September 30, 2023 • 21 mins
Imagine transforming your business approach and scaling to greater heights - that's exactly what we're bringing to your ears today. We make a promise to equip you with strategies to maximize your revenue, emphasizing the potential of high-ticket offers, the power of thinking big, and the need for setting realistic expectations for your team. We're not just thinking about hitting it big, we're swinging the bat multiple times to ensure we get there.
Creating a high-ticket offer is no small feat. We discuss the emotional and physical pressure involved, and provide insights on crafting the right offer for your market that keeps your business on a seven-figure status. We dare to ask: what would it mean for your business if a company like Disney, Starbucks, or the state became one of your clients this year? Together, let's explore the potential of high-ticket offers and how they can act as a catalyst in propelling your business to the next level. Tune in, and let's revolutionize your financial year together!
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:07):
You talk about money, money, money and more money.
Now, think about this for amoment.
It is really easy for us to go,okay, 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.
(00:30):
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
yourself how many times,realistically, are we going to
(00:53):
swing the bat?
How many times are we going toswing the bat in the next 30, 60
, 90, 120 days?
Not only how many times are wegoing to swing the bat, but 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 money, adding money,
(01:13):
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
(01:34):
.
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
(01:56):
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 wegenerated interest.
(02:18):
Let me give you the industrystandard.
So one out of every 20 touches.
So one out of every 20 touchesturn into we'll call it a lead.
So when we think about thisnumber over here, I want you to
think or say to yourself thisnumber is my lead.
(02:40):
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 startall over 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
into a lead, then five.
(03:02):
One in five turn into revenue.
So let me write the word leadso that you can screenshot this
revenue Bam.
So this is true.
One in 20 opportunities.
That means that you've actuallygot to go through quite a bit
(03:23):
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 my list?
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
you've got to swing the batsomewhere between 70 and 100
(03:44):
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
(04:06):
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 thanchances are if I get six home
runs for the month and I get$6,000, which is great, which is
awesome but I do that everymonth for the year and I'm only
(04:26):
going to make.
I say only, and I'm only or I'mgoing to, depending on where
you are I'm gonna make.
Trying to do the math, in myhead, it's like 80 some thousand
dollars, okay, 80 some thousanddollars for the year, which is
really good money, but that'srevenue.
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
(04:50):
$500 sale as it would athousand dollars sale.
As what?
A two thousand dollars sale asit would a ten thousand dollars
sale.
And as crazy as this is gonnasound, as it would a 40, 50, 60,
70, 80 thousand dollars sale.
And as wild as this might soundto you, even if you're like but
Tiffany, you don't understand.
I own a salon.
Our highest sales six, seven,eight hundred dollars for me
(05:10):
doing hair.
One time I go well, friend, whatif I told you that there was a
salon owner out there who wantedto learn your technique and
would pay you 15 thousanddollars to teach you the tech,
to, for you to teach them thetechnique or teach their entire
team?
The challenge is never thatthere's not the opportunity.
The biggest challenge is thatwe're often just thinking too
(05:32):
damn small.
It's never that we're notthinking big enough.
Is that we're just thinking toosmall?
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 money,money strategy and money
thinking in your world and inyour business by looking out the
door and saying, okay, well,I'm gonna back quite a bit.
(05:54):
If I'm gonna hit for home runs,let me hit for home runs of 25k
apiece.
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 25?
20, a lot harder for you toFulfill 25 yeses than it is for
you to fulfill for yeses?
If that made sense to you, canyou please just put like some
(06:17):
form of an emoji, a statementthought in response to that?
Because if I can really get youto see that it's easier for you
to fulfill four yeses versus 25yeses, it'll change the way you
think about like how do I adddollars to my bank account, or
what do we do next, or how do wego to marketer what's in front
(06:37):
of us.
That is probably one of theEasiest ways for you to hit a
home run and to hit a home runfaster.
Now the challenge for mewhenever I see people who say,
oh, we're gonna changeeverything and we're gonna turn
it all around with a low ticketoffer, it's not that your low
ticket offer is not great.
It's not that cleaning thechimney for 180 dollars Not
fantastic, because that doeslead to bigger sales.
(06:58):
It does lead to differentthings, but I will tell you this
Sometimes, when you need toturn things around, you need to
make things as least emotionallytaxing as possible, adding more
pressure onto a team, or addingmore pressure onto yourself, or
thinking, okay, I'm gonna turnaround money and I'm just gonna
(07:19):
do all these things.
Let me tell you from the womanwho has 700 ideas every week,
trying to execute 500 of them.
I'm gonna tell you this and Iknow you've heard it before, but
listen to me just because youcan do it doesn't mean you
should.
Just because you can see theroad, or you heard from a person
, or you have an idea for howthis thing goes, or Just because
(07:40):
you could see the path, or youwent to a training that gives
you the whole roadmap.
You're holding on to a workbookwith all of the fill in the
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 gonna tell you right now ifyou could turn your attention.
Turn your attention, please.
Turn your attention, please, tothe thought on the right.
(08:02):
I spent all of the 27 days outof the next 30, right?
So for the next month of theyear, you, your company, your
team, whatever it is, and youspent all 27 days to home run
four days or three days of yeses, one a piece and they are north
of 10, 20, 30, 40, $50,000.
You will totally sure up andclean up financially whatever is
(08:26):
in front of you.
You can go back to low ticketitems 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 megive you a thought about what
high ticket really is.
I'm going to give you a thoughtabout what high ticket actually
is, because high ticket is avisual representation to the
(08:50):
world of this is the value thatwe see in ourselves, the work we
do and the offer that we putout 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 ofZeros Corporation and Hewlett
(09:13):
Packer and a bunch of otherhardware 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
(09:35):
and our region and we foldaround a little bit on the East
Coast.
Now, transparently, I'm going totell you that sometimes you
need the small wins while you'rewaiting for the big win, but
you still need to have two orthree fishing rods out.
Think about it like this youand I are headed out into the
ocean or we're headed out to goand catch something and, yes, we
(09:59):
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 drinkingdrinking too much but you're
pacing and you're drinking andyou're waiting and you're
talking and you're thinkingabout the big fish.
So you have this rod over hereon the right.
(10:21):
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
(10:43):
have a large win that fills thegap financially, physically and
emotionally inside of yourbusiness year.
Your low ticket items or thesmaller items you can sell here
and there and do they pay thebill?
Sure.
Do they allow us to put food onthe table sometimes?
Sure.
Are they important?
Yes, should you have one, notseven?
(11:05):
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 say yes.
Now take a moment and reallypull this apart.
What would happen if Starbucksbecame your client next year?
(11:26):
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.
(11:51):
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.
So we had to have middle, wehad to have smaller offers, we
had to sell products that were 7, 8, 10,000.
We really didn't sell anythingthat was under, I would say,
$5,000.
(12:12):
But we had to have them so wecould pay bills.
So every I want you to think ofit like this.
So when it comes to money 101,I'm going to draw this out, I'm
going to tell you and I'm goingto draw it out.
So for me, every single month,I want you to think that my
(12:33):
month goal is to have my five.
I'm gonna call it big ticket sothat it's true to me.
And then my weekly focus is onmid-level, right?
So whatever that is for you.
So high ticket for us might benot high ticket for us, but high
(12:53):
ticket for me back then wasanything that was six figures,
like $150,000 was a big ticketfor me, but I'm gonna 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.
So for me that was about, Iwould say about 20K and you
(13:18):
could say 10 or 15, depending onyour you know, on your business
model.
But 20K to about 70K Now, 70kwould still be close to a big
ticket and it'd be awesome forus.
So I don't wanna downplay thatat all.
And then my daily hunt, mydaily as I if I can try to
figure out a spell daily wouldbe anything that's 2K to about
(13:40):
15K, the things that I should belooking for daily.
So if you don't take this awayfrom it, take this away from it,
okay.
So monthly big ticket, weeklymid-level ticket these are the
things I'm hunting for, lookingto close, looking to position
(14:02):
and daily.
So if you were like, let's say,you're a coach in the coaching
industry, the average coachingpackage might be anywhere from
10 to 25K.
So 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.
And then we're gonna call lowticket something different.
(14:22):
We're gonna call low ticketyour book, your core, not your
course, but maybe like theindependent class.
For us that would be, excuse me,for us that would be an event,
okay.
So 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 was lowticket.
(14:43):
But if I had to look at us in2023, we're not selling anything
under $100.
I don't think we have it, otherthan a DTDT shirt in that
company, but definitely anyevent.
So a large scale event that'spriced about $197 to $500 is a
low ticket item for me.
Now, that is my daily push, butthe truth is that this model for
(15:06):
me doesn't make sense unlessyou're also have a line over
here.
You don't need 25 yeses of ahigh ticket offer in order to
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 satisfying.
(15:28):
It is ridiculously exciting.
It is absolutely.
You talk about confidence as aCEO, confidence as a salesperson
, confidence as a leader.
Like I don't want you to thinkthat I did it every month for
the last 20 years, but I've doneit enough times so I could
teach someone.
I've produced.
I've produced, presented andclosed.
(15:48):
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.
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.
(16:11):
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
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
(16:35):
their ceiling this low when itcomes to just money and what
they can make, and so therefore,they operate in a place of I
can only have access to or knowsomeone 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,
(16:57):
did you know this?
But there's a company out therewho sells excursions to go see
the Titanic.
One, I would have never havethought about that.
Two, I didn't know that thatwas 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 and that's out of
my price league for sure.
Let me tell you everybody,transparently the ticket to go
(17:18):
is $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
go and see the Titanic and someform of, I think, a deep sea
excursion.
I guess it's some form of anunderwater 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
(17:41):
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
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.
(18:04):
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,
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
(18:26):
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 willingto pay $250,000 for something
recreational, clearly we canboth see together that possibly
someone's willing to pay$250,000 for the life-saving
(18:46):
work that you're doing.
Period Period I want that tosink in because it was such a
moment for me.
Even as we have high ticketoffers and we have six figure
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, but it's theindustry we'd have to go into.
(19:10):
Just this morning I woke up andI said to myself that's it.
I'm not walking into the fallwithout at least one good offer
that's north of $250,000.
Is it because we're going to go, turn all of our attention to
go and do it?
No, but I know one thing BeforeI close, I want you to be clear
on why I'm going to make adecision, even though we have a
(19:32):
six figure offer and we have asix figure offer that we have
sold, which means if we havesold a six figure offer.
That means that we clearly havethe ability to sell more than
that.
The market cannot buy what youare not offering and for me, I'm
like you know what We've neveroffered a half of?
(19:52):
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.
How do you offer all you needto, all it needs to go on a
sheet of paper?
That's it a sheet of paper.
That's it.
With that, I say Let the moneyseries continue.
(20:16):
I will see you later on.
Today, for multiple times inthis day I believe it's 10 am,
12, 3 and 6, yes, but today'sdifferent today is different.
We have tequila with Tiffanyhappening at 5 o'clock and I
have one of the most deliciousguests out there.
If you want to talk about highticket offer, what does it mean
(20:38):
to be behind a million dollars?
What does it mean to faceyourself this specific to kill
with Tiffany's?
For women only, as I have ahigh initiative to say to every
woman that I encounter as Ibegin a brand new journey up for
myself yes, I do want you towant more, so more for the woman
who wants more, begins andgives birth and gets birth.
(21:02):
Today, I can't wait to hear whatyou think about a high ticket
offer If you have one up yoursleeve that you want to run in
front of me.
You're like Tiffany.
Will this work from the personwho spent 20 years building her
career and her life Well outsideof the industry that I'm in
today and other arenas, whetherit be tech or hardware, software
, food like I, I Want you todevelop one in the next 24 hours
(21:26):
and I want you to consider thefact that if you have one, then
you give the ability for theperson who was waiting for that
solution To say yes and it'llchange your whole year, I
promise.
You talk about money, money, money and more money.
Now, think about this for amoment.
It is really easy for us to go,okay, 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.
(00:30):
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
yourself how many times,realistically, are we going to
(00:53):
swing the bat?
How many times are we going toswing the bat in the next 30, 60
, 90, 120 days?
Not only how many times are wegoing to swing the bat, but 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 money, adding money,
(01:13):
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
(01:34):
.
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
(01:56):
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 wegenerated interest.
(02:18):
Let me give you the industrystandard.
So one out of every 20 touches.
So one out of every 20 touchesturn into we'll call it a lead.
So when we think about thisnumber over here, I want you to
think or say to yourself thisnumber is my lead.
(02:40):
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 startall over 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
into a lead, then five.
(03:02):
One in five turn into revenue.
So let me write the word leadso that you can screenshot this
revenue Bam.
So this is true.
One in 20 opportunities.
That means that you've actuallygot to go through quite a bit
(03:23):
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 my list?
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
you've got to swing the batsomewhere between 70 and 100
(03:44):
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
(04:06):
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 thanchances are if I get six home
runs for the month and I get$6,000, which is great, which is
awesome but I do that everymonth for the year and I'm only
(04:26):
going to make.
I say only, and I'm only or I'mgoing to, depending on where
you are I'm gonna make.
Trying to do the math, in myhead, it's like 80 some thousand
dollars, okay, 80 some thousanddollars for the year, which is
really good money, but that'srevenue.
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
(04:50):
$500 sale as it would athousand dollars sale.
As what?
A two thousand dollars sale asit would a ten thousand dollars
sale.
And as crazy as this is gonnasound, as it would a 40, 50, 60,
70, 80 thousand dollars sale.
And as wild as this might soundto you, even if you're like but
Tiffany, you don't understand.
I own a salon.
Our highest sales six, seven,eight hundred dollars for me
(05:10):
doing hair.
One time I go well, friend, whatif I told you that there was a
salon owner out there who wantedto learn your technique and
would pay you 15 thousanddollars to teach you the tech,
to, for you to teach them thetechnique or teach their entire
team?
The challenge is never thatthere's not the opportunity.
The biggest challenge is thatwe're often just thinking too
(05:32):
damn small.
It's never that we're notthinking big enough.
Is that we're just thinking toosmall?
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 money,money strategy and money
thinking in your world and inyour business by looking out the
door and saying, okay, well,I'm gonna back quite a bit.
(05:54):
If I'm gonna hit for home runs,let me hit for home runs of 25k
apiece.
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 25?
20, a lot harder for you toFulfill 25 yeses than it is for
you to fulfill for yeses?
If that made sense to you, canyou please just put like some
(06:17):
form of an emoji, a statementthought in response to that?
Because if I can really get youto see that it's easier for you
to fulfill four yeses versus 25yeses, it'll change the way you
think about like how do I adddollars to my bank account, or
what do we do next, or how do wego to marketer what's in front
(06:37):
of us.
That is probably one of theEasiest ways for you to hit a
home run and to hit a home runfaster.
Now the challenge for mewhenever I see people who say,
oh, we're gonna changeeverything and we're gonna turn
it all around with a low ticketoffer, it's not that your low
ticket offer is not great.
It's not that cleaning thechimney for 180 dollars Not
fantastic, because that doeslead to bigger sales.
(06:58):
It does lead to differentthings, but I will tell you this
Sometimes, when you need toturn things around, you need to
make things as least emotionallytaxing as possible, adding more
pressure onto a team, or addingmore pressure onto yourself, or
thinking, okay, I'm gonna turnaround money and I'm just gonna
(07:19):
do all these things.
Let me tell you from the womanwho has 700 ideas every week,
trying to execute 500 of them.
I'm gonna tell you this and Iknow you've heard it before, but
listen to me just because youcan do it doesn't mean you
should.
Just because you can see theroad, or you heard from a person
, or you have an idea for howthis thing goes, or Just because
(07:40):
you could see the path, or youwent to a training that gives
you the whole roadmap.
You're holding on to a workbookwith all of the fill in the
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 gonna tell you right now ifyou could turn your attention.
Turn your attention, please.
Turn your attention, please, tothe thought on the right.
(08:02):
I spent all of the 27 days outof the next 30, right?
So for the next month of theyear, you, your company, your
team, whatever it is, and youspent all 27 days to home run
four days or three days of yeses, one a piece and they are north
of 10, 20, 30, 40, $50,000.
You will totally sure up andclean up financially whatever is
(08:26):
in front of you.
You can go back to low ticketitems 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 megive you a thought about what
high ticket really is.
I'm going to give you a thoughtabout what high ticket actually
is, because high ticket is avisual representation to the
(08:50):
world of this is the value thatwe see in ourselves, the work we
do and the offer that we putout 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 ofZeros Corporation and Hewlett
(09:13):
Packer and a bunch of otherhardware 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
(09:35):
and our region and we foldaround a little bit on the East
Coast.
Now, transparently, I'm going totell you that sometimes you
need the small wins while you'rewaiting for the big win, but
you still need to have two orthree fishing rods out.
Think about it like this youand I are headed out into the
ocean or we're headed out to goand catch something and, yes, we
(09:59):
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 drinkingdrinking too much but you're
pacing and you're drinking andyou're waiting and you're
talking and you're thinkingabout the big fish.
So you have this rod over hereon the right.
(10:21):
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
(10:43):
have a large win that fills thegap financially, physically and
emotionally inside of yourbusiness year.
Your low ticket items or thesmaller items you can sell here
and there and do they pay thebill?
Sure.
Do they allow us to put food onthe table sometimes?
Sure.
Are they important?
Yes, should you have one, notseven?
(11:05):
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 say yes.
Now take a moment and reallypull this apart.
What would happen if Starbucksbecame your client next year?
(11:26):
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.
(11:51):
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.
So we had to have middle, wehad to have smaller offers, we
had to sell products that were 7, 8, 10,000.
We really didn't sell anythingthat was under, I would say,
$5,000.
(12:12):
But we had to have them so wecould pay bills.
So every I want you to think ofit like this.
So when it comes to money 101,I'm going to draw this out, I'm
going to tell you and I'm goingto draw it out.
So for me, every single month,I want you to think that my
(12:33):
month goal is to have my five.
I'm gonna call it big ticket sothat it's true to me.
And then my weekly focus is onmid-level, right?
So whatever that is for you.
So high ticket for us might benot high ticket for us, but high
(12:53):
ticket for me back then wasanything that was six figures,
like $150,000 was a big ticketfor me, but I'm gonna 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.
So for me that was about, Iwould say about 20K and you
(13:18):
could say 10 or 15, depending onyour you know, on your business
model.
But 20K to about 70K Now, 70kwould still be close to a big
ticket and it'd be awesome forus.
So I don't wanna downplay thatat all.
And then my daily hunt, mydaily as I if I can try to
figure out a spell daily wouldbe anything that's 2K to about
(13:40):
15K, the things that I should belooking for daily.
So if you don't take this awayfrom it, take this away from it,
okay.
So monthly big ticket, weeklymid-level ticket these are the
things I'm hunting for, lookingto close, looking to position
(14:02):
and daily.
So if you were like, let's say,you're a coach in the coaching
industry, the average coachingpackage might be anywhere from
10 to 25K.
So 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.
And then we're gonna call lowticket something different.
(14:22):
We're gonna call low ticketyour book, your core, not your
course, but maybe like theindependent class.
For us that would be, excuse me,for us that would be an event,
okay.
So 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 was lowticket.
(14:43):
But if I had to look at us in2023, we're not selling anything
under $100.
I don't think we have it, otherthan a DTDT shirt in that
company, but definitely anyevent.
So a large scale event that'spriced about $197 to $500 is a
low ticket item for me.
Now, that is my daily push, butthe truth is that this model for
(15:06):
me doesn't make sense unlessyou're also have a line over
here.
You don't need 25 yeses of ahigh ticket offer in order to
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 satisfying.
(15:28):
It is ridiculously exciting.
It is absolutely.
You talk about confidence as aCEO, confidence as a salesperson
, confidence as a leader.
Like I don't want you to thinkthat I did it every month for
the last 20 years, but I've doneit enough times so I could
teach someone.
I've produced.
I've produced, presented andclosed.
(15:48):
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.
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.
(16:11):
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
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
(16:35):
their ceiling this low when itcomes to just money and what
they can make, and so therefore,they operate in a place of I
can only have access to or knowsomeone 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,
(16:57):
did you know this?
But there's a company out therewho sells excursions to go see
the Titanic.
One, I would have never havethought about that.
Two, I didn't know that thatwas 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 and that's out of
my price league for sure.
Let me tell you everybody,transparently the ticket to go
(17:18):
is $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
go and see the Titanic and someform of, I think, a deep sea
excursion.
I guess it's some form of anunderwater 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
(17:41):
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
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.
(18:04):
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,
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
(18:26):
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 willingto pay $250,000 for something
recreational, clearly we canboth see together that possibly
someone's willing to pay$250,000 for the life-saving
(18:46):
work that you're doing.
Period Period I want that tosink in because it was such a
moment for me.
Even as we have high ticketoffers and we have six figure
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, but it's theindustry we'd have to go into.
(19:10):
Just this morning I woke up andI said to myself that's it.
I'm not walking into the fallwithout at least one good offer
that's north of $250,000.
Is it because we're going to go, turn all of our attention to
go and do it?
No, but I know one thing BeforeI close, I want you to be clear
on why I'm going to make adecision, even though we have a
(19:32):
six figure offer and we have asix figure offer that we have
sold, which means if we havesold a six figure offer.
That means that we clearly havethe ability to sell more than
that.
The market cannot buy what youare not offering and for me, I'm
like you know what We've neveroffered a half of?
(19:52):
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.
How do you offer all you needto, all it needs to go on a
sheet of paper?
That's it a sheet of paper.
That's it.
With that, I say Let the moneyseries continue.
(20:16):
I will see you later on.
Today, for multiple times inthis day I believe it's 10 am,
12, 3 and 6, yes, but today'sdifferent today is different.
We have tequila with Tiffanyhappening at 5 o'clock and I
have one of the most deliciousguests out there.
If you want to talk about highticket offer, what does it mean
(20:38):
to be behind a million dollars?
What does it mean to faceyourself this specific to kill
with Tiffany's?
For women only, as I have ahigh initiative to say to every
woman that I encounter as Ibegin a brand new journey up for
myself yes, I do want you towant more, so more for the woman
who wants more, begins andgives birth and gets birth.
(21:02):
Today, I can't wait to hear whatyou think about a high ticket
offer If you have one up yoursleeve that you want to run in
front of me.
You're like Tiffany.
Will this work from the personwho spent 20 years building her
career and her life Well outsideof the industry that I'm in
today and other arenas, whetherit be tech or hardware, software
, food like I, I Want you todevelop one in the next 24 hours
(21:26):
and I want you to consider thefact that if you have one, then
you give the ability for theperson who was waiting for that
solution To say yes and it'llchange your whole year, I
promise.
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