The word Appreciate is, in itself, a paradox as it has two meanings:
– To look at what you have and to realise that it is enough
– To take what you have and to cause it to grow
On a rational level, these two concepts contradict each other. On the one hand, the word appreciate means to be satisfied with what you have and to live within your means, whilst on the other hand, it encourages you to use what you have for future growth, implying that what we have is not enough to live within our means.
On a spiritual level, however, this makes complete sense as what we appreciate grows.
Moses once defined this point very eloquently:
“Be grateful and your wealth will grow.”
When we take a few minutes to look at what we have to appreciate, we realise the abundance we already have:
– For our body, which we take for granted that is God’s greatest gift to us.
– For our wealth which, when we realise how little we actually need to live well, is always abundant
– For our faith which carries us through. How often at the start of something difficult do we wonder how we will survive, yet at the end we realise just how much strength we had to not just survive, but thrive.
– For our family and friends who we pray for and who pray for us and whose blessings we unquestionably reach
As Moses stated, it is by being grateful that our wealth grows.
– By appreciating our health, rather than abusing it, does our health grow.
– By appreciating our wealth and how much we have, do we then have the confidence and motivation to work harder and smarter, which in return is rewarded with more
– By appreciating our faith do we become closer to God and, with this, our faith grows
– By appreciating our family and friends, for whom the more love we have, the more love we receive
As we can see, when we see the term Appreciate from a Spiritual perspective, what seems to contradict on a logical basis suddenly appears to make total and complete sense and, in essence, provides us with the very source of abundance that we are all looking for.
As Information Marketers, our industry is blighted with high refund rates and some products can have refund rates of up to 50%.
As entrepreneurs with integrity, this is not something that sits comfortably with us and the main questions are:
– How can we reduce those refund rates, so that we get to keep more sales in the long-run
– How can we improve our products so that we don’t incur such high refund rates
– How can we make our products so great that our clients either refer more people to us or sign up to our higher level programs or masterminds, due to the results they have already got.
In order to do this, it is important to understand that there are 3 levels of education. These are:
– Information Education
– Motivation Education
– Transformation Education
In order to explain this, let’s talk use a metaphor of a father teaching his child how to ride a bike.
In Information Education, the father is simply telling their child how to do it.
He is saying to sit on the seat, hold on to the bicycle handle and peddle.
Now, what is the likelihood of the child learning how to ride a bike from that?
What is the likelihood of your clients having success with just instructions? Obviously, it is unlikely, which means they will refund.
Now, let’s assume that the child’s mother walks in and sees the father instructing the child and thinks to herself ‘this is not going to work’.
‘There’s no need to tell our child how to ride the bike because they don’t believe that it’s possible.’
The mother then uses the second form, Motivation Education.
The basis of Motivation Education is about the why and the belief that you can do it.
The mother stands on the side-lines and tells her son that they can do it, they can ride the bicycle. However, the child thinks to themselves, I want to ride it and I know I can ride it, but how can I ride it?
If you are providing Motivation Education, you are not a coach, you are a cheerleader. You are on the side-lines telling your clients they can do it and giving them the belief, but not the tools and methods to do so.
Finally, the wisest person in the house comes in, the older brother. As the older brother can relate to their young sibling better, they tell their mum and dad that they need a third approach.
The older brother says, ‘dad you are showing how to do this and mum you are showing why to do this. Why don’t we combine the two?’
This is Transformation Education, where the client does not just get the how to do it but also the why to do it and the belief that they can do it.
As Information Marketers, our job is two-fold:
1) To tell our clients what to do
2) To instil in them the new mind-set and paradigm that they can do this
Transformation Education is the tool that does both of these and, as a result, the outcome is transformation.
So, let me leave you with one important point. What is transformation, as opposed to change?
Let’s use one final example of a caterpillar. Does a caterpillar change?
Of course it does not, if it did, it would be a bigger caterpillar or a smaller caterpillar, a heavier caterpillar or a lighter caterpillar.
A caterpillar, does not change, it transforms. When a caterpillar goes into a cocoon, it does not come out a bigger caterpillar, it comes out as a butterfly. Look at that butterfly and you will see very little caterpillar remaining.
As Transformational Information Marketers, our goal is to create programs that act as a cocoon, that our clients enter as caterpillars and leave as butterflies. Our goal should be to not just change or improve, but to transform.
The only way to do this is with Transformational Education and, as a result, the next time your client needs to transform to the next level or knows someone who also needs to transform, they will come to you first.
Every business should have what I call a ‘Penthouse’ offer available.
A penthouse offer is an exclusive offer that is available only to a certain type of client and, as a result, is extremely lucrative.
More importantly, the reason why it’s called a Penthouse offer is because its fairly easy to add on to your existing business.
I get asked multiple times daily how to create and sell a high ticket offer. As a result of this, I thought I’d just share with you 5 quick and easy ways that you could add a high-ticket offer to your business TODAY.
DISCLAIMER: What I’m about to share with you will literally transform your life and create some drastic mindset shifts – I’m going to explain these 5 ways in detail, so make sure you allow yourself a good amount of time to read and digest this content properly.
In order to expand on this, we will use the acronym price, as our goal is to be enrolling new clients at a much higher price and, as a result, taking a giant leap towards our financial goals.
P = Price Proximity
One of the easiest ways to sell a high-ticket offer is to actually tell people that you have one! Most people fail miserably here and if your clients don’t know that there’s a high ticket offer available, then how will they even consider it, let alone enrol in it?
A simple solution to this is price proximity. Let me explain how this works:
On a webinar or sales page or even an email, you can simply say something like:
‘I charge $5,000 to work with me, but today I’m giving you a special opportunity to work with me for $500’
(It is CRUCIAL that you’re accurate and fair with these numbers, if the most you have charged a client for a project that matches your offer is $1,000, then state that. Do not make up numbers, we are here to serve not to manipulate).
Price proximity serves 2 purposes:
It tells people that they can work with you for $5,000 – you will have clients who just want to work with you, not go through a course or a program. By letting them know you have this option available, they will contact you.
Have you noticed how the $5,000 value makes the $500 seem so much smaller (this will drastically increase your unit sales as people will not think ‘that’s a lot at $500’ but ‘I’m getting a great deal at $500) – it’s all about perspective
It’s very easy to add price proximity into your sales process and something you should do immediately so that the penthouse clients know you have a penthouse available.
R = Refferals
One of the biggest mindset shifts that you can make when it comes to dealing with ‘Penthouse’ clients is that it is no longer about marketing, but more about relationships.
Let me explain the key difference between low ticket clients and ‘Penthouse’ clients:
Low ticket clients are essentially scarcity minded and as a result, will hoard information and contacts (as they believe the pie that they are sharing will be divided further)
Penthouse clients are abundance minded and as a result, will share information and contacts as they believe that the more they share, the bigger the pie gets and the more each person gets.
As a result of this, you will find that as you start working with ‘Penthouse’ clients and really delivering amazing value and service, they will refer you to their networks and you will soon find that referrals is your biggest lead source and, more importantly, the easiest sales you can make.
In my experience, I have found that 1 ‘Penthouse’ client will refer me to at least 3 other ‘Penthouse’ clients and, as a result, that is all the marketing that I need.
As a result of this, instead of filling your pipeline with new leads through marketing, your key shift should be to focus on over-delivering as that, ultimately, is the source of referrals.
An easy way to implement this into your business today is to ask your current ‘Penthouse’ client or clients if they know anyone who might be interested to work with you and, as a result, these referrals will soon become bountiful.
I = Information
There are 3 levels of information:
1) Free Information (everything is available on the internet or in a book somewhere, you just need to find it)
2) Organised Information (this is where you pay money to save time having to find that information)
3) Transformational Information (this is the realm of high ticket selling)
The best way to introduce transformational information is through a webinar. As I mentioned in a previous post, you do not want a discovery channel type webinar with information overload, you want a Game of Thrones type webinar that takes someone to where they want to be emotionally – so that once they have genuinely experienced this emotion, they have full faith in you as being the person to get them to their desired business and lifestyle, permanently.
Once your ‘Penthouse’ client has seen the view, they will purchase the Penthouse to enjoy that view daily – that is the goal of the webinar.
The goal of your program is to create a structured, well thought out program that has been tested and refined in order to allow your ‘Penthouse’ client to be able to live the ‘Penthouse’ lifestyle that they are desiring.
If you do not yet have a webinar for your business, this is a crucial step to add today to start attracting ‘Penthouse’ clients.
C = Concept
The difference between a 6 and 7 figure business is a good business concept as this concept is what allows it to be scalable and, if need be, sellable.
A concept is essentially organised knowledge that is easy to apply. By being easy to apply, it is applied. By applying this, results are achieved. By results being achieved consistently, transformation is achieved.
I wrote extensively about how to do this previously, so if you need any guidance on that refer back to there.
If you don’t have a concept or a model for your business, add this as soon as possible as this is what ‘Penthouse’ clients are looking for as this is what separates you from the rest of the marketplace.
E = Experience
One of the most easiest ways to attract ‘Penthouse’ clients is by looking at and thinking about exactly where they are stuck and what they need.
I will give you an example. Most of my clients require high quality graphics for their models, their webinars and their marketing. As a result, I have my own in-house graphics team who take care of all of their graphics needs.
As a result of thinking through what my ‘Penthouse’ client needed, I was able to add value to my offer and solve many more problems for my clients, enabling me to charge more for my services.
One way to attract ‘Penthouse’ clients is to ask them exactly what they need and if there’s something that you don’t yet provide, find a way to offer that to enhance your offer.
In conclusion, we have 5 ways to immediately add a high ticket ‘Penthouse’ offer to your business:
1) Price proximity – let clients know you have a high ticket offer
2) Referrals – reach that critical mass where ‘Penthouse’ clients refer more and more ‘Penthouse ‘clients to you
3) Information – Ensure that you are providing transformational information
4) Concept – Build a model around your business
5) Experience – Provide more towards the ‘Ideal’ experience your ‘Penthouse’ client requires.
Good luck with adding these into your business and let me know which you plan to add and how!
Everything is created twice – first in the mind and then reality. The way that we create in our mind is through visualization.
From a spiritual perspective, visualization is very important because by visualizing, you are giving that idea or concept energy. Think of a goal as being a seed in your mind, the first time you visualize, you are planting the seed. As you continue to visualize that goal, you are nurturing it and helping it grow – which is why you should visualize your goals twice a day, once in the morning and once in the evening. If you do not, the goal (or seed) will not grow and develop.
From a psychological perspective, visualization creates structural tension. If you test drive a new car, the old one you are currently driving seems vastly inferior. Similarly, when you visualize your new life, you are test driving the new car and when you go back to your normal life, the current way you are living seems to be below where currently are.
As you visualize more, the mind will soon start to replace the current way you are living with the new visualized method and will activate your reticular activating system to ensure that it finds all of the opportunities and resources to make the visualized life your permanent life.
Many people find it hard to visualize, so an important point to remember is this. When James Cameron made Avatar, it took 10 years from concept to final movie. However, when you watch the movie, it only takes 2 hours and is available any time you need to see it.
Likewise, the first few times you visualize, you will be creating the scene in your mind, take some time to do this and be patient, knowing that once those images of your visualization have been created, you will easily be able to access them in the future.
The human mind can achieve anything and can solve any problem, move you to any goal and create any response, just as long as you hold a firm image of that goal in your mind, through visualization, first.
I was speaking to a client this morning who has just done a very big low-ticket launch and is working with me to create a high-ticket product.
I gave him a simple analogy that he urged me to share with everyone:
Low ticket products are like running on a treadmill – you’re always moving and always moving fast because you are always have to get lots of sales just to make payroll.
However, 3 months or 6 months down the line, you are still pretty much where you are.
High ticket products are like a ladder. Each time you make a sale or win a new client, you are taking a step up and, ultimately, the higher you go, the more you can start charging.
In 3 months or 6 months, you’ll be very far ahead from where you are now.
The choice between low ticket and high ticket is like choosing between a treadmill and a ladder. One will keep you moving but stationary, the other will take you higher than you’ve ever been before.
Whilst talking to a client today, I shared with them the different 2 types of webinar:
1) The Discovery Channel documentary type webinar where you TEACH rather than inspires – and like a Discovery Channel documentary, you get a lot of praise and kudos for sharing such great knowledge, but few people watch it and you get a few sales because you have not inspired.
2) The Game of Thrones type webinar where people are already excited before it starts and you take people on a journey, inspire them and have them thinking and talking about you for days and unable to wait to buy from you to help them take the next journey into the wonderful new way of thinking/ living or doing business they have created.
The KEY to any successful webinar is to create a Westeros for the audience, a place that inspires them and is so far beyond where they currently are (emotionally) that they want to go there again and again and again (through working with you or buying your product or service).
The problem is that most webinars do not do that!
So the key question is how do we do this, how do we turn our Webinar into a Westeros?
1) The Webinar starts before the webinar starts
Although Game of Thrones starts airing in April, there are teasers and adverts about it many months in advance.
In this same way, your webinar shouldn’t be something that just happens, but should have a good, solid build-up to it.
You could do this by having an email sequence teasing your audience, a few videos that touch on a few of the points to be covered or a few posts on social media that are announcing something exciting that is coming.
If you have an automated webinar, use a workbook, a video on the registration page etc – the goal is to have your attendees join the webinar having been looking forward to it for days or hours in advance.
2) A Game of Ice and Fire?
The original books that Game of Thrones is based upon are called A Game of Ice and Fire? Could you imagine inviting a friend over to watch A Game of Ice and Fire with you? Would the show be so successful if it was called that instead of Game of Thrones?
One of the most important factors in a successful webinar is a powerful name – a name that WANTS you to attend as it has a clear benefit as to attend.
A good formula to use is How to Get X in Y without Z – with X being the main benefit, Y being the Timeframe and Z being the biggest pain they want to achieve.
If this becomes very long, have a short catchy title and have this as the subtitle, so that you get the best of both worlds.
3) Start STRONG
Every Game of Thrones episode starts strong with something that entices you in. It’s very difficult to watch the first 10 minutes and then stop watching intently.
In a similar way, the first 10 minutes of the webinar is the most important as that is where the majority of the positioning takes place.
As long as your first 10 minutes is REALLY good, you will have your audience paying full attention, staying engaged and being there until the very end.
4) Relatability more than credibility
Let’s face it, Jodfrey was a right royal pain in the…. (pun intended). He had the authority and the position, but no one liked him.
On a webinar, people by from people, so you want to insure that you do not be a Jodfrey.
How do you do this, by using positioning-depositioning. You want to position yourself as an expert and authority, but not as a king or a demi-god. You want to be seen as ahead of the game, but not too ahead of the game that no one on the audience can achieve what you are showing them to do. You want to be an ally, someone who stands with your potential clients and not someone who stands above them. You want to be the person who is on the journey with them and that relatability will get you sales.
5) Your Bonuses are your Dragons
In the same way that Khalisi has her dragons as her biggest assets, you want to make your bonuses to be your dragons. You want to position them so well that audience members want to buy from you more for that than the actual course.
Bonuses are very powerful as they are often the factor that tips the scale in your favour. Ensure that you think strategically about them and have bonuses that offer great value, as this will increase your overall sales dramatically.
6) Take them to Westeros
The ultimate goal of your Webinar is to take your audience to Westeros – a place that excites them, is full of possibility and potential and, more importantly, a place that they can go when they buy your product or service or enrol with you.
This is key as a webinar is about taking someone on an emotional journey and an effective follow-up sequence reminds them of it (and makes your audience want to go back their again) by becoming a client.
If you don’t take them to Westeros on your webinar, when else will you?
One day, a person asked the Prophet Muhammad (SAW) who he should love the most in the world.
The Prophet (SAW) said ‘your mother’.
The person asked the prophet who you should love second in the world.
The Prophet (SAW) said ‘your mother’.
The person then asked the prophet who you should love third in the world.
The Prophet (SAW) said ‘your mother’.
The person then asked the prophet who you should love fourth in the world.
The Prophet (SAW) said ‘your father’.
If there was any words to show how precious our mothers are, this is it.
Our mothers are angels on earth, they protect us, nurture us, teach us, feel our pain more than we do and enjoy our victories more than anyone else.
A wise man once asked that if Mothers and Fathers are so valuable, why do we just celebrate them on one day? Why is there mothers day and fathers day? Shouldn’t it just be every day?
Thank-you to all the mothers in this world. Where will we be without them!
As we start another week, we have another opportunity to serve and help others with our talents.
At the end of that week, we will look at what we have received financially during that week and use that as a measure of how well that week has gone.
However, is our sales figure at the end of the week the only true measure of how well that week has gone? We all need money for surviving, but is it the only measurement in deciding if we are thriving?
One of my greatest spiritual mentors taught me that we should not give others and measure what we have given by what we receive. The very fact that they are receiving and, in doing so, giving us the gift of giving to them, is a blessing.
One of the core beliefs that I try to live by is that private victories always proceed public victories and, more importantly, private victories ALWAYS lead to public victories.
The Prophet Muhammad (SAW) said that of all work, farming is the greatest because for each seed you plant, tens, hundreds or even thousands of fruit or vegetable will grow from that. From one apple seed, an apple tree will grow and over it’s lifetime, how many apples will come from that? He then said business is second as from that you get multiple rewards, whilst being employed is the lowest as you have literally sold your destiny for a fixed amount.
Wouldn’t be great if, at the end of the week, we didn’t just look at the sales we made, but also the people we served (the greatest service is, after all, helping someone in a way that they could never possibly repay you) and at the seeds we have planted for the future, that like the apple seed, will yield not just once or twice, but hundreds of thousands of time?
Happy planting everyone!