BFBCFrank

/WEEK

HOW WE BUILT

$200,000CONSULTING & SERVICE BUSINESS

WHAT IS CONSULTING?When one person provides professional or expert advice to another.Webster’s Dictionary

“They’re just a bunch of dudes in suits sitting in meetings all day and working with huge

corporations.”

MYTHS OF CONSULTING

“You have to go to a special school to be a consultant.”

neither of the

se

beliefs are tr

ue

THERE ARE ALL TYPES OF CONSULTANTS

Productivity Consultant

Sales Consultant

Dating Consultant

Raw Food Consultant

Fetched 27,600,000 Google search results

Fetched 148,000,000 Google search results

Fetched 28,800,000 Google search results

Fetched 3,120,000 Google search results

ANNUALLY, THE CONSULTING INDUSTRY EARNS

$1 Billion

CONSULTING IS PREDICTED TO GROW

83%BY 2018

2013 2014 2015 2016 2017 2018

80%

HOW CONSULTANTS MAKE HIGH PROFITS:

Minimal fixed costs

Very low overhead

RUNG 1

RUNG 2

RUNG 3LADDER OF DESIREThere are three different types of services sold in the "info" world. All three represent a rung on the ladder of desire. Let's start with the LEAST desirable, which is most commonly offered.

Rung 1 is the least desirable thing to offer. This is the equivalent of not knowing how to program your DVR and having someone say, "Here. let me give you the owner's manual. You can read it and do it for yourself."

JUST READ THE MANUAL

This time, instead of giving you the manual and saying "good luck", he says - "Sure man. Let me show you. Press the home screen button first ..." This is infinitely more desirable than having someone hand you the owner's manual.

SHOW ME HOW

In some cases, the most desirable thing of all is just to have your buddy program the DVR for you so you don't have to mess with it. This is a very easy sale to make.

DO IT FOR ME

RUNG 2

RUNG 3

Ex. In our company, we advise clients on how to create the assets needed to deploy the formula Ryan showed you earlier.

Ex. We then architect how everything should fit together and create a “build sheet” FOR THEM ...which the tech teams use to build the system FOR THEM.

How To Sell This StuffIt’s different from how you see most “Internet Marketing” done.

It’s very PROCESS driven (which can be automated.)

It is less complex than a “traditional” sales funnel.

It requires human interaction.

BEFORE WE GO FURTHERLet’s set some goals. Record how much you'd like to earn in consulting or service revenue over the next year. !Now divide that by 12 to get your monthly income goal.

Example:

Yearly goal$250,000 ÷12 = $20,833

Monthly goal

HOW MANY CLIENTS DO YOU NEED TO

GENERATE $250,000?Obviously, it depends on your pricing structure. Our primary service costs between $15,000 and $20,000 ...depending on complexity.

Therefore, we’d need anywhere from 13 to 17 clients.

WHERE TO FIND CLIENTS?Decide what segment of your market will benefit the most from working with you. !NOTE: The segment you get the MOST and FASTEST results for is likely to pay you the MOST money with the LEAST resistance. DREAM CLIENT: Successful business with BAD MARKETING.

Where’s The Money?Example:According to National Floral Marketing Institute, men under 35 spend $30 on flowers for Valentine's Day while men between the ages of 45 and 60 spend 350% more. !There's no difference in the flowers. The 350% spike is created by simply targeting the right segment of the market.

HOW TO GET CLIENTSThis model is incredibly easy to operate and maintain compared to traditional "info marketing". !Remember, we don't need a lot of clients, and we don't have to make a lot of sales in order to be successful. !If you do demonstrate value during the process I’m about to show you, it’s relatively easy to close deals ...

BUT...

HOW TO GET CLIENTSThis is a very different process than what you're used to. !You're probably used to seeing "normal" internet marketing promotions like product launches, affiliate promotions, and the "usual" stuff. !Almost everything you've seen is practically guaranteed to not work if you try it with high end consulting and service offers.

SIGNIFICANCE MODEL WHAT “THEY” DO

“I'm awesome.”

“Look at all my awesome stuff.”

“Look how awesome these other people say I am.”

“If you want to be awesome like me, give me some money.”

“If you don't give me money immediately, the terrorists will win.”

THIS IS THE WORST APPROACH EVER

It's douchey.

It doesn't help the client in any way at all.

It's all about you (but they only care about them.)

It doesn't instill confidence.

““The amount of money someone is willing to pay you will be in

direct proportion to the amount of confidence they have in your

ability to get them results.

– Diego Rodriquez

THE CLIENT CENTRIC MODELWith this model, we don't really talk about ourselves.

We don’t brag.

We don't use the "typical IM crap."

Instead, we demonstrate we can help them by actually helping them.

This causes them to pursue us. Instead of the other way around.

THE MECHANICS OF THE CLIENT CENTRIC MODEL

TRAFFICOPT-IN PAGE

WITH COMPELLING

OFFER

IRRESISTIBLE INTRIGUE

PROSPECT QUALIFIES

HIMSELF TO YOU

COLLABORATIVE CLOSE OCCURSCLIENT PAYS

THREE MAIN SOURCES OF TRAFFIC

Facebook PPC LinkdIn PPC Direct Mail

1 2 3

FACEBOOK NINJA STUFF

FACEBOOK NINJA STUFF

FACEBOOK NINJA STUFF

We Have Never Had Such An Incredible Opportunity To Get In Front Of Our Perfect

Audience So Quickly And Easily!

GENERATING LEADSThis is the simplest marketing strategy ever.

!You simply give away a free “how to” report.

!Seriously.

!“Everybody does it” for a reason.

!IT WORKS.

But What Do You Give Away?First thing you want to do it figure out what their biggest desired result is. !Then you want to bang out a quick report listing the steps they can take to move towards that result. !“Seven Steps To An Amazing Girlfriend” !“Five Unusual Ways To Get More Referrals” !“How To See More Houses With Less Work.”

Simple Process Part 1.

Simple Process Part 2.

EXAMPLES OF HIGH CONVERTING OPT IN PAGES

EXAMPLE #2

QUICK RESOURCES

LeadPages.net !Unbounce.com

Surely There Must Be More To This, Yes?

IRRESISTIBLE INTRIGUEOffer help for free

Explain benefits of help

Explain why you’re offering it for free

Eliminate sales fearCreate irresistibility and intrigue through extreme risk elimination and reversal.Takeaway

Qualify

STEP 1: OFFER HELP FOR FREE“Would you like me to give you a plan to double your listings every month for free?”

STEP 2: EXPLAIN THE BENEFITS OF YOUR

HELP“I'm happy to help you design a custom marketing plan for your territory, identify your perfect target market of prospective home sellers, and show you how to have them coming to you, asking you to sell their houses for them.” !This way, you'll be able to get more listings ...without having to talk to “tire kickers” or unrealistic people who want to waste your time.

STEP 3: EXPLAIN WHY YOU’RE DOING

THIS“I offer this service because I am a consultant specializing exclusively in helping luxury real estate agents attract and secure more listings and sales. !And there's a good possibility your market has a large pocket of underserved luxury homeowners who would be very responsive to the marketing plan I’ll be giving you for free. !And if you find the plan I create for you valuable, you might with to become a client. If this is the case, my rates start at $4,860 per month.” !HOWEVER ...

STEP 4: ELIMINATE SALES FEAR

“With that said, please understand that I am not offering you a "sales pitch in disguise." !I promise not to pressure you or pester you in any way at all. !In fact, if you feel I've wasted even one second of your time...”

IRRESISTIBILITY AND INTRIGUE + RISK ELIMINATION AND REVERSAL.

“If you feel I've wasted even one second of your time, let me know and I’ll immediately write you a check for $XXX to compensate you for your time.”

TAKEAWAY NON-SELLING

Well respected in their markets.

Willing to advertise.

Able to sell the listings I help them get.

“But before we go further, you need to know that I can't help everyone. I can only be of benefit to realtors who are...”

QUALIFY“Here's what to do next: Schedule a planning session with me by simply clicking the link below. !You'll see a form with a few questions about your business and what you're looking to accomplish. Once I have that information, I'll do some market research for you and set up a time to go over it together.”

WHAT THIS PROCESS GIVES YOUA targeted group of highly responsive prospects who know what you have to offer and are literally asking you to help them NOW. !They would not be asking you to help them if they weren't interested in becoming your client. !Plus, they are essentially APPLYING to talk to you by answering your questions!

Before we go further, you should know that the Prospect-Getting Method I just showed you is the most low-tech and simple method you can use.

I led with this method because it’s something you can implement now to get results fast. I also have five other ways to generate prospects who specifically ask you to help them and qualify themselves to you.

Now let’s talk about converting your prospects into sales.

MY PERSONAL APPROACH

MY PERSONAL APPROACH

My prospects go through the same "Irresistible Intrigue" process I showed you just now. (I offer to tell them how to generate massive profits immediately and offer them $1,500 if they think I've wasted their time. Nobody has ever requested the $1,500.) !When they request an appointment to talk to me, they fill out a form with some questions. !Website, list size, last year's sales volume, sales goals, biggest challenge in hitting goals, etc.

MY PERSONAL APPROACH

I only schedule appointments with them after I've read their answers, checked them out, and determined that I can help them. !Before I ever speak with them, I've already got a general idea of how I'm going to advise them.

THE COLLABORATIVE CLOSERemember, these people have asked you to call them. They are very hot leads who need and WANT your help. No cold calling, no surprises, no funny business.

You close your sales on the phone or in person by not selling.

All you have to do is demonstrate you can help them by actually helping them, and then offering to help them even more.

Here's how... (there’s actually a scripted structure to follow)

MY PERSONAL APPROACH PHASE I:

COLLABORATIVE BRIDGE BUILDINGFind out where they want to be.

Find out where they are now.

Ask questions to lead them toward the right steps they need to take.

You're basically asking questions to help them see a bridge to take them from where they are to where they want to be.

WHERE THEY ARE

WHERE THEY WANT

TO BEThe bridge to get there

COLLABORATIVE BRIDGE BUILDING EXAMPLE: QUESTIONS AND PROCESSYou're at $1M and you want to be at $2M. How many customers are you getting per month right now?

Do you think there's an opportunity to start selling more to your existing customer base?

What do you think they'd like to buy most?

What do you think would happen if we offered that?

COLLABORATIVE BRIDGE BUILDING EXAMPLEWhat does your current sales process look like?

Do you think it would be more effective if we added some one-click up-sells to your offer?

What happens if someone doesn't buy right away?

What do you think would happen if we ran a four day cash machine sale automatically to everyone who hasn't bought within the first 5 weeks of your funnel?

MY PERSONAL APPROACH PHASE II:

THE PRESCRIPTIONBased on what you've told me, it sounds like we should generate immediate cash by offering XYZ to your existing buyers

It also sounds like we could generate immediate cash by running a 4-Day Cash machine promotion to your unconverted leads.

Then going forward you could deploy one-click up-sells in your sales process immediately, and also add a 4-Day Cash machine to your follow up sequence.

MY PERSONAL APPROACH PHASE III: PRE-CLOSING QUESTION #1Does this sound like an effective plan to you?

MY PERSONAL APPROACH PHASE IV: THE CLOSINGWould you like me to help you implement it going forward?

This very same method I outlined to you is what we’re personally using to generate a $200,000 per WEEK in revenue.

If you'd like us to coach you on how to master our sales and marketing process in your business, certify you as a Funnel Optimization Expert, and teach you how to get clients we’d delighted to help you.

We will personally lead you through a 6 week interactive class where we take a deep dive into the inner workings of our proprietary funnel process, certify you as an optimization expert, and show you how to get clients as an optimization consultant. !Here’s what you’d be getting...

WEEK 6 Getting Clients

WEEK 5 Return Path

WEEK 1

WEEK 2

WEEK 3

Creating The Perfect Lead Magnet

Deploying And optimizing Tripwires

Core Offer Strategies

WEEK 4 Profit Maximizers

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