September 12, 2023 • 24 mins
Strap in and get ready to dismantle your pre-conceived notions about making money. This episode is a hard-hitting, truth-telling exploration of how your story can shape your financial success. We pull apart the complexities of utilizing our resources and capabilities, navigating the balance between our sales and expenses, and leveraging industry standards to our advantage. We're here to guide you through the reality of making a million dollars and how you can use the unique abilities of your team to get there.
Think big, aim high, and never underestimate the power of high-ticket opportunities! Rather than putting all your eggs in one basket, we underline the importance of diversifying your offers. We'll share insights on achieving smaller goals that snowball into greater successes and reveal the potential of multiple offers over a single big-ticket item. Hear about my own journey of selling business solutions and how it catapulted me to seven-figure success.
Don't let the term 'high ticket' intimidate you. We'll break down the benefits of high ticket offers, and how they can completely transform the trajectory of your business. We're sharing strategies on creating a high-ticket offer in just 24 hours and how to make it irresistible to your target market. And we're not stopping there! Join us at Data Damping Live or in one of our communities for more insights, and don't forget to check out our gift to you at www.straftpustle.com. Wherever you are on your journey, it's time to take action. Let's make your story a success.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Tiffany (00:01):
Hey, you welcome to Build the Damn Thing, A place
where myself, tiffany Largie andour amazing Do the Damn Thing
coaches show you how to use yourstory to build it all.
Whether it's your first sixfigures, your next layer of
multiple six figures, or maybeyou're on your way to a minute,
(00:22):
and if it's not, that it's thelife of your dreams, where you
are free, you are strong and youare whole.
First, we're going to show youhow to use your story to build a
strong foundation, and then,next, we're going to show you
how to use your story in salesand marketing to clean up the
cracks.
And last but not least, we'regoing to show you how to use
your story to gather people,because the truth of the matter
(00:44):
is that there's nothing strongerthan being connected to people
who just understand you as youare where you are, so you can
stop explaining yourself.
I want to remind you that, nowthat you're here, you are home
and I officially welcome you toour family.
All right, let's get started.
Can you talk about money, money,money and more money?
(01:06):
Now think about this for amoment.
It is really easy for us to gooh, hey, great, I'm going to
make a million dollars this year.
I'm going to add a milliondollars this year.
I want to get to a milliondollars this year.
Stay with me.
We have only a couple ofoptions to make this happen.
(01:27):
We look at our products andservices and we go okay,
products and services, I see you, let's get to it.
I'm going to reach out to morepeople.
I'm going to do more creativetactics.
We're going to play an SEO.
I know what we're going to do.
We're going to invest inFacebook ads because that's
going to solve the problem,right?
No, sometimes you just need totake a moment and stop and ask
(01:47):
yourself how many times,realistically, are we going to
swing the bat?
How many times are we going toswing the bat?
How many times are we going toswing the bat?
The other thing we have to askourselves is, if we go ahead and
swing the bat, how many timesare we going to hit a home run?
Because the reality of actuallymaking more money, adding money
(02:10):
, creating more dollars in ourbackbone is succumbing to the
truth of what's in front of us,the capabilities of our team,
the capabilities of ourresources, and just knowing
where you are and what season itis for you personally and what
season it is for everybodyaround you.
Now you swing the bat 20 timesand five of those people say huh
(02:31):
.
Industry standard for the last20 years for me has been plus or
minus this formula.
Now, for those of you who don'tknow, I built a multiple seven
figure business.
But let me actually preface itand say I built a multiple six
figure business first by leavingmy home and going on knocking
(02:53):
on physical doors in my city,just knocking on doors.
I built a multiple seven figurebusiness by teaching other
people how to go and knock ondoors.
Now, every time we knocked onthe door, we did not hit it out
of the park.
There were many times that weknocked on the door and we
definitely didn't hit it on thepark.
We didn't knock it out of thepark, but what we did do is we
(03:14):
generated interest.
Let me give you the industrystandard.
Okay, so one out of every 20touches.
Okay, so one out of every 20touches turn into.
We'll call it a lead, okay.
So when we think about thisnumber over here, I want you to
(03:35):
think or say to yourself thisnumber is my lead.
I need this amount of touchesin order to make this number a
lead.
Now, how many leads do I needto close one.
If I were going to start allover again or if I were going to
ramp up real fast or dosomething neat, I would run with
this number.
So if one in 20 turns intorevenue, then or one in 20 turns
(03:57):
into a lead, then five one infive turn into revenue.
So let me write the word leadso that you can screenshot this
revenue.
Okay, so this is true.
One in 20 opportunities.
(04:17):
That means that you've actuallygot to go through quite a bit
of data to say to yourself okay,well, what's in front of me,
what kind of people are in frontof me?
What kind of people are on mylist?
Who do we have access to in ourcity?
Are we part of the chamber?
We're going to use that list,like whatever list you're going
to use to go to market, to gomake some dollars.
One in 20 is going to turn intoan opportunity.
One in five is going to turninto revenue, which means that
(04:39):
you've got to swing the batsomewhere between 70 and 100
times in order to pull out thefour to six sales.
That makes sense.
Now, if I were going to swingthe bat, stay with me, because
we're talking about, like, whatis the million dollar month,
what is the million dollar year?
What does a million dollarsactually look like?
If I swing the bat every monthand my sale, the potential of my
(05:03):
sale, the strength of my sale,the strength of the money that
we can make, is predicated ononly, I don't know, I'll say a
thousand dollar offer, thenchances are, if I get six home
runs for the month and I get sixthousand dollars, which is
great, which is awesome, okay,but I do that every month for
the year and I'm only going tomake I say only, and I'm only or
(05:27):
I'm going to, depending onwhere you are I'm going to make.
Trying to do the math, in myhead it's like eighty-some
thousand dollars, okay,eighty-some thousand dollars for
the year, which is really goodmoney, but that's revenue.
That is not dollars I had toput in my pocket because I got
expenses in these streets.
Now, the truth of the matter isthat it takes respectively the
same amount of effort in yourbusiness right now to pull off a
(05:47):
five hundred dollars sale as itwould a thousand dollars sale,
as would a two thousand dollarssale as it would a ten thousand
dollars sale.
And as crazy as this is goingto sound as it would.
A forty, fifty, sixty, seventy,eighty thousand dollars sale
and as wild as this might soundto you, even if you're like a
Tiffany, you don't understand.
I own a salon.
Our highest sales six, seven,eight hundred dollars for me
(06:08):
doing hair one time I go.
Well, friend, what if I toldyou that there was a salon owner
out there who wanted to learnyour technique and would pay you
fifteen thousand dollars toteach you the tech, for you to
teach them the technique orteach their entire team?
The challenge is never thatthere's not the opportunity.
The biggest challenge is thatwe're often just thinking too
(06:29):
damn small.
It's never that we're notthinking big enough, it's that
we're just thinking too small.
We're thinking too small aboutour resources, what we have and
what we can sell.
I would rather see you knockout of the year or hit a home
run when it comes to just moneystrategy and money thinking in
your world and in your business,by looking out the door and
saying, okay, well, I'm going toback quite a bit.
(06:51):
If I'm going to hit four homeruns, let me hit four home runs
of twenty-five KPs.
Why is that in crusade?
Why is that crazy.
Do you know that as a company,it's a lot easier for you to
fulfill twenty-five twenty, alot harder for you to fulfill
twenty-five yeses than it is foryou to fulfill four yeses?
If that made sense to you, canyou please just put some form of
(07:14):
an emoji, a statement, athought in response to that?
Because if I can really get youto see that it's easier for you
to fulfill four yeses versustwenty-five yeses, it'll change
the way you think about how do Iadd dollars to my bank account,
or what do we do next, or howdo we go to market or what's in
front of us.
(07:35):
That is probably one of theeasiest ways for you to hit a
home run, and to hit a home runfaster.
Now the challenge for me,whenever I see people who say,
oh, we're going to changeeverything and we're going to
turn it all around with a lowticket offer, it's not that your
low ticket offer is not great.
It's not that cleaning thechimney for $180 is not
fantastic, because that doeslead to bigger sales.
(07:56):
It does lead to differentthings.
But I will tell you thisSometimes, when you need to turn
things around, you need to makethings as least emotionally
taxing as possible, adding morepressure onto a team, or adding
more pressure onto yourself, orthinking, okay, I'm going to
turn around money and I'm justgoing to do all these things.
(08:17):
Let me tell you from the womanwho has 700 ideas every week,
trying to execute 500 of them.
I'm going to tell you this andI know you've heard it before,
but listen to me Just becauseyou can do it doesn't mean you
should.
It doesn't mean you justbecause you can see the road, or
you heard from a person, or youhave an idea for how this thing
goes, or just because you couldsee the path, or you went to a
(08:39):
training that gives you thewhole roadmap You're holding
onto a workbook with all of thefillings of plates.
You bought a course for $2,000that is sitting on the shelf and
you're like you know what,timney, I could knock this thing
out.
I'm going to tell you right nowif you could turn your
attention turn your attentionplease, turn your attention,
please to the thought on theright.
(09:01):
Vice spent all of the 27 daysout of the next 30, right?
So for the next month, you,your company, your team,
whatever it is and you spent all27 days to home run four days
or three days of yeses, one apiece, and they are north of 10,
20, 30, 40, $50,000.
You will totally show up andclean up financially whatever is
(09:23):
in front of you and you can goback to low ticket items Period.
There is nothing more true forme than thinking to myself do
you have the kind of offer thatis delicious to the market?
And let me tell you.
Let me, let me give you athought about what high ticket
really is.
I'm going to give you a thoughtabout what high ticket actually
is, because high ticket is avisual, visual representation to
(09:47):
the world of this, is the valuethat we see in ourselves, the
work we do and the offer that weput out into the market.
I always organized myself inthis way.
So one of the questions I usedto get early on when I get asked
about the business I sold.
So I was a business partner ofZeroth's Corporation and Hewlett
(10:10):
Packer and a bunch of otherlike hardware and software type
companies, and I got to sevenfigures, multiple seven figures,
by teaching other people tomaster what I had done and
knocking on doors and presentingsolutions to problems that were
inside of small businesses inthe physical local city.
In addition to that, we dabbledin places outside of our city,
(10:32):
in our region, and we fooledaround a little bit on the east
coast.
Now, transparently, I'm going totell you that sometimes you
need the small winds whileyou're waiting for the big wind,
but you still need to have twoor three fishing rods out.
Think about it like this youand I are headed out into the
ocean or we're headed out to gocatch something and, yes, we
(10:57):
need to be prepared for the bigfish.
But if you've ever really beenfishing, you know that you could
be there all day waiting onthis big fish.
You're waiting, you're pacing,you're pacing.
Some of you are drinking,drinking too much, but you're
pacing and you're drinking andyou're waiting, you're talking
and you're thinking about thebig fish.
So you have this rod over hereon the right.
(11:18):
It has a different type of abait that allows for you to
attract a different type ofopportunity, that allows for you
to gather a different type of a.
Yes, now the big fish.
What it does in your businesscycle is it changes the big fish
.
What it does in your businesscycle is it positions you to
(11:40):
have a large wind that fills thegap financially, physically and
emotionally inside of yourbusiness.
Here, your low ticket items orthe smaller items you can sell
here and there, and do they paythe bill?
Sure, do they allow us to putfood on the table sometimes?
Sure, are they important?
Yes, should you have one, notseven?
(12:03):
Yes, but you cannot.
For me, you cannot have a seaof small ticket items, building
a brand positioned for smallticket items and then miss out
on the fact that you just needone of these people to see us.
Now take a moment and reallypull this apart.
What would happen if Starbucksbecame your client next year?
(12:24):
What would happen if Disneybecame one of your clients this
year?
What would it do to your worldif the state became one of your
clients this year?
In the business I ran, I hadmaybe two to four of these, what
I call big whale, which in myindustry is called big ticket,
high ticket offers and closesevery year.
(12:48):
It is the reason why we stayedin the multiple seven status,
but I couldn't feed everybody inbetween on just these four wins
or two wins for the year.
We had to have smaller offers.
We had to sell products thatwere seven, eight, 10,000.
We really didn't sell anythingthat was under, I would say
$5,000, but we had to have themso we could pay bills.
(13:15):
I want you to think of it likethis when it comes to money 101,
I'm going to draw this out, I'mgoing to tell you and I'm going
to draw it out For me everysingle month.
I want you to think that mymonth goal is to have my five.
I'm going to call it big ticketso that it's true to me.
(13:38):
My weekly focus is on mid-level.
So whatever that is for youHigh ticket for us might be not
high ticket for us, but highticket for me back then was
anything that was six figures,like $150,000 was a big ticket
for me.
(13:58):
I'm going to say 100K.
Then weekly for me would be myweekly hunt, or the thing that
I'm looking to collect would beanything that's mid-ticket For
me.
That was about I would sayabout 20K.
You could say 10 or 15,depending on your business model
(14:19):
, but 20K to about 70K.
Now, 70k would still be closeto a big ticket and be awesome
for us.
I don't want to downplay thatat all.
My daily hunt, my daily if Ican try to figure out a spell
daily would be anything that's2K to about 15K.
The things that I should belooking for daily.
(14:43):
If you don't take this awayfrom it, take this away from it.
Daily big ticket, weeklymid-level ticket.
These are the things I'mhunting for, looking to close,
looking to position, and daily.
If you were, let's say you're acoach in the coaching industry,
(15:03):
the average coaching packagemight be anywhere from 10 to 25K
.
We'll call that high ticket.
We'll call mid-level ticketsomething like a retreat or an
intensive.
That's like I don't know athousand to maybe $5,000 or so.
Then we're going to call lowticket something different.
We're going to call low ticketyour book, your course, not your
course, but maybe theindependent class.
(15:25):
For us, that would be an event.
There's different ways ofthinking through what low ticket
would be.
For us, it's under $500.
I don't even know that's lowticket.
For us, under $2,000 is lowticket.
If I had to look at us in 2023,we're not selling anything
under $100.
I don't think we have it, otherthan a DTDT shirt in that
(15:48):
company.
But definitely an event, alarge-scale event that's priced
at $197 to $500 is a low ticketitem for me.
That is my daily push, but thetruth is that this model for me
doesn't make sense unless you'realso have a line over here.
You don't need 25 yeses of ahigh ticket offer in order to
(16:12):
win.
You just need one.
What would happen this year ifyou closed a half a million
dollar offer?
I've done that multiple timesin my career.
It is hugely, wildly satisfied.
It is ridiculously exciting.
It is absolutely.
You talk about confidence as aCEO, confidence as a salesperson
(16:35):
, confidence as a leader.
I don't want you to think thatI did it every month for the
last 20 years, but I've done itenough times that I could teach
someone.
I've produced.
I've produced, presented andclosed.
I've produced, presented andclosed a half a million dollar
offer.
And then let me say this beforeI'm done I've also produced,
presented and closed a milliondollar offer.
(16:58):
The reality is that whether I'mselling time services, a widget,
an experience, it doesn'tchange the fact that people are
willing to pay whatever it isthat solves their problem.
Just yesterday, I was readingabout this man who's a
billionaire, who is missing inthe ocean and he's from the UK,
and I was thinking to myselfabout the kind of money that
people just have access to toexperience things on this planet
(17:20):
and where sometimes I encounterpeople and this is for
everybody here, because this isthe name of the game we
encounter people who we thinklike for them.
They've made their ceiling thislow when it comes to just money
and what they can make, and sotherefore they operate in a
place of I'm, I'm, I'm can onlyhave access to or know someone
(17:41):
in this space.
But on the other side of it, Iwas thinking to myself there's
this guy who is missing in theocean and I don't know if he's
been found yet, but he went on atrip.
There's a company out there whosells and I didn't know this,
did you know this?
But there's a company out therewho sells excursions to go see
the Titanic.
At one, I would have never havethought about that.
(18:02):
Two, I didn't know that, thatthat that was there.
And three, I don't know.
I don't know anybody who haspaid for that.
I don't know anyone who wouldpay for that.
That's out of my price leak forsure.
I mean, tell you everybodytransparently, the ticket to
goes $250,000.
And I thought to myself howfascinating is it that I live in
a world, on the same planet,where someone bought a ticket to
(18:25):
go and see the Titanic and someform of, I think, a deep sea
excursion, I guess some form ofa underwater device.
It must be right becausethey're not walking down there.
But the reality is that it hitme as much as I was engulfed in
wondering and hoping that theydid find these humans that are
trapped down there.
I thought to myself about thefact that there were multiple
people that I've never heard of,that I don't know, on this
(18:48):
device, in this device, who hadthe money to pay $250,000 for a
recreational activity.
I want that to sink in.
I do not believe that all ofthem are handed money.
The other part of it is that Iknow for a fact that the money
is on the same planet that I'min and, as crazy as it sounds,
(19:11):
someone gave them a $250,000offer and they said yes to it
and it's purely recreational.
Clearly, if you have theability to solve a huge problem
inside of someone's life ortheir company, that's going to
change the way they live or takecare of their family or
experience life or employ people, clearly if someone's willing
(19:34):
to pay $250,000 for somethingrecreational, clearly we can
both see together that possiblysomeone's willing to pay
$250,000 for the life savingwork that you're doing.
Period, period.
I want that to sink in becauseit was such a moment for me.
Even as we have high ticketoffers and we have six figure
(19:55):
offers, I'm like I don't have ahalf a million dollar offer.
I've been saying this for along time.
I don't have one.
Come up with ideas on one.
I feel like I can you know, butit's the industry we'd have to
go into.
Just this morning I woke up andI said to myself that's it.
I'm not walking into the fallwithout a at least one good
(20:16):
offer that's north of 250K.
Is it because we're going to goturn all of our attention to go
and do it?
No, but I know one thing.
Okay, before I close, I wantyou to be clear on why I'm going
to make a decision.
Even though we have a sixfigure offer and we have an X
six figure offer that we havesold, which means if we have
sold a six figure offer, thatmeans that we clearly have the
(20:36):
ability to sell more than that.
The market cannot buy what youare not offering.
And for me, I'm like you knowwhat We've never offered a half
of?
We don't have it on a sheet ofpaper, we don't have it anywhere
, great, so it can't be boughtbecause we're not offering it.
There's a thought.
There's a thought.
(20:58):
How do you offer All you needto?
All it needs to go on a sheetof paper.
That's it A sheet of paper.
That's it.
With that, I say let the moneyseries continue.
I will see you later on todayfor multiple times in this day.
I believe it's 10 am, 12, 3 and6.
(21:22):
Yes, but today's differentToday is different.
We have to kill it, withTiffany happening at 5 o'clock
and I have one of the mostdelicious guests out there.
If you want to talk about highticket offer, what does it mean
to be behind a million dollars?
What does it mean to faceyourself?
This specific to kill withTiffany is for women only, as I
(21:43):
have a high initiative to say toevery woman that I encounter as
I begin a brand new journey formyself yes, I do want you to
want more.
So more for the woman who wantsmore, begins and gives birth
and gets birth.
Today, I can't wait to hear whatyou think about a high ticket
offer, if you have one up yoursleeve that you want to roll in
(22:05):
front of me.
You're like Tiffany.
Will this work, from the personwho spent 20 years building her
career and her life well,outside of the industry that I'm
in today and other arenas,whether it be tech or hardware,
software, food, like.
I want you to develop one inthe next 24 hours and I want you
to consider the fact that ifyou have one, then you give the
(22:29):
ability for the person who waswaiting for that solution to say
yes and it will change yourwhole year, I promise.
I hope that episode was amazingfor you and you are closer to
building the damn thing.
I can't wait to hear what yourthoughts were, what part you
loved and the action that you'regoing to go take, because the
(22:50):
truth of the matter is that theperson who wins is not the
person who gets there first,it's the person who takes action
first.
Now I've got a gift for you andit is at wwwstraftpustlecom.
It is imperative that you runthere and you see all types of
goodies, starting with the 7must-haves that you've got to
(23:11):
put on telling your story.
There is so much deliciousnessawaiting for you.
I would love nothing more thanfor you to go ahead and give us
a thumbs up and a 5 star reviewon not just this episode, but
this entire series of episodes,the entire series of how do you
build the damn thing, likealways.
If there's anything that we cando to make your weekday or
(23:33):
month better, please let us know.
And, more importantly, I can'twait to see you live, whether
it's at Data Damping Live or inone of our communities, or maybe
you're just hanging out with uson social media.
What I know to be true is thatI am meant to connect with you
somewhere, and I can't wait forthat day to happen and, more
importantly, I can't wait to seewhat you build.
Hey, you welcome to Build the Damn Thing, A place
where myself, tiffany Largie andour amazing Do the Damn Thing
coaches show you how to use yourstory to build it all.
Whether it's your first sixfigures, your next layer of
multiple six figures, or maybeyou're on your way to a minute,
(00:22):
and if it's not, that it's thelife of your dreams, where you
are free, you are strong and youare whole.
First, we're going to show youhow to use your story to build a
strong foundation, and then,next, we're going to show you
how to use your story in salesand marketing to clean up the
cracks.
And last but not least, we'regoing to show you how to use
your story to gather people,because the truth of the matter
(00:44):
is that there's nothing strongerthan being connected to people
who just understand you as youare where you are, so you can
stop explaining yourself.
I want to remind you that, nowthat you're here, you are home
and I officially welcome you toour family.
All right, let's get started.
Can you talk about money, money,money and more money?
(01:06):
Now think about this for amoment.
It is really easy for us to gooh, hey, great, I'm going to
make a million dollars this year.
I'm going to add a milliondollars this year.
I want to get to a milliondollars this year.
Stay with me.
We have only a couple ofoptions to make this happen.
(01:27):
We look at our products andservices and we go okay,
products and services, I see you, let's get to it.
I'm going to reach out to morepeople.
I'm going to do more creativetactics.
We're going to play an SEO.
I know what we're going to do.
We're going to invest inFacebook ads because that's
going to solve the problem,right?
No, sometimes you just need totake a moment and stop and ask
(01:47):
yourself how many times,realistically, are we going to
swing the bat?
How many times are we going toswing the bat?
How many times are we going toswing the bat?
The other thing we have to askourselves is, if we go ahead and
swing the bat, how many timesare we going to hit a home run?
Because the reality of actuallymaking more money, adding money
(02:10):
, creating more dollars in ourbackbone is succumbing to the
truth of what's in front of us,the capabilities of our team,
the capabilities of ourresources, and just knowing
where you are and what season itis for you personally and what
season it is for everybodyaround you.
Now you swing the bat 20 timesand five of those people say huh
(02:31):
.
Industry standard for the last20 years for me has been plus or
minus this formula.
Now, for those of you who don'tknow, I built a multiple seven
figure business.
But let me actually preface itand say I built a multiple six
figure business first by leavingmy home and going on knocking
(02:53):
on physical doors in my city,just knocking on doors.
I built a multiple seven figurebusiness by teaching other
people how to go and knock ondoors.
Now, every time we knocked onthe door, we did not hit it out
of the park.
There were many times that weknocked on the door and we
definitely didn't hit it on thepark.
We didn't knock it out of thepark, but what we did do is we
(03:14):
generated interest.
Let me give you the industrystandard.
Okay, so one out of every 20touches.
Okay, so one out of every 20touches turn into.
We'll call it a lead, okay.
So when we think about thisnumber over here, I want you to
(03:35):
think or say to yourself thisnumber is my lead.
I need this amount of touchesin order to make this number a
lead.
Now, how many leads do I needto close one.
If I were going to start allover again or if I were going to
ramp up real fast or dosomething neat, I would run with
this number.
So if one in 20 turns intorevenue, then or one in 20 turns
(03:57):
into a lead, then five one infive turn into revenue.
So let me write the word leadso that you can screenshot this
revenue.
Okay, so this is true.
One in 20 opportunities.
(04:17):
That means that you've actuallygot to go through quite a bit
of data to say to yourself okay,well, what's in front of me,
what kind of people are in frontof me?
What kind of people are on mylist?
Who do we have access to in ourcity?
Are we part of the chamber?
We're going to use that list,like whatever list you're going
to use to go to market, to gomake some dollars.
One in 20 is going to turn intoan opportunity.
One in five is going to turninto revenue, which means that
(04:39):
you've got to swing the batsomewhere between 70 and 100
times in order to pull out thefour to six sales.
That makes sense.
Now, if I were going to swingthe bat, stay with me, because
we're talking about, like, whatis the million dollar month,
what is the million dollar year?
What does a million dollarsactually look like?
If I swing the bat every monthand my sale, the potential of my
(05:03):
sale, the strength of my sale,the strength of the money that
we can make, is predicated ononly, I don't know, I'll say a
thousand dollar offer, thenchances are, if I get six home
runs for the month and I get sixthousand dollars, which is
great, which is awesome, okay,but I do that every month for
the year and I'm only going tomake I say only, and I'm only or
(05:27):
I'm going to, depending onwhere you are I'm going to make.
Trying to do the math, in myhead it's like eighty-some
thousand dollars, okay,eighty-some thousand dollars for
the year, which is really goodmoney, but that's revenue.
That is not dollars I had toput in my pocket because I got
expenses in these streets.
Now, the truth of the matter isthat it takes respectively the
same amount of effort in yourbusiness right now to pull off a
(05:47):
five hundred dollars sale as itwould a thousand dollars sale,
as would a two thousand dollarssale as it would a ten thousand
dollars sale.
And as crazy as this is goingto sound as it would.
A forty, fifty, sixty, seventy,eighty thousand dollars sale
and as wild as this might soundto you, even if you're like a
Tiffany, you don't understand.
I own a salon.
Our highest sales six, seven,eight hundred dollars for me
(06:08):
doing hair one time I go.
Well, friend, what if I toldyou that there was a salon owner
out there who wanted to learnyour technique and would pay you
fifteen thousand dollars toteach you the tech, for you to
teach them the technique orteach their entire team?
The challenge is never thatthere's not the opportunity.
The biggest challenge is thatwe're often just thinking too
(06:29):
damn small.
It's never that we're notthinking big enough, it's that
we're just thinking too small.
We're thinking too small aboutour resources, what we have and
what we can sell.
I would rather see you knockout of the year or hit a home
run when it comes to just moneystrategy and money thinking in
your world and in your business,by looking out the door and
saying, okay, well, I'm going toback quite a bit.
(06:51):
If I'm going to hit four homeruns, let me hit four home runs
of twenty-five KPs.
Why is that in crusade?
Why is that crazy.
Do you know that as a company,it's a lot easier for you to
fulfill twenty-five twenty, alot harder for you to fulfill
twenty-five yeses than it is foryou to fulfill four yeses?
If that made sense to you, canyou please just put some form of
(07:14):
an emoji, a statement, athought in response to that?
Because if I can really get youto see that it's easier for you
to fulfill four yeses versustwenty-five yeses, it'll change
the way you think about how do Iadd dollars to my bank account,
or what do we do next, or howdo we go to market or what's in
front of us.
(07:35):
That is probably one of theeasiest ways for you to hit a
home run, and to hit a home runfaster.
Now the challenge for me,whenever I see people who say,
oh, we're going to changeeverything and we're going to
turn it all around with a lowticket offer, it's not that your
low ticket offer is not great.
It's not that cleaning thechimney for $180 is not
fantastic, because that doeslead to bigger sales.
(07:56):
It does lead to differentthings.
But I will tell you thisSometimes, when you need to turn
things around, you need to makethings as least emotionally
taxing as possible, adding morepressure onto a team, or adding
more pressure onto yourself, orthinking, okay, I'm going to
turn around money and I'm justgoing to do all these things.
(08:17):
Let me tell you from the womanwho has 700 ideas every week,
trying to execute 500 of them.
I'm going to tell you this andI know you've heard it before,
but listen to me Just becauseyou can do it doesn't mean you
should.
It doesn't mean you justbecause you can see the road, or
you heard from a person, or youhave an idea for how this thing
goes, or just because you couldsee the path, or you went to a
(08:39):
training that gives you thewhole roadmap You're holding
onto a workbook with all of thefillings of plates.
You bought a course for $2,000that is sitting on the shelf and
you're like you know what,timney, I could knock this thing
out.
I'm going to tell you right nowif you could turn your
attention turn your attentionplease, turn your attention,
please to the thought on theright.
(09:01):
Vice spent all of the 27 daysout of the next 30, right?
So for the next month, you,your company, your team,
whatever it is and you spent all27 days to home run four days
or three days of yeses, one apiece, and they are north of 10,
20, 30, 40, $50,000.
You will totally show up andclean up financially whatever is
(09:23):
in front of you and you can goback to low ticket items Period.
There is nothing more true forme than thinking to myself do
you have the kind of offer thatis delicious to the market?
And let me tell you.
Let me, let me give you athought about what high ticket
really is.
I'm going to give you a thoughtabout what high ticket actually
is, because high ticket is avisual, visual representation to
(09:47):
the world of this, is the valuethat we see in ourselves, the
work we do and the offer that weput out into the market.
I always organized myself inthis way.
So one of the questions I usedto get early on when I get asked
about the business I sold.
So I was a business partner ofZeroth's Corporation and Hewlett
(10:10):
Packer and a bunch of otherlike hardware and software type
companies, and I got to sevenfigures, multiple seven figures,
by teaching other people tomaster what I had done and
knocking on doors and presentingsolutions to problems that were
inside of small businesses inthe physical local city.
In addition to that, we dabbledin places outside of our city,
(10:32):
in our region, and we fooledaround a little bit on the east
coast.
Now, transparently, I'm going totell you that sometimes you
need the small winds whileyou're waiting for the big wind,
but you still need to have twoor three fishing rods out.
Think about it like this youand I are headed out into the
ocean or we're headed out to gocatch something and, yes, we
(10:57):
need to be prepared for the bigfish.
But if you've ever really beenfishing, you know that you could
be there all day waiting onthis big fish.
You're waiting, you're pacing,you're pacing.
Some of you are drinking,drinking too much, but you're
pacing and you're drinking andyou're waiting, you're talking
and you're thinking about thebig fish.
So you have this rod over hereon the right.
(11:18):
It has a different type of abait that allows for you to
attract a different type ofopportunity, that allows for you
to gather a different type of a.
Yes, now the big fish.
What it does in your businesscycle is it changes the big fish
.
What it does in your businesscycle is it positions you to
(11:40):
have a large wind that fills thegap financially, physically and
emotionally inside of yourbusiness.
Here, your low ticket items orthe smaller items you can sell
here and there, and do they paythe bill?
Sure, do they allow us to putfood on the table sometimes?
Sure, are they important?
Yes, should you have one, notseven?
(12:03):
Yes, but you cannot.
For me, you cannot have a seaof small ticket items, building
a brand positioned for smallticket items and then miss out
on the fact that you just needone of these people to see us.
Now take a moment and reallypull this apart.
What would happen if Starbucksbecame your client next year?
(12:24):
What would happen if Disneybecame one of your clients this
year?
What would it do to your worldif the state became one of your
clients this year?
In the business I ran, I hadmaybe two to four of these, what
I call big whale, which in myindustry is called big ticket,
high ticket offers and closesevery year.
(12:48):
It is the reason why we stayedin the multiple seven status,
but I couldn't feed everybody inbetween on just these four wins
or two wins for the year.
We had to have smaller offers.
We had to sell products thatwere seven, eight, 10,000.
We really didn't sell anythingthat was under, I would say
$5,000, but we had to have themso we could pay bills.
(13:15):
I want you to think of it likethis when it comes to money 101,
I'm going to draw this out, I'mgoing to tell you and I'm going
to draw it out For me everysingle month.
I want you to think that mymonth goal is to have my five.
I'm going to call it big ticketso that it's true to me.
(13:38):
My weekly focus is on mid-level.
So whatever that is for youHigh ticket for us might be not
high ticket for us, but highticket for me back then was
anything that was six figures,like $150,000 was a big ticket
for me.
(13:58):
I'm going to say 100K.
Then weekly for me would be myweekly hunt, or the thing that
I'm looking to collect would beanything that's mid-ticket For
me.
That was about I would sayabout 20K.
You could say 10 or 15,depending on your business model
(14:19):
, but 20K to about 70K.
Now, 70k would still be closeto a big ticket and be awesome
for us.
I don't want to downplay thatat all.
My daily hunt, my daily if Ican try to figure out a spell
daily would be anything that's2K to about 15K.
The things that I should belooking for daily.
(14:43):
If you don't take this awayfrom it, take this away from it.
Daily big ticket, weeklymid-level ticket.
These are the things I'mhunting for, looking to close,
looking to position, and daily.
If you were, let's say you're acoach in the coaching industry,
(15:03):
the average coaching packagemight be anywhere from 10 to 25K
.
We'll call that high ticket.
We'll call mid-level ticketsomething like a retreat or an
intensive.
That's like I don't know athousand to maybe $5,000 or so.
Then we're going to call lowticket something different.
We're going to call low ticketyour book, your course, not your
course, but maybe theindependent class.
(15:25):
For us, that would be an event.
There's different ways ofthinking through what low ticket
would be.
For us, it's under $500.
I don't even know that's lowticket.
For us, under $2,000 is lowticket.
If I had to look at us in 2023,we're not selling anything
under $100.
I don't think we have it, otherthan a DTDT shirt in that
(15:48):
company.
But definitely an event, alarge-scale event that's priced
at $197 to $500 is a low ticketitem for me.
That is my daily push, but thetruth is that this model for me
doesn't make sense unless you'realso have a line over here.
You don't need 25 yeses of ahigh ticket offer in order to
(16:12):
win.
You just need one.
What would happen this year ifyou closed a half a million
dollar offer?
I've done that multiple timesin my career.
It is hugely, wildly satisfied.
It is ridiculously exciting.
It is absolutely.
You talk about confidence as aCEO, confidence as a salesperson
(16:35):
, confidence as a leader.
I don't want you to think thatI did it every month for the
last 20 years, but I've done itenough times that I could teach
someone.
I've produced.
I've produced, presented andclosed.
I've produced, presented andclosed a half a million dollar
offer.
And then let me say this beforeI'm done I've also produced,
presented and closed a milliondollar offer.
(16:58):
The reality is that whether I'mselling time services, a widget,
an experience, it doesn'tchange the fact that people are
willing to pay whatever it isthat solves their problem.
Just yesterday, I was readingabout this man who's a
billionaire, who is missing inthe ocean and he's from the UK,
and I was thinking to myselfabout the kind of money that
people just have access to toexperience things on this planet
(17:20):
and where sometimes I encounterpeople and this is for
everybody here, because this isthe name of the game we
encounter people who we thinklike for them.
They've made their ceiling thislow when it comes to just money
and what they can make, and sotherefore they operate in a
place of I'm, I'm, I'm can onlyhave access to or know someone
(17:41):
in this space.
But on the other side of it, Iwas thinking to myself there's
this guy who is missing in theocean and I don't know if he's
been found yet, but he went on atrip.
There's a company out there whosells and I didn't know this,
did you know this?
But there's a company out therewho sells excursions to go see
the Titanic.
At one, I would have never havethought about that.
(18:02):
Two, I didn't know that, thatthat that was there.
And three, I don't know.
I don't know anybody who haspaid for that.
I don't know anyone who wouldpay for that.
That's out of my price leak forsure.
I mean, tell you everybodytransparently, the ticket to
goes $250,000.
And I thought to myself howfascinating is it that I live in
a world, on the same planet,where someone bought a ticket to
(18:25):
go and see the Titanic and someform of, I think, a deep sea
excursion, I guess some form ofa underwater device.
It must be right becausethey're not walking down there.
But the reality is that it hitme as much as I was engulfed in
wondering and hoping that theydid find these humans that are
trapped down there.
I thought to myself about thefact that there were multiple
people that I've never heard of,that I don't know, on this
(18:48):
device, in this device, who hadthe money to pay $250,000 for a
recreational activity.
I want that to sink in.
I do not believe that all ofthem are handed money.
The other part of it is that Iknow for a fact that the money
is on the same planet that I'min and, as crazy as it sounds,
(19:11):
someone gave them a $250,000offer and they said yes to it
and it's purely recreational.
Clearly, if you have theability to solve a huge problem
inside of someone's life ortheir company, that's going to
change the way they live or takecare of their family or
experience life or employ people, clearly if someone's willing
(19:34):
to pay $250,000 for somethingrecreational, clearly we can
both see together that possiblysomeone's willing to pay
$250,000 for the life savingwork that you're doing.
Period, period.
I want that to sink in becauseit was such a moment for me.
Even as we have high ticketoffers and we have six figure
(19:55):
offers, I'm like I don't have ahalf a million dollar offer.
I've been saying this for along time.
I don't have one.
Come up with ideas on one.
I feel like I can you know, butit's the industry we'd have to
go into.
Just this morning I woke up andI said to myself that's it.
I'm not walking into the fallwithout a at least one good
(20:16):
offer that's north of 250K.
Is it because we're going to goturn all of our attention to go
and do it?
No, but I know one thing.
Okay, before I close, I wantyou to be clear on why I'm going
to make a decision.
Even though we have a sixfigure offer and we have an X
six figure offer that we havesold, which means if we have
sold a six figure offer, thatmeans that we clearly have the
(20:36):
ability to sell more than that.
The market cannot buy what youare not offering.
And for me, I'm like you knowwhat We've never offered a half
of?
We don't have it on a sheet ofpaper, we don't have it anywhere
, great, so it can't be boughtbecause we're not offering it.
There's a thought.
There's a thought.
(20:58):
How do you offer All you needto?
All it needs to go on a sheetof paper.
That's it A sheet of paper.
That's it.
With that, I say let the moneyseries continue.
I will see you later on todayfor multiple times in this day.
I believe it's 10 am, 12, 3 and6.
(21:22):
Yes, but today's differentToday is different.
We have to kill it, withTiffany happening at 5 o'clock
and I have one of the mostdelicious guests out there.
If you want to talk about highticket offer, what does it mean
to be behind a million dollars?
What does it mean to faceyourself?
This specific to kill withTiffany is for women only, as I
(21:43):
have a high initiative to say toevery woman that I encounter as
I begin a brand new journey formyself yes, I do want you to
want more.
So more for the woman who wantsmore, begins and gives birth
and gets birth.
Today, I can't wait to hear whatyou think about a high ticket
offer, if you have one up yoursleeve that you want to roll in
(22:05):
front of me.
You're like Tiffany.
Will this work, from the personwho spent 20 years building her
career and her life well,outside of the industry that I'm
in today and other arenas,whether it be tech or hardware,
software, food, like.
I want you to develop one inthe next 24 hours and I want you
to consider the fact that ifyou have one, then you give the
(22:29):
ability for the person who waswaiting for that solution to say
yes and it will change yourwhole year, I promise.
I hope that episode was amazingfor you and you are closer to
building the damn thing.
I can't wait to hear what yourthoughts were, what part you
loved and the action that you'regoing to go take, because the
(22:50):
truth of the matter is that theperson who wins is not the
person who gets there first,it's the person who takes action
first.
Now I've got a gift for you andit is at wwwstraftpustlecom.
It is imperative that you runthere and you see all types of
goodies, starting with the 7must-haves that you've got to
(23:11):
put on telling your story.
There is so much deliciousnessawaiting for you.
I would love nothing more thanfor you to go ahead and give us
a thumbs up and a 5 star reviewon not just this episode, but
this entire series of episodes,the entire series of how do you
build the damn thing, likealways.
If there's anything that we cando to make your weekday or
(23:33):
month better, please let us know.
And, more importantly, I can'twait to see you live, whether
it's at Data Damping Live or inone of our communities, or maybe
you're just hanging out with uson social media.
What I know to be true is thatI am meant to connect with you
somewhere, and I can't wait forthat day to happen and, more
importantly, I can't wait to seewhat you build.
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