Secrets of Getting People to Buy Via Conversational Hypnosis, Storytelling and One Click Upsells
Note from Marlon:  I begin with a discussion of a book on Conversational Hypnosis that has vast implications for how you communicate in teleseminars, sales letters and anywhere else.  Then I move to a discussion of one click upsells.  Both topics have to do with getting people to buy from you quicker, simpler and easier.  Then, I end talking about how to overcome overwhelm and decide what to focus on so you can begin moving, doing and getting results.
  
How to Use Conversational Hypnosis and Storytelling To
Get People To Buy
First of all, for you newbies, I’m going to tell you about something that probably will not be appropriate for you at this point in time. But for a couple of you it’s possible and you’ll want to know about it anyway because it may be useful to you in the future. Some of this stuff sometimes is just good to know even if you can’t apply it immediately. I’ll tell you what it is and then I’ll tell you how I think you might apply it or why it may or may not be relevant to you. 
  
I sent out an email yesterday about the Frank Kern thing and then I discovered the secret Frank Kern Mass Control source. Did you all get and read that email? 
  
This is really interesting. Now, I didn’t actually get Mass Control. The real scoop on this deal is I searched, like, free Kern Mass Control, this was way back, and apparently, his webmaster, as far as I can tell, has a test site and then never password protected it and forgot to take it down. I don’t know because everything was right there. It did not appear to be somebody ripped it off or uploaded. It appeared to be their own internal document. 
  
So I went through and I looked at it, didn’t buy it. Normally I get comp these things. I know Frank, we don’t have any disagreements, but we’re just not like close buds like a lot of the people in the business. 
  
So anyway, I went through it and I looked at it, went through it through the PDF, looked it over and everything so I basically know what it’s about. On the surface it’s a product launch formula not too dissimilar from what Jeff Walker teaches - create what he calls Money Magnets which are PDF reports or videos, have the affiliates distribute them in advance, have a product launch day, and that’s the product launch part. 
  
The other part of the product, just because you all probably hear about this and you wonder what the heck is that about, the other part of the product was more about telling your story and some other things. The more I’ve analyzed what Frank has done currently in the marketplace, and then when I read this thing about this conversational hypnosis, it really dawned on me. The things that he does on the video, and I’m not a video guy, for those of you who are good at video this is really relevant but it also applies to writing, so those of you good at videos this is especially relevant because a lot of what he does are conversational hypnosis method. I find this to be really fascinating, although it’s not cheap it’s $200 for the ebook but it’s 600 pages plus audios plus quick read. 
  
I read the vast majority of it yesterday and it’s not so overly complicated. Let me just give you an example. Here’s the storytelling formula that’s actually a hypnotic storytelling formula. So, you tell how you were doing something in your regular routine. Then something happened and changed your regular routine. And whatever it was that happened and changed your regular routine ended up changing something about you as a person, your business, your perceptions on life, etc., and then the conclusion of it is that that’s now a part of your life or integrated into other things. It’s not dissimilar from a storyline plot in a movie where a character goes through a sequence of events and at the end there’s a different person. 
  
That’s actually a hypnotic storyline. I’m going to take and create an example storyline using my discovery – this little ebook I found itself. Now for those of you who are newbies, hang with me. I’m going to get back to you, I’m going to take questions, and we’re going to cover other things that will maybe be more relevant to you. But I think this is relevant to you and I’ll explain why in a moment. But let me just tell you this story to start off with it. 
  
Here’s how I would tell the story. I start off with the routine. Step 1 is the routine. You know most days, sometimes late morning or early afternoon, I go down and hang out at Starbucks and drink iced tea. Sometimes I have a cappuccino but I probably already drink too much caffeine so I try to stick to watered-down iced tea, medium. You hold it up to the light and you can kind of see through it, that’s how you know the Starbucks folks got it right. Now, see, I’m describing century rich detail here. You try to include details. 
  
This one place Starbucks I like to hang out at has these nice heavy iron chairs outside and these iron tables. Usually the chairs are all messed up and the table you want to sit at doesn’t have a chair so you go over and you grab the chair, you pull it over, you go with your iced tea, you make sure it’s watered down, you go and sit down on the iron chair, put another chair over there, prop your feet up, and put your laptop there. By the way, if you buy a gift card for $5 at Starbucks you get free wifi for the month, most people don’t know that. 
  
You buy the gift card if you didn’t buy one that month, you log on to your wifi, you get your iced tea or your coffee, prop your feet up, and you sit there and you poke around your laptop and have a nice time and often make money. You write an email, you work on a product or something so you’re making money. Now I did this yesterday, and I was just poking around and I had someone’s PDF I was reading and it included this phrase that said ‘the secret of controlling people (or something like that) is self influence.’ I read those words ‘self influence’ and they just leaped off the page at me, I started, “Wow, that’s really interesting.” 
  
I go to Google, and I type in self influence. There are about 3 or 4 pages that mean nothing. All of a sudden this URL just leaps out at me and I’m like, “Oh my gosh, this looks great.” It’s about conversational hypnosis. I clicked over there and I start reading the sales letter, my eyes are glued to the sales letter. I was totally fascinated with all I was reading because I can see the parallels between what I was reading and marketing and what other marketers do online and what I sometimes do online. And the thing was $200 and I just felt compelled to order it. I snagged the thing up and started reading it, and wow, I just discovered things like a formula for telling stories that was fascinating. I discovered the 4-step formula that you use to put somebody through hypnosis that I never knew was a formula. 
  
I realized that some people writing sales letters, famous people, who are using a simple 4-step formula to write these sales letters. And so within this space of simply a few hours, I changed to a higher level, I took to a higher level my ability to communicate with people, my ability to write sales letters, and actually it influences every area of your life because it shows you in there if you have a conflict with somebody how to basically use a self-conversational maneuver to avoid the conflict or to get the outcomes that you want. 
  
It changed what I can do in business. It changed some of the things of how I can relate to other people, what I can do with them. It changed my understanding of authority and status. Number one thing that a hypnotist has to establish is the authority. And one of the ways that you do that is by never appearing to need or want an outcome too much. 
  
You just have to be a little bit cavalier about it. One of the ways that you do that, let’s say you’re talking to somebody, you kind of get distracted a little bit just so that you’re not 100% focused in on them and you don’t appear to need or want the outcome too much. So there were things in there about just your status and your authority. These are all things that just in a space of a few hours that I experienced. Going forward, I’ll be able to take these little forms, apply them to my life, apply them to my business, and apply to my conversations with other people. 
  
Now, if you’re telling that story for it to be a ‘hypnotic story’ you would slow down and pace it and have a rhythm to it, which I did not do. But do you all see how I just took that basic little formula and applied it? Do you see how I did that? You see, it’s a pretty simple formula, isn’t it? 

Nancy: 
Yes, it is. Speaking as a certified hypnotist and a front of the room trainer for years and years for personal growth training, and then I traveled the country doing Stop Smoking Seminars using hypnosis. Honestly, I’ve been having a really tough time trying to figure out where I fit in this whole internet marketing thing and I was fascinated by the email and of course I read the sales copy. 
  
Marlon: 
Okay, let me ask you this. Did the sales copy suck you in? 
  
Nancy: 
I think suck might be strong but I would be willing to say that I could see how valuable it could be. 
  
Marlon: 
All right, fair enough. The reason I say that, Nancy, is because you see, I’ve read a bunch of stuff on hypnosis the past. I’ve studied NLP, and studied hypnosis and that sort of thing but like most hypnosis stuff, it’s not something you can really apply to daily life or your conversations with other people, you follow me? It’s like a lot of patterns, in-depth patterns, that you almost memorize verbatim to put people into trance or really complex stuff. 
  
What’s different about this book is it’s called Conversational Hypnosis, which means that it’s stuff you can use in your daily life. I think that’s awesome. It has a thing in there called The 60-second trance and it says you should do this hundreds of times and you know what, I think I probably will because it’s so simple. You find somebody that just wants to make a little bit of improvement in something or just struggling a little bit with something and not some huge problem. You get them to relax, I forget but there’s, like, 4 steps. Step 1 is you get them to relax. Step 2, I think, you have them imagine something. Step 3 you give them a suggestion, and Step 4, you have a wake up refreshed. 
  
See, that’s something that you can just apply practically. Does that make sense? 
  
Nancy: 
It makes sense to me. 
  
Marlon: 
I mean, at least it makes sense to me. You don’t have to be a professional hypnotist to do that and to help people. I never read stuff in normal hypnosis books about elements of being in authority, or things that cause you to break rapport, or that are practical. Like I wrote down in this book over here and those of you who are newbies, we’re going to get to you guys in a minute. I wanted to share this because it applies to sales letters and how you communicate and so much. 
  
Does this sound valuable to anyone else?  If it doesn’t then I’ll move on here in a second but you see, marketing is ultimately just about communication. And really, although some of this is a little bit too much hypnosis crap, some of it is just about the basics of communicating. I’ve got some really cool stuff to those of you who are newbies so hang with me. 
  
But here are things that I wrote down in my notebook. What I do, by the way, I’m looking right now at a brown one-inch hardbound record book that says Record on it. It has a burgundy strip on it with little gold imprint on it. In gold it says Record and a big chunk of the front of it is black. It’s actually an accounting book, it has narrow lines on each page about 30 or 40 lines on each page that are narrow and every page is numbered which means that I can have an index and refer to data I record on specific pages. This book right here, these little books are one of the most valuable things I own. I pay $30 each for these at Office Depot. The reason I do is because when you put your best ideas in here, by implication, they’re valuable because you paid $30 for it. You could do it at any notebook but I think it sends a good subconscious message. 
  
Here’s what I wrote down. 
•	Using multiple, not just one but you use them over and over, what are called presuppositions. Presupposition is like, “So have you stopped beating your wife yet?” implying you beat your wife. 
•	Stack stories; seed ideas for the future. 
•	Always make things plausible. If it sounds a little bit out of the ordinary, make it plausible. 
•	Slower movements being common collected implies more status than like me being too excitable. 
•	If you want someone to go into an emotional state when you’re communicating, always put your self in that emotional state first. That alone is just a huge tip. If you’re writing a sales letter and you want people to buy, get your sales under the emotional state where you feel like, “Oh my God, I have to buy this thing.” And now, write your letter instead of just writing a letter. If you’re going to go on video and you want to convince people of something, put your self in that kind of an emotional state first. 
•	Tells stories that illustrate who you are. Perfect example is that a few of you at least thought when Frank Kern had a little video and John Carlton sent him over a guitar and he tells the story. The whole purpose of that story was illustrate who he was as a person and he was this person that other people sent gifts to and I guess by implication you should send him some stuff too. 
•	Demonstrate authority. 
•	Imply instead of state, which is another great one for sales letters. If you imply something, it carries more weight than if you just flat out stated directly. That piece of information there, that’s pretty valuable – to imply things. For example, if you’re doing a video, you’re surroundings or what you’re doing right? I mean, if it’s the middle of the day and you’re doing a video at the shopping mall or a Starbucks like we’ve done before, we’ve done the shopping mall, that kind of implies you have the time to go there and you’re not having to work at a job. 
•	Innoculate against price issues by what they call framing, pre-framing, reframing, holding the frame, and deframing. I won’t even try to explain what those are. 
  
Those are just a few of the notes that I wrote down that I thought were really valuable. So, how does this apply to you if you’re a newbie or intermediate? If you’re intermediate, there’s a whole lot that applies in here to the psychology of selling and marketing. If you are a newbie, I’m not sure you should get this because it’s 600 pages and it could be overwhelming unless you already understand some things about NLP or psychology. Or unless reading is your past time and you buy and read a lot of stuff anyway so it wouldn’t be overwhelming to you because you’re used to reading. Or if just you really have this interest in NLP or kind of like hypnotic conversations and that sort of thing, selling, then I think it might be valuable to you. 
  
But if you’re a newbie coming in, you don’t normally read very much, you get easily overwhelmed, you don’t have any compelling interest in psychology, then I would not recommend that you get it. 
  
But if you’re intermediate and you have the time, it’s fascinating stuff and it’s applicable because everything’s 4 steps and most of it is not about making somebody lay on the couch and putting him into a trance. It’s just things that you could do in daily conversations. I got a whole lot out of it. 
  
Storytelling – he really shows how to tell great stories that accomplish a purpose. Let me just give you one more example of this. There are elements of credibility in weird things that people perceive as being more credible and let me give you an example. When people run for president, they almost always show them out jogging or doing physical activity. In the case of Barack Obama, they had the thing of him coming out in the ocean, I don’t even remember because I don’t follow politics much, but I think he was out in the ocean, he had his shirt off and he was this robust, healthy guy. Other presidents you see them jogging or doing physical sports. 
So if you’re telling this story about how you went out doing something physical, believe it or not, to people that increases their perception of the credibility of that person. I have no idea why. But it’s the way people’s brains work. 
  
Having close family ties is perceived as more valuable so if you’re doing a video or telling a story about your brother, like Frank Kern does with his brother, I’m just saying, Frank hits on all these things, right, because he’s, like, almost a master hypnotist, almost, or could be conceived as one. But those things create credibility. I don’t know why but they do. 
  
Another thing is just being adventurous. A person who’s adventurous is perceived as more credible as someone who isn’t adventurous. My friend, Yanik Silver does a lot of these things too by the way. He will publish photos on his blog of himself out racing cars or jumping out of airplanes, which I don’t do by the way, and you wouldn’t have to. The point is that he’s kind of a risk taker and he’s doing these physically active things. Now, you wouldn’t have to do that. You could do something else, right? But my point is that’s how Yanik does it. 
  
He has these things where he gives to charity or has a charitable event. By implication, if you could afford to do something for charity then you have more than you need. It’s a credibility thing. So Yanik does a lot of these things. 
  
So adventure, you could just tell a story about something you did that was adventurous. Now you’re perceived as more credible. These things are all very subtle. No one goes, “Oh, this person is adventurous or likes family or is a real people person and outgoing and is perceived to be a leader of other people, therefore they are more credible.” No one ever thinks that. 
  
But just as an example, you’re in an internet marketing seminar and there’s a group of people there and you’re talking and the whole group was listening. By implication you’re a leader. You’re perceived as more credible than the average person. In internet marketing, I will give you a good example of this which hasn’t really worked to my benefit, frankly, because I don’t really want to do these seminars, I may have to but I don’t want to. This is actually odd thing that you can do that create persuasiveness, by just telling stories. 
  
It doesn’t cost you any money. It doesn’t take a lot of time or effort to tell stories. It increases your credibility and the chance these people are going to buy from you and you didn’t spend a penny to do it. So that’s one of the reasons you want to learn to tell stories. 
  
Does anyone find that eye opening or interesting? 
  
Nancy: 
I find it very interesting. 
  
Marlon: 
Was anyone else other than Nancy aware of this? That these types of things created credibility with people? 
  
Man: 
Yes: 
  
Marlon: 
Okay, so that’s enough about the storytelling. 
END OF SECTION ON STORYTELLING
  
Secrets of the 1 Click Upsell
Topic # 2, if you’re not a beginner we’ll get to the newbie topics here in a second. Yesterday I had a talk with a good friend of mine who does very large numbers and he’s been using One Click Upsell. I have talked about One Click Upsell on past calls so I felt that it was very important to bring this back up. 
  
The issue on One Click Upsell is he got in trouble with his merchant account about it because his chargebacks went over 1%. If you are doing a free CD offer or something really, really cheap, and you’re then doing forced continuity on One Click Upsell, meaning they buy something additional, or with the free CD they also get a 30-day free trial of something and then they’re going to be charged, or they order, they get the free CD for $5 shipping and handling. The next screen they buy something for a $1,500 and they get a 30-day trial of a membership site. And thereafter they’re going to be billed. That’s called forced continuity because they didn’t have a choice to opt out of it, it’s forced. 
  
That’s risky to your merchant account. Most of you aren’t doing it but I’ve talked about doing it on past calls. This is new information because it’s a relatively new model and if you do that, you should know that there may be issues with your merchant account. 
  
I wouldn’t rush in to do One Click Upsell at this point from what I know. However, from what I also know it’s okay if you’re not doing forced continuity. You’re selling a product, you offer them another product, and they just click to add it to their order, that probably won’t get your chargebacks over 1%. The issue of merchant accounts, apart from PayPal, is you have to keep your chargebacks under 1%. Unfortunately, there are people who will chargeback instead of saying they just want a refund, I don’t know. 
  
Now, because I’ve been promising newbie topics, let’s go into a couple of things that I consider really important for those of you who are newbies. I want to cover something I think is going to be really useful to all of you, but especially newbies. 
How to Overcome Overwhelm and Get Your Projects Moving
Let’s talk about overwhelm a little bit. I have a class going on right now, a video series about overwhelm, overcoming it. The number one problem you likely say as a newbie is feeling overwhelmed. Now, intermediary and advanced marketers can have this problem also. 
  
First, the cause of overwhelm. What’s the cause? If you assign the same priority to a whole number of actions, then you feel overwhelmed. The solution to overwhelm is to have a way to prioritize activities so that you do not assign the same level of importance to all of them. The overwhelm videos in class I’m giving a whole procedure for this. But let me give you a short version of it right now. 
  
This is not what I teach in the class but it’s a quick and dirty way you can do this. Write down all the things you feel like you need to do or should do or ought to do in a column. Create two more columns. The next column is called Payoff - the reward for doing it, the potential profit. Next column is called TME (Time, Money, Energy) – how much time, how much energy, how much money does it cost, do you have to invest to get the potential payoff. 
  
Write each possible potential project, product, moneymaking activity on what you personally assess the potential payoff as being. There’s no right or wrong answer here. It’s how you personally perceive the potential payoff. Rank it on a scale of 1 to 10. 
  
The next column you rank the investment at TME (Time, Money, and Energy) on a scale of 1 to 10. How much do you have to invest in time, in money, and in energy to get the potential payoff. Put that on a scale of 1 to 10 and now multiply the potential payoff times the investment and you’ll get numbers times the TME, the investment required, and you get numbers and the best number is going to win. 
  
You want low investment of time, money, and energy. The way I do it is a low investment of time, money, and energy you rank that as a 10. So that way the highest number wins. So if the payoff is a 10 and a TME is a 10 meaning very, very little investment of time, money, and energy, then that would be the highest possible score – 100. This way you have a way to rank all your opportunities. 
  
Now, there are better, other ways to do this, maybe better ways but this is what I want you to think about. Most of you have all this stuff on your plate – I need to read the Conversational Hypnosis book, I need to do this, I need to do that. Well, you have to prioritize those because if you assigned the same ranking to all of them, you will feel overwhelmed. 
  
So the solution is, the number one thing you really have to learn as a newbie is just how to really focus in on a few things and prioritize. You get the few things that are really important and you know they’re important. The highest payoff activities with the least investment of time, money, and energy. Now, what you do is you put those for your outcome for the week or the month and then just block everything else out until those are done. Then you go back to your list and find your new priorities. If you’re a multitasker, then just pick 2 or 3 things but don’t have a whole plateful. And this is how you overcome overwhelm. 
  
I also want to talk to you about having this simple marketing model. Here’s what a simple marketing model means – you start out in this business having one way to generate traffic. One thing that you sell on the front end, one thing you sell on the backend. That’s how you start off; later you add to it. 
  
But you got to have a simple model. Think of it as this way, imagine a machine and it has cogs. One cog goes to other and makes this wheel turn. Now let’s say it takes a hundred moving cogs to make that machine operate. That’s kind of complex. If it only has a few moving parts, it’s less complex. 
  
Now, for you advanced people or possibly intermediate, there are additional things to understand about what is complex and what’s simple in a body of knowledge called theory of constraints. True simplicity means you can change just one thing and influence everything. So let’s say you had a hundred moving parts but by changing one you could influence all of them, ultimately it’s a simpler system than if you had 5 moving parts but to change the whole system you had to change all 5 parts. That’s an intermediate concept for you guys who are beginners and newbies. 
  
Just think of it this way. Limit the number of moving parts - one way to get traffic, one front end product, and one backend product. And to make it even simpler for most of you, here’s what you need to be doing. Find a way you’re going to get traffic. That could be organic SEO, it can be pay-per-click, it could be viral marketing, it could be an affiliate program, or it could be joint ventures. Find one way and specialize in it. Just get good for now with that one. 
  
Don’t buy the products and all the other crap. If you’re doing PPC, don’t buy organic SEO products and viral traffic products and everything else you don’t have time for. Just buy pay-per-click stuff, join one good pay-per-click membership site, like PPC Coach or PPC Classroom, or Perry Marshall’s program. Join one, get good at that. Get people on your email list with a squeeze page and then send emails for your own products and other people’s products and do that everyday or every other day. Mix in content with pitches and now you’re making money. 
  
I do not understand people who have been in the business 6 years and are not making money and here’s why. Last week I sent out a couple of emails endorsing a couple of products by Jason Fladlien. Jason’s 25 years old and he’s probably already created 50 products. It doesn’t take you years or months to create products. You should be able to create 10 to 15-page reports in 3 hours. You should be able to write a sales letter for that report in 5 hours or less. 
  
Jason has 2 products that are very cheap to teach you how to do that. They’re under $100. I think they’re even under $50. It shows you how to write sales letters in 5 hours or less, how to create 10 to 15-page products in 3 hours or less. You start out small, just like I was saying earlier with conversational hypnosis, the 60-second hypnosis. You start out doing that – 60 seconds and you do dozens if not hundreds of them. You work your way up. Same way in internet marketing. Don’t start out trying to create the Jeff Walker Product Launch Formula course if you’ve never created a product before in your lives. 
  
Start simple, make sales. Learn to create products, learn to write sales letters, work your way up from there. By the way, Jason’s 3 hours to create the report, that includes research. He shows you a speed way to go in there, do your research. 
  
Now, if you’re already on overwhelmed videos, I’m going to have a little special video on how to do this and kind of give you the short, the Cliff Notes version. 
  
Now, technical stuff. Most of you are struggling with technical issues. Nancy, I know, had this. Some of the others, I don’t know if Mike is still on this call. So let me tell you about technical issues. Two solutions – one, odesk.com, or rentacoder.com. You go on there and you hire somebody to help out. 
  
I like oDesk. You can find people inexpensively. I had somebody working for $3 an hour who could do spreadsheets and a whole lot of stuff. Then they got a full-time job and now what I’m doing in their places we’re hiring a jack of all trades webmaster in the Philippines and we will probably have to pay $250 to $400 a month for them. I’m trying several people out for a week and then we’re going to make our final decision from there. 
  
We already have several people that are good but it takes time. We had a couple people who we “hired,” gave tasks to and then they just didn’t show up and didn’t do the work. They just basically didn’t show up. We had to go through 2 or 3 of those. Then we changed our process and wrote up a little fluffy explanation of who we are as a company and what we do and made it sound all fluffy and stuff. Now things are going a little better. 
  
So I need technical help too. I’m not good at all the technical stuff. I have a couple of employees local who are part-time. But you need that help, most of you. Start out on oDesk because you’re not committed. And you can go there and hire them by project or you can say I just want you to work 5 or 10 hours a week for me. You can get HTML help, you can get programming help, any help you need, there a lot of it you can get on oDesk. 
  
So that’s what I have to say to you newbies and I hope that’s useful to you. Let me bring this off of mute and get your feedbacks. 
Questions and Answer Session On Overcoming Overwhelm and Getting Things Going
All right, I have discussed two topics. Number one is overwhelm, and then number two is about just getting products and products done and getting them out there and making a little bit of money to get started with. 
  
Who has a question or a comment on either of those two topics?  
  
Cullen: 
Good morning, Mr. Sanders. My question is, I keep thinking I’ve got it together and I’m not overwhelmed but then I look at the fact that I haven’t actually imported my names into AWebber and I’m one of those guys who come from an entrepreneur life. I always have to do everything myself and when I haven’t done everything myself it always ends up costing me money and I’m really trying to reach out and be trusting and trust the outsourcers but I just can’t seem to get it where I’m willing to let it go. 
  
So I’ve been doing better over the last month working with you but I’m at the stage right now where it’s like I need to get someone else to fill up my AWebber and actually go into my Outlook and take all my names and numbers and send out the stuff. That’s where I am because I know I’ve got a good product because it sells on the regular retail level but now I really want to go and expand it on to the internet because I know that there’s a market for it. I’ve done my little research and I find that there is a market for it. But I just can’t get past giving up the reins to someone else to do it for fear that they won’t get it done and I’ve wasted that time. 
  
Marlon: 
One question the gentleman just asked: I come from an entrepreneurial background, I am used to doing everything myself. There are things that I do not how to do but I’m having problems relinquishing control and trusting somebody else to do the activities. Did I restate your question correctly, sir? 
  
Cullen: 
Perfectly, sir. 
  
Marlon: 
Okay, here’s my response to that. This is not a matter of trust. You inspect. On oDesk, they take screen captures as the person is working and you have a screen capture trail of the work they do for you during the period of time they work. So you can verify the work they are doing. But to say that I just blindly trust, no. But to say that you hire people who are technically competent to do tasks that you are not competent at and then you check up to see if they’ve obtained the outcome that you want, then yes you do that. 
  
There is too much in this business at this point in time to be able to learn it all yourself. And I can verify this because I’m an extremely fast learner and the rate at which internet marketing information is coming out, I cannot keep up with all of it and  I’m probably one of the fastest learners in this business, I mean, fastest readers and fastest at absorbing information but you have Web 2.0, you have Viral stuff, you have all the SEO stuff, you have pay-per-click stuff changing all the time. You have new product technologies, new video technologies. It’s almost impossible to keep up with all of it for one person. 
  
That’s why you simplify. What I do is this, before we hire this freelancer that we’re working on getting the webmaster in the Philippines, I went on oDesk, I hired a couple of people to do a project, which I always do. I always give the same project to two or three people; one of them will typically do it really well. I check back on it and if they did it correctly, then they’ve earned the right for more work. So I do think if you try to learn everything yourself, you’re not going to get where you want to go. 
  
That doesn’t mean you don’t learn some of the things. The way I would tell you to do this is list out all the things that need to be done and then rate them on the payoff of that activity versus the cost to hire someone else to do it, versus the time to do it yourself and then make a decision on out of the 80/20 rule. What are the 20% of activities that you want to learn yourself and then hire out the other 80%. 
  
I will tell you the activities that you need to focus on as an entrepreneur in this business of getting sales in the door. Everything else can be outsourced. So what I would say is outsource everything else that you can comfortably other than getting the sales in the door and become an expert at making the sales, getting the traffic, writing the emails, and bringing sales in the door. 
  
I still personally write my emails or in the past I’ve dictated them to an employee who would then write them up, format them, and send them out. That’s what I did when I had Lisa. I would call her up, I would dictate the emails, and she would type them up in the correct format and take the time to mail them out properly through AWebber. Now I do that myself. 
  
The last thing I would outsource is the writing of the emails. In terms of the marketing activities, I think if you choose in one way to get traffic you probably need to have a pretty good grasp of that method and may probably do it yourself at first. Pay-per-click or SEO or affiliate program, I would spend the time to learn that myself if I could and then start to outsource it. 
  
Here’s what my friend, John Jonas does at outsourceplan.com. John will get a product, review the product, make sure that is what he wants done. Out of 10 methods of SEO this is the one we want to follow, then he takes and he gives that to his outsource person and he says do this. But he’s already read it so he knows what it is he wants them to do and whether they do it or not. So that’s how I would answer that. 
  
Is that useful to you, or do you have a follow up question on it? 
  
Cullen: 
That’s very, very useful. I just have spent the last couple of months doing kind of that and I’ve released certain things to certain outsourcers in India and I think I hired the wrong person is what I found out. 
  
Marlon: 
Here is the thing. You don’t outsource to India. You need to get to outsourceplan.com, it costs you $100. You don’t outsource to India. Your objective is to pay $150, $250, $350 a month for a full-time person who’s not in India and who will help you. That’s really where you want to go with this. 
  
You can hire them part-time at first in which case you would only be spending maybe $50, $75, $100 a month. There are part-time people available also. But John has not had good luck in India. I have had good luck in India for spreadsheet and stuff but a lot of your other stuff I would recommend trying the system that John teaches. It’s a very good system. 
  
Who else has a question or a comment, either about overwhelm, outsourcing, prioritizing projects, or your model for making money? 
  
Man # 2: 
Just a comment. 
  
Marlon: 
Go ahead, let’s hear it. 
  
Man # 2: 
Jason’s latest page says that he’s raising his prices based on an email that he got from somebody named Marlon Sanders. 
  
Marlon: 
That’s correct, yes, I told him to raise his prices. 
  
Man # 2: 
And then he said that after this after this, I think it’s this Friday, the 24th, it might be the 25th, that the prices will be going up so anybody on the call that’s interested in going over to the 3 Hour report site, it might be **** (0:43:17). 
  
Marlon: 
Yes, 48hourreport.com or 3hourad.com. I recommend both of them; they’re both horribly under priced. They should be at least $100. He’s probably only going to raise it to $50, knowing Jason. But Jason’s new in the business, he’s 25 years old but I think he will end up being very well known and very successful in the business. He has a whole lot of talent and he’s really a very good teacher, a very good teacher. And he has some breakthrough ideas and I just can’t recommend those two products too highly. So one is 3hourad.com and other one is 48hourreport.com. 
  
Yeah, he’s got to raise his prices but I wouldn’t worry too much about it; it’s not going to be a million bucks. 
  
Who else has a question or a comment? 
  
Andrew: 
When Lisa was doing your product, in my opinion, she did a tremendous job graphically. How do you find someone who can do that type of work or the level of graphic work? Do you go to oDesk, or do you find those folks there or in another place? 
  
Marlon: 
Well, very good question, Andrew. You’re right. Lisa was very talented, unusually talented. Now, she didn’t know that much when she came to work for me. I spent a lot of time teaching her some things and she also had a lot of innate talent but when she came to me, she really didn’t know very much. But what you can’t teach somebody is to have the eye of a designer. You can teach them technical things like Photoshop but you can’t teach them to see stuff in their brain. That’s you either got that or you don’t. You either see stuff or you don’t see stuff. 
  
My current designer, Danny, is every bit as talented as Lisa and is a brilliant designer. But he works for me 5 hours a day; he doesn’t work full-time because he’s starting a business with Sean who’s my PHP programmer. They’re starting a business together in the time they don’t work me, which is fine. 
  
Lisa was just luck. She was really customer service. She was doing customer service for Internet Marketing Challenge. When Cory bought the company, they let Lisa go who was their customer service person and I hired her. It just turned out that she can do graphic design. That was just lucky. 
  
Danny was a deliberate hire and we went through probably 5 or 6 designers before we found Danny.  We just went to Craigslist, we brought people in for a design project, and asked them to do it and we just saw what they did. 
  
So how do you hire a great designer? You just hire people, you give them a small trial project, if you like what they did, how fast they did it, and what they saw in their head, then you give them more, and see what they do then. 
  
Andrew: 
And then Craigslist was the place that you… 
  
Marlon: 
I used Craigslist because I was hiring a local employee. Now, you can hire a designer in the Philippines. You’ll probably get a good one but you’re going to have to work at it to find somebody really good. 
  
Each country has like a different talent. Like if I needed just a really awesome programmer, personally I’d probably go to Russia. They just have unbelievable programmers over there. Designer I sure wouldn’t go to India unless it was just like something that was really cookie-cutter. Possibly Philippines. Really your best designers are US or UK, possibly Australia, and they’re going to be more money is the problem. 
  
If I was on a budget and needed a designer and I only had $250 or $350 a month for a designer, I would go to Philippines and I would follow the John Jonas outsourcing system. 
  
Andrew:
Okay, that’s very helpful. 
  
Marlon:
Now, let me say this. If you’re not doing a lot of products, then you don’t need to do that.  You’re going to pay more for each design but you can go to 99designs.com and you have to pay about $350 to $500 to get a good design. It’s a bid thing where a whole bunch of designers will put up different designs and you just pick a winner. It’s called 99designs.com. But you’re going to pay $350 to $500, sometimes as much as $1,000 for a good design. And even then, sometimes you won’t get great work. 
  
Plan B is you hire one of the off the shelf designers. Graphic Mavericks is doing a whole lot of the product launch stuff but I think he’s $1,000 but he does drop dead designs. Everything you see, I believe, from Howie and Mike Woo Ming, Graphic Mavericks did. 
  
Chris McNeeny always uses Design Guru Ryan so that Day Job Killer and all that kind of stuff, that was Design Guru Ryan work. A lot of the stuff you see Design Guru Ryan does it and Graphic Mavericks does it. If you look at the bottom of websites the designers are often at the bottom. 
  
My freeonlinemarketingebook.com, Graphics Genie did that and then Danny took it and polished it up. There are other designers out there who are good. If you have Design Dashboard, we have an icon where I listed a number of the better designers. But again, when you find designs you like, just look at the bottom and see if you see the name of the designer at the bottom. A lot of times you will. 
  
So that’s your Plan B. You’re going to pay more for the freelancer, but if you go on Marketing Warrior Forum, there are people there who will do your designs for $100 to $250 who aren’t bad. Maybe not a design guru, or there may be not a graphic maverick but they’re pretty darn good. 
  
Andrew: 
I can give them guidance, I just can’t technically execute. 
  
Marlon: 
Yeah, I understand. So those are your options. You hire one of the freelancers – Design Guru, Graphic Mavericks, who does stunning work but isn’t cheap. Some of these other people who are lower priced but do very good work and if I didn’t need a lot of work done, that is what I would do. 
  
If I need a lot of work done but I didn’t have a really great budget, I would go to the Philippines using John Jonas’ thing and then if I could afford $14-$20 an hour, then I would hire an employee. 

Andrew: 
Gotcha. 
  
Marlon: 
All right, who else has a question or a problem? Question on overwhelm, problem finding your niche or creating your product? Or just a feedback or a comment you want to add to this? 
  
Well, I’ve got one to bring to the table which is something that’s very simple. If you’re not making money in this business, it’s simple. You’re not targeting a market, finding out what the people want to buy, and then pumping out products with sales letters and pimping them, promoting them, pushing them. That’s it. You get products out there, cheap stuff like $7, $10, or $12, or $17 stuff. 
  
If you’re not making money it’s because you don’t have a target market or you’re not creating products or promoting them hard. That’s how you make business. You get out products, you get people on your list, and you send emails frequently that either give content or that sell stuff. End of story. 
  
We talked about a simple model, well, there’s your model. Now you have to get a way to get traffic and the traffic’s the hard part. I’ll be honest; the traffic’s the hard part. Pay-per-click is not fast or easy to learn, there are a few very good teachers – Perry Marshall, PPC Coach, PPC Classroom give ongoing support. 
  
I mean, I like Gauher’s (0:51:39) course, it’s a one-shot off thing. It’s a very good course, it’s a great course, it’s like a training all in a weekend but there’s a forum but he doesn’t personally provide support. PPC Coach personally provides support. PPC Classroom has this whole big support network. Perry does great work with his folks. 
  
Then on the SEO side there’s so much to learn about that. Actually it’s okay if you’re in internet marketing just be prepared to, like, pimp a whole lot of JVs. 
  
But that’s how you make money in the business. You get people on your list and you send out emails. You better like writing emails, seriously. You better like writing emails and creating promotion, video, or audio, or podcast, or reports. That’s all a lot of what this business is about. 
  
Who has a question or a comment about that concept? Does that resonate with you? Do you get it? 
  
Cullen: 
Yes. My problem is I give myself until the end of the month to really start to generate money otherwise I’ve got to really find something different for now. I mean, I may come back to this but for now, I’ve got to see that this is really going to start to generate revenue. 
  
Marlon: 
Okay, well here’s the thing. It’s a learning curve so I recommend that you take care of your stability and learn this. It’s unfair to say I need to start off a business; it’s going to provide enough cash to really support me. It’s a business start up but it’s not fair. 
  
Cullen: 
I’ve been doing it for almost 2 years, sir, and when I have a conversation with someone else who doesn’t know much about it, I can see that I’ve got the vernacular, I’ve got the verbiage all down, I can tell all what needs to be done as far as optimizing and creating videos and loading them up to the various sites to generate traffic, but I am just not doing it. 
  
Marlon:
All right, well then, let me just ask you – how many products did you create? 

Cullen: 
4 
  
Marlon: 
All right, how hard have you pimped those products? First of all, what did you try to get the traffic from? 
  
Cullen: 
Obviously I’ve been trying to get the traffic from my own list that I’ve created over the last… 
  
Marlon: 
How many people do you have on your list? 
  
Cullen: 
Between 1,500 and 2,500. 
  
Marlon: 
Okay, and then, where did you get the names from? How did they get on your list? 
  
Cullen: 
They were people who have bought other products from me which I always thought was the best way to… 
  
Marlon:
How often do you email your people? 
  
Cullen: 
The last email that I sent out was in January. 

Marlon: 
Okay, well, guess what? That’s not how you make money. Want to know how you make money? 
  
Cullen: 
Well, one of the reasons why I hadn’t because I felt that I needed to have a better letter sent out to them so I’ve been trying to learn to do that. 
  
Marlon: 
I’m just telling you right now, that’s not how you make money. That’s what you’re doing wrong. Here’s what you do. You send out an email everyday. How often do I send out emails? Almost everyday. And when I don’t send them out I should be sending them out. You have to build a relationship. Now imagine you were married or had a significant other and the last time you’d seen them was January, and the reason you haven’t seen them is because you were really concerned about having a perfect ideal night with them. 
  
Cullen: 
Got it. 
  
Marlon: 
“Honey, I’m sorry I haven’t seen you since January. I am working on my perfect ideal night but I’m really so confused because we’ve been together 2 years and we haven’t even had our first kiss yet and I don’t get it.” She says, “Well, honey, you’ve seen me 2 times because you’ve been working on the ideal night.” 
  
Send out emails everyday. Now, what do you sell? Affiliate products. You don’t have your own product? Create Camtasia bonuses, sell affiliate products, have them email you the receipt, then you’d give them the bonus. Or you write a report using Jason’s way; 10 to 15-page report, you spend 3 hours writing it, now that’s your bonus. 
  
That’s Step 1. Step 2, you use Jason’s formula or my formula where you just interview someone and record it and have it transcribed, create a product in 5 hours, next day you make money with it. It’s 5 hours to create the product, 3 hours to write the sales letter for it, it’s done in 1 day; 8 hours in one work day. Next morning you can send out the email and sell it. Every day you send out an email. Every day. 
  
Cullen: 
I understand the importance of email, I think that’s kind of where I’m having the problem. 
  
Marlon: 
You write stories, you write content, you give tips, and you click send. 
  
Cullen: 
Simple, got it. 
  
Marlon: 
I mean, if it’s an affiliate product, you just give your opinion. If you own the product, like, I like to promote things that I own if I can, but if you’re doing it everyday and you don’t have your own product, what you can do is you can buy a product and spend one to two weeks promoting it to the list in daily emails. Tell some things you learned about it, tell what you liked about it, or how you’re going to apply it to your life. Give them some tips of yourself on the same topic. 
  
For every pitch that you send you probably want to send a content email and if you want to see the prototypical example of how to do this properly, go to lee-mcintyre.com, subscribe to Lee’s list, watch how he does it, then go to mattfurey.com and subscribe watch how Matt does it. Lee is brilliant and Matt just mostly tells stories but sometimes he gives tips. And then Lee just gives content for every 1 or 2 pitches you get, you’re going to get some kind of piece of content, maybe a Camtasia video, maybe a little report, maybe something, and you may not do it at the level Lee does but you do what you can. You can look at what I send. I try to send content but it’s certainly not as in-depth as Lee does. 
  
Now, you put a blog up and you stick stuff over on your blog – a podcast, audio. I mean, how long does it take to send a little piece of podcast audio. What is your topic? 
  
Cullen: 
Hollywood and the acting industry. 
  
Marlon: 
Oh yeah, we talked on other calls. I don’t get this because you should be just killing it. 
  
Cullen: 
I know; that’s what I know. 
  
Marlon: 
I don’t get it. You should just be killing it. You have to email your people, my friend, and you have to promote this thing and you have to build the list, get viral reports out there, you use Jason’s formula and create a viral report in 3 hours. Get it out there and you get other people to promote it. Tell them to stick it on their website for free or whatever, I mean, there’s plenty of techniques out there to do it. 
  
Your issue is you’re losing the big picture. So, you call up somebody who’s successful, right? You interview him for 15 minutes on phone, boom, now you have an email to send out – ‘Killer interview with blah blah. I just talked on the phone with so and so who just told in 10-15 minutes how they used my system to blah blah blah or how they just did whatever. Go check the audio out on my blog.’ 
  
On your blog, you have links to your products or your other stuff they can spend money on. You have other articles on there, other content. You do this every day. Like today, when you get off this call, you send emails to your list and promote something. If it’s not your own product, promote somebody else’s affiliate link or something. And you do it everyday.  
  
Cullen: 
Okay, I’ll do that. 
  
Marlon: 
You should just be pumping out products. Whether you’re interviewing people on a one-hour audio, throw a sales letter out for it, and possibly have it transcribed, sell it for $27, $37, $47. It doesn’t matter the length of it, what matters is how valuable they perceive the information. Like, if it’s a one-hour interview, it’s just something they’re going to perceive as highly valuable, you can sell that for however valuable they think it is. 
  
Get your own products out there and just productize, productize, productize, and promote, promote, promote. Emails, emails, emails, video, audio, put up squeeze pages, get viral reports out there, brandable PDFs, recruit some affiliates. In every email you send, you should have a little thing at the bottom to promote other products and make 50% and a link to your affiliate program, whether it’s ClickBank, whether you have your own, whether you have whatever, but that’s in every email. Now you have to start recruiting affiliates. 
  
You have to aggressive, my friend. You have to email everyday; you have to create a lot of products in your case. Speak at events if you can. Get people on your list. Do teleseminars for other people. Say, “Hey, I have a product you can sell. Here’s what I closed in on the last teleseminar. You’ll probably make this much money if you could put 50 people or 100 people on the call,” or whatever. Send them to squeeze page form to sign up for the call. Now you’ve built your list and you get to do a conference call and you get to pitch and you’re building your name and you reputation. 
  
You know how to do all of this stuff. I think you’re just stuck on, I’m not sure where you’re stuck, but I know the solution. The solution is, email every day, aggressively build your list, create a bunch of products, and pimp them. 
  
Cullen: 
One last thing, is there a particular source of who can help set up my AWebber because I’ve read over them and I’m just not getting them, I’m just overwhelmed by it. 
  
Marlon:
All right, well, let’s talk about what the problem is because if you’ve got it, other people got it. What’s the problem on AWebber, my friend? 
  
Cullen: 
I’m just not able to import my names into AWebber successfully. 
  
Marlon: 
Okay, where do you have the names now? 
  
Cullen:
I have them in Outlook. 
  
Marlon: 
Have you exported them out of Outlook as a comedy limited file? 
  
Cullen: 
Yes, part of them are already in Excel and then I’ve imported those into Outlook, now I need to export it out of Outlook back into Excel. 

  
  
Marlon: 
Okay, let me give you 2 options. Number one, go to oDesk.com and say, ‘Need someone to import Outlook contacts into AWebber. I have 2,500 contacts in Outlook I need them imported into AWebber. Who can help?’ That’s option 1. 
  
Option 2 is you can go to the marketing Warrior Forum, which is warriorforum.com, and they have a part in there for Programming Help or Outsourcing Help or that kind of thing, and you just go in there and post and a warrior can do that in, like, 5 minutes with their eyes closed and blindfolded. 
  
So that’s what I would do. The reason you’re not making money is you have a list but you’re not sending them emails and you’re not selling stuff. So if you don’t sell stuff to your list, you don’t make money. You don’t build the list, you don’t make money. 
  
Now, when you first email that list, you don’t email since January you better make sure you don’t get **** (1:03:43) so give them some free stuff. Start out and try to do a free audio for them or free report that you type up in an hour. First 3 or 4 emails, you better be giving them stuff free because they haven’t heard from you since January. You have to watch your spam complaint so what I would say is give them some free stuff and cross your fingers. I think with 2,500 people you’ll be okay. Give them some free stuff to start off with, and again, you can do audio, you can write up quick PDFs. In Open Office you can type in Open Office and kind of like their equivalent to Word then you just save as a PDF. Microsoft Word you can do the same thing. 
  
All right, what I just talked to him about, did this help anyone else on the call? Does this mean anything to anybody else on the call or were you bored to tears? 
  
Andrew: 
Meaningful. 

Marlon: 
Okay, tell me, what did you think about what I just said? Does that seem overwhelming to you guys and gals? Does this make sense or are you already doing it? 
  
Man # 3: 
Most of it I’m already doing. 
  
Marlon: 
Okay, what are you not doing? 
  
Man # 3: 
Driving enough traffic, which is why I hired people to start getting my networks built and my articles out there. 
  
Marlon: 
All right, fair enough. Now, if you’re doing article marketing you understand that’s an organic SEO play? 
  
Man # 3: 
Absolutely. 
  
Marlon: 
Okay, you understand that it normally takes about 4 months to build up. Depending on your method, and I’m not the article marketing wizard, but if you want to do article marketing…. 
  
Man # 3: 
It’s more than article marketing; it’s article marketing along with blog posting and… 

  
Marlon: 
Okay, so you have a system set up. That’s fine and you’ve hired people to do it, is that right? 
  
Man # 3: 
It was just getting everything set up. 
  
Marlon: 
Okay, I understand that. 
  
But that is the core of it is building the list and emailing the list and selling your own products, affiliate products, creating your own products, and that’s the whole business. And being as aggressive as crap about it. For the people on the call who aren’t aggressive and aren’t assertive, you work your way into this. Don’t let that scare you or something. What I mean is just relax, it’s all good, you start out slow, and you build your way along is what I’m trying to say. You’ll get comfortable with it as you go along and you will work your way up to that. 
  
Who else has a comment on this? Does this make sense to you? Is this old hat to you? Are you doing it, not doing it? Anyone else? 
  
Nancy: 
I thought it was really valuable and I got to say I love that little story about the girlfriend-boyfriend. 
  
Marlon: 
Yeah, it’s true, right? If you have a significant other and you haven’t talked to them or seen them since January and you wonder why they’re pissed or you have no relationship. Here’s a typical email, you’re writing a relationship advice blog right? “I read this blog and I really found the tips in there how to kiss ebook to be really fascinating but it really sucked because I’ve been working at this since 6 months and I’ve not had one kiss yet. How come?” and then it’s like, “Well, when did you last see your girlfriend?” “Six months ago because I’ve been working on the ideal kiss.” That’s really it. 
  
In your case, Nancy, we already talked about this and really laid out what you could do and how you could promote this in your blog and your marketing and stuff. For you, you have a lot of talents, multiple talents and everything, so you really have to try to find out one angle and see if you can build it up. You give it an X period of time and see if you get some results from it. If the idea doesn’t pan out, next. 
  
Nancy: 
Right now I’ve been really hung up on technology stuff with my Newbie Queen blog. 
  
Marlon: 
Have you gone to oDesk or the outsource plan thing with John Jonas’ thing? 
  
Nancy: 
I threw up my hands yesterday and I thought enough is enough, it’s time to get somebody else to do this so I can… 
  
Marlon: 
Well, it’s about time. It’s way past time that you did that, Nancy. So you’re doing the right thing is all I have to say. Get the help. 
  
Nancy: 
If I could just add, I bought Jason Fladlien’s $17 Copywriting Success thing, which is terrific. If anybody doesn’t have it and they need something on copywriting… 
  
Marlon: 
I told you. Did I not tell you that it was fantastic? 
  
Nancy: 
It is fantastic. And then, I spent almost $600 buying this thing from AWAI on copywriting, and I had already ordered that before I got Jason’s thing so now I have this massive book sitting there and wondering if I really need that. And now I get this thing about hypnosis, which is very, very attractive to me because it’s kind of right up my alley. 
  
Marlon: 
I don’t have an easy solution on that. Jason’s thing is the best on copywriting if you need something quick and dirty. AWAI has fantastic concepts. They are more advanced in some ways than Jason’s deal is. If you have to choose between them, I would say go with Jason. I personally really like the AWAI online stuff but it does take time to go through. 
  
The Conversational Hypnosis thing is maybe with your background and stuff, I find it fascinating but it’s really not something you probably apply today to make money with, Nancy. I would put that in the category of something you read for pleasure and for fun in your fun time. 
  
Nancy: 
Although I do want to say that I’ve decided that I have to get better and I have to write good, competent sales letters and that’s something I need to get good at. 
  
Marlon: 
Well, then just use Jason’s system. Take Jason’s system and write a sales letter with it once a week. For now, limit yourself to Jason’s system, write a sales letter with it once a week. As you have time, dig into AWAI. Conversational Hypnosis you do that on your fun time, your relax time. Go down to Starbucks, grab it with your coffee and wherever you like to go, hang out, enjoy it. It’s fun. But it’s not like something you’re going to make money with immediate. It’s more like just big picture. You might get value out if though because that’s the only thing I know that’s really teaching it from that angle like something practical that a normal person can use who doesn’t want to be a professional hypnotist. It maybe totally off track to you also. Only you can decide that. 
  
Who else has a question or a comment or a stuck point? Did it make sense, not make sense? Can you do it, can you not do it? Anyone here, can you not do what we just talked about building a list and sending out emails? 
  
You say, “Marlon, I am a newbie, I cannot build lists, I cannot send out email.” Anyone? 
  
Andrew: 
Hey, Marlon, I have a question about lists and emailing your list. How often? I mean, you say daily. 
  
Marlon: 
What market are you in and who do you sell to? 
  
Andrew: 
I sell to owners of hair salons. 
  
Marlon: 
Hair salons? 
  
Andrew: 
Yes, owners. 
  
Marlon: 
Well, they’ll tell you when you email them too much. They’ll either tell you by email, “Dude, you’re emailing me too much.” Or, what I look at is the click rate and the open rate. If your click starts going down too much, your open rate really just plummets, then you’re emailing too much and space it out a day. For something like that, no less than once a week and maybe a couple of times a week, maybe 3 times a week and possibly daily. Depends how much you can hook in to their addiction. 
  
Really tap into them making more money. Look at it this way; step 1 of hypnosis is to absorb attention. They didn’t say get attention. He said absorb attention. Can you absorb their attention? Can you pull them into it where they’re riveted to what you have to tell them because it’s so critical to where they’re at in their business and their life? You can do that, you can’t email them too often. You can’t do that, work at it. 
  
You understand that so ultimately you look at your clicks and your open rate but that’s not the final answer. The final answer is, baby, it’s a show. Imagine this, I have a radio station and I go on there and I talk kind of in monotone. And I go, “Well, bless God, ain’t really a lot of people listen to radio no more. they are all on the internet.” 
  
Well, that’s one way you can look at it. The other way is, “Baby, we’ve got to step up the game here and do something other than talk in a monotone voice. Come on to radio. Today we are talking about some totally controversial event or whatever it is.” “What do you all think, are you against it, are you for it? I want to hear from you now.” All of a sudden the phones are lighting up. They are calling in and out, all riled up. Now you have listenership, see? It’s a show. And you have to absorb their attention so the real answer to you, the real answer  is just how good can you quickly, easily, and simply find yourself absorbing the attention of the people you send emails to. And if you find yourself getting really curious about that and wondering what are the limits and just how good could you get at that and you do that, then that’s the final answer. 
  
Who else has a question or a comment? Are we making you all money? Do you get it? Do you not get it? Are you stuck? 
  
Man # 4: 
I’m stuck. 
  
Marlon: 
Okay, who is stuck and why? 
  
Man # 4: 
Generating traffic. 
  
Marlon: 
All right, fine, what’s the issue? What are you doing now that’s not working? 
  
Man # 4: 
Well, I’m doing a lot of different things. 
  
Marlon: 
Okay, tell me 3 things you did this past week to generate traffic that did not work. 
  
Man # 4: 
I re-did my blog to try and get more people signed up. 
  
Marlon: 
Okay, to try to get more people signed up. Did that work or did that not work, or do you know? 
  
Man # 4: 
No, it didn’t work. 
  
Marlon:
Okay, do you have a lightbox in your blog? There’s a thing in AWebber it is called a lightbox and it will pop up on the screen and gray out everything else behind it. It’s called a lightbox and AWebber has it and you can put the code on there and I believe it will work with your blog, I’m pretty sure. When they go there then it gray’s out the blog and it just gives them the opt-in box. Now, do you have Promo Dashboard? 
  
Man # 4: 
Yes. 
  
Marlon: 
All right, well you need to go to Row 2 where I talk about the process of getting people to opt-in, what to do if they’re not opting in, how to come up with topics that are going to get them to opt-in. 
  
One thing that you do is you go to forums in your industry and you view the threads by view count and by reply count. You find the threads in the forums that have the highest view counts and the highest number of responses, you read through there and you create a report on whatever it was that so captured their attention. Create a report on that, stick it on the lightbox or the pop-up. Put it in the side bar of the blog, a report on that topic proven to absorb their attention. 
  
Now, that’s not a traffic issue though, that is an opt-in issue and you stated your issue as traffic. That’s not a traffic issue, that’s a how do I capture my traffic issue. 
  
So, let’s talk about traffic. How are you getting the people to your opt-in page? 
  
Man # 4: 
I’ve tried AdSense before but I’ve wasted so much money on it. 
  
Marlon: 
You tried AdSense? 
  
Man # 4: 
Yes. 

Marlon: 
You mean pay-per-click AdWords on Google, or Yahoo, or MSN? 
  
Man # 4: 
I’ve tried it on Google primarily and I’ve done some on Yahoo. 
  
Marlon: 
All right, did you bid on long tail keywords? 
  
Man # 4: 
Yes. 
  
Marlon: 
All right. Are you a good writer? 
  
Man # 4: 
Yes, but my sales letters aren’t great. 
  
Marlon: 
But your sales letters aren’t great? Do you have Jason Fladlien’s 3 Hour Ad? 
  
Man  # 4: 
I just bought it, yeah. 
  
Marlon:
Okay, well read it. You will get good fast. All right, now, there’s a reason I asked you that. I’m going to give you a new way to get traffic if you will do it. If I give you a new way to get traffic within your marketing abilities but it requires you to spend $30 or $40 or $50, will you do it? 

Man # 4: 
Yeah. 
  
Marlon:
Okay, then hold on. I have to find the product here so bear with me one second. 
  
Man # 4: 
I spent so much money it wouldn’t matter another $30 or $40. 
  
Nancy:
I hear that. 
  
Marlon: 
Well, okay, let me explain the business to you guys and gals. You sell stuff and you make money, okay? If you’re out there buying everything from everyone, then you’re doing the formula in reverse. That’s not how you do the formula. You are the seller not the consumer. Now a little bit of consumption is good, but you have to become a seller. How many people do you have on your email list or your do you? 
  
Man # 4: 
I don’t have anybody right now. 
  
Marlon: 
All right, how many people a day you get into your blog, do you know? 
  
Man # 4: 
Yeah, it’s only about 12 or 15. 
  
Marlon: 
A day, but none of them have opted-in not even one of them? 
  
Man # 4: 
One, I think. 
  
Marlon:
Okay, are you sending him to your blog or just to a straight squeeze page? 
  
Man # 4: 
I’m sending him to the blog and then after the blog I’m sending him to a sign up page. 
  
Marlon: 
Okay, well then don’t do that. Just send him straight to a squeeze page. Skip the blogs, screw the blog. I use the blog after they’re customers, after they’re on my list. Then I send them emails and I put stuff on the blog and send them there to read it because it’s easy. Send them to a straight squeeze page and give them a really great free report on something that absorbs and captures their attention to get them to opt-in. If you send 10 to 15 people a day there, you should get some opt-ins. But you need to send 100 to 200 a day. 
  
Some of you are on the internet, I’m having a problem here. Go to nichemarketingexplained.com and tell me if it comes up all right for you. I don’t know why I’m having a problem. Did that come up for any of you guys? It’s not coming up for me, hold on. His name is Will Cooper and the name of the product is Niche Marketing Unleashed. It’s on the Warriors but I know he’s got it on a website here. 
  
Oh, it’s niche-marketing-unleashed.com. By the way, never use a long URL like that because nobody’s going to remember it, they’ll forget the dashes. Now this guy is wondering and this is a good guy, this guy is awesome, but he’s wondering how come he’s not making more sales. Because no one can buy his product that want to. Like, how do I buy the product but not on the Warriors. 
  
This product is really awesome and it’s really worth buying so we’re going to take a second here to get you all the data but this totally annoys me. So here we are wanting to buy the product and I can’t find it on a website under the name of the product. That’s just wrong. So let me get you all the order link, hold on. This is a good example of what you don’t do. Let me try one more time to see if I can find. No, I cannot find it. I will have Tim send it out to you and get you the link to it. 
  
So all of you, at least search the name of your product in Google and see if you can find your own product. The guy’s product is brilliant and those of you guys and gals who are having problems with traffic should get the product and just do it. Don’t question it, just do it. But you have to pay a little bit of money. He has one of the best methods I’ve seen that’s highly targeted for article marketing. Understand if you do this, it’s going to take 4 months. You have to keep at it at least 4 months to see results in all likelihood. But what he asks you to do is he shows you how to target the keywords with the right amount of competition in Google, how to write the articles, how to use a thing called Unique Article Marketing Wizard or something, to send out the articles. It’s just really a great product. So Niche Marketing Unleashed, Will Cooper. We will send a link to everyone. 
  
So those of you guys and gals that do not have traffic, just do that. Now, let’s talk about the Google though, the pay-per-click. The gentleman said, “I’ve tried Google and it didn’t work for me.” Then the option on that is either Perry Marshall’s Coaching Program, PPC Classroom, or PPC Coach. They’re all great. The advantage of PPC Coach is it’s $50 a month and the guy, as far as I know, personally helps people. I’m not a member but I read just killer things about it. 
  
PPC Classroom is great training but I don’t know how much **** (1:27:11) goes into the forum. I personally have not been in the forum there so I don’t know how much he really personally helps people. PPC Coach as far as I know really personally will help you, like handholding. 
  
And then Perry Marshall, Perry I apologize, he’s got the best ebook in the world and I know he has a Coaching Program, but I need to do some research. I do not know how expensive it is. I thought that what he had was more of a coaching program where you had to spend about $1,000 a month or something. I don’t know if Perry has a $50 a month something where you can get help from Perry or his staff or not. 
  
But for those of you guys and gals who want to do PPC, you probably need to join PPC Coach or PPC Classroom and get pro quality help because there is a lot to learn about PPC and how to really make money with it. 
  
That’s really what I have to say about that. But if you’re just strapped for traffic and you spend all this money, at least with Will Cooper’s method you’re not going to spend very much money. You’re going to spend a monthly fee for Unique Article Wizard and that’s it. That’s all the money you’re going to spend. I’m so confident in this, my customer service guy needs money, Tim because he has an operation and stuff, I’m telling Tim to do it in his time off of work. That’s how confident I am in the method. 
  
It’s one method and he explains it A to Z, you don’t need to buy a backend product from him to understand this. I don’t think he even has anything else to sell you. That’s the one little PDF, the system’s there A to Z. it’s really simple, I just can’t understand how you can do that if you follow his instructions and not get traffic and opt-ins from it. 
  
Is that helpful and useful to you all, even though you haven’t got the link yet? We have to send the link. The name of the product if you want to search for it is Niche Marketing Unleashed by Will Cooper. If you search that on Google, the very first link will be a link to the Marketing Warrior Forum, and you can buy it there for cheap. It’s like under $50. It’ not expensive at all. In fact it’s so not expensive that I’d probably why I hadn’t promoted it to my list. It’s like $27 or something. It’s like I may not even make any money on it. 
  
Andrew: 
What was Jason’s other URL? 
  
Marlon: 
He has 48hourreport.com. It’s not 48 hours, actually you can create a report without messing about 5 hours. And the other site on writing the sales letters is 3hourad.com. For those of you in my overwhelm class, I will be doing a video and talk about fast product creation and sales letters so you will get that also. 
  
Man # 4: 
On the forum it shows $27. 
  
Marlon: 
Yeah, $27. And it’s a great product. I mean, this is one of the best written information products I’ve ever read. He is so patient, he is so step-by-step, and he is so thorough. It’s just an absolutely brilliant product. 
  
Now there is a down side to this product. It’s kind of one of these products where I hesitate to promote widely because if everybody promotes this, it won’t work. It’s one of these things where it will work as long as a lot of people won’t do it. If everybody started doing it, it would break. Google would break it. The reason I recommend it is because it’s not widely promoted and I don’t feel that there’s a very high likelihood that Google’s going to break it. Anything can happen with Google but for something that’s a simple, practical thing that you can do without spending much money, I don’t know of a better system. 
  
There is a risk involved that Google will someday ‘break’ the formula because he’s doing what’s called ‘spinning articles.’ What Unique Article Wizard does is it allows you to take the article then re-write paragraphs or sentences so that you have multiple articles off of one article and then it drip feeds those to directories over time. So you don’t send it out there and get 300 links overnight. It drip feeds and will send it out to like 10 directories a week each article over time. 
  
So you’re drip feeding articles out to article directories. It’s a brilliant system and he’s proven over and over that it works. In the screen caps on the sales letters you will see that he’s built a list of 8,000 to 15,000 multiple lists in multiple niches just using that little simple system that doesn’t take a lot of time and doesn’t cost a lot of money. 
  
Now I don’t mean you don’t learn pay-per-click or something. I really think that you can scale up pay-per-click larger than you can do this article thing once you get really good at it. It’s just the problem on pay-per-click is only that there’s a learning curve. You can turn on, you can turn off. There are a lot of advantages to. The problem on pay-per-click is that initial learning curve. It sucks. And you really need handholding or you really need help, in my opinion, to learn pay-per-click. And I say that based on my own personal experiences using it. I don’t find it easy to make profitable. 
  
All right, before we wrap this up, who else has a question, a problem, a stuck point, that I need to give you a boost on before we wrap this up today? 
  
All right, you all should be locked and loaded. You know now about conversational hypnosis for those of you who are weird like me and like studying mind stuff. You know basically how you make money in the business – you get people on the list and you send them a whole lot of email selling stuff, you mix in content with pitches, and you be aggressive. 
  
For those of you who don’t know how to get traffic, you know a little bit about getting traffic and if you just can’t get people to opt-in, you now know you need to try out a lightbox, which we just recently split tested. We’re in the middle of a huge split test on different methods of getting people to opt-in and one of our top performing methods at this point in time on the split test is the lightbox. We are conducting an extensive split test to see how the lightbox affects conversion if you’re dropping it on top of the sales letter. But for most of you, I wouldn’t worry about it right now. Get people on the list and then start promoting stuff. 
  
All right, do we have any other questions or comments before I wrap this up today? I apologize for the phone problems today. I’m getting a new service. Any other questions or comments before we wrap it up today? 
  
Nancy: 
Great call. 
  
Marlon: 
All right, well there’s really not any reason to not do this. There’s really not any reason. You can write ads fast, you can crank out products, and you don’t need to be taking 2 and 3 and 4 months to crank out products. You can get traffic, you can get people on your list, so it really just comes down to getting the one method to generate your traffic to start with, one front end product, and then after you get a front end product, start creating your own backend product, send out daily or a couple of emails a week depending on your niche, and sell your own products, sell affiliate products. If you’re having problems getting people to buy affiliate products, create your own unique report or Camtasia video to give them as a bonus. And that’s a proven method of converting affiliate products. 
  
You all are really locked and loaded at least until the next call. So I want to thank all of you for being on the call. I will get Tim to send out that link and we will try to find a new conference call service the next couple of weeks. So thank you everyone and I will see all of you in 2 weeks. Bye. 
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