me out of the sale. They always said no.

I went from selling three, four, five, six, seven in a day, to like two a week. It’s not like they just went down a little bit. My sales all but stopped halfway through the summer. I remember the guy in charge of the company came and he asked me, “Dude, what’s going on, man? You are our pinnacle poster child, man. We were blasting you out to the rest of the company, showing them a good example, what it looks like. What’s going on.” I was like, “I have no idea what’s going on. I tell them what it is. I tell them this stuff. I tell them exactly what it is, what the product is. I tell them how it works. I tell them … I’m better right now in knowing about the product than I ever have been.”

It wasn’t until two or three years later that I realized why my sales dropped. I went home really frustrated, why it happened. It’s something that happens in MLMs very, very frequently, so frequently. What ends up happening is, somebody comes up and they get interested in MLM or the product or something. They get interested in anything in general. What happens when you pick up a hobby? You learn about the hobby. You learn about … I like to shoot. I really like to shoot. I love music, huge music fanatic. I’m a music fanatic. I was a concert junkie for years. I know the names of the singers, and I know the type of drums. I played drums for six years. I played piano for eight years. I sang in a band. I’m really into the technobabble of music.

I know all this stuff, and my wife looks at me and she’s like, “I don’t even know what you just said. That makes no sense to me, what the heck?” What ends up happening is, I go out and when somebody says, “Hey, do you like Audioslave or Incubus or Muse, or do you like this person or this person?” I know about that band, and so I would just like barf all over them. “Yes, blah, blah, blah,” singer name, brand of their drums, “Did you hear that sweet staccato in their song? Did you hear the vibratos inside? Blah, blah, blah,” and I start saying all this technobabble stuff, and the guy kind of just backs away like, “Okay, dude, see you, bye.”

I technobabbled my way out of sales like crazy when I was doing door-to-door sales, and I did it even more so when I first joined MLM. That’s the exact same thing that happens with most MLMers, is they go learn about the MLM. They’ll figure out stuff about the MLM. They learn about it, they figure out what’s going on, and the first person they see, or they go to the mall, they do a home meeting, a hotel meeting or phone meeting, whatever it is. They go see the next person, and they just barf all over them.

It’s all technobabble. It’s all this stuff and all this crap that the other person has no idea what you’re saying. They have no idea what you’re saying, and it just confuses them to death. They come back out and they go, “Okay, I don’t really know what that person said, but all I know is I don’t like it, and I’m going to walk away. You could have been handing me a million dollars, and I don’t want to be near you,” you know what I mean? They say no.

Here’s what happens. Guys, I’m a huge fanatic of a man named Russell Brunson. He just came out with a book called “Expert Secrets,” and what it does is it teaches you how to sell without being salesy. It teaches you how to deliver a message, how to put together a product and an offer, how to put together the sales and marketing of something. It teaches you how to put that stuff together. He has in there what’s called the epiphany bridge.

What I have to do is, I have to go back, now, how do I actually convey my MLM in a way that is received by the other person? What do I do? How do I actually do that? The way that I do it is, I need to tell a story. Story is what causes belief. Beliefs are what drive everything in our life, whether or not they’re real beliefs. Sometimes, we have beliefs that are false. Sometimes, we have beliefs that are true. Whatever it is, there’s an experience behind that belief that made that belief what it is. Every belief we have is based on some kind of story that’s running inside of our heads.

If I want to change my output, all I’ve got to do is change the story that’s going on inside my head. That’s from Tony Robbins. Switch the story that I tell myself in my head, I will literally have a different life; anyway, huge fan of Tony Robbins as well. What I have to is, I have to tell a story. Now, what I do is I go back, if you guys listen to my first episode of this podcast, what was I doing? It was on purpose, I was telling you my story of how I got into MLM. By telling you the story, I tried to help get you in the state that I was in, the sheer excitement, all the pieces and all the elements of what it took, going through that story, and I got you into that same state.

I described the environment. I did that on this podcast. “The sun was beating down on me, I was running door to door, because I had this huge desire to prove to myself I could do it,” right? I’m getting you in the same state that I was in while I was experiencing it. What happens? You start to have these little epiphanies along with me. “Oh, you know what? Yeah, that makes sense. Why wouldn’t you learn about the product so that you could be better?”

You have the realization. I didn’t come out and tell you, right? I got you in the same state, and I came out and I helped you realize why. There’s a story that I had to tell, to help you accept that new belief. Does that make sense? It’s the same thing. If you want to be really good at conveying your MLM or your product to anybody else, what you need to do is think back. Ask yourself, why are you in it? What’s the story? How come you got in it? How come you went, and you actually decided to join the MLM? What is it for you?

It might be about money, some extra income. It might be about trying to help some other people. It might be about spreading a message. Whatever it is, go back and tell what Russell Brunson calls the origin story. It’s your origin story. It’s how you originally got into the thing that you are doing. Go way back. Dig deep and think, “Huh, how do I actually convey to this person the story? How can I get them in the same state that I was in when I was experiencing it?” Have you ever got out of a movie before, or something really crazy happened, and you run up to your friend and you say, “Hey, what’s going on? This crazy thing happened, it was nuts.” They look at you and they go, “Huh.” You’re like, “That’s not the reaction I was thinking, like you should have gone nuts, like I was going nuts.”

At the end, you eventually say something like, “Oh, I guess you had to be there.” Well, what happened? You technobabbled them. They weren’t in the same state that you were in going through it. They were in a different state, and so emotionally, they were in a different emotional and mental state, so they couldn’t accept the story that was going through there. You go through, and you paint the picture, and you go through … What’s funny is, I might as well come out, if I didn’t want to actually get you guys in the same state, most people tell stories like this. “Hey, I did door-to-door sales, and I did really well at first, then I did really bad, and I couldn’t figure out why. It’s because I realized that I was saying too much technobabble, and not enough story.”

That could wrap the whole podcast up in like one sentence, if that was how I told stories. You’ve got to get into the emotions of it, help me feel what’s going on there. Now, I told you on the last podcast episode, I stayed up until 3 a.m. I wanted to feel like I was providing, I wanted to feel like a man, I wanted to feel like I was providing for my new bride, you know what I mean? That origin story is very, very powerful, if I can help you get into the same state that I was in, and realize it.

That’s how you create belief, and when you have belief in a product, you don’t really have to sell. That’s the whole key. Guys, the epiphany bridge is the key to sales without being salesy. Does that make sense? It’s the whole key to this entire thing, so anyways, I’ve been going for 15 minutes here, but I just wanted to point that out, that if you want to, you don’t need to be a slick salesman, but you do need to learn how to tell stories. You need to go, and you need to learn how to tell stories.

Seth Godin, one of the best marketers out there, has got a great book called “All Marketers Tell Stories.” All marketing is, I believe it was … No, it wasn’t Frank Kern, I think it was Dan Kennedy. Oh gosh, I can’t remember who. Actually, I think it was Perry Belcher. Perry Belcher said that the only … Gosh, I’m so sorry if I’m misquoting, but that he said the only job of marketing is to educate and to innovate. I’m sorry, all marketing is education, and the only responsibilities that an entrepreneur has is to market and to innovate. That’s it, and marketing is just telling stories and changing belief patterns. You’re just educating through stories, that’s all it is.

Think to yourself; the last person that I spoke to, the last person that I walked up to, how did I approach them? Was it all about me just technobabble crapping the … Just going nuts all over them and saying, “Hey, it’s got this, and it’s got this, and it’s got this”? They kind of back up, they’re like, “Oh, okay.” What’s the story, though? If you can do that, you educate through story, you are now officially marketing. You’re no longer prospecting, you’re marketing.

I want to congratulate those of you who take that step and make that bridge, because as you guys know, prospecting pushes, marketing pulls. Have you ever chased a rabbit before, and tried to catch it? It’s ridiculous. It’s so hard. That’s like prospecting. On foot, like running and chasing a rabbit or a fox or something really, really fast, or a little rodent or a squirrel, it’s almost near impossible to do that. That’s prospecting.

Marketing is … Marketing pulls. Marketing is putting bait out there, and waiting for the … We used to put little peanut butter things out there, and we’d watch the squirrels go out into the yard, and they’d go up and they’d start eating the little peanut butter ball and stuff like that. That’s marketing. Marketing pulls. Marketing makes them come to you.

A lot of you guys just need to switch your bait, so you get the right kind of person, and you’ve got to switch up the story so that when they’re there, they actually want to change their beliefs, so they don’t have any more false beliefs, and they see why your product is important, and they understand why, and you create belief on why they should join the MLM. That will change everything.

What I started doing is, I started figuring out how I can convey story over and over and over through automated systems, and that’s what I’m excited to share with you over the course of this podcast, as I keep recording these. Anyways, guys, thank you so much. If you guys want, you can go get the MLM Masters Pack. It’s completely free, but what it will do is dive deeper onto the things that I’m sharing with you right here. I recommend you listen to it with your down line, because it will educate them.

I don’t mention my MLM in it at all, so there’s not any kind of pressure at all, just this is completely just as a help. I just want to be able to help right now, because I feel like the MLM industry as a whole stereotypically is very, very broken as far as how we actually get people into them, and so I want to help change that, and it’s part of the mission of this podcast.

Anyway, guys, thanks so much. Go to SecretMLMHacksRadio.com to download that, and I’ll see you guys in the next episode. Hey, thanks for listening. Please remember to subscribe and leave feedback. Would you like me to teach your own down line five simple MLM recruiting tips for free? If so, go download your free MLM Masters Pack by subscribing to this podcast at SecretMLMHacksRadio.com.

Oh, ho, what's going on, everyone? This is Steve Larsen, and you're listening to Secret MLM Hacks radio.

Here's the real mystery. How do real MLMers like us, who didn't cheat and only bug family members and friends, if we want to grow a profitable home business, how do we recruit A players into our downlines and create extra incomes, and still have plenty of time for the rest of our lives? That's the glaring question, and this podcast will give you the answer. My name is Steve Larsen, and welcome to Secret MLM Hacks Radio.

All right, you guys, how you doing? Very excited for this. There's a great quote by Robert Kiyosaki in one of my favorite books for this industry. I'm sure you've read it before, or at least heard of it. It's called Business in the 21st Century. Great, great book, great audio. It's not very long, but it's very, very powerful. I can't remember if it's in that audio series of that book, or if it's in one of his other books. I've read a lot of books from him.

He said that any time we begin down an entrepreneurial journey, any time we start in entrepreneurship, and we take that first step forward, we feel good. It's a really great feeling. But as you move forward, and this is a concept he describes. This is not, obviously, verbatim what he says. As you move forward, and as you start moving down the entrepreneurial path, character flaws are going to explode in your face. You're going to get all these things that start coming up in front of you, going, "You know what? Ah, man, I really don't like talking to people." It's like, well, you might need to get around that before you can move on.

That's what he says. He says as we move down this path, and as we start walking down the path of entrepreneurship, what ends up happening is these character flaws explode in our face, and they actually stop us from progressing over all. They take us, and they say, "Nope. You're stopping at the pass right there. You're not going to move on."  Basically, you don't move on until you somehow address it, or get around it, or fix it. You can't move forward.

I started experiencing, when I first started MLM, I first started experiencing some pretty major character flaws. Now, I realized that I didn't have all the knowledge I needed to actually be successful with it. That was almost reassuring for me, to actually realize that, oh my gosh, I don't know enough. I don't know enough. At least I knew what the problem was. It was four years ago, when I first joined MLM. It was about four years ago now.  At that time, all these character flaws, like I said, started popping up, and I realized A, number one, I don't know enough. B, I'm way too afraid to speak, and C, what do I even say? How do you come up with a message? What is marketing, in general? I'm sure you've probably felt some of those experiences before, or felt some of those feelings in your life and in this business, as you move forward.

I started studying. I hit the books. It was right around the time that I decided to exit MLM. I hadn't exited it yet, but I was getting to that point. I was so fed up with home meetings, and hotel meetings, and going and trying to figure out what's the next way for me to get someone on the phone, and how can I corner the next person? I didn't know how else to do it. It was by sheer, brutal force that I was going and talking to all these people. Like I mentioned in the last podcast episode, people I know, sadly, are still a little bit mad at me for that. I just didn't know any better. That was a character flaw of mine. I had to overcome those things.

So, I hit the books. I hit the books and I started staying up. I was in the middle of college, at the time. We were in this little, tiny apartment, and this little tiny apartment, it was freezing. I couldn't get very warm, sometimes, at night. My wife would go to sleep, and she was pregnant, or she'd be with the newborn, or whatever it was, and I felt this inner desire: I had to provide better. I wanted to give her a better life. So what I would do is I would stay up till like 3:00 AM, every single day, but I had class at 7:45 AM. I would sleep, usually, about anywhere from three, four, five hours every day. I did that for months, and actually even years, because I knew ...

What was funny is that I was going to college for marketing. I was working for a marketing degree, but none of the stuff I was learning in college seemed to be any help at all. I actually wasn't learning how to market in my marketing degree. I was like, "What is going on?" I started taking the books from the best minds out there, and I started going. It was this ferocious pace. I was hungry to go figure it out, because I felt, A, the need to provide and feel like a man, but B, I really, really had to provide, obviously, because we had this kid coming, it was on the way.

So I started studying, started hitting the books. I was up super late. I remember this experience. I'd always sit at the kitchen table, our little kitchen table in our freezing apartment. It was always very dimly lit, at the time. You look back on the crap moments in your life, sometimes it can be almost bittersweet. You're like, "Oh, man. That was such a defining period of my life, when I was going through all that."

I remember I was sitting on the couch, and my wife had gone to bed. I was going to go to sleep, but there was an ebook. I don't even remember what the name of the ebook was. I remember the guy's face, but I don't know his name. I don't know the name of the ebook. I don't know. All I remember was this single concept. I remember that I got fired up, and I sat down, and I started reading. It was just on an iPad. I was reading through this ebook, and I was like, "Whoa. This is a different take on MLM than anyone's ever told me before. What is this? This is amazing." It sucked me in. I think I started reading at about 11:00, and I was just reading ferociously, till three hours later, at 2:00 AM, I remember I put it down, and I couldn't go to sleep. I was like, "Whoa. This is totally different. This is a completely different approach towards MLM, and actually recruiting people without feeling like you're bullying them. Finding people who are good."

What he was talking about was this concept called paid prospecting. Paid prospecting meaning you get paid even while you're prospecting people. Now, for me, at first, I was like, "Man, that sounds like almost too good to be true. That's intense. Holy crap." I remember sitting on the couch, the lights were off, it was totally dark. I didn't want to turn them on. I just sat there and I just thought, "Huh. That dude figured it out."  He was showing all the people he had been recruiting, and he was showing his big fat checks on stage, and showing all this stuff. I was like, "How interesting. I'd like that. That'd be kind of cool."

But what's this paid prospecting thing? How did he actually do that. It changed my mindset. It changed the way I look at the industry. It changed everything about the way that I ... Gosh, you'd think I'd remember the guy's name. I believe in giving credit where credit is due. I am so sorry. I can't remember his name. I still don't remember his name. I don't even know if I can go find the ebook again, but it was the concept of paid prospecting. I was like, "Wow. Interesting. That's fascinating."

I started getting hungry again for the next thing. I was like, "Hey, so now I know this thing about paid prospecting. How do I actually do that?" I thought to myself, "Why don't I go look and see what the top MLM leaders out there are actually doing." Guys, this was the craziest thing. It was the biggest realization I've ever had. Just, oh, it was just nuts. I sat down and I started going person by person. I think I literally just Googled "top MLM leaders." For weeks, I went on this really deep dive. I got a whiteboard out, and I would basically draw out all the different things that they were doing. I was like, "Hey, let's go look at this person. Let's go look at this person."

I was looking at all the top MLM leaders, and you know what I noticed?  Not one of them was doing home meetings. Not one of them was doing hotel meetings, or phone meetings. Not one of them. I was like, "What is this crap?"  I actually got mad about it. I was like, "This is total garbage. Why is my upline telling me to do this, when none of the actual top guys do that stuff?  What's the deal?"

I felt gypped. I actually felt a little bit pissed off about it. I got kind of mad. That was a character flaw of mine. I had to overcome knee jerk reaction, pissed-offedness. I was like, "This is total garbage." I started looking through all the different things they were doing, and why is that guy being successful? He doesn't do home meetings. My upline tells me that's the only way to do them. What about that guy over there? I started drawing out all the similarities I was seeing between all the top people. This pattern started to emerge from the paper, and from the white board, and from the notes around me, and all the books. I was like, "What? No way. This is so cool. This is totally different. I've got to figure out how to actually make this work."

I went and I started putting it all together. This was the pattern. You guys ready for this? I'm going to give you massive nuggets. This is only episode number freaking two. You better keep coming back, because I'm giving you guys gold right in the front. I'm really excited for you. I feel so passionate about this because I feel like so much of the marketing tactics out there in MLM is so stuck in the 90s. It's so much for an older generation, which is fine, but most of the time you drive away all the younger generation when you use those tactics. I'm a millennial. I'm not very good, sometimes, face to face with people. I love stage presentation. I do it often. Did an awesome one, I just spoke at two different events. It was a lot of fun. But sometimes I don't totally want to go speak to people. My wife always makes fun of me. She's like, "How come you can speak on stage in front of hundreds, and go for three straight days teaching stuff to people who've paid 10, 15, even 25 grand? How come you can do that, but you can't have people come over and have a normal dinner with them?" I was like, "I don't know what it is. It just gives me anxiety. It freaks me out."

What I'm trying to share with you guys, right now, is that if you feel those feelings also, with me, I found out how it works. This is what people were doing. I would go and I'd start looking at all the people who were number one. Almost every single one of them had their own website or web presence, whether it was on ... It wasn't just a Facebook page. They literally had their own website, or what I call a sales funnel. It wasn't just a website. What they would do is these guys would go out and they would offer education for free. They would say, "Hey, here's some really cool education." Then, what would happen is there would be, after they'd take the free education, the next page that it would bring you to, rather than a, "Hey, thanks so much," the next page, instead, was actually a page that would be like, "Hey, if you liked that free stuff, what goes really well with this is this CD that will help you learn how to speak better. It's 7 bucks. It's really cheap. If you want it, it's a great companion with that."

I was like, "Well, shoot. Yeah. Totally. I'd love to get something like that," you know what I mean? I was like, "Yeah. Awesome." After that, it was like 49 bucks for the thing that taught you how to do the next thing. Then $120 to do the next thing. Then $1,000 to come join them to do something else. You know what I mean? That's what I call a sales funnel. As I was watching these guys, and I was watching what they would do, they wouldn't work with anybody who didn't pay them money. It's not because they were greedy, it's because they needed to sift out the people who were serious and the people who weren't serious. If somebody's willing to spend $7 versus someone who's not willing to spend $7, right there, the mentality, the person, the person's who's willing to invest in their education, the mindset of the individual willing to spend just 7 bucks, totally different person that pulls into your world. That's what paid prospecting was.

Paid prospecting became this thing. I was like, "Oh, my gosh. These guys are getting paid prospecting." What's crazy is they get paid regardless if someone actually joins. They go out, and there's not a lot of money, but what it does is it sifts out all the people who are time wasters, people who weren't ever really going to do it, people who were joining their MLM just to be nice versus actually trying to be successful. Does that make sense? It sifts out and creates somewhat of a filter and a barrier. It protects the top MLMers' time. It protects their money. It protects their own downline from getting people in there that are leeches. Kind of like the people that I had. It's not to offend you by saying, "I feel like, hey, I'm kind of one of those people." That's okay. It's easy to fix that. Just take action. You won't be a leech anymore.

That's what they were doing. I realized that they were taking all of these pieces, and they're putting them together. If someone bought the $7 thing, even if they didn't buy anything else, that was the person they were prospecting to. They were making the person raise their hand on their own, and vote with their wallet, and say, "This is what I want to be." They were having and putting together what I call sales funnels, and what they're commonly known in the Internet marketing industry now.  So, sales funnels. I was like, "I bet I could build that."

That's what I started doing. Very, very fun, when I started doing it. Crazy, ridiculous results starting coming with it. There's a lot of challenges that come with that. There's the tech side. There's a lot of ... I grew up around computers like crazy. My dad was an executive at IBM. We did a lot of stuff with computers, so I had a little bit of an upper hand with that. There was a lot of tech stuff. It can be challenging to put that kind of stuff together, but I went through, and I put it all together. I was like, "Interesting."

I want to tell you a little more about that, but it'll probably for the next episode, on how I actually put it together, and what I put together, and why. Specifically, the pieces and aspects of it. Anyway, that's probably for another time. Just know that the big, massive realization that I had was that A, holy crap, you guys. Top MLMers don't go bug the crap out of people in malls. They don't. You shouldn't either. It's not how this game works anymore. Maybe that worked for a while, like a day or two. I don't know. Could not have been long. I'm not saying that there haven't been A players recruiters, that method, but the squeeze is not worth the juice, you know what I mean? How hard you have to work for that, in my opinion. I want my time back. I want to spend time ... Now I have two little girls. I have a three year old and a two year old. I would love to be able to spend more time with them. She's almost four. She's awesome.

Anyway. The other realization I had is that man, all these tactics, they really are all the things that my upline, the guys that are crushing it, the guys that are actually making 10 grand a month, that are doing really well, or even more, a lot of them, they were still teaching me to go be their lead gen, and go make big lists of family members and friends and just bring people to them. That's a great deal for them, but that's not how you grow your own thing.

Anyway, yeah. The belief that I had, that this crushed for me, was that I needed to bug family members and friends. I finally found a way around it. I'm very, very excited to share more of that with you.

Anyways, if you liked this at all, now please. There's a really cool thing called the MLM Masters Pack that I'm giving away for free. I'm being totally vulnerable, totally open and honest, and showing you guys, pulling back the screens and showing you all the things that I'm doing to actually create automated systems. It's a training you can show your whole downline. I don't ever pitch, or even talk about my MLM. You will never hear the name of the MLM that I'm in, on this podcast. You're just not going to hear it. It's because I want you to feel ... If you want to stay in your own MLM, or network marketing company, or home business, or whatever you want to call it, you can. That's fine. I'm okay with that. My whole goal is to be able to just help you understand what actually works and what helps you recruit A players into your downline, so you can be successful with it.

That's pretty much it. If you're interested in that, go to secretmlmhacksradio.com. Guys, I'll talk to you later. This was an awesome. I'll talk to you guys later, and I'll see you the next episode. Bye.

Hey, hey, hey. Thanks for listening. Please remember to subscribe and leave feedback for me. Do you have a question you want answered live on the show? Go to secretmlmhacksradio.com to submit your question, and download your free MLM Masters Pack.

What's going on, everyone? This is Steve Larsen, and you are listening to Secret MLM Hacks Radio. So here's the real mystery: How do real MLMers like us, who didn't cheat and only bug family members and friends, who want to grow a profitable home business, how do we recruit A-players into our downlines and create extra incomes, yet still have plenty of time for the rest of our lives? That's the blaring question, and this podcast will give you the answer. My name is Steve Larsen, and welcome to Secret MLM Hacks Radio.

Now, I want to go ahead and start off this very first episode just kind of, you know, a little bit raw. I want to swear for the first time on ... ever. Okay, here it comes. First time swearing, here goes. All right, brace for impact, I'm a little sad I'm publishing this, here it comes. MLM. Oh man, there it was, holy cow. Plug the ears of all the kids around you. That was nuts. Hey, but I really want to welcome you to Secret MLM Hacks Radio. This is the first episode. This has actually been a long time in the making, and I'm excited to finally be doing it.

A lot of people get uncomfortable with MLM, and it's kind of funny to ask somebody, "Hey, why'd you get into an MLM?" Sometimes that's a really scary topic for people, especially if they still think it's a pyramid scheme, or if they still think that it's something that you go bug other people in the mall with, or you go to home meetings or hotel meetings. And I want you to know, I hate those tactics, I think they're stupid. I think they're tactics that are stuck in the '90s, and that's not what I'm about.

The whole reason why I think you should listen to this podcast is because I am a marketer first, by trade, and what's funny about the multi-level marketing industry is that stereotypically, a lot of people get into it as their very first business venture, but they don't really know how to market. They don't know how to actually go out and actually market the opportunity, and so they lean back on the tactics of the people who are in their upline, which is, "Hey, write a huge list of all your family members and friends, and go bug the crap out of them, and hopefully, some of them will join." And I'm not about that.

When I first got started in MLM, it was actually kind of a ... Honestly, by accident. My wife and I, we've been married five and a half years now, we're from Denver, Colorado, but we live in Boise, Idaho, now. It's kind of funny, we've been married, like I said, five and a half years, and about a year and a half in, we were like, "You know what, we'd love to have a kid, we'd love to be able to bring a child into the world and start growing our family," and we were really excited to do so.

And I remember my wife comes running out of the bathroom one day, she's got, like, the little pee stick, right, and she goes running up, and she goes, "Stephen, oh my gosh, I'm pregnant!" And I was so excited, and I'm jumping around, I'm super excited, I'm going, "Oh my gosh, we have a kid that's going to come into this world. Oh, this is so fun, this is so amazing." And I was really, really excited, and we were jumping around, and I remember just this moment of just pure glee. Super, super special moment, you know? And you can imagine being there, how fun and happy that was.

And then all of a sudden, it's like as soon as there was this happy, cool, joy moment that came in, there was also this incredible, real kind of dampering fear that just suck inside of me, and reminded me painfully, "Stephen, you're broke. How are you going to pay for this kid?" And immediately, it kind of dampered all the ... And I wish that that feeling wasn't there, but it was, and I was thinking, "Oh my gosh, how do I pay for this kid?" You know? And how do I ... You know, I'm really excited, but how do you look at this child with love as a parent rather than as a big receipt, you know what I mean? From a hospital, and all the bills that come along with that.

And shortly thereafter ... So I set off, and I started doing all these different things, and I was doing stocks, and I was doing options, and I was doing real estate, both commercial and residential. We were doing cool stuff with big investment firms, investment from other people in big commercial things, and I did eBooks, and I went and I did door-to-door sales for two summers, and I did all this stuff, kind of leading up to that point of the MLM itself that got tossed in there. And what ended up happening was my buddy ... Shortly after we found out we were pregnant, I had a buddy who reached out to me, and he and I continually were trying to do just money stuff. You know, we were trying to be successful. When we were in college, we were trying to be that college story. You know what I mean. I'm sure you know what I'm talking about, right? Be that college story of success, right?

And so he reaches out to me shortly after we find out that my wife's pregnant, and he reaches out and he goes, "Dude, I got this ... I know this great guy, just met him. Dude, what he wants to do, he's going to help us make a lot of money, it's going to be awesome." And we had had that conversation before, but I trusted my friend. I was like, "All right, that sounds totally sketchy, dude." Like, "Well, who is he?" I can find a whole bunch of people who are going to sell me that kind of story, you know what I mean?

And what ended up happening was I get on the phone, and it's a three-way phone call. You guys know, it's a classic MLM three-way phone call, and he calls me, and he goes, "Dude, what's up, Steve, man, like, this is awesome. You're getting in, this is going to be great. It's just $500 to join, and you're going to be up in no time." And I was like, "500 bucks to join? Are you kidding me?" I'm trying to raise money so I can, like, eat and live, and let alone go have a kid, and pay for that, and all the costs involved there, and I was like, "No." And I was like, "This is one of those pyramid schemes," and that's totally what my belief was.

And he came back to me, and he asked again, and I was like, "No." And my buddy called, and he called and he was like, "Dude, you're going to really like this. This is going to be a good thing, it's going to be awesome for you. I see you succeeding. Of all the people I see succeeding in this kind of thing, it'd be you." And I was like, "You know what, dude, fine. For you, for what you're saying, I trust you, I'm going to believe you. Let's do it." And I dove headfirst in, and I was like, "If I'm going to do this MLM, and fight all the inner beliefs that I have about what MLM is, and how to do it, I'm going to do it as hard as I can." Right? And I set off to do it with the most ferocious pace that I possibly could, and I literally went door-to-door, down Main Street on businesses, and I recruited some businesses, and I recruited some family and friends, and I went person to person, and I got told "no" like crazy, and I got told "yes" a few times.

And in my first month, I recruited 13 people, and I was like, "This is awesome. That's not bad." Honestly, 13 people in my first month ever, that's not bad at all, right? I was like, "Oh, it's not amazing, but it's not terrible either," and I was feeling kind of excited about it, and I got this little cool little trophy award for how fast I was going from the MLM I was in. I'm not going to say the name of the MLM, because you guys will all definitely know it, and so ... Just to kind of keep it the third party there.

But I was super excited in month two that I was in this MLM, kind of started to turn the corner there, and I realized that nobody else was doing anything. Nobody else was doing anything at all. I would go and I would call these other people, and I would say, "Hey, you guys, hey, so are you going to go talk to this person? Hey, [inaudible 00:07:06] this person? Hey, are you going to do this?" And I realized that unless I literally drove ... Sometimes, in some cases, it was an hour and a half away round trip, and I would drive an hour and a half out of my time, out of my day, to go meet with somebody, and they wouldn't do anything. And I had to put this cattle prod behind their back to get them to do anything at all, and it started becoming really frustrating for me.

My guess is, if you're listening to this podcast, you've probably had that experience before, where you go and you recruit somebody, and you're like, "Man, you know what? That guy could've been great," or "That woman could've been great," or "It would've been awesome to have her do this," or "him do this," or "How come they can't just do these few things?" You know? You've probably been there before, and honestly, you may know that you are that person, and that's okay.

What I started realizing is that so many of these tactics that we were taught by the upline, and that I had, were very old. They were very, very, very old tactics. I almost think of this almost similar to, like, Civil War versus war right now, you know? I was in the Army, and our tactics are not that we stand in front of each other and shoot in a straight line at each other anymore. You know what I mean? Tactics have changed; we don't do that kind of thing anymore. It's the same thing with marketing, it's the exact same thing with MLM, with business in general, and how we interact with one another. Just, I mean, the iPhone alone, we all have that thing within our arm's reach as it currently is.

And so I started getting into how should I actually make this thing successful, and that's what this podcast is about, it's all about what ... That was four years ago, almost. Yeah, that was four years ago that I first joined it, and then it was three and a half years ago that I officially pretty much quit it, and I walked away. I was so fed up with all of the stuff that they were asking me to do, and I know that some of my relationships are still damaged from me joining that MLM.

And the reason why is because I walked in, and the tactic they were giving me at the time was "Hey, sit down, write a list of 15 to 20 people, and I need you to sit down, and what you're going to do is, before you can leave, you need to call every single one of them with me staring you straight in the face, and we're going to beg these people into the downline." And I was like, "Oh, okay," and I was just trying to be open, and I was like, "This is how you do it, I guess," and I didn't know any better, and so what I did is I pulled my phone out, and I made a big list of people, and right there, I started calling family members and friends, and I still have people that are, you know, not as open to me anymore in general, and that's painful.

And so this whole podcast is how to do MLM without going to family members and friends, without going and barfing all over people in the malls and making them feel swarmed, without ... This is all about how to create automated recruiting systems. What ended up happening is I ended up leaving MLM as a whole, and I started building what we call Internet sales funnels. It's basically the art of taking people who are prospective customers and turning them into customers, you know, paying customers. And so I started doing that for other companies for their big products, and I started doing that for ... Sometimes even billion-dollar companies, I would go do this for.

And the company I currently work for, I build a lot of sales funnels, and I started realizing, like, "Oh my gosh, what if I did this for MLM? What if there was a way I could build an automated funnel that would recruit people for me while I sleep?" And I always thought that was kind of a joke, any time anybody would say, like, "Yeah, I'm the laptop success guy, I go sit on the beach and I work from the beach," I'm like, "Buddy, if I'm on the freaking beach, I'm not going to have a laptop, be working, I'm going to be playing in the ocean." You know what I mean? I always thought, like, "Whatever, dude, that's a joke."

And what's been so funny is that's kind of becoming a reality. I have yet to sit on a beach and just watch people recruit, but I have had many times where I just wake up and I roll over, and I look at my phone, and it's like, "Ding, ding ding ding, ding ding, ding ding ding." It's like, "Wow, look at those people that joined my MLM, look at all the commissions I just got. Um, babe, this worked. You remember when I quit this thing? I tried it again, and it's totally different. I don't even know the people that I recruited, and they're super stoked, and totally ambassadors of me and what we're doing, and I don't even know their names yet."

It's not to say that you should take the person and the personal aspect out of this business; that's not at all what I'm saying. This is a relationship business, this is a personal development business. But what I have done is I've figured out how to actually go create automated funnels, automated recruiting funnels, and even right now, I'm testing cool ways to sell products, MLM products, using the Internet in a very automated way as well, because that's what I do for my actual job, and I thought, "My gosh, I might as well apply it here."

Well, that was about a year or two ago that I actually finished the funnel, and I didn't execute it right. You know, just like most things that launch right out of the gate, didn't do very well, and I had to tweak it and tweak it and tweak it and tweak it, and finally got to this point, and I was like, "Holy crap. Babe, there's 15 people begging to join this downline. I don't even know how to get them in yet." And that's been the story of it. So if that is interesting to you on how to do that, this is the podcast for you. What I would ask is, I would love to hear what you guys think about this and the idea of it. If you could go to iTunes, leave me a review, that would be fantastic. I'd love to hear some feedback on what it is. And yeah, I know sometimes it's a little unorthodox to ask for reviews, but it's mostly for feedback so I can see what's going on.

The other thing that you guys can go do is I've made a few resources for you for free, to help train your downlines. It's completely free. It's five videos that walk you through some really simple marketing tactics that are up to date, new ways to look at MLM, and a new framework to approach MLM as a whole. That's not stuff that your upline's going to teach you, and it's not that they won't teach you, it's that they probably don't know it, stereotypically. It's stuff that is very new-age, as far as how I've been doing all this and how I've been putting it all together.

And so it's free, if you just go to SecretMLMHacksRadio.com, SecretMLMHacksRadio.com. It will teach you ... There's basically five videos that you can watch with your downline. They're each about 15 to 20 minutes, and it will train you on how ... It's not like I teach you, "Hey, hey, here's the three lines you need to make anybody jump into your downline and be a success." It's like, it's not stuff like that. It's not tactics that blow away with the wind. These are true, tried things that we use, that I've build for multi-million-dollar companies, and even one or two billion-dollar. It's a lot of fun. I'm not saying they're mine, but I've built it for other people, and the funnels that I've built are used in many industries, and it's been very, very awesome.

So anyways, if that's interesting to you at all, you can go get your free resources. I call it my MLM Masters Pack. It's something that you guys can watch together with your downline, and there's even an option to download all the videos to your ... Or go get the big playlist of videos, if you just share it, which is awesome. So anyway, go to SecretMLMHacksRadio.com, and guys, I'm really excited for this podcast. I've felt this inner need to share the types of things that I've been learning, and ... Which feels a little bit weird, but it's been fun to do that, and more people I share with it, they're just going nuts. It's, you know, some of the top people in MLM period have been really excited about the systems that I've been building and putting together. So, guys, this is going to be a great ride and a great adventure. Excited to have you on it. Please subscribe, and I would love, like I said, to see you guys over at SecretMLMHacksRadio.com. See you guys. Bye.

Hey, thanks for listening. Please remember to subscribe and leave feedback. Would you like me to teach your own downline five simple MLM recruiting tips for free? If so, go download your free MLM Masters Pack by subscribing to this podcast at SecretMLMHacksRadio.com.

When you sell a product to somebody, that's half the battle. It's a completely different thing to get them to use the product.

Well, there’s a danger if your customers don't actually use the product. If they don't use the product, it means you don't get any testimonials because you're not getting any success stories. People think that it doesn't do everything that you thought it would. They even start to wonder why they're paying you.

People don't think it could do everything that you say it does because they're not using it, so they don't get success with it. So it's one thing, like I said, for you to sell the product, and that's completely another thing for them to actually go use it. 

And because of that, onboarding systems are the best way. So when you're going out and about and you're actually selling the product, the easiest thing for you to go and do is to learn how to onboard people, not just sell them.

For any product that I sell, there is a written-out onboarding system as well as a written-out usage system.

You’ve got to encourage people to actually use the thing that they're buying. One of the biggest ways a lot of MLMs have grown is by combining the power of their sales and onboarding systems. Stay tuned as I walk you through how onboarding goes on to fuel product sales and recruiting.

Key Takeaways:

• A challenging aspect of any business: Getting people to use the product they buy (1:47)
• Having a unique standalone system around selling any product, not just recruiting (4:09)
• It's common for new people in any MLM to freak out over the sale (4:44)
• How ClickFunnels encourages you to use their software with a challenge (6:14)
• Make sure whatever it is that you sold also comes with an instruction manual (8:27)
• A bite-size, day-by-day challenge or some other sequence for the onboarding (8:48)
• These bite-size things increase the consumption of the product… (9:48)
• As new customers take these tiny steps, it triggers those feel-good hormones (11:04)

---

Additional Resources:

https://ChatbotsForMLM.com

---

Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next FREE training.

And if you haven't already, head over to Apple Podcasts and leave a rating and review on the podcast if you've got any value from it.

The Internet is powerful. Well, I actually believe the Internet is a little bit of a distraction until you understand what marketing actually is. Otherwise, we fall into these fallacies that posting on Facebook is marketing. No, that's posting on Facebook, right? That is not marketing. 

I'm a little bit obsessed with going backward in history and finding these really cool stories of marketing. And then we add on the power of the Internet, the automation of the Internet. And the game gets really fun from there.

In this episode, I’ll be sharing with you a couple of stories from old times simply to illustrate the point that MLM today is very simple - You need to get good at causing noise and because of the Internet, it's very easy to do that today. 

You’ve got to understand that the whole goal here is for you to create these small little instruments that create noise in your direction.

I'm still auto recruiting every day. People are joining my downline fast because of the systems I'm teaching to build inside this program. 

In fact, my podcast “Secret MLM Hacks Radio” is a marketing tool. As I toss episodes out there, I get people coming in and saying: “I would like to learn a little bit more about that.” It's noise in my direction. I'll put little freebies out there and it's noise in my direction. To know more about how the Internet has made the game easy and simple, stay tuned.

Key Takeaways:

• Creating noise before the internet (1:17)
• Freebies have always been a big deal - A story from the time when pennies were made of a material that was actually worth something (4:14)
• We've spent a quarter-million dollars in ads for Secret MLM Hacks (8:14)
• Creating a freebie that attracts the right kind of person coming on in (9:21)
• Turning on Facebook ads can be part of a campaign, but it's not a campaign (10:03)
• Doing a summit around MLM (11:17)
• The biggest ways MLMs go from zero to a billion dollars (11:34)
• Creating small front end, easy information-based things (12:50)
• Pulling out those people who are interested in that thing, and then you pitch them (13:53)
• Don't try to be distribution; try to create and tap into existing distribution channels (14:49)
• I'm not even the one pitching them at all… (16:58)
• They buy because we are good at causing noise around the product, not because of the product (19:50)
• What can I say that will create noise in my direction and will channel the noise in my direction (19:55)
• One small funnel around a little tiny front end, and then just do it again and again (21:16)

---

Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next FREE training.

And if you haven't already, head over to Apple Podcasts and leave a rating and review on the podcast if you've got any value from it.

Just because someone has the money and a heartbeat, doesn't mean you should sell to them. Let me tell you why, in this episode.

Well, when I have no criteria on the kind of person I want to bring into my downline or sell my product to, I have to be very good at varying levels of education. 

And when I go and I sell somebody who's already been in an MLM, that means I don't have to go and answer questions such as - Is this a pyramid scheme? How does this work? What is a downline? What is a comp plan? What I'm saying here is that when you start figuring out who you actually want to be in your downline, get strict. That way, you're actually making it easier for you to sell and the path to success with you smoother for those people.

At one point in my MLM career, I realized that I had not put enough filters into who I was trying to recruit and because of that, I was getting anybody who had the money. That is no way to sell anyone into anything. Money is not supposed to be the only criterion. What I then started doing was I started putting more criteria in and it made my success rate go up, because I suddenly stopped getting people who had never done anything in their life, ever. 

And because of that, I could get more specific in the training and thus, they could go further, faster. Hence, my success rate shot up. Stay tuned to know more.

Key Takeaways

• When I left my job, I started selling to anybody who was in MLM - that was good (2:44)
• Going after people who are already marketers is not harder than any other sale (6:34)
• The way I bring somebody in usually determines what they will do afterwards (7:02)
• Figure out your criteria of who you want and what they already know (8:31)
• Get into a situation where it’s like your golf ball is an inch away from the hole… (11:51)
• What I look for is markets who are educating my market for me (12:19)

---

Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next FREE training.

And if you haven't already, head over to Apple Podcasts and leave a rating and review on the podcast if you've got any value from it.

I'm very excited to be here today and introduce a guest and one of my good friends.

We're actually partnering in a product that you might not know about.

I thought it'd be cool to bring the genius behind the product itself on the show and tell you guys about it and why it's been so awesome.

My guest today is one of the most sought after Chatbot builders that I know of.

Even amongst the ClickFunnels inner circle, Nico is one that is consistently mentioned and pointed back to.

Being able to have him on the show is a real treat.

Without further ado, everybody please welcome Mister Nico Moreno.

How are you doing, man?

Nico Moreno: Oh, I'm doing great, Steve. Thanks so much for having me.

It's a pleasure to be here. I’m really honored and excited.

Steve Larsen: This is awesome. Thanks for taking the time.

Nico Moreno: Yeah, absolutely.

Steve: I can't remember how it was we got connected…

Nico Moreno: I remember, I think…

Steve: Do you? Okay. You can tell the story. [chuckle]

Nico Moreno: Well, I remember the first time we talked... The first time we spoke in person.

It was at Funnel Hacking Live two years ago in Dallas.

Steve: Yeah.

Nico Moreno: I signed up for the FHAT event and I was asking you about it.

I was like, "I don't know if this is right for me."

And you were like, "Oh well, here's all the things to consider."

That was the first time we spoke in person. Other than that, I'm not sure if we were connected before or after on Facebook…

Steve: Yeah. I started thinking about ways I could use Chatbots for MLM and webinars… Things like that on the internet, and more things in the MLM space.

I can't even remember who it was, but somebody in Russel's inner circle that was like, "Oh my gosh, you have got to see this guy. His name's Nico."

And I started looking through your stuff, and I was like, "This guy is as psycho about Chatbots for MLM as I am about funnels, and I love that."

I was like, "I need to get connected with this 'cause it's so crazy."

I don't remember how it happened…. But I reached out and you said YES!

For anyone who doesn't know… Nico is one of the MOST sought after Chatbot builders.

He created really cool Chatbot sequences for the MLM space, specifically for our purposes.

If somebody wants a sample of your product or they want to get on the phone with you, it guides them.

It lets them control the conversation rather than you trying to sell them.

How did you get started building chatbots?

Nico Moreno: It's an interesting story…

One-and-a-half - two years ago I saw that it was possible to add a Messenger Chatbot to a Facebook ad and I was like, "Oh, that's new. Okay, I'll just try it out."

So I tried it out and it worked pretty well for an ad. I got some decent results.

Then I started playing around with this software, ManyChat, which is the software that I use to build Chatbots for MLM. From there, I was like, "Hey, you know what? These worked pretty well for my ads, I wonder if there's a way to get people to sign up for my webinar."

I've had a bunch of different Facebook groups throughout the years. But at that point, I had a decent sized Facebook group. I was like, "Hey, what if I invited people to a webinar but I had them register by clicking on my Chatbot link instead of with email?"

So I tested that… And it was partly because I was lazy.

I didn't wanna set up the email sequence and I also wanted to experiment and see if it worked.

So I got my Chatbot link all ready and I was like, "Hey guys, I'm doing a live webinar this Thursday. If you want to attend, click on the Chatbot link and get signed up."

The results were INCREDIBLE.

I can't remember the exact number… But I wanna say I had a 50%-60% show-up rate.

Steve: WOW.

Nico Moreno: For my LIVE webinar, which is...

Steve: That's NOT normal.

Nico Moreno: I didn't set up any emails for the webinar and I was getting 90%+ open rates on the Chatbot messages too.

Steve: 90%?

Nico Moreno: Yeah. Some were even close to 100%. It was crazy

Steve: That's higher than a text message to a friend.

Nico Moreno: That's so true. Sometimes you just don't respond to your friends… But people respond to Chatbots.

That was the first time I really got into them. I was like, "There's something really special here. I know that all my friends in the Funnel Hacker community and ClickFunnels community do webinars too. They need to know about this."

As you probably know the typical show-up rate for a webinar is in the 20%-30% range.

Steve: Yeah, if it's super good you’ll get 20%-25%.

Nico Moreno: So when I got 40%-50% from using that little Chatbot, I was like, "Holy crap. This is something that all my friends need to know about."

Then I started talking about it and showing people what I had done for that webinar to get so many people showing up.

A big part of your webinar strategy is the actual follow-up sequence after the webinar. Because I had such an incredible open rate on the Chatbot messages, I noticed people were buying more of the offer through the follow-up sequence.

It was pretty cool. That's how I got into building Chatbots and helping other people with Chatbots for MLM.

I just did it for myself and then I realized, "Wow, there is something really special here." And then I started sharing it with other people.

Steve: What you were doing is NOT normal.

Nico Moreno: It's so unintuitive.

But at the same time, once you see it in action and once you see it behind the scenes in your ManyChat account, you're like, "Oh okay, it makes sense."

It's the same overall strategy and psychology as an email sequence for webinar registrations.

But it's that much BETTER because it's personalized. It lets the prospect or the lead engage with your Bot in a one-on-one way.

And it's in real-time.

It feels like a real-time conversation. It's like webinars on steroids.

Everybody's already on Facebook.

Another cool thing is the ease of transitioning people over from a Facebook ad to Facebook Messenger. It just pops up right into their Messenger inbox.

A Facebook ad shows up in the newsfeed, then they click on the link, and then it pops up in a whole new tab.

THEN you're getting people to enter their email address. This way is sooo much more seamless, and you keep people on the platform that they're already on.

It's really, really powerful.

Steve: Yeah that's powerful. You don’t have to move people to other places. By keeping them in the same place, you're gonna decrease that funnel friction.

Nico Moreno: Totally.

Steve: You and I were chatting before we turned the recorder on… And you were mentioning how one of the BIGGEST false beliefs people have is that "It's technical, it's scary, it's something brand new. I gotta learn how to code."

While you and I both know, it's NOT super technical.

What should somebody be thinking about when they create a Chatbot for the first time?

Nico Moreno: I'm glad that you brought that up because the #1 question I get in my Facebook group is, "Where do I get started?"

They just feel so overwhelmed. They're like, "It's so technical. I don't know what to do. Please just help me get started."

The number one thing to realize is the software that I use and that I recommend to absolutely everyone, it's called ManyChat. That software does 95% of the heavy lifting.

There's NO coding.

When you use that software, there's ZERO coding. It's

all drag and drop.

It's kind of like ClickFunnels but for Bots.

Of course, there's the strategy and the psychology and the marketing behind it… But as far as the tech stuff, the software does all of the hard work for you.

There's NO coding. NOTHING technical.

The only thing you have to do is add in the copy and edit in the actual words.

You can add some emojis and make it fun.

It's super easy and it's super user-friendly. If you give yourself five minutes… You’ll be able to figure it out.

Steve: A whole five minutes?

Nico Moreno: It's really not hard.

The only hard part is getting yourself to login into ManyChat, I promise.

Steve: Their Pro Plan is $10 or something, isn't it? It's super cheap.

Nico Moreno: Yeah. I always recommend that people get the Pro Plan. It's only $10 per month.

Super affordable and absolutely worth it with some of the cool things that you can do.

It's unbelievable.

Steve: What's some of the easiest ways someone could still use a Chatbot for MLM without having a full-blown webinar?

Nico Moreno: There's a ton of different ways.

If you have an e-commerce store, you can actually sell certain types of products. Facebook is a little bit strict about the types of products so you gotta read the articles and just be aware.

You can sell products through Messenger and accept payments through a Messenger Bot.

If you're in the e-commerce space, definitely check that out.

Probably the most relevant thing right here today is, you can get people on board with your MLM opportunity. Whether it's a product or a business opportunity.

Steve and I were working on something a while back that allows MLMers to get people into their Chatbot and into their world.

It works like a traffic light, guiding people to take the next steps. It really takes care of that whole prospecting process for you.

It'll send them to the right links and the right pages if they want a free sample of something.

Or it can also guide them to take the steps if they wanna book a phone call with you.

So it really can automate the whole front end process of any online business. For example:

• Coaching
• Consulting
• Digital products

It's sooo versatile and sooo powerful.

I'm on a mission to get people to realize what a big opportunity they have right underneath their noses.

Steve: You’re talking about a product called Chatbots For MLM.

If you guys go to chatbotsformlm.com, you can find out more about that.

In this industry, it's not always fun to go out and cold approach people.

Instead, Nico has it up in such a way that when people come to you on Facebook, you can very softly pitch your people and start steering them to the places that they would choose to go without you having to say anything.

Nico Moreno: Totally.

Steve: What's the easiest way for someone to get started with this?

Should somebody start by selling a product, or generating the phone call? Are there patterns you've seen that cause success the fastest?

Nico Moreno: Of course, it's gonna depend on what your offer or product is.

I would say if you need to have a phone call in order to sell your product, that's gonna be different than just having a ‘Buy Now’ button.

But the general strategy that works with Chatbots for MLM is to get people into your Chatbot.

STEP 1: Get people opted into your Chatbot with an enticing, free lead magnet. It’s a similar strategy that you would use for any sales funnel.

STEP 2:Once they opt-in, you can deliver that lead magnet through the Chatbot, just like you would with any email provider.

STEP 3: Quickly follow up with another message that will only send after they've received a lead magnet. You can say, "Hey, I've got this other way that I can help you even more. Are you interested to hear about it?"

And you can have a ‘Yes’ or a ‘No’ button. That's really cool because if they say ‘Yes’ they're basically giving you permission to tell them more about your product or offer.

If they say ‘No’, then they don't feel like they're getting spammed.

Steve: Yeah. They're choosing that.

Nico Moreno: Yeah, totally. That's why it's so powerful. With email, they're gonna get it whether they want it or not.

Steve: If you’ve been reading this blog for a while, you know I talk about the three levers you can pull in this space. The things that you actually have control over.

You don't own anything in MLM. You own nothing.

So you have three options:

#1: I can upgrade the person I'm speaking with. The WHO.

#2: I can upgrade HOW I approach them in my script and in my offer to them when they join me.

#3: The third thing I have control over is the actual onboarding process and everything I do to train them.

What's so powerful about what Nico has created is that you get to hit the first two with just a Chatbot.

You're not even doing anything.

You're upgrading the WHO because they want it, instead of begging them.

And you're upgrading HOW you approach that person and setting the stage before you ever try to go recruit somebody or sell them your product.

That's so powerful, and it's automated. It's ridiculous.

Nico Moreno: When you're doing this in person, there's a limit to how many people you can talk to per day without losing your mind.

But the Chatbot can do it for as many leads as you have coming in. The Chatbot can handle it all around the clock.

You never miss an opportunity.

Steve: Where can people learn more about you and hook up with you?

Let's say someone wants to hire you to do this for them. Where should they reach out?

Nico Moreno: The best place to get in touch with me is Facebook.

Another good place to reach out to me is nicomoreno.org.

Also nicomoreno.org/chatbots. I'm gonna have all my Chatbot related stuff there. This is actually a secret page that’s not gonna be available to the public.

It's only gonna be for special opportunities, like this audience.

Steve: nicomoreno.org/chatbots.

Thanks for taking the time and sharing some of your wisdom here. It's been awesome.

Nico Moreno: I appreciate it. I'm always happy to share with your audience and always happy to work with you.

All you gotta do is just commit five minutes and you'll be golden.

Steve: Alright, here's the deal…

Every business thrives on cash flow and leads. And without cash flow and leads the business dies, right?

Hear me clearly, MLM is no different.

You own a position in a business, which means you need a system in place for cash flow and leads to come to you in your down line.

This is why I have Chatbots for MLM on Facebook pitching people who are talking to me on the internet.

You may have heard of Chatbots For MLM before. It lets you:

• Qualify multiple leads at once
• Soft pitch people that you thought weren't interested
• Bring in a massive amount of leads of people that have been sitting right under your nose the whole time

Go to chatbotsformlm.com to get your pre-built chatbot template now.

Inside you'll get a selling template. You're also gonna get a scheduler template, you also get a pre-built lead-gen template.

Every minute that goes by is another minute that your chatbot could be softly auto-pitching your everyday conversations on Facebook.

Just go to chatbotsformlm.com to get your pre-built chatbot templates now.

Today I wanna talk to you about why they didn’t buy your product… 

I'm excited about today's episode. I just got off a webinar and I've done this webinar three-ish times now. 

Two of those times have been in the last few days… Come to think of it, it’s probably my fourth time doing it. 

But what's interesting about it is… When you do a pitch over and over and over again, you start to notice things that make it more or less effective. 

So I’ve been able to see what things make this pitch MORE effective. 

And I've been changing things like crazy over the last four tries. 

When I did the webinar two days ago, we generated $10,000. I wouldn’t be shocked if this next one does $30 or $40 grand. 

KNOWING WHY THEY DIDN’T BUY YOUR PRODUCT

One of the keys to understanding why they didn’t buy your product is knowing how frequently you’re pitching. 

Some people like, "Well, my pitch is not amazing" Because they've only done their MLM pitch twice… It doesn't quite work like that. 

You need to be doing A LOT of these. 

VOLUME MATTERS! 

… Especially when it comes to pitching. You get better at it the more you do it. 

That’s just ONE lesson I wanted to toss your way today. 

But I have an even BIGGER one for you ;) 

So let me tell you another story (you know I'm obsessed with old school marketing stories)... 

Whether you’re:  

• Listening

• Watching

• Reading 

To this right now… You may have seen the movie The Greatest Showman. 

That was a good movie. 

The Greatest Showman is about P.T. Barnum's life. The issue is that the movie is that it’s largely made up. 

It's a great movie. I still recommend watching it if you've never seen it. 

But Hollywood portrays P.T. Barnum as being this young father trying to provide for a young family by buying a circus. 

#TotallyMadeUp

The Circus was his retirement project much later on in life.

What P.T. Barnum was really known for (and what his entire career was based around) was his museum. 

Tons of people came to his museum. It was a Museum of random and rare artifacts. 

So the name of the game for Barnum was… “How can I get people to physically show up to my museum on a consistent basis?” 

One of the strategies that Barnum used to get more people to come to his museum is actually shown in the movie. 

THE JENNY LIND CAMPAIGN

In the movie, Greatest Showman, P.T. Barnum meets a lady named Jenny Lind. 

Jenny Lind is this AMAZING, famous opera singer from Europe. She has a massive following. 

Everyone in Europe is like, "Oh my gosh, I love Jenny Lind. Jenny Lind is incredible."

So P.T. Barnum has an idea, "Let's bring her to America… And maybe she'll help me fill my museum." 

And so that's exactly what he does.

He reaches out to Jenny Lind and says, "Hey, would you come over to America and sing your amazing opera songs over in there?" 

They don’t show this part in the movie. 

P.T. Barnum is walking down the street and he starts talking to people about the fact that he's bringing the famous European opera singer, Jenny Lind, to America. 

But no one knows who she is… 

He finally gets to a doorman who opens the door for him and he goes, "I'm bringing Jenny Lind to America." 

And the doorman goes, "Who's Jenny Lind?" 

And Barnum freaks out!

He’s gone into DEBT just to bring Lind to America and he realizes that nobody knows who she is. 

P.T. BARNUM’S CAMPAIGN

So what does Barnum do? He has to do is create a STORY… A campaign around Lind so that people know who she is when he brings her to America.

Barnum hires 46 reporters. Those 46 reporters start feeding the media stories about Jenny Lind. Stories are about Jenny Lind's:

• Likes

• Dislikes

• What she loves

• Her personal opinions on social matters

… They create an entire character around Jenny Lind in the press and she's not even there yet. 

It’s all for the purpose of educating the media on who she is. 

Barnum even goes so far as to have Jenny give a farewell speech in Europe so that he can make another story about her in the American press. 

Barnum had also created so Jenny Lind swag: 

• Clothing

• Bakery items

… This was a big deal. 

By the time Lind showed up… There were 30,000 people waiting for her at the docks.

WHY DOES A CAMPAIGN DIE? 

 Now… This is where the story gets interesting. 

20,000 people follow her to her hotel. 

There's so much buzz! 

P.T. Barnum keeps selling out all these stages. "Come hear the amazing Jenny Lind sing." 

He had all these AMAZING campaigns and they're making so much money. It's awesome. 

But Jenny Lind gets a little bit greedy. 

She believes that it's her voice that's getting all these people to come see her. So she does one fateful thing. 

She talks to P.T. Barnum and says, "Barnum, I'm gonna go out on my own. I'm going to fill stages and stadiums on my own. I don't need you." 

And she left.

She thought that her voice was the reason that people followed her. But what happened was, she went off on her own and couldn't fill a single auditorium. 

Time, after time, after time, she tried to fill these auditoriums, and NOBODY came. 

Some people would come… But not enough to sustain it. Eventually, it all died because there wasn’t any BUZZ anymore. 

P.T. Barnum wasn’t saying anything because he's no longer part of the action. 

This is very fascinating… Because Lind ended up leaving. 

Her business had dropped sooo fast. Not that much earlier, 30,000 people greeted her on the docks as she comes in… But almost nobody noticed when she got back on the ship and ent back to Europe.

DO YOU KNOW WHY THEY DIDN’T BUY YOUR PRODUCT? 

QUESTION: Why do I tell you the story? 

ANSWER: Not just because this is an amazing, very fascinating and powerful story. 

What you have to understand is that MOST people in MLM do the same thing. "My product is the reason that people are showing up."

No, it's not.

Why they didn’t buy your product has NOTHING to do with the product itself. 

When you hear your corporate headquarter say something like, "The product is so good, all you have to do is get it in front of people." 

That is the BIGGEST pile of steaming crap I have ever heard in my life!

The first time I heard that I wanted to hit somebody. 

Products DON’T sell like that.  

Jenny Lind was an amazing opera singer. One of the most famous opera singers in all of the world at the time. She was huge. 

P.T. Barnum made her huge. 

Lind thought she was the product and that people wanted to see her. 

But what did she forget to do? 

• She didn't do any campaigns

• There were no sales messages

• She didn't feed the press anything

… She literally stopped marketing. 

*THAT* is why her business died.

This is one of the most powerful lessons I can teach you. 

DO YOU WANNA KNOW WHY THEY DIDN’T BUY YOUR PRODUCT?

This is the reason why people can't sell their stuff AND the reason why they didn’t buy your product. 

People are like, "Well, I can't use the Internet to sell my product." [chuckle] 

Neither could P.T. Barnum! There are A LOT of other ways. 

Most of the time, MLM’s say you can’t use the internet as a scare tactic. 

ANYONE can use the internet… Just don't say your MLM's name. 

You can still generate leads. That's what I do all the time. 

Then I sell products on the back end and it works great. 

Today, someone automatically joined my downline. Someone I’ve NEVER… 

1. Met

2. Seen before

3. Pitched

4. Talked to

And that’s what I help a lot of people do. I automate HUGE portions of their business.

And I automated me automating it!

The internet sooo powerful, it's ridiculous.

I KNOW WHY THEY DIDN’T BUY YOUR PRODUCT

What I want you to understand, and what I want you to take away from this whole episode is knowing why they didn’t buy your product. 

I want you to look at your MLM's products, whether it's physical, digital, whatever it might be. 

If you're like "I'm selling a service, not a product." That's STILL a product! 

Whatever your offer is, look at it, and ask yourself, “Am I relying on the product to sell itself?” 

Understand that this game DOES NOT work very well for an individual who has no idea how to:  

• Sell

• Create campaigns

• Create products

• Generate a buzz like P.T. Barnum did for Jenny Lind

Your product is NOT why anybody buys. Why they didn’t buy your product comes down to the sales message. They buy because of the campaign. 

The offer is what fulfills the promise that your sales message made. 

When you understand the role of the offer and the sales message, MLM gets really easy. 

MLM CAMPAIGN LESSONS

There are FOUR lessons I want you to take away from this. 

#1 Stop relying on your product to sell itself. 

#2 Create a campaign for your product.

#3 Perfect your sales messages and get good at telling them to people. 

#4 Create noise around your product. Generate a positive buzz just like Barnum did. 

REMEMBER: A campaign is nothing more than orchestrated noise. It’s exactly like what P.T. Barnum was doing with the news reporters. 

He's built up all this pressure by using the newspaper to tell everyone when Jenny Lind was coming. 

QUESTION: What does that do? 

ANSWER: It gets people to show up on that date.

It’s no different because the internet exists today. Most of the time, the people who think it’s different, don't sell anything. THAT’S why they didn’t buy your product. 

One of my favorite things to do is look back in history and see some of the ways people were forced to sell before the internet existed. 

If you can understand the patterns they used to generate a buzz, and then add the internet… The internet stops being a distraction.

WHAT DO I LOOK FOR IN A CAMPAIGN? 

I want you to be able to sit back and say,  "The reason I’m not selling the way I want is that I've never planned a sales message or a campaign with intent."

Someone who once interviewed me asked, "Stephen, what should people consider when they start trying to find an MLM to join?" 

And I was like, "Man, I don't even think about the product that much. As long as it's good, does what it says, the company is ethical and moral, who cares what it is?" 

Yes, I want it to:

• Be amazing

• Deliver on what they say 

• And I want the company to over-deliver and have a serving culture 

But besides that, I'm looking to see if it’s… 

• Campaign-able

• Marketable

• Can I create noise around it

… Who cares how good it is if I can't sell it? 

Anyway, if you enjoyed this and you wanna learn how to do those kinds of things, go to secretmlmhacks.com and grab the course. I would love to have you in it. 

We’re creating a really cool thing for you soon. It's not done yet… But we have spent over a quarter-million dollars in Facebook ads to generate leads for the MLM that I'm in, profitably. 

We put a dollar in and we get three to five back out… Which is crazy. All the stuff that I do has almost made a million bucks and then we spent a quarter-million generating that. 

We’ve decided to make a book about all the MLM ads that we've run on Facebook so we can show you why they work, how we’re able to run them, why Facebook didn't shut me down, and why my MLM didn't shut me down. 

It's gonna be called MLMadsthatwon.com. 

WHY THEY DIDN’T BUY YOUR PRODUCT

I know it's tough to find people to pitch after your warm market dries up, right? 

That moment when you finally run out of family and friends to pitch. I don't see many up lines teaching legitimate lead strategies today. 

After years of being a lead funnel builder online I got sick of the garbage strategies most MLMs have been teaching their recruits for decades. 

Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next FREE training. 

There you're gonna learn the hidden revenue model that only the top MLMers have been using to get paid regardless if you join them. 

Learn the 3-step system I use to auto recruit my downline of big producers WITHOUT friends or family even knowing that I'm in MLM. 

If you want to do the same for yourself, head over to secretmlmhacks.com. 

Again that’s secretmlmhacks.com.

I thought it'd be kind of fun to teach you about turning your product into an offer and how you can make a cool offer out of your MLMs product.

First of all, if you wanna see me riding a bike and doing a podcast episode at the same time, head on over to YouTube and watch this episode ;)

https://youtu.be/dFaFYxx1cVg

I've had a ton of fun in the last two months. For some reason, I've been diving deep on some of these old-school marketers and the ways they used to make money WITHOUT something like the internet.

I think the internet is AMAZING… But I also think it's a distraction.

If you can…

1. Remove the internet
2. Learn what the old school guys had to do
3. See the patterns that they went through to sell

… THEN you can add the internet back into the equation!

Once you’ve done that, the internet is POWERFUL. But before that, it's a distraction.

We will rely too much on the distribution of the internet and use it in weird ways that aren't actually that helpful to us…. Because we don't know what to do without it.

I grew up in Denver, Colorado, and I love Colorado. Colorado's amazing.

I grew up in Littleton, and I'm the oldest of six kids. My parents are amazing. They were our parents FIRST before becoming our friends, which I appreciate a lot, and I'm trying to do that for my own kids.

When I was like 15-years-old, several of my friends died in a car accident which made me not wanna drive or get a license. I didn't start driving until a lot later on.

And my parents were being parents and they said, "Hey, we want you to go get your Eagle Scout before we'll let you drive."

And I was like, "Oh well, that sucks” and for a little while, I fought it. I ended up getting my Eagle - which is great.

Even though I didn’t drive, I still got around but I would ride my bike all over the place.

I would bike so far! I put a lot of miles on my bike when I was in high school because I rode my bike everywhere before I got my drivers license.

I went on a 10-mile bike ride the other day… And I did 20 miles the day before that. It's not that long I know, but it's not a mountain bike, so it's a lot harder.

I wanna talk to you about turning your product into an offer and take you back to the essence of offers.

We’re also gonna look at what these old school marketers had to do to sell their products.

When you realize what these guys had to do, you start to see these patterns all over the place. Then you can see how these mainstream products actually got into the marketplace.

I might have told this story in the past but it’s one of my favorite stories about a man named Albert Lasker.

Albert Lasker has been coined as the father of modern advertising. That’s a pretty, awesome title to have.

Sunkist came to Lasker in the early 1900s and said, "Hey, we're Sunkist. We have oranges but people aren't eating enough oranges.

For some reason this year, there's been an increase in orange production. Our trees are producing sooo many oranges that we're chopping our own trees down."

They were literally cutting down their own trees because of the overproduction of oranges.

So they want to Lasker and said, "Would you help us sell more oranges?"

Lasker and his team sat back and started thinking about HOW they could increase orange consumption significantly.

They came up with an idea... Which at the time, was an extremely thing.

Instead of eating oranges… What if people drink the juice from the orange?

No one was drinking orange juice. That was a foreign concept.

He literally invented the concept!

They found out that it would take two to three oranges to fill up a glass with orange juice.

This is literally how orange juice came to be. It was not a thing until Albert Lasker made it up.

Lasker got his team together and they made this really cool campaign called "Drink an Orange."

While they wanted to sell the oranges… That's NOT what they sold.

Have you ever seen one of those orange press things where you chop the orange in half, take half of it and you squish it down on top of it?

They created that and they called it the ORANGE EXTRACTOR.

The offer that they created was “Buy the orange extractor and get a bundle of oranges for FREE."

Let's think about this for a moment, 'cause this is really clever.

QUESTION: What do people actually want to buy?

ANSWER: The oranges.

They took the sexiest part of the offer and they made it FREE!

“Buy the orange extractor and get a bundle of oranges for FREE."

That was the offer. Very sexy, very clever.

Lasker helped save Sunkist. He's the reason orange juice came about, why Sunkist exists, and why we drink orange juice.

QUESTION: Why am I saying at this and what does this have to do with MLM?

THIS concept is what’s going to help you in turning your product into an offer!

I want you to start thinking about what problems your customer has that you could solve with another product.

So one of the easiest ways to sell MORE products is by turning your product into an offer and giving away something else with the sale of your product.

I know what you’re thinking right now, "But my compliance won't like that."

Find a freaking way to make it work! The principal is still the same and that's exactly what I do.

When someone joins my downline, I tell them, "Hey, if you join my downline, I'll give you X, Y and Z that will help you get automated leads coming in to your business”

P.S. It's super sexy. My MLM loves the concept and they're totally behind it. It's super awesome.

I increase the value of joining my downline. That's all you're trying to do.

Ask yourself, “How can I increase the value of the product that I sell?” It all comes back to turning your product into an offer. The easiest way to do that is to solve more problems for them.

Start thinking about the problems that your product creates for your buyers.

What problems are you giving your customers and how can you solve some of those follow-up issues?

That’s all there is to turning your product into an offer. BOOM.

I never tell you guys what MLM I'm in… (I think I might have let it slip once or twice) because I don't want you to think that I'm trying to pitch you.

I'm trying to change the industry as a whole.

We’re doing something right now that’s along these same lines as turning your product into an offer.

I keep asking a specific question. Every time I ask the question, we create something else to solve problems.

I sell a supplement… That's what my MLM is and that's why I talk about so many examples around that.

But I've seen people use this concept for:

• Insurance MLMs
• Software MLMs

… It doesn't matter what you sell, the product is irrelevant.

QUESTION: What problems does my supplement cause for people once they buy it?

They probably have the problem of…

• How much should I consume?
• When should I consume?
• Is there a time of day that works the best?
• Should I do it before workouts or after workouts?

FOR EXAMPLE: One of the things you can do is create a guide around those things and then give it away for FREE.

BOOM, you just solved more problems. You literally just created more value than the next person selling the exact same thing.

Turning your product into an offer is one of the easiest ways to beat your competition.

I've had some people tell me, "Stephen, there's so much competition."

GOOD! That means the market has voted and likes your thing.

You WANT competition. Over-saturation is a blessing NOT a hindrance.

Just figure out what you can do to solve more problems than the next person.

Your product doesn't sell itself… But it will be easier for people to buy because there's so much value behind it.

That’s all there is to turning your product into an offer.

Think as Albert Lasker did.

He asked, "How can we drastically increase orange production?”

And you need to ask, “How can I drastically increase my MLM product sales?"

One of the best things I think you can do (and what I'm doing right now) is to write down problems that I know my community is experiencing.

I don't try to solve everything because that'll kill you. But I do list out the problems that would be the most valuable to create a solution for. Then I list out problems and solutions that would be the most lucrative for me to sell.

You get compensated in this life in direct proportion to the types of problems that you solve.

There’s a huge difference between a problem and a valuable problem.

That's why I LOVE free-market capitalism.

If I go provide more value, I am gonna get paid more money.

The exact same thing is true when it comes to turning your product into an offer in MLM. Even though it's not yours, you can still give away things that'll help solve problems and help people have more success with your product.

Go write those problems down. Start listing it through and ask yourself, "What problems does my product create that I can solve at almost no cost to me, but with massive value to them."

That's the combo I'm looking for every time I sell something.

I challenge you to list out the problems that you will solve and go make cool solutions/products that you can give away for FREE when someone buys through you.

That's exactly how I do it and most people who are serious in this business do the exact same thing too.

I know it's tough to find people to pitch after your warm market dries up, right?

That moment when you finally run out of family and friends to pitch. I don't see many up lines teaching legitimate lead strategies today.

After years of being a lead funnel builder online I got sick of the garbage strategies most MLMs have been teaching their recruits for decades.

Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next FREE training.

There you're gonna learn the hidden revenue model that only the top MLMers have been using to get paid regardless if you join them.

Learn the 3-step system I use to auto recruit my downline of big producers WITHOUT friends or family even knowing that I'm in MLM.

If you want to do the same for yourself, head over to secretmlmhacks.com.

Again that’s secretmlmhacks.com.

The one-time-ever Dramatic Demonstrations Workshop will be May 16-18, 2024. We'll be using it to write the book and create your OfferHook, which is a the most cutting edge messaging formula for getting traffic from free and paid channels. More at https://DramaticDemonstrations.com

Today I wanna teach you guys HOW to launch an MLM product.

I'm actually really excited to teach you how to launch an MLM product. A lot of research and time has gone into planning and putting this together. 

I wanna do a couple of things here...

First of all, I want to bring attention to and help you think about how Hollywood launches a movie. 

Now think about this with me for a moment. 

There are really cool movies that are coming out soon, and I LOVE going to movie theaters! I love... 

• The experience

• When you walk in the light is a little bit dim, which makes the pupils dilate a little bit more (they do that and restaurants also)

• The ambiance

 There's a lot to it!

I'm actually a theme park junky as well. I'm not gonna lie... I love Disney. 

I'm that guy that would totally go on rides by myself because I love the experience of it. 

I love that before you even get on a ride they start pre-framing you for this big build-up. 

HOW DOES HOLLYWOOD LAUNCH A MOVIE?

Right now you’re probably thinking, "What does that to have to do with what you're talking about?" 

Just think about this with me for just a moment. 

The way Hollywood launches a movie uses very much the same kind of methods. 

They both use: 

• Anticipation

• Build-up

Hollywood is always putting out small minute-long previews a year before the film comes out.

They probably don't even have the movie done… But they're saying, "Hey here's when it's coming out".

Sometimes it'll just be something as simple as the title. 

They did this with one of the most recent Star Wars movies. They did a trailer six months ahead of time and all it did was play the iconic Star Wars music with the title and date overlayed.

And the crowd went ballistic! 

I was like, "Oh my gosh, that's awesome." 

There was NO story, it didn't say anything! 

Now I want you to think about this a moment… 

WHY is this such a powerful and impactful thing? What happened six months later? 

They release a little bit of a story, usually about the protagonist. 

They tell a little bit of background and they add a little bit of conflict in. 

None of us like conflict but can you imagine how boring life would be if there wasn't any? 

We do want a little bit of drama in our lives, whether or not you're willing to admit it ;)

• If everything was easy 24/7

• There were no challenges

• No trials, nothing in our life

The salt of life would be gone. 

THE KEY TO LAUNCHING A PRODUCT

Think about this with me for a moment… 

Three months later and they release another preview. 

Every single preview up until then has been giving you a specific date (or at least season if it's like a year out), "It's coming out on this day at this time".

**This is very very key to understand.**

They build up pressure and they build up pressure and they build up pressure up until the specific day… 

THEN they'll start releasing:

• Pre-booked tickets

• Specific experiences that you can have with the movie

Now when the day of the actual movie comes up there's a HUGE amount of pressure that's built on a specific day in time like, "BOOM". 

As a society, even if you're not a huge movie-goer there's a big percentage of people who have been educated on what the movie is and what it's gonna be about. 

There's open loops like crazy, so there's a lot of curiosity and everyone's like, "I gotta go on that day" right? 

But before that comes up… They're gonna get the actors to go and hang out on night shows. They're gonna go on:

• Jimmy Fallon's Show

• The Tonight Show

• Today Show

… They're building up pressure for this thing and at the end of each of those shows, they're like, "Make sure you go see the show coming out this day, back to you guys".

If you look at what's happening, they're orchestrating this incredible event. Not at a certain location, not at one spot, but they're orchestrating an event… They're orchestrating NOISE. 

And that's what campaigns are, they're building a campaign.

THE POWER OF A BOX OFFICE LAUNCH

Now, all of this pressure gets built up and it pushes towards this specific day and then "BAM", box office weekend happens. 

They make so much money on the initial weekend that the movie's open, that there's usually not that much money left... 

I mean there's a lot of money, but nothing like that huge initial burst, "BOOM!" 

That huge initial burst pays for…

• Not just the crews

• It pays for ALL the stuff

…  Then they just live on the cash flow that's gonna come from the remainder of that film's life. 

THAT’S BIG. 

Obviously, this is NOT a new concept… But think about that. Most brand new products that there's a lot of buzz around, they ALL follow that same pattern!

THESE GUYS KNEW HOW TO LAUNCH

Three of my favorite guys EVER are:

• Albert Lasker

• P.T. Barnum

• Claude Hopkins

SIDE NOTE: Have you seen the movie "The Greatest Showman"? 

That movie is largely made up… He started the circus as his retirement project NOT to take care of his young family. Hollywood completely made that up. 

Here’s some facts about P.T. Barnum:

• Most of P.T. Barnum's career was done around museums

• P.T. Barnum was the first guy to bring an elephant to America (so he made a huge deal around that)

Anyway… These guys lived INCREDIBLE lives and they ALL understood the same principle of building a pressure.

Stick with me because this is very, very powerful and will help you understand HOW to launch an MLM product. 

I KNOW one of the reasons why a lot of people don't do well in MLM is because they don't know what I'm talking about right here. 

When P.T. Barnum first brought an elephant to America, he wanted to make a big deal about it. He wanted to make a huge deal about it.

THE P.T BARNUM STYLE LAUNCH

So how did P.T. Barnum launch this elephant to the world?

He was rich a rich dude. He's the second millionaire in America. 

One of his houses on the outskirts of New York was right next to these busy train tracks that led into the center of New York.

When he brought this elephant to America, he decided to plow his fields with an elephant right next to the train tracks. 

The funny thing is… They were not plowing ANYTHING. They were fake plowing! NOTHING was planted there! 

But he continued to plow his field with an elephant next to that incredibly busy train track until over 60 reporters showed up and they ALL captured the story. These reporters ran the story all over the place. 

Only once he felt he had got enough buzz around him and his museum… THEN he finally stopped fake plowing his field with an elephant and sold the elephant.

But that technique created a HUGE boost in revenue for his museum. He kept doing this over and over and over again, every single time he started selling something brand new. 

This is a BIG lesson in HOW to launch an MLM product and I'm trying to help you understand it. 

This is one of the reasons why people don't buy from MLM-ers even though you have a great product… Because you don't understand the principle of a campaign. 

Every time P.T. Barnum had a new product, he would create a campaign around the product. 

HOW NOT TO LAUNCH AN MLM PRODUCT

Albert Lasker would do the exact same thing. 

PT Barnum is famous for another campaign he did around a fake Mermaid that was "caught off the coast of Fiji". He created this whole ruse.

I'm not here to say whether or not that was good or bad… But the principle behind it is that whenever you have a product, you need to create a campaign.

Imagine if Hollywood spent $100 million dollars putting together a two-hour movie… And the first time you hear about it, is the day it goes to the movie theater. 

QUESTION: How successful that would be?

ANSWER: Not very successful. 

But most MLM-ers do that with their own MLMs product. What I'm trying to help you understand here is HOW to launch an MLM product. And to do that, you need to behave like a brand new MLM coming onto the market. 

You need to build:

• Anticipation

• A campaign

• All this pressure! 

… It's orchestrated noise, it's orchestrated pressure. 

You need to behave like a brand new MLM. 

Right now you’re probably thinking, "But Stephen, my MLM's not brand new." 

Yeah… But it might be new to all the people that you talk to about it. 

There are TONS of MLMs out there I don't know about. TONS.

And I'm in this space with you!

You need to be building up noise and pressure and anticipation around the fact that there is this AMAZING thing coming out and, for a limited window of time, "box office weekend", you can participate in this great experience.

HOW TO LAUNCH AN MLM PRODUCT

It's not enough to… 

• Have a great product

• Always let something be available

You need to take it off the market or say it's only available at this certain price/discount at this certain time. 

When you do that, you're behaving like a brand new company entering the marketplace. 

Creating buzz, creating a campaign, on a specific date, specific time, for a certain amount of time, a certain window… And then take it off. 

I'm not saying to stop selling the product… But for new people that you're gonna acquire there's nothing wrong with opening up the window and saying, "Hey, the promo is only available for this amount of time. You can still buy it, but the promo's only available here.”

QUESTION: What do most MLMs do to their own distributors? 

"Hey, there's a new flavor coming out… But it's only for this time." 

This is a skill set that most MLMs know very well. 

YOU’RE the distribution channel… They actually call you a distributor. YOU’RE the one that goes and buys it. 

HOW TO LAUNCH AN MLM PRODUCT SUCCESSFULLY

What I need to understand and the point of this episode is that you can step back and say, "Oh my gosh, I've never behaved like a brand new business.”

You're technically a new company… But you DON’T enter the marketplace like a brand new company. 

You gotta build up the pressure around that and then turn around and say, "Hey, only available for this time."

Remember what P.T. Barnum did with his elephant? 

• He found something SHOCKING - an elephant

• He put it in front of distribution - a train. 

You can build your own distribution channels, but it is waaay faster to hook into a distribution that already exists.

Find your train and start putting something out there and keep doing it until you feel like you've generated enough a BUZZ around the thing that you sell. This is big. 

It's one of the reasons why most people don’t know how to launch an MLM product and they don't have any success with this stuff. 

It's because they've never taken the time to sit back and actually orchestrate a campaign. 

They don't behave like Hollywood releasing a movie. 

Please, please behave like Hollywood releasing the movie. 

You’ll find an insane amount of power will come in your pocket because most people don't know how to launch an MLM product with that one skill set.

A campaign is nothing more than orchestrated noise towards a specific date.

HOW TO LAUNCH AN MLM PRODUCT WITHOUT FACEBOOK

Facebook campaigns… That's NOT a campaign.  

Facebook is destroying the term campaign, they're killing it. 

A campaign is NOT an ad. It can be part of a campaign, but it's NOT a campaign. 

It's like saying a tire is a car.

No, a tire is part of a car, but it's not the car.

It’s the same thing with Facebook ads… Paid advertising is not the only way to get traffic. 

In fact, it's one of the weakest forms of it up until a certain point, and only then it becomes very powerful.

Think about the old school guys like P.T. Barnum, Clyde Hopkins, Albert Lasker. 

These are the old-school marketers that changed the way we do a lot of stuff now. They didn't have all that tech… So how did they generate noise? 

ANSWER: They were pros at creating buzz around a certain date and time with a certain message. 

• You've likely been given a script or message from your MLM

• You probably have an awesome offer because your product is amazing 

The reason why most people don't get paid in MLM for a while is that they don't know how to launch an MLM product and create campaigns.

HOW TO LAUNCH AN MLM PRODUCT STEVE LARSEN STYLE

What I would do is…  

1. I would interview lots of people

1. Tell everybody that all the interviews are gonna be released on a certain date and time

1. Sell your product on the back of it

That’s almost guaranteed to generate a spike in sales.

The whole point of this episode is to help you understand why you need to behave like a new company entering the marketplace and how to launch an MLM product. 

You can do it every quarter or every month, or however often you choose to do it.

Those spikes and sales is usually what cover my business expenses for quite some time… And then I live off of the cash flow. 

This is a general business principle. 

That's some gold nuggets right there.

LEARN HOW TO LAUNCH AN MLM PRODUCT

Probably the biggest question I get is: “Steve, how are you using the internet for your personal MLM today?” 

To be clear, I am, but it's HOW that matters, and it's HOW that you're probably interested in. 

Facebook doesn't easily let you drive ads to MLM, and most MLMs won't even let you say their name on the internet, which is stupid. 

Despite those and other forces, I am using the internet to grow my personal downline and sell products. 

MLM is changing, and you're probably feeling that, right? It's why I created a little mini-course in a bundle… To show you HOW I'm doing this all today. 

It's called The MLM Funnel and you can get it at themlmfunnel.com. 

I'm doing this because you might not know WHERE to start in all of this and, secondly, because there's a cool new book by Russell Brunson called Network Marketing Secrets that I want you to go get. 

He's a cool guy, so I'm talking about this book a lot lately. I'm also going to give you a little bribe so you go get the book through my link. 

How evil of me. 

When you go to themlmfunnel.com and get Russell's new book, Network Marketing Secrets, I'm going to give you my Pre-built Recruiting Funnel Template, the Hack MLM Downline Onboarding Course, which is how I auto-train my downline when they join my team. 

ALSO, a discount ticket to my next event called OfferMind so that you can learn to outvalue your upline and downline. 

If you want all this for FREE, just go to themlmfunnel.com now and get a crash course into prebuilt funnel templates that I'm using with my own downline now. 

Again, just go to themlmfunnel.com and buy Russell Brunson's new book there, and I'll send you all those bonuses for free.

Today I want to address a VERY big question that people ask me…  

"Is MLM saturated?"

There’s something I've started doing a lot in the evenings…  

I just go for a 10 - 20-mile bike ride. 

I also like to walk quite a bit so I can just listen to podcasts. 

• I'm studying 

• I'm thinking 

• Sometimes I'm just jamming out to music

… It's become my ME time. 

I'm sure it won't always be in the evenings, but it has been for the past little bit… Especially while I've just done my big OfferMind. 

So many of you guys came and it was AWESOME! About 650 people had a ticket and about 600 showed up (which is a pretty standard show-up rate for an event).

We did a good chunk in sales, and it's just been so much fun to work with all those new people. 

I've really, really enjoyed it. 

What's interesting is... Since then, I've needed some DECOMPRESS time. 

At the time of recording this episode, I'm speaking at Carnegie Hall. 

• Martha Stewart is speaking

• Michael Gerber is gonna be there

• Dan Kennedy is gonna be there so long as his health is okay 

... This is nuts! 

ANYWAYS: If you guys wanna change your life, listen to what I'm doing on this show. Go publish for ONE YEAR…  Come back to me in one year and you tell me if your financial life is not drastically different.

There is something magical about publishing.

**That's not the purpose of today's episode.** 

THE GIFT OF MLM MARKET SATURATION

I wanna address a question that comes up frequently and you have likely have heard it if you've been in this space for more than six months. 

I LOVE MLM. 

I love it. 

It's so, so, so fun. 

One of my favorite things to do in MLM is to look at articles that other people have posted about why they think MLM is NOT okay. 

And what you’ll find is... Most people who publish these articles are usually those who've been in it but DID NOT figure out how to have success and they feel jaded. 

They feel, "Oh, everything's bad. For shame. For shame." 

And they go write these terrible reviews… 

That makes some people think, "Well, that just means MLM is bad." 

No, no, no! 

I've had NEGATIVE reviews. I've had TERRIBLE reviews.

There are always naysayers and it doesn't change just because it IS or IS NOT MLM, network marketing, direct sales, whatever you choose to call it. 

There will always be Negative Nancies with Poopy Pants syndrome… That’s just how it is. 

I believe it's a GIFT that people think MLM is saturated… 

And I’m gonna tell you WHY. 

It's NOT because it lowers competition… 

THE TYPE OF MARKET I DON’T WANT

A little while ago, I had somebody reach out to me and say, "Steven, I would love to buy Secret MLM Hacks. How much money will you guarantee that I will make?"

And I was like, "What are you talking about?" 

I don't know if I've told you this in the past but just stick with me for a moment here… 

They said, "How much money do you guarantee I will make with your course?" 

And I said, "I don't even know who you are. I'm not gonna guarantee a number. This may not be for you." 

She said, "Are you telling me that you don't wanna sell it to me?" 

And I was like, "Yeah, I don't think you're a good fit for it." 

She's was like, "Are you serious?" 

So I said, "Yeah." 

I don't care if you have the money. 

The way I bring somebody into my product is usually what determines what they do after they've bought the product. 

MEANING: If I have to beg somebody into my downline, I usually have to beg them to do something while they're in my downline. 

I DON’T want that kind of individual (and I'm not judging someone's self-worth).

I want somebody who is going to be a runner, a builder… Someone who's gonna run around and go far with this thing. 

I am not trying to convince anybody to get in my downline.

I do stuff like what I'm doing right now. 

People who hear my voice and see what I'm doing… They catch the vision and they find a way into my downline. 

I'm NOT trying to pitch you, but you need to understand why this is such a powerful principle. 

THE SATURATED MLM MARKET GIFT

I don't BEG or ASK anybody to join my downline. 

You know that nasty convincing feeling that you get sometimes? We've all been there, it's okay. 

You're like, "Man, I feel like I've kinda pushed them in there." 

… And then they don't do ANYTHING. That’s exactly what I'm talking about. 

When people say, "The market is saturated. The market is so saturated."

THAT’S A GIFT! 

That’s why I went into MLM. 

The fact that I can say, "MLM," and 90% of any room already has an opinion… Oh my gosh! That's huge. 

I love the show Shark Tank.

In one of the episodes of Shark Tank, there is an episode where they loved this guy…

• They loved his product

• They loved what he was doing

• They loved everything about this guy

… But they didn't fund him.

The reason they didn't fund him was one of the most powerful lessons I've ever learned in my life. 

They said, "We want your product, BUT it would take us millions of dollars to educate the market enough to want to buy that product."

"We want your product, BUT it would take millions of dollars to EDUCATE the market enough to want to buy that." 

That's the ONLY reason they didn't fund him. 

I DON’T WANT TO EDUCATE THE MARKET

Education takes time and money. 

The fact that I can walk into a room and say, "MLM," and 90% of everyone already knows what the heck I'm talking about is a GIFT. 

It is a gift. 

When someone says, "Oh, well, the market's really saturated." That just means the market's been validated. 

That DOESN’T mean that you shouldn't go into it.

When I'm looking to see what to sell, I look for the MOST: 

• Competitive

• Cutthroat

• Bloody red market

… That I can. 

I want that. 

This is literally one of my strategies. I know it is one of the reasons I’ve done so well. 

In the last year and a half leaving my job, we're about to cross $4 Million. 

The strategy I'm teaching you right here right now is one of the MAJOR reasons why stuff has blown up so much. 

It's blown up so much because I have actively pursued bloody red, highly competitive markets. 

YOU DON’T NEED TO EDUCATE THE MLM SPACE

This is a deep concept but if you came to OfferMind, you know what I'm talking about.

The reason I want saturated markets is that the customer has ALREADY been educated. 

I don't need to be the one educating them. 

There's a HUGE market out there. 

So much money is running around the MLM space and that market is constantly finding new customers. 

People who were NEVER planning on being a customer. 

The MLM market as a whole are educating my dream customer for me. 

All I do is wait patiently for that person to get frustrated with what they've been taught. 

"Hey, you want to have success in MLM? Go talk to all your friends and family." 

I just wait. 

I wait for that person to get frustrated enough that when they finally see my message, my Facebook ads, my YouTube videos, the podcast or whatever it might be, they look at it and they go, "You know what? I'm kind of tired. I didn't realize that there's another way to do this."

BOOM!

MLM MARKET POSITIONING 

I don't need to tell them that the other way is painful because they're experiencing pain. It's one of the greatest hacks to the game EVER. 

This is one of the FIRST things I do with any corporate clients. I don't just serve the MLM space. I've done a lot of stuff with lots of big people and that's one of the first things I help them figure out. 

That's called MARKET POSITIONING. You need to figure out how you’re gonna position yourself in relation to the market. 

All I do is wait for people to get frustrated in the MLM space and I'm ready and waitin over here on this side, just speaking as loud as I can. 

I'm just shouting my message into that space. 

• I'm not convincing

• I'm not pushing

This is one of the FASTEST ways to grow 'cause I'm NOT the one educating them. 

An entire market is saying the exact same thing. There are billions, probably trillions of dollars inside MLM. 

And they're the ones who are educating my future dream customer. 

When somebody says, "Oh, the MLM space is really, really saturated." 

GOOD!

WHY I LOVE SATURATED MARKETS

Do you know why I sell in the ClickFunnels space also? 

QUESTION: How much money and manpower is being spent on educating funnel builders inside of ClickFunnels? 

ANSWER: They have over 400 employees. They spend millions of dollars in overhead every month.

When someone comes in and says, "I'm gonna compete with that." 

It's like, "Good luck, Chuck." 

You gotta look at the firepower you're dealing with. 

All I do with the ClickFunnel space is complement it. When somebody comes into ClickFunnels, I'm like, "Hey, use ClickFunnels 'cause you should use ClickFunnels and it's dumb not to. By the way, if you want a free trial go to freecftrial.com and it'll give you a free trial of ClickFunnels, freecftrial.com.”

But what I do with ClickFunnels is wait patiently for the person to just say, "You know what, I wish somebody would just build it for me." 

With ClickFunnels, I compliment that market. But in MLM, I compete with that market. 

I'm throwing rocks into the market. I DON’T do that with ClickFunnels. I'm NOT throwing rocks at ClickFunnels. That's dumb. 

I love ClickFunnels. 

My market positioning matters. So when I hear somebody say something like, "Hey, but the MLM space is supersaturated." 

That is market validation! 

That actually represents security. 

But you're not taught that in school. I was taught that it’s bad! 

I was taught that when there’s competition, I should run the other way. 

WRONG!

It takes a lifetime of dedication to build the momentum that's required to build a market. 

I can either spend my entire lifetime going and developing a new market OR go see where the noise already is. 

What you have to understand is that a marketer DOES NOT create attention. They just align with where attention already is. 

THE BENEFIT OF A SATURATED MLM MARKET

Realize the benefit to having such massive saturation. It is a benefit. 

Then all I gotta do is figure out, "How am I gonna position myself in relation to that market?"

THIS is one of the reasons why my stuff is blowing up so much. I look for places where there's a lot of noise and lots of pressure. 

I don't need to create that because it's already there! 

One of the reasons MLM works so well is because I have purposefully targeted the MLM space, knowing that it's saturated. 

One of the biggest fears I had was that I couldn’t go talk to someone because they'd already been pitched… 

Q: How many books have you ever bought on one topic? My guess is that it's more than one. 

It's a false belief to sit back and say, "I can't because they have already purchased." 

GOOD! I should not be the first person that my customer ever buys from. 

I want to help you realize there are literally decades of previous people who've built ALL this: 

• Pressure 

• Noise

• Education 

… For us! 

I don't have to educate people on what MLM is. All I have to do is educate them on why my stuff is cool and why they should buy it. It's a gift.

I don't care what MLM you're in, I just want to go change the industry. 

EDUCATE THE SECRET MLM HACKS MARKET

I know it's tough to find people to pitch after your warm market dries up, right? 

That moment when you finally run out of family and friends to pitch. I don't see many up lines teaching legitimate lead strategies today. 

After years of being a lead funnel builder online I got sick of the garbage strategies most MLMs have been teaching their recruits for decades. 

Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next FREE training. 

There you're gonna learn the hidden revenue model that only the top MLMers have been using to get paid regardless if you join them. 

Learn the 3-step system I use to auto recruit my downline of big producers WITHOUT friends or family even knowing that I'm in MLM. 

If you want to do the same for yourself, head over to secretmlmhacks.com. 

Again that’s secretmlmhacks.com.

The last episode I did was standing here as well… I had two big thoughts on my mind so I wanted to do another one here.

About two or three weeks ago I hosted an event called OfferMind.

• I sold 650 tickets
• We sold about $1.9 million on stage

… Which is awesome!

It was a screaming success and it was a lot of fun. We'll continue to sell that program which is exciting.

It was interesting because the ONE skillset you guys can go learn that will massively improve your wallet is MARKETING.

The better marketer you are, the less amazing at sales you have to be.

When I do my events, I like to teach A LOT. We went from 9:00 AM to 9:00 PM, and we only took a lunch and a dinner break.

One of the principles that I like to talk about the most, is this whole concept of sales psychology.

One of the things that made the events so unique is: I don't really want to teach people the newest thing on Facebook.

What I do care about is, what is true marketing?

HINT HINT: We'll probably gonna have an MLM event soon called Hack MLM Live.

One of the reasons why people like OfferMind events so much is that I have an obsession with marketing history.

I actually wanted to be a 10th-grade history teacher for a long time. I love studying American history and world history.

I'm 31 now and what it's turned into is an obsession with marketing history.

At the event, I said to everybody, “The purpose of this event is for me to remove the Internet. I wanna remove today's modern distribution channels”.

Let's take those away…. What's that to do with MLM?

Just hold on tight and I'll show you.

https://youtu.be/6Xn5vTcQxD0

Let's go back to 200 years ago… To the time when the printing press was starting to come around in 1750. The printing press came around and suddenly we could have duplicatable messages that they were sending out... That's a BIG deal.

Before that, you had to one-on-one to tell everybody.

I told everybody at the event, “Let's remove everything to do with the Internet, learn what marketers in that time used to go do, study their patterns and then add the Internet.”

That is powerful.

Otherwise, the Internet can be a distraction.

We think that posting on social media is marketing… IT’S NOT… It's posting on social media!

The purpose of the event was to teach what marketing actually is in the context of old school times and then add in powerful Internet principles.

It was very, very successful.

One of the things that people like the most, is studying this whole bio-psychology.

I know I've talked about this a little bit in the past, but there's a certain key point to this.

QUESTION: Have you had anybody refund on you?

You do the whole phone or hotel meeting or you three-way him, or you spend time with that individual, and you can tell they're not all about it.

Vice versa. There are other people where you show them the product and they're like, "This is the best thing since sliced bread, I love the product."

Imagine you're talking to somebody and they're not loving it. You walk away, and you got the sale but it's kind of shaky.

And you're walking away and let's say you got them on auto shipper. You walk away from him, and that dreaded text comes to you (cause they're not confident enough to actually call you) and they say, "Stephen, we were talking about this and I know I'm within my three day refund period and we just really want the money back."

And you're like, "Ugh! Oh my gosh."

We have ALL had that experience. Don't act like you haven't. If you haven't, you need to sell harder.

Refunds are normal. There are very famous marketers that believe if they DON’T have a 10% refund rate, they’re not marketing hard enough

Refunds are normal.

Let's say you have that experience… Why does that happen?

There's a principle that I wanna walk you guys through on why that happens.

There are four hormones in the brain that causes us to feel good. They're naturally produced by the brain.

The first chemical is Dopamine.

Dopamine is the chemical of DISTRACTION. We love to get distracted.

It is statistically proven that you check your phone 72 times a day. WHY? Dopamine.

Mark Zuckerberg said on film to Congress, "Yes, we brought in addiction specialists to make Facebook as addicting as possible."

I'm not here to argue whether or not that's right or wrong. That's the statement. They engineered addiction into it.

Dopamine is the easiest chemical for our brains to produce out of the four hormones.

The next chemical is Oxytocin.

Oxytocin is the chemical of connection. Of the four, it's the one that we want the most.

I need a connection. I need to connect with people.

Seth Godin teaches that right now, there's never been a time in history where we have de-tribed so much. We are de-tribing as a society.

But funny enough, it's the chemical we seek the MOST.

We're not relying on each other like we used to, but we desperately need to feel a connection, which is caused by the chemical oxytocin.

We will give up our:

• Religion
• Relationships
• Beliefs
• Morals

… In order to get a connection, even if it's fake connection.

We need connection as a species.

The next chemical is Serotonin.

Serotonin is a chemical of status. I don't mean like, "I'm better than you." That's not what it is.

Status meaning validation. Meaning, I'm okay in my eyes, and I'm okay in those people's eyes over there too.

It's one of the driving forces we have as entrepreneurs.

I love this stuff man, I really go into this.

The next chemical is Endorphins.

Endorphins are the chemical of work reward.

Let's say I'm gonna go jog around a track. The first three or four laps are gonna suck… They always do.

But what happens once you get past that first mile is you get the runner's high. That's a work reward. That's endorphins.

It's not dopamine, it's not oxytocin, it's not serotonin, it's endorphins.

Endorphins come as a response to work reward. It comes in as the response of pain… The pain of growth. I might feel some growing pains as I'm sprinting around the track, but I'll start to feel some endorphins feel goods and it makes me keep going.

There are different ways to cause these chemicals inside of the buying process.

And there's something I've discovered and learned how to do quite well. You consuming this right here… I'm giving you dopamine 'cause I've distracted you from something else today.

Status in terms of it's very much US versus THEM, new MLM versus old MLM.

I try to be as vulnerable as possible with this show, which actually gives a semblance of oxytocin.

Endorphins are gonna be very hard for me to give you while you read this right now because you're not doing much. If I was to have you go do two or three things and check a box, it would start to give the chemical of endorphins and the feel-goods.

I wanna tell you guys why the refund happens.

Let's say you're pitching somebody and they're buying from you… They're getting dopamine because they're getting distracted.

They're getting oxytocin, one of the easiest ways to get oxytocin is through purchases. You get that buyers high.

Let's say there's a brand involved. They know it's an amazing brand. There's a sense of status that comes with it, serotonin.

There's a little bit of work reward. The work they did is they pulled their credit card out and they're buying, they're feeling endorphins, man they're on a high.

You're getting home all four hormones during the purchasing process.

So why do they refund?

What's happening in the brain?

What happens in the brain is the purchase is not over. Buying is emotional. As I start to purchase, the right side of the brain is really where a lot of those emotions happen, and it overrides the left or logical side of my head.

So I stop thinking logically. And when I start saying, "Hey, buy now. It's buy one, get one free right now." Guess what happens?

What happens in the brain is they start to justify the purchase. “You know what, it makes sense for me to buy this right now because it's buy one, get one free”.

They think it's logical… It's actually emotional though.

As they walk away and those hormones start to burn off, the left brain starts to pop back in and go, "Oh crap. Oh my gosh. Why did I just buy this?"

They start to freak out a little bit, like, "Oh my gosh. I wasn't planning on buying this thing today." And the left brain has to start justifying the action.

I know I'm spitting a lot of stuff here, but understand that *THIS* is where the key is. If you wanna drop your refunds, this is how you do it.

The other reason why somebody refunds is because you have not armed the logical side of the brain during the sale.

You heard what I just said?

That's a BIG statement right there. You might wanna go back up and read that sentence again.

One of the BIGGEST reasons why you get refunds is because you did not arm the left side of the brain during the sale.

MEANING: You didn't give logical closes.

Let's say that you go into a grocery store and you're like, "All I'm gonna get is eggs." How many times you actually walk out with just eggs?

ANSWER: Never.

Why? Beause you like to buy. Everyone likes to buy. "You know what, I should get some bread while I'm here", "You know what, I'm gonna go ahead and get the orange juice while I'm here." "Since I'm here... "

What are you doing? Logically justifying.

What happens when the first loved one walks up to you and says, "I thought you were just getting eggs?"

You panic and think, “What do I say? What do I say?”

What I say is the CLOSES.

(I'm going way more tactical, far less story than I should on this podcast episode, but I'm hoping that you guys catch this.)

What happens is as the customer walks away and confronts their first loved one, they cite logical closes.

A logical close is nothing more than a reason to ACT NOW.

What are they gonna cite?

• It was buy one, get one free
• It was half off
• If I did it now, I got in my buddy for half off

Do you know what I'm saying?

They start citing logical reasons to act now. Not the stories that you told them.

Go watch the last podcast and what I’m saying will make more sense.

People DON’T cite the stories, they cite the logical reasons to act now to save face in front of loved ones who asked why they bought something.

[PAUSE FOR EFFECT]

People cite logical reasons to act now to save face in front of their loved ones.

Let me recap this real fast here and tie it in a nice little bow. I know that was a lot of stuff. Maybe watch this a few times too 'cause I know that's thick. This is a pretty deep topic.

But just think about this…

WHAT THIS MEANS IS: When you're selling somebody, you wanna give them as many logical reasons that they should be doing this as possible.

You wanna be telling them things like:

• "It makes sense."
• "You're smart to get this done now because it's half off."
• "It makes sense what you take action this now. I totally would too because it is buy one, get one free before midnight."
• "I wish that I had this opportunity like you have now 'cause I didn't have this when I started."

QUESTION: What did I just do?

ANSWER: I just armed them with something that they can quote to loved ones when they try to save face later on.

Once those buying hormones die-off on the right side of the brain, the left side is left to fend for itself and unless you arm it, they start getting buyer's remorse.

That was one of the pieces people really liked at OfferMind.

I really don't have that many refunds on Secret MLM Hacks. In fact, with ALL the products I sell, I have an extremely low refund rate.

And it's because I understand that part of my role when selling them is NOT to sell them ONLY on the decision to buy.

I'm actually arming them post-sale on how to save face in front of their loved ones.

That's my role, not theirs.

The sale is NOT OVER until they can justify the purchase to loved ones.

Otherwise, what happens is people step back and they say, "Well crap. I think I got swindled." because they can't cite any of the logical reasons to act now.

Because of that, they start getting buyers remorse. They freak out!

The whole point of this episode is that ONE sentence right there: The purchase is not over until you have armed them to save face and status in front of the loved ones once they challenge the purchase.

THAT’S IT.

And the way you do that is by arming them with lots of logical reasons to act now.

When people are like, "I don't know that I like closing." You're killing your refund rate.

NEWSFLASH: You're not closing hard, you're helping them save face.

You're giving quotables that they're gonna go say to their loved ones.

One of the reasons I did $1.9 million in sales at OfferMind is because I stacked closes.

I've NEVER had a table rush. That was the FIRST table rush I've ever had my entire life.

I hadn't even sent the freaking price and people were standing up and slamming the credit card down.

BUT I DIDN’T STOP. I kept speaking.

There were 650 people and half the room was on their feet! Do you know how loud the room was?

I kept going like NO ONE was standing. I talked for another 15 minutes with everybody up, just doing my closers.

Dave Woodward, one of the executives of ClickFunnels, is a funnel freak. He paid for this program before he even knew what was in it.

He was the first one in the program and he was super excited about it.

He’s a funnel freak… Are you? He's in the program and I want you to be as well.

You need to tell people WHAT to cite after they go back home and the emotions have died. Logically, they need to know that they should be in the program.

They're NOT the salesman, and now they have to sell their loved ones on the decision they made.

If you haven't armed them with those logical reasons, they’re gonna feel like you took them. You didn't… But it just feels that way to them.

MASSIVE RANT OVER.

Hopefully you enjoyed this episode of Secret MLM Hacks Radio.

I love doing this show. If you could please leave me a review, that'd be AWESOME!

This stuff works. I love MLM, I love what I do, I love sales, I love marketing, I love funnels.

The opportunity we have right now is RIDICULOUS. There's never been a time where distribution has been so easy. Where products are made so quickly. Where society discipline is dropping so much… Which means if you just do ANYTHING.

I know it's tough to find people to pitch after your warm market dries up, right?

That moment when you finally run out of family and friends to pitch. I don't see many up lines teaching legitimate lead strategies today.

After years of being a lead funnel builder online I got sick of the garbage strategies most MLMs have been teaching their recruits for decades.

Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next FREE training.

There you're gonna learn the hidden revenue model that only the top MLMers have been using to get paid regardless if you join them.

Learn the 3-step system I use to auto recruit my downline of big producers WITHOUT friends or family even knowing that I'm in MLM.

If you want to do the same for yourself, head over to secretmlmhacks.com.

Again that’s secretmlmhacks.com.

RIGHT NOW, as of recording this, I still have people auto-joining my downline.  

I'm still having people auto-buy my products! 

It’s not a showboating thing… I just want you to know that the things I teach you guys on this channel are REAL. 

If you’re in the program, Secret MLM Hacks, it's cool to watch you BLOW IT UP! 

It's been awesome. 

MLM SALES FUNNEL AUTOMATION

Routinely, we'll get people who have BIG downlines, who are trying to find another program to sell another product… And they'll come join and it gets BIGGER and BIGGER. 

**IT WORKS** 

It works because:  

1. I’m doing this podcast

1. Of the automation that I put in - Which is the funnels. 

This might not be that fast of an episode… Usually, every time I say that it's a bit longer!  

But you have to understand… 

I've had a few people reach out since I've started doing this stuff here, and they'll be like, "Stephen, my MLM will not let me do MLM funnels." 

And I understand what they mean… But I just need to tell you guys something real quick. 

If you have sold anything EVER, you used a sales funnel.

WHO INVENTED THE MLM FUNNEL? 

What we have to understand is this whole concept of the MLM funnel... ClickFunnels DID NOT invent sales funnels. 

The first sales funnel that ever happened was when a caveman traded a rock for a fish with another caveman. 

An MLM funnel is nothing more than a sales message and an offer, THAT’S IT! 

1. Sales message

1. Offer

So, when you think about what it is that your MLM has allowed you to do… 

You have a SCRIPT, which is a sales message. 

And you have an OFFER. 

 = You have an MLM FUNNEL. 

The only reason why the things that I do work so well is because most of the time, people don't build their MLM funnel with very much intent. 

They don't do it on PURPOSE. 

And because they don't do it on purpose… It doesn't work very well. 

Any "a-has" on that? 

USING A SOCIAL MEDIA FUNNEL FOR EVENTS 

I just finished an event here in Boise called OfferMind, it's my event. 

You might have even come to it, which is awesome. 

• We had 600 people come

• We did about 1.9 million in sales from the stage

…. It was awesome!

QUESTION: Guess what I used? 

ANSWER: A sales funnel. 

"But Stephen, you were on stage." 

It was a sales message and an offer, therefore, it was a sales FUNNEL. 

I was the sales funnel, you understand? 

What I was doing there was super powerful and it was still a sales funnel. 

It's sooo much better when you can take what your MLM has given you and find a way to automate the sales message and the offer. 

Does that make sense? 

FOLLOW THE MLM FUNNEL RULES 

The only reason I'm doing this is that I want you to know, if your MLM has said, "You're not allowed to use an MLM funnel," you already are. 

When an MLM is like, "Hey, you can't do that." 

First of all, follow the rules. 

This is NOT a game to try and break the rules with. That's NOT what I'm doing. 

I'm not encouraging you to do that. I don't do that. 

But you have to understand that going on Facebook Live and telling the story of how you first started using your company's product, THAT’S a sales message.

Funny enough… They're okay with you doing a social media funnel in that way.

BUT the moment you put it on a page that you own, they kinda freak out. 

I'm just trying to help you understand that an MLM funnel is broader and BIGGER than most people think it is. 

It is not just these ClickFunnels sales funnels. 

That's a method. 

HOW TO BUILD A SOCIAL MEDIA FUNNEL

I just wanted to walk you through a very simple way to build a social media funnel that helps build belief in people who might be doubting whether or not you should do this in your MLM. 

So many guys might be like, "Hey, Stephen, my MLM won't let me do this," and I totally get it. 

In fact, several people reached out and they'd be like, "My MLM won't let me use a social media funnel." 

And I'm like, "You already are." 

I'm like, "How many people do you have in your downline?" 

They'll be like, "I have several hundred people in my downline, and we do... I make 10 to 20 grand a month."

And I'm like, "Cool, you already are using a social media funnel." 

You're already using one, otherwise, you wouldn't have all that stuff. 

If you sold anything EVER to anyone, at any price, whether it was free or paid, it was with a sales funnel. 

There's a sales message and an offer, which is all an MLM funnel is. 

The fact we put it on pages is a method. 

PROVE THAT SOCIAL MEDIA FUNNELS WORK

Look at it that way, and start thinking through, “Okay, well, if that's what a social media funnel is, how can I create a social media funnel?" 

One of the easiest ways to prove the fact that you're using an MLM funnel is… 

Let's say that you have somebody in your upline or corporate HQ (something like that), and they're like, "You know what? You can't use a social media funnel. You know what? We don't want you to do these things with it." 

One of the easiest ways you can prove the concept of internet sales funnels works is by using Facebook.

PLEASE keep to the rules. I'm NOT telling you to ride the line. 

All I'm saying is that most MLMs are okay with you going on social media and talking about the product. 

That's actually the beginning of any sales funnel. 

THE BEGINNING OF AN MLM FUNNEL

There are TWO things you can do on Facebook (or any social media platform) 'cause usually, they're okay with that. 

A lot of them DON’T want you to say the name of the MLM and that's okay, 

Play by the rules. I do. That's why I've been able to pull it off. 

DON’T try to find sneaky ways, don't try to ride the line. All I do is tell the story of when I first started using my MLMs product. 

Think back to the day when that started happening for you. 

I asked somebody that once, and they're like, "Well, the reason I use the product is that it has the purest ingredients. I needed the best form of ingredients because I wanna be the best human being I can be." 

And I was like, "Barf, barf, barf." 

That is NOT what I'm talking about. Why did you make the decision to start using the product you're using? 

You gotta go back. We call it the epiphany bridge. What gave you the epiphany, "Oh my gosh, I need to be using that product"?

It was NOT ingredients. It's usually something that's going on in your life. 

The MLM product that I use… I'm not gonna tell you the name of it, 'cause I keep it very third-party. I don't want you guys to think I'm selling you. 

I'm trying to change the industry as a whole. 

THE STORY BEHIND YOUR MLM FUNNEL 

On my dad's side, pretty much every guy has or is at EXTREME risk of type 2 diabetes and extremely high blood pressure. 

And then, pretty much every guy on my mom's side, have had prostate cancer. 

So I'm like, "Well, that sucks. What does that mean for me?" 

I take that very seriously, 'cause I'm like, "Shoot, son, I don't want any of that crap." 

I remember once, watching my dad go through some surgery. He's generally a healthy guy, but that wasn't good enough. 

He needed an extra level of intensity on his health 'cause it's still in our DNA.

I remember sitting there, looking at him, and I was thinking. I was like, "How can I avoid this? I don't wanna do that. How do I avoid that?" 

In high school, I was 35% body fat. I had a double chin, I was working on a triple, I was a big boy and I was getting picked on like crazy. 

And I remember I was walking down the hall… Outwardly, you might have seen that I was a happy kid. I was a super nice boy. 

But on the inside, I was kind of this train wreck.

I remember this moment where I was like, "Enough. I'm tired of being big. I wanna lose weight." 

And I lifted every day for the next nine months, I lost 45 pounds, I grew six inches. I went from 35% body fat down to 6% body fat. 

So low that it's actually 1% away from considered unhealthy. 

As I started growing up, and I kinda kept this habit going. I started competing in sprint triathlons and I got third in the 11th Colorado Sprint Triathlon for my age group, which was pretty awesome.

SOCIAL MEDIA FUNNEL STORIES  

Do you see what I'm saying? I'm telling a story. 

What I would do if I were you is lead that up to whatever product you're selling. You have a story behind why you're using what you're using. 

It has NOTHING to do with the ingredients. That's not why anyone buys anything. 

They buy the story, not the product. 

Half the reason why people buy from you is that you inadvertently have told some stories about the product itself. 

QUESTION: You wanna make a social media funnel using Facebook? 

Here's how you do it. 

1. Tell the story of how you came to use the products you're using right now in MLM. What is that story? 

There was a story, not a feature. There's something in your past and there was a moment where you're like, "I don't want this," or, "I do want that" . 

Whatever that might be, tell that story. 

What happens in the customer's mind is, you begin to open up a gap where they sit back, and they go, "You know what? Things are not as I thought they were."

It's really powerful. 

What happens is, you open this gap up where there's this window of belief, and they go, "I'm starting to feel open." 

They're not gonna say that, but that's what's going on inside their brain, psychology-wise. 

"I'm starting to feel like there's a possibility this could actually work for me." 

That's the magic of where sale happens. That's the magic of when you finally start talking about your offer, where they go, "I can see myself doing this, why don't I just try it?" 

That's the magic. 

MLM FUNNEL + SOCIAL MEDIA FUNNEL 

If you wanna make a social media funnel using Facebook... It's still an MLM funnel. 

You tell the story of how you started using the product, and then you’re like, "Hey if you're interested, please reach out, and I'd love to give you a free sample of X, Y and Z."

DISCLAIMER: I don't know what you sell, so customize that to whatever it is you're doing. But do you see how you just made a sales message and an offer? A sales message is just a story. 

1. Tell a story

1. Deliver and showed the offer to them

1. Give a little call-to-action. "Hey, reach on out." 

That is one of the easiest ways to leverage any platform with a social media funnel. That is an MLM funnel. 

It's more powerful if you can customize the page the video is on and put testimonials on there. 

To the degree, you're allowed to…  You can add: 

• Some scarcity and urgency 

• A few other stories

• Maybe you can have the formulator come on in and tell a little bit about it. 

... You see what I'm saying? 

Follow the rules. I'm NOT telling you to go be sneaky or whatever. 

I'm just telling you that an MLM funnel is broader than most people believe that it is.

That's good news, 'cause if you're like, "Oh well, I don't know that I can use this whole social media funnel thing that Stephen talks about." 

You already are! 

Just do it with a little more intent, automate it and then automate the follow-up. 

That's one of the easiest ways to make money. 

STAGE SELLING WITH A SALES FUNNEL 

We sold a lot of money on stage two weeks ago. 

QUESTION: What are we doing these last two weeks? 

ANSWER: Following up. 

I am over-communicating with my buyers. I'm saying to them, "Hey, how are you doing? What are your goals? What is it do you wanna do? Let's jump on a phone call." 

Do you see what I'm saying? 

You can automate that (and we certainly will in the future). 

Understand that you're already using a sales funnel, and that's one of the easiest ways to make money. 

If you're like, "Does this whole social media funnel thing really work?" 

I dare you to put it to the test. Go tell the story of how you started using your product on social media. 

PLEASE don't do the thing where you're like, "Working from home today." Snapshot selfie, selfie, selfie, on Instagram.

THAT’S DUMB. 

Instead, tell the story about how you started using it and say, "If anyone's interested in a free sample, this is not meant to be high pressure, I just wanna share with whoever is interested." 

Tell me you don't get some sales from that. 

Storytelling is an art and science of and in of itself. That takes practice.

But just go do it. That's how I started this show. 

YOU’RE ALREADY USING AN MLM FUNNEL 

Just start telling the stories, and get good at telling the stories. When you do it that way, it's super exciting what happens. 

You'll actually find that people are excited to buy from you. You know that when you go sell something to somebody, and you walk away feeling like you convinced them? You know what I'm talking about. 

If you don't wanna feel that when you're selling to people, the answer is to get good at storytelling. Then it makes your offer feel like a gift. 

Otherwise, it feels like you're convincing them… "Better hurry. Buy one, get one free by tonight. Better hurry, it's half off before this time."

And then they're like...

AGHHHH! 

They drag their feet in… They know they want it (but they kinda don't) because you kinda pushed them and there's some convincing along the way. 

The only reason that happens is that they weren't sold, they were convinced. 

People like to be sold… They don't like to be convinced. 

The whole point of this is to bring awareness to the fact that you already have an MLM funnel. 

Start thinking through, design and purposefully plan your story. Purposefully plan the offer that you're gonna drop to them.

If you're serious about this and you wanna take this to a really cool level, go get the Secret MLM Hacks Program 'cause it's awesome, and that's exactly what we're talking about. 

Have fun building your MLM funnel, your social media funnel, even if you can't build an official one yet. 

Have fun building the social media funnel and let me know what successes you have from just going and doing that.

SECRET MLM HACKS SOCIAL MEDIA FUNNEL 

I know it's tough to find people to pitch after your warm market dries up, right? 

That moment when you finally run out of family and friends to pitch. I don't see many up lines teaching legitimate lead strategies today. 

After years of being a lead funnel builder online, I got sick of the garbage strategies most MLMs have been teaching their recruits for decades. 

Whether you simply want more leads to pitch or an automated MLM funnel, head over to secretmlmhacks.com and join the next FREE training. 

There you're gonna learn the hidden revenue model that only the top MLMers have been using to get paid regardless if you join them. 

Learn the 3-step system I use to auto recruit my downline of big producers WITHOUT friends or family even knowing that I'm in MLM. 

If you want to do the same for yourself, head over to secretmlmhacks.com. 

Again that’s secretmlmhacks.com.