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 Do you ever feel like you're getting

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 punched in the gut when you look at how

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 much money you're spending on ads?

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 I know I do.

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 And those ad costs just

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 keep going up and up and up.

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 So we decided to do a series of

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 experiments and we asked ourselves the

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 question, how could we

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 get paid to generate leads?

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 Well, those four experiments took us from

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 covering about 70 to 80% of our ad costs

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 to now getting paid to

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 three workshop series and each workshop

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 built on each other.

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 And it all really revolved around helping

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 people use AI in their creator business.

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 So for example, the first workshop was

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 all about how to clone your voice.

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 Because I don't know if you've ever

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 experienced this, but like when you are

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 prompting AI, whether it be chat GPT or

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 Claude or whatever it might be, and then

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 you don't get the kind of output that

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 sounds like you, it can be

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 super frustrating, right?

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 Because then you end up

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 spending a ton of time editing.

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 Well, that's what we wanted

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 to show people how to fix.

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 And we walked people through a process

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 for creating your very own voice guide.

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 And now with that voice guide, any output

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 that you get from AI

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 sounds exactly like you.

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 And it just saves you so much time.

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 You can be so much more efficient.

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 So that was an example of the first one.

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 Then the second workshop,

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 it built on the back of that.

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 So once you have your voice guide, how

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 then can you use AI to produce content

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 that you're proud of and

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 to do it very, very quickly?

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 So here in this workshop, we showed

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 people how to go from like a seed of an

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 idea to literally 30 days

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 of content, again, using AI.

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 And again, it coming out

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 sounding exactly like you.

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 Like this is content that

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 you'd be proud to publish.

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 And then the third workshop was like, now

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 that you're creating all this content,

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 how do you use it to grow your list?

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 And so in this one, we talked through how

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 to use AI to create a

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 list builder, a lead magnet.

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 And we actually walked people through how

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 to create the lead magnet that has been

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 our number one lead magnet for nearly 10

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 years, helping us generate

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 hundreds of thousands of leads.

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 And by the way, people did it right there

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 on the spot during the workshop.

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 It was incredible.

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 So anyway, that gives you context.

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 These were three different workshops, and

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 we sold each of them separately, but they

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 also worked together.

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 And so when we started

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 selling them, they were $47 each.

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 And then we had an immediate upsell where

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 people could get the other two workshops

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 for an additional $27.

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 It was a no brainer, right?

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 People were saving a

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 ton of money on that.

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 And that's one of the big reasons that we

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 had a 70% take rate on that

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 upsell, which is fantastic.

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 So during the workshops, if somebody

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 didn't take that upgrade, we gave them

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 the opportunity to upgrade

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 to the other two workshops.

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 But this time the price went up.

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 So if they didn't get it immediately, it

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 was no longer 27, it was 47, but that's

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 still a deal because

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 they're getting two for one.

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 So it allowed people who didn't get it

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 initially to get it again

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 and still get a great discount.

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 Now, here's the thing.

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 Through this funnel, we were making back

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 between 70 to 80% of our ad spend.

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 And that's not bad.

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 That's actually pretty darn good.

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 And a lot of people

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 listening would love that.

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 But here's why it wasn't enough.

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 Because if we really wanna scale this

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 thing, we not only wanted to break even,

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 but we were asking ourselves, how could

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 we actually get paid?

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 Like how can we make even a little bit of

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 money on the front end?

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 Because if you do that, then you can keep

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 pouring fuel on the fire and you can keep

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 growing that list of

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 customers very, very quickly.

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 So we sat down as a team and we decided

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 to run a variety of

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 different small experiments.

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 We didn't wanna blow up the whole thing.

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 And this is, by the way, a

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 mistake that a lot of people make.

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 If it's not getting the result that they

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 want right away, they're

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 like, "Oh, doesn't work."

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 And they just cut it or

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 start something totally new.

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 Or they don't look to tweak

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 what they're already doing.

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 And so we didn't do that.

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 We didn't start over.

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 We just continued

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 doing what we were doing.

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 But we started to test

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 a few different things.

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 And that's what I wanna

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 talk you through here today.

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 Because there were four experiments that

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 we did that took this not only from

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 covering 70 to 80% of our ad spend, but

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 to the point now where we are making a

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 bunch of money on this on the front end.

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 And now, now we can scale.

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 Okay, so experiment number

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 one is we raised the price.

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 So remember how I said there was an

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 upsell where when somebody signed up for

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 the workshop, they could get the other

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 two workshops for $27.

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 Well, we raised the price of

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 that upsell to $47 right away.

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 And then, like I said, during the

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 workshop itself, if they didn't upgrade,

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 normally they would have

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 the chance to upgrade at 47.

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 We raised that price to 67.

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 Now, we were concerned.

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 Would the increase in price

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 affect our conversion rate?

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 And here's the great news about it.

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 The conversion rates didn't drop.

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 Not even a little.

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 They stayed consistent.

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 So we essentially gave ourselves a big

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 fat raise and we were kicking ourselves.

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 We were like, we should

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 have done that earlier.

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 But nonetheless, this is

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 all part of learning, right?

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 This is all part of the experimenting.

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 And my guess is that you are probably

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 leaving money on the table

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 because maybe you're like us.

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 You're just assuming

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 that people won't pay.

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 But you don't know

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 that until you test it.

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 And the market is, the market,

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 and the market will tell you the truth.

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 So, first thing that we did was we raised

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 the price of our upsell from 27 to 47,

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 and it did not affect

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 our conversion rate.

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 So therefore, we just got paid a bunch

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 more money, which was great.

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 Experiment number two, we added a bump.

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 Now, I don't know if you're familiar with

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 a bump, but typically on a checkout page,

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 there's like a little tiny checkbox where

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 you can get something extra.

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 It doesn't require a big upsell page or

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 anything of that nature.

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 It's just very straightforward in terms

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 of what it is and people can just check

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 it, yes, I want this or no, they don't.

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 So we decided to add a bump.

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 And it was a tiny checkbox on our

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 checkout page, and it just said, do you

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 want my top 80 Claude prompts?

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 Add them for $27.

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 So again, this is an AI workshop.

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 So people are kind of tuned into AI, and

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 this was a no-brainer.

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 And it immediately added a whole bunch to

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 our average cart value.

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 Like the average cart value jumped

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 significantly because

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 it was super popular.

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 And here's why bumps work so well.

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 You know, my buddy Brian Moran, who

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 founded Samcart, I mean, they look at

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 literally billions of

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 dollars of process transactions.

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 And what they found was that order bumps

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 convert at 30 to 40% on average.

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 So that means for every 10 people who hit

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 your checkout, three or four of them are

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 saying yes to the bump.

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 Think about that.

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 You're not driving any more traffic.

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 You're not creating any

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 more products, really.

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 You're just asking a

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 question at the right moment.

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 And almost half the

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 people are saying yes.

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 And so there's a whole psychology of

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 this, but the bottom line is that this is

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 a lot like the impulse

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 rack at the grocery store.

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 You know, you don't go into the grocery

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 store looking to get gum and candy, but

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 that's not why you go in there.

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 But you come out with buying gum and

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 candy because it's right

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 there at the checkout line.

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 That's exactly what this

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 little bump does on a checkout page.

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 When it's tailored around something that

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 people want and it's obvious, it's a

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 small ask, but it has a big impact and

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 it's literally zero extra effort because

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 you're not having to find new customers

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 or drive new traffic.

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 So this little bump, it added a

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 significant deal to our average cart

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 value, which was fantastic.

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 It just continues to make this whole

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 funnel more and more profitable.

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 Now experiment number three.

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 We didn't make any other offers in the

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 first two workshops.

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 In the third workshop, we decided to make

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 a real back-end offer.

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 And so at the end of workshop three, we

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 offered a year of

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 these monthly workshops.

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 So what we said was we are going to be

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 raising the price to

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 these workshops, which we are.

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 We're gonna raise them from 47 to 97.

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 And if you were to get all of them for

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 the year, that would be

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 nearly $1,200 worth of value.

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 But if you sign up today, we will give

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 you all 12 of these

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 future workshops for $397.

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 So it's a pretty

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 significant savings, right?

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 But then we also said, but if you sign up

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 in the next 24 hours, you'll get all 12

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 of those workshops for $297.

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 So this was an absolute no-brainer.

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 And it was a chance for

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 people to lock in real savings.

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 And the crazy part was, I mean, this is

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 hindsight, but it sounds obvious when I

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 say this, but because we got people a

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 great result during the workshops they

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 attended, it was a natural next step for

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 them to want to continue to work with us.

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 Now, do we know what all 12 of the next

278
00:10:19,083 --> 00:10:19,875
 workshops are gonna be?

279
00:10:20,416 --> 00:10:20,625
 No.

280
00:10:21,250 --> 00:10:22,458
 And we said this upfront.

281
00:10:22,458 --> 00:10:23,583
 We said, look, we don't know.

282
00:10:23,833 --> 00:10:25,791
 We know what the next one is gonna be,

283
00:10:26,208 --> 00:10:27,208
 but the world of AI

284
00:10:27,208 --> 00:10:28,375
 is changing so quickly.

285
00:10:28,875 --> 00:10:30,583
 And so we just wanna make sure that we

286
00:10:30,583 --> 00:10:31,750
 keep your finger on the

287
00:10:31,750 --> 00:10:32,833
 pulse of what's happening.

288
00:10:32,833 --> 00:10:34,375
 And we wanna make sure that these

289
00:10:34,375 --> 00:10:35,666
 workshops are designed to

290
00:10:35,666 --> 00:10:36,708
 help you get an outcome.

291
00:10:37,125 --> 00:10:39,250
 And by the way, that was a real key

292
00:10:39,250 --> 00:10:40,375
 insight that we learned

293
00:10:40,375 --> 00:10:41,958
 from this workshop series.

294
00:10:42,500 --> 00:10:45,375
 Because we weren't teaching as much, I

295
00:10:45,375 --> 00:10:48,041
 put teaching in quotes, but what we were

296
00:10:48,041 --> 00:10:50,083
 doing was we were helping people get a

297
00:10:50,083 --> 00:10:51,375
 result and an outcome.

298
00:10:51,708 --> 00:10:54,416
 And we used AI to help them get that

299
00:10:54,416 --> 00:10:56,041
 outcome easier and faster.

300
00:10:56,375 --> 00:10:58,250
 And that whole piece about helping people

301
00:10:58,250 --> 00:10:59,958
 get an outcome is really important.

302
00:11:00,375 --> 00:11:02,375
 Because what it does is that in their

303
00:11:02,375 --> 00:11:04,000
 mind, it creates momentum.

304
00:11:04,708 --> 00:11:07,375
 And people love coming away with

305
00:11:07,375 --> 00:11:08,416
 something accomplished.

306
00:11:08,416 --> 00:11:09,250
 There's a feeling of

307
00:11:09,250 --> 00:11:10,208
 accomplishment there.

308
00:11:10,208 --> 00:11:11,291
 And that feels good, right?

309
00:11:11,750 --> 00:11:14,375
 And so that's why these workshops were

310
00:11:14,375 --> 00:11:17,250
 super popular and we had raving fans.

311
00:11:17,708 --> 00:11:19,458
 So it was a natural extension, this

312
00:11:19,458 --> 00:11:21,875
 offer, because they want more of the

313
00:11:21,875 --> 00:11:24,166
 thing that they naturally enjoyed.

314
00:11:24,791 --> 00:11:27,708
 So the meta lesson from this

315
00:11:27,708 --> 00:11:29,208
 particular experiment is this.

316
00:11:30,375 --> 00:11:32,750
 Whatever you are fulfilling on now, it's

317
00:11:32,750 --> 00:11:34,666
 really like the pre-launch to whatever

318
00:11:34,666 --> 00:11:35,875
 you wanna offer next.

319
00:11:36,708 --> 00:11:39,708
 So do a great job, get people results.

320
00:11:40,041 --> 00:11:42,083
 And if you do that well, people will

321
00:11:42,083 --> 00:11:43,041
 naturally want to

322
00:11:43,041 --> 00:11:44,000
 continue to work with you.

323
00:11:44,291 --> 00:11:45,791
 So this backend offer,

324
00:11:45,791 --> 00:11:46,750
 it worked really well.

325
00:11:47,083 --> 00:11:47,750
 Now here's something I

326
00:11:47,750 --> 00:11:48,708
 want you to really understand.

327
00:11:49,541 --> 00:11:51,416
 The reason that this offer converted so

328
00:11:51,416 --> 00:11:52,875
 well at the end of the workshop was

329
00:11:52,875 --> 00:11:54,083
 because they had already

330
00:11:54,083 --> 00:11:56,041
 experienced what it is that we do.

331
00:11:56,458 --> 00:11:58,458
 And so they sat through workshops one,

332
00:11:58,458 --> 00:12:00,041
 two, or three, and they liked it.

333
00:12:00,333 --> 00:12:01,625
 So when we said, hey,

334
00:12:01,625 --> 00:12:02,625
 do you want more of this?

335
00:12:02,625 --> 00:12:04,291
 They're not making a brand new decision.

336
00:12:04,291 --> 00:12:06,083
 They're just continuing the one that

337
00:12:06,083 --> 00:12:07,000
 they've already made.

338
00:12:07,458 --> 00:12:08,541
 And here's the data on this.

339
00:12:09,000 --> 00:12:11,666
 When you sell to existing customers, the

340
00:12:11,666 --> 00:12:12,666
 probability of

341
00:12:12,666 --> 00:12:15,166
 conversion jumps to 60 to 70%.

342
00:12:16,041 --> 00:12:17,375
 Now compare that to just

343
00:12:17,375 --> 00:12:19,291
 five to 20% for new customers.

344
00:12:19,708 --> 00:12:21,708
 I mean, that is three

345
00:12:21,708 --> 00:12:23,000
 to four times higher.

346
00:12:23,458 --> 00:12:23,750
 Why?

347
00:12:24,250 --> 00:12:26,625
 Because there's no guessing and they know

348
00:12:26,625 --> 00:12:27,250
 what they're getting.

349
00:12:27,708 --> 00:12:30,333
 So the third workshop is your backend.

350
00:12:30,333 --> 00:12:31,791
 If you're not making an offer there,

351
00:12:32,000 --> 00:12:33,958
 you're leaving the biggest piece of the

352
00:12:33,958 --> 00:12:35,333
 funnel on the table.

353
00:12:36,083 --> 00:12:37,291
 Now experiment number four.

354
00:12:37,958 --> 00:12:40,708
 We kept the offer stupid simple.

355
00:12:41,375 --> 00:12:42,166
 And this is the one

356
00:12:42,166 --> 00:12:43,000
 that most people miss.

357
00:12:43,541 --> 00:12:45,458
 The actual words that we used at the end

358
00:12:45,458 --> 00:12:46,583
 of workshop three was,

359
00:12:47,000 --> 00:12:47,958
 did you like this workshop?

360
00:12:48,416 --> 00:12:50,541
 And we asked them, yeah, did you?

361
00:12:50,541 --> 00:12:51,750
 And they said, yes, we said why.

362
00:12:52,208 --> 00:12:53,208
 So they told us why.

363
00:12:53,416 --> 00:12:55,250
 They said that they loved it because they

364
00:12:55,250 --> 00:12:56,708
 actually got something accomplished,

365
00:12:57,041 --> 00:12:58,666
 because it was super easy to follow,

366
00:12:59,041 --> 00:13:01,250
 because it felt good to make progress.

367
00:13:01,250 --> 00:13:01,791
 Like all the things

368
00:13:01,791 --> 00:13:02,541
 that I've shared with you.

369
00:13:03,041 --> 00:13:03,833
 So then we said, cool.

370
00:13:04,250 --> 00:13:04,916
 Do you wanna keep this

371
00:13:04,916 --> 00:13:05,916
 progress train rolling?

372
00:13:06,666 --> 00:13:06,958
 Great.

373
00:13:07,416 --> 00:13:09,083
 Then we're gonna do one of these

374
00:13:09,083 --> 00:13:10,333
 workshops every month.

375
00:13:10,916 --> 00:13:12,750
 Now each workshop will be $97.

376
00:13:13,791 --> 00:13:14,708
 But if you buy them

377
00:13:14,708 --> 00:13:18,041
 upfront, it's $397 for the year.

378
00:13:18,416 --> 00:13:19,375
 So you're gonna save a

379
00:13:19,375 --> 00:13:21,416
 bunch of money by joining today.

380
00:13:21,958 --> 00:13:24,500
 But we said, however, if you join within

381
00:13:24,500 --> 00:13:26,250
 the next 24 hours, it's

382
00:13:26,250 --> 00:13:28,000
 only going to be $297.

383
00:13:29,000 --> 00:13:32,166
 So you could lock in over $860 of

384
00:13:32,166 --> 00:13:36,583
 savings, and you continue to keep getting

385
00:13:36,583 --> 00:13:39,416
 more done, making more progress, and

386
00:13:39,416 --> 00:13:41,291
 keeping your finger on the pulse of

387
00:13:41,291 --> 00:13:42,625
 what's happening in AI.

388
00:13:43,333 --> 00:13:45,291
 Now I wanna share my favorite study on

389
00:13:45,291 --> 00:13:48,416
 this, because this was the study that

390
00:13:48,416 --> 00:13:51,708
 made me realize, keeping our offer simple

391
00:13:51,708 --> 00:13:53,333
 will increase conversions.

392
00:13:54,458 --> 00:13:56,333
 Now there was a study on this, it was

393
00:13:56,333 --> 00:13:57,458
 called the JAM study.

394
00:13:57,666 --> 00:14:00,000
 So back in 2000, two researchers at

395
00:14:00,000 --> 00:14:03,291
 Columbia set up a tasting booth at an

396
00:14:03,291 --> 00:14:04,458
 upscale grocery store.

397
00:14:04,916 --> 00:14:06,125
 On one day, they put

398
00:14:06,125 --> 00:14:08,291
 out 24 different JAMs.

399
00:14:08,708 --> 00:14:11,416
 On the other day, they put out just six.

400
00:14:12,291 --> 00:14:13,000
 Now here's what's wild.

401
00:14:13,666 --> 00:14:15,458
 The 24 JAM display

402
00:14:15,458 --> 00:14:17,041
 attracted more attention.

403
00:14:17,416 --> 00:14:19,458
 So 60% of people stopped

404
00:14:19,458 --> 00:14:21,250
 to look at all those JAMs.

405
00:14:22,000 --> 00:14:23,916
 But with only six JAMs,

406
00:14:24,208 --> 00:14:26,166
 only 40% of people stopped.

407
00:14:26,583 --> 00:14:29,416
 So more JAMs meant more people stopped.

408
00:14:30,125 --> 00:14:31,500
 However, here's the kicker.

409
00:14:32,375 --> 00:14:35,625
 Of the people who stopped at the 24 JAM

410
00:14:35,625 --> 00:14:38,916
 table, only 3% of them bought.

411
00:14:39,750 --> 00:14:42,458
 Now of the people who stopped at the six

412
00:14:42,458 --> 00:14:47,500
 JAM table, 30% bought, that's 10 times

413
00:14:47,500 --> 00:14:51,166
 more, 10 times more. 10 times the sales

414
00:14:51,166 --> 00:14:53,541
 just by simplifying the choice.

415
00:14:53,958 --> 00:14:56,000
 It was the same product, same store, same

416
00:14:56,000 --> 00:14:58,166
 price, just fewer options.

417
00:14:59,000 --> 00:15:00,250
 Now the researcher on

418
00:15:00,250 --> 00:15:01,458
 this put it this way.

419
00:15:01,833 --> 00:15:04,083
 She said people were at least six times

420
00:15:04,083 --> 00:15:06,791
 more likely to buy when they only had six

421
00:15:06,791 --> 00:15:08,291
 options instead of 24.

422
00:15:09,083 --> 00:15:10,583
 Now what does that mean for you and I?

423
00:15:11,041 --> 00:15:13,250
 Well when your offer is complicated, when

424
00:15:13,250 --> 00:15:14,250
 there's too much to think

425
00:15:14,250 --> 00:15:17,000
 about, people don't think harder.

426
00:15:17,250 --> 00:15:18,000
 They just leave.

427
00:15:18,416 --> 00:15:19,250
 They walk away.

428
00:15:19,708 --> 00:15:20,750
 actually a term for it.

429
00:15:20,750 --> 00:15:22,208
 It's called analysis paralysis.

430
00:15:22,791 --> 00:15:23,666
 Your brain hits a wall

431
00:15:23,666 --> 00:15:24,666
 and it just shuts down.

432
00:15:25,250 --> 00:15:26,583
 So when I'm at the end of a workshop

433
00:15:26,583 --> 00:15:28,416
 three saying, hey did you like it?

434
00:15:28,583 --> 00:15:29,416
 Do you want more of it?

435
00:15:29,583 --> 00:15:30,083
 Here's the price.

436
00:15:30,416 --> 00:15:31,041
 Here's the deadline.

437
00:15:31,416 --> 00:15:31,833
 Lock it in.

438
00:15:32,208 --> 00:15:33,583
 There's nothing to figure out.

439
00:15:33,875 --> 00:15:34,666
 Like the decision is

440
00:15:34,666 --> 00:15:35,875
 right there in front of them.

441
00:15:35,875 --> 00:15:38,208
 There's no spreadsheets, no comparing

442
00:15:38,208 --> 00:15:39,250
 five tiers, no

443
00:15:39,250 --> 00:15:40,791
 bonuses stacked on bonuses.

444
00:15:41,250 --> 00:15:43,375
 It's just a very simple offer.

445
00:15:43,375 --> 00:15:45,083
 People get it and understand it and

446
00:15:45,083 --> 00:15:46,291
 therefore they want it.

447
00:15:46,708 --> 00:15:49,166
 So simple offers convert better.

448
00:15:49,541 --> 00:15:53,250
 We don't need a 90 slide pitch deck.

449
00:15:53,458 --> 00:15:55,166
 We just need clarity.

450
00:15:55,583 --> 00:15:58,375
 And the whole thing that we did here, it

451
00:15:58,375 --> 00:16:02,291
 also for us serves as a retention tool

452
00:16:02,666 --> 00:16:05,083
 for our TME plus members because they get

453
00:16:05,083 --> 00:16:06,666
 it included in their membership.

454
00:16:06,916 --> 00:16:08,083
 So it gives them even

455
00:16:08,083 --> 00:16:09,291
 more reason to stay.

456
00:16:09,625 --> 00:16:11,833
 We take care of our best customers.

457
00:16:12,541 --> 00:16:13,666
 Point of the matter is this.

458
00:16:14,208 --> 00:16:16,416
 None of these four things were huge

459
00:16:16,416 --> 00:16:19,958
 swings, but they were small, but yet when

460
00:16:19,958 --> 00:16:21,125
 they are stacked together,

461
00:16:21,458 --> 00:16:23,166
 they can make a big difference.

462
00:16:23,500 --> 00:16:26,208
 This is how we took our funnel from

463
00:16:26,208 --> 00:16:29,333
 covering 70 to 80% of our ad costs to

464
00:16:29,333 --> 00:16:32,125
 becoming a profitable one where we are

465
00:16:32,125 --> 00:16:33,333
 getting paid to

466
00:16:33,333 --> 00:16:35,958
 generate high quality leads.

467
00:16:36,750 --> 00:16:37,375
 So here's what I

468
00:16:37,375 --> 00:16:38,750
 wanted you to do this week.

469
00:16:38,750 --> 00:16:39,375
 I want you to take a

470
00:16:39,375 --> 00:16:40,208
 look at your funnels.

471
00:16:40,500 --> 00:16:41,708
 I want you to pick one of these four

472
00:16:41,708 --> 00:16:43,625
 experiments and I want you to run it and

473
00:16:43,625 --> 00:16:44,583
 then just watch what happens.

474
00:16:45,166 --> 00:16:46,708
 And if you've never tested a price, then

475
00:16:46,708 --> 00:16:48,458
 that's the easiest place to start.

476
00:16:48,750 --> 00:16:49,625
 You don't have to have a

477
00:16:49,625 --> 00:16:50,750
 bump on your checkout page.

478
00:16:50,750 --> 00:16:52,208
 Just start with the price.

479
00:16:52,208 --> 00:16:54,041
 That is free money right there.

480
00:16:54,583 --> 00:16:56,500
 Now, if you liked this episode and you

481
00:16:56,500 --> 00:16:57,833
 wanna hear about some other experiments

482
00:16:58,041 --> 00:16:59,083
 that we've done, go

483
00:16:59,083 --> 00:17:00,833
 check out episode 231.

484
00:17:01,458 --> 00:17:03,875
 It's titled Four Small Changes That

485
00:17:03,875 --> 00:17:05,791
 Nearly Doubled Our Opt-In Rate.

486
00:17:06,250 --> 00:17:08,125
 See, we're always experimenting over here

487
00:17:08,125 --> 00:17:09,916
 and we're always trying different things.

488
00:17:10,375 --> 00:17:12,750
 Just like this episode where we tried

489
00:17:12,750 --> 00:17:14,833
 these four different experiments, we were

490
00:17:14,833 --> 00:17:17,041
 able to take a funnel that wasn't

491
00:17:17,041 --> 00:17:18,500
 profitable and immediately

492
00:17:18,500 --> 00:17:20,250
 turn it into one that is.

493
00:17:20,625 --> 00:17:23,333
 And in episode 231, we talk about four

494
00:17:23,333 --> 00:17:24,708
 different tests that we did with our

495
00:17:24,708 --> 00:17:27,583
 opt-in page that dramatically increased

496
00:17:27,583 --> 00:17:30,000
 our conversion rate on the opt-in page.

497
00:17:30,625 --> 00:17:32,291
 All right, to recap, number one, raise

498
00:17:32,291 --> 00:17:35,416
 your prices because the conversions may

499
00:17:35,416 --> 00:17:38,375
 not drop like you think and it'll help

500
00:17:38,375 --> 00:17:39,375
 you make a lot more money.

501
00:17:39,625 --> 00:17:40,666
 Number two, add a bump.

502
00:17:41,041 --> 00:17:43,708
 The data says 30 to 40% of people will

503
00:17:43,708 --> 00:17:46,916
 say yes if the bump is related to what it

504
00:17:46,916 --> 00:17:47,666
 is that they're buying.

505
00:17:48,083 --> 00:17:50,958
 Number three, make a real back-end offer

506
00:17:50,958 --> 00:17:53,041
 to people who already love what you do.

507
00:17:53,583 --> 00:17:56,208
 And number four, keep the offer really

508
00:17:56,208 --> 00:17:57,791
 simple because six

509
00:17:57,791 --> 00:18:00,291
 jams beat 24 every time.

510
00:18:01,083 --> 00:18:02,583
 And as we wrap up here, I want you to

511
00:18:02,583 --> 00:18:04,750
 realize this, the more you tweak, the

512
00:18:04,750 --> 00:18:06,875
 more you are going to learn and the more

513
00:18:06,875 --> 00:18:09,166
 you learn, the better you will get.

514
00:18:09,500 --> 00:18:11,125
 And that is what's gonna be able to help

515
00:18:11,125 --> 00:18:12,208
 you reach more people

516
00:18:12,208 --> 00:18:13,833
 and have more impact.

517
00:18:14,166 --> 00:18:16,416
 And the simpler your offer, the more

518
00:18:16,416 --> 00:18:17,375
 people will say yes.

519
00:18:17,666 --> 00:18:19,875
 Big launches make headlines for sure, but

520
00:18:19,875 --> 00:18:22,083
 it's these small experiments that make

521
00:18:22,083 --> 00:18:23,541
 profitable businesses.

522
00:18:24,208 --> 00:18:25,333
 Thanks for listening, my friend.

523
00:18:25,916 --> 00:18:28,000
 Go experiment, go try some things, keep

524
00:18:28,000 --> 00:18:29,333
 me posted, send me a message on