Abundance Mindsets and the Art of Selling Without Selling, with Marc Von Musser

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What if everything you've been taught about sales is actually holding you back from extraordinary success? Marc Von Musser, sales expert and founder of Soar and Roar, challenges conventional wisdom with a refreshing perspective that could transform your approach to business.

Growing up as the son of a renowned photographer who captured 150 national magazine covers in a single year, Von Musser learned early that success comes not from transactions but from capturing essence and creating value. This foundation, combined with his journey from a nine-year-old newspaper delivery boy to Tony Robbins' director of coaching, has given him a unique lens on what truly drives sustainable business growth.

In this compelling conversation, Von Musser dismantles the tired notion that "sales is a numbers game," replacing it with a human-centered approach that produced staggering results—increasing Tony Robbins' coaching revenue from $2 million to $30 million annually, and product sales from $11,000 to $2.1 million in just six months.

You'll discover why competing on price is "a race to the gutter," how to position yourself as a trusted advocate rather than a salesperson, and why an abundance mindset unlocks creativity that scarcity thinking suffocates. Through captivating stories—from helping his tattoo artist brother generate $5,000 in just 13 days after making zero income, to explaining why he willingly paid $15,000 for a sauna available elsewhere for $4,000—Von Musser reveals the profound impact of heart-driven selling.

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Hosted and produced by Gary Pageau
Edited by Olivia Pageau
Announcer:
Here's your host, Gary Pageau.
The Dead Pixels Society podcastis brought to you by Mediaclip,
Advertek Printing andIndependent Photo Imagers.

Gary Pageau (00:18):
Hello again and welcome to the Dead Pixel
Society podcast.
I'm your host, Gary Pageau, andtoday we're joined by Marc Von
Musser, who is with Soar andRoar.
He's a sales expert, a longtimephoto guy back in the day.
We're going to talk a littlebit about that and he's coming
to us from California.
Hi, Marc, how are you today?

Marc Von Musser (00:39):
Oh, I'm blessed and grateful, excited, to be
here talking about some of mypassions and some of my
background.
So it's going to be fun.

Gary Pageau (00:48):
So, Marc, you're really well known for sales
expertise, like being a coach,helping people improve their
sales.
How did you get started in that?
What was your driver for that?

Marc Von Musser (01:02):
It's a great question, I would say.
I started in sales were backwhen I was nine and I started
recognizing that I had anopportunity to become a
newspaper delivery boy back inthe day.
Now I didn't do the math on it.
All I saw was $60 a month atthe end of the month.
Right, I didn't realize.
For 365 days a year I would bewaking up at four 30 in the

(01:24):
morning before school andgetting the papers folded,
packaged and delivered by sixo'clock in the morning every day
of the year.
But when you're that young,going door to door and that was
the first part of the equationthe second part of the math was
I realized that I had to go doorto door and sign people up and
then go the end of the month andcollect.
So but I was one of maybe fiveto six guys in the whole school

(01:47):
that had a paper route and thatgot me excited because 50 to $60
back then was a lot of money.
I was, I was, I was a lot.
So that got me started.
And then for the next God knowshow long I always found myself
that I could make five to 10times more money in less time
through sales than if I wasworking an hourly job and

(02:09):
somewhere along the lines Ilearned that there was a science
to sales.
And then I learned that there'sa new evolution of sales, and
so that's been tested.
I've done easily half a millionsales calls.
I've done probably 10 to 20,000doors knocked.
I've met with over 10,000people.
So I've sold pretty mucheverything, and I was never one
I would test something to see.

(02:30):
Is it really true?
So I was more of almost like asales engineer as I went through
it.
But that's how I got startedand I just loved it.
I loved I was more intrigued bygetting a yes or a no, but
understanding why I got the yesor why I got the no, and that's
kind of what took me that deepinto the rabbit hole.

Gary Pageau (02:48):
You know, one of the things that I find with
people who are like sales people, right, you always hear the old
saying, which is you know yougot to get.
You know nine no's to a yes,and the driven salespeople love
to get those no's because theyknow it's going to bring them
closer to a yes.
Was that your philosophy, orare you more into trying to
figure out why the no's arecoming into place?

Marc Von Musser (03:11):
Originally.
The only benefit to thatthought process is that, if I
can, it's a catch-22.
On one hand, if I can get myhead around that, it's a numbers
game.
I know that in a hundred people, for example in photography, if
a hundred people walk throughthe door, at least five or 10 of
them will be buying a photopackage, for example.
Right, so there is a numbersgame.

(03:32):
But that's the trap.
If I shift my thinking, where Istart thinking about these are
people just like me with a realproblem.
Now, all of a sudden, I couldbe adding value to everybody,
even if they don't enroll or not, and that little shift made a
huge, huge difference in theability to enroll people Once I
got past looking at them as anumbers game.

(03:54):
It's one of the big flaws intraditional sales training.
People sell.
Oh, it's a numbers game, andI'm categorically disagree.
It is a human game.
It is a huge serviceopportunity.

Gary Pageau (04:03):
Okay, that's interesting.
You're saying that becauseagain I hear that all the time.
Right, you just got to keepplugging away.
It is a numbers game.
You know for every nine to goget one, and so you just got.
You're just.
If you're not succeeding insales, you're just not talking
to enough people.
And there's some truth to that.

Marc Von Musser (04:18):
Yeah, there's some truth to that.
But there's another higherevolution, which is if I
recognize every single personthat I'm going to talk to has a
need and I might not be the oneto fill it, but if I could
identify what their needs are,their problems are, help them
solve it.
That's, for example, when I wasselling high ticket coaching.
Everybody that came through wasfunneled through a filter.

(04:39):
You know, they came through thehigh ticket funnel.
They saw an ad on Facebook,they came, so they're qualifying
themselves down.
But Most of the companies had abelief, like you're just saying.
Most of the competitors said oh, it's a numbers game, just make
as many offers as you can andyou'll make money.
Well, in the industry it was 4%to 8% was the enrollment rate,
with a 40% cancellation rate.
I looked at it as human beingsand I said stop selling people

(05:04):
and start enrolling them intheir dream.
And we had a 30% to 40%enrollment rate with a 3%
cancellation rate, because westopped trying to close people
and started saying hey, gary,let's have a real conversation.
What's your goal, what's yourdream, what's stopping you?
What's the hardest part of nothaving it?
And getting them clear on thepain of not having their
greatness and not having theirdream, and those people would

(05:26):
step up at a much higher levelthan when I try and look at them
as a number and just hammerthem like the wolf on Roll
Street and some of those old,antiquated, outdated strategies
Buyers and anything me included,you included, the listener
included we're tired of beingsold to and closed.

(05:46):
What we want is an advocate.
We want somebody that is anexpert in their area, who can
offer real advice, steer us in away and to say, hey, here's
what it is, and again, givingthem the honor to make their own
decision, and I'm going to givethem all the ammo to make that
decision, but it's theirdecision.
If you close somebody and usepressure or posture to do it,
that's a big reason why thecancellation rate and that's a
big reason why most people hatesales, because it doesn't feel
good and it's not the best way.

Gary Pageau (06:08):
Right, Incidentally , you do have a photography
background in your in yourfamily.
Your father was a photographer.
Do you think that's where youlearned some of that sort of
instinctively seeing how hehandled his portrait clients?

Marc Von Musser (06:20):
That's a great question.
Yeah, my dad was a phenomenalphotographer.
He was amazing and, like youand I were talking before we
started, the photographer intheir eye.
We used to talk about callingtheir eye.
Their ability to see what otherpeople miss is part of what
makes a great photographer.
Now it's a different game withwith technology and that's a
whole nother level of study thatsomebody is going to need to

(06:41):
understand how to maximize it,and I have massive respect for
the people that know how to dothat.
I loved I grew up, like I said,I grew up in a dark room.
My dad had a dark room atalmost every house we lived in
and I just love the smell.
It sounds crazy.
I love the smell of thechemicals.
I love being able to, you know,make my own all of that and, oh
my God, it's such great.
But it certainly did play adifference because my dad would

(07:04):
want to go ahead.
He didn't compete on price ever.
He would go ahead and look tocreate.
He did some amazing photographything.
Like I told you, in one yearthey did 150 national covers,
magazine covers.
He also, before that, was thesupervisor of photography at
intent.
So he was looking at using thetool of the camera to capture an
essence.
And again, as I got older andstarted coaching even people in

(07:24):
the photography industry, I saidquit selling pictures and start
selling memories, startcapturing memories in those

(07:44):
magical moments.
People will pay a lot more forcapturing an essence.
And what is it?
Annie Leibovitz is a greatexample of that.
She got very, very famous fortaking the ultimate photo of a
person, right and how.
He was a guy I worked with.
He was an amazing photographerwho started the beefcake
calendars and the male calendarsback in the day.
Right, but he was able tocapture the male form.

(08:07):
There's tons of people thatcapture the female form in a
great way, but the male form.
There's tons of people thatcaptured the female form in a
great way, but Cal Yee capturedthe male form where he had the
looking good calendar.
It blew up and went viral.
He couldn't get it anywherebecause it would sell out, but
he'd captured the essence of amasculine man, unlike any other
photographer.
So he he elevated just takingpictures and that's why his
calendars and his magazines andit was just some fun stuff, but

(08:30):
I would say it's certainly mydad's input had a big, big
factor in me getting to look atthings differently than
everybody else.

Gary Pageau (08:37):
Obviously not wanting to spend too much time
on the portrait side of theworld, but obviously the world
has changed a lot in terms ofcapture.
Right, because there's a lot oftechnology and cameras now
obviously iPhones, things likethat where they can improve
pictures or whatever.
They can't replace what aphotographer does.
So in any industry where youhave technology sort of

(08:58):
enhancing the talent of theperson doing it, how do you
distinguish yourself from thecompetition?

Marc Von Musser (09:07):
That's a great, great point.
And this gets back to somethingwe talked about before we
started, which was competing onprice is arguably one of the
dumbest things and the worstways to differentiate yourself.
If you do that, it's a race tothe gutter for the lowest price
because there's always somebodygoing to come out of China that
can beat your price.
The best place to positionyourself, to differentiate
yourself is on value, is onservices, customer services, on

(09:30):
input.
So one of the things I liked inphotography and the people that
own camera stores and peoplethat sell.
I will pay more if I know theperson is going to show me how
to use it, if they're going togive me tips, if they have
ongoing training, if they couldshow me, for example, I even buy
stuff which I haven't evenopened, but I love the concept
Somebody that's telling you howto be a pro photographer with an

(09:54):
iPhone.
Now it sounds crazy, but I endedup buying this guy's program
because I watched what he didwith it and it's like knowing
that somebody can show me how touse what I've already bought,
or I will buy the products whenthey tell me.
For example, in my home studio Ihired a different guy to show
me how to set up your lighting,a three light system and all
these different things, and sothey're differentiating to say,

(10:17):
hey, don't just do a podcast,make sure you look great, and so
I will pay for that service, asopposed to just trying to buy
it myself.
There's always going to be yourdo it yourself people, but the
giant segment of people who aredesperate to find advocates in
the area.
They need help.
And if you position yourself Idon't care if I'm selling camera
equipment, I don't care if I'mselling how to use it Become the

(10:39):
advocate and really take astand for people and show them
what they're missing.
And if you're going to doanything, do it well, and so
that what I would say is a bigpart of it is you want to
differentiate yourself.
Add more value and find a wayto differentiate yourself by
creating that advocacy forpeople and show them how to get
more bang for their buck out ofwhatever it is you're selling

(11:01):
body or something like that.

Gary Pageau (11:02):
It's the same one B&H or Adorama or Horonosis is
selling right, so you almostfeel compelled to compete on
price on that, and you're notbuying at the volumes they are
so, but okay, so let's breakthat down.

Marc Von Musser (11:19):
So, for example , for every person that says I
need to go buy the Mark V, right, I'm going to go buy this
camera, this base, whatever,this lens, okay, If you have a
professional photographer whoknows exactly what it is he
looks for, yes, he can gocompete on price.
The second thing is he's goingto be looking at what is the
customer service?
What is the return policy?
What if it gets in shipping?
It gets damaged.

(11:40):
I've had that happen Somethinggets shipped, it's damaged and
now I have to send it back andI'm out of pocket for three
months or two months becauseit's going back to China.
That is not acceptable.
So now I need something as wellwhere the person can do that.
Customer service in Zappos is agreat example.
They sold shoes.
Nobody's going to buy shoesbecause, again, I have to try it
on.
Women have to try on theirshoes.

(12:01):
It was absolutely the wrongjudgment because they did do it
and they did it based oncustomer service.
If you had a problem, with theshoe they'd send you another one
before you even shipped it back.
And all of a sudden, millionsand millions and millions of
people were buying their shoesfrom Zappos.
They were paying more for theprivilege of not having to go
and sit there and try on 30 pairso you can compete on price.

(12:24):
But the bulk of the people,they don't know what's the
difference between the Canoncannons and the Nikons and the
Mamiya's or in some of thesedifferent cameras.
They don't really know.
And so when I would go inwhether it's a lens and again,
like a telescope I have atelescope here and I had another
friend that had a huge one Iwouldn't know which one to buy.

(12:45):
And that's where it comes intoplay, where you can position
yourself as hey, rather than meselling you a camera.
Why don't we sit down, take 10minutes, you tell me what your
goals are, show me what you'relooking at, what's your price
budget, and then guide them tothe best camera for them.
They're going to be able tosell a lot more cameras, and
that's what most people don't.
They're so busy trying to sellsomething, but they're skipping

(13:06):
the part two.
To help clarify for the buyerwhat they need and what's best
for them.
I'll give you one example onloans.
Okay, so I was a real estateloan broker for not loan broker
but a real estate broker formany, many years.
And I remember during this wasbefore IndyMac and the whole big
short happened and I rememberpicking my lender based on

(13:27):
somebody and I said all I expectfrom you is to treat every
client I send you like they'remy mom personal thing.
I will funnel you a ton ofpeople.
Just take care of them likefamily.
He goes oh, absolutely so allof a sudden I send them.
I send them the first one.
I sent him 38 loans in one yearand I noticed every single one
of them was getting put into anoption arm, which was the start.

(13:51):
At 1%, it can go up to 3%, 5%,8% as the interest rate changed
Now every now and then.
That was okay.
But even my people that wanteda fixed rate, the conservative
buyers, they were getting put inan option arm.
And I asked him and I said, bob, why is every single person?
And he basically lied to me andhe said, oh, they just they

(14:17):
changed their mind.
They wanted the option arm.
Well, math doesn't math up.
So I finally found out on afixed loan he was only getting
one point, which means on a$500,000 loan he would make
$5,000 to do all the paperworkand make sure it got closed
5,000 bucks.
On an option arm, he got fivepoints.
He made $25,000, but it getsworse.
At the end of the month,whoever had, if they had enough
qualifying option arms, they gotan additional five points and

(14:41):
it gets worse.
So now he made $50,000.
Then six months later theyrefinanced them all and now they
did it again and he could makeanother.
He could make a hundred thousanddollars from one $500,000 loan
and all of a sudden the industryknew it was a Ponzi scheme.
The industry knew it was goingto collapse and I was vindicated
when that happened.
Well, that's the same kind ofthing where it's like most

(15:04):
people selling, or sellingsolely for what has the highest
profit, what they make the mostmoney in the least amount of
time, instead of serving theclient.
He ended up losing me as a, asa referral partner, because he
was not serving my clients atthe level I had asked him.
He was not being honest with it, nor were most of the lenders,
so that again not good.

Gary Pageau (15:24):
Well see, I'm.
I looked at it as that, youknow.
You said to Bob hey, bob, treatmy clients like family.
Maybe he hates his family.

Marc Von Musser (15:33):
That's a great variable.
I didn't think of that, but youabsolutely could be right.
I mean, there's always thatvariable in there, right?

Gary Pageau (15:40):
Yeah, that's a great one I mean this stuff
sounds great in theory, right?
I mean the idea that, oh treat,everyone spend 45 minutes on
the camera counter trying tosell this guy a lens and to be
you've educated him and he maygo off to be an agent by it, but
that's okay, cause you buildthis relationship.
Yeah, now, obviously there'speople who are like, listen, I'm

(16:01):
paying that guy to spend 45minutes at the counter telling
somebody that he's going to gobuy a lens from B&H.
So what's the reality check onthat?
Do you have any information ordata that says you know what?
That there is actually a pot atthe end of the rainbow for that
procedure?

Marc Von Musser (16:17):
Well, there is Penny wise and dollar foolish.
It's an old wives tale thatwe've heard, and what happens,
though, is that, again, I'm notgoing to take away from the guy
who knows his camera equipmentbetter than you and I combined.
He he's going to go out thereand get exactly what he's
looking for, but that's not thebulk of the market.
I don't.
Uh, somebody I know I helpedhim um in other areas, and then

(16:37):
I've helped lenders do it aswell.
Uh, even somebody I know sellsguns.
They work in a gun store, rightSecond Amendment person and
they teach people for homesecurity.
They teach gun safety classes,home protection, et cetera.
Ninety nine percent of thepeople that walk in there are
moms and pops, normal peoplethat come in and say, hey, I
need to get a gun, and insteadof him selling the one that

(16:59):
makes the most money, he says OK, great, let me take a step back
.
What are you hoping to get?
Well, I want home protection, Iwant this.
And he's like do you have anyexperience with a gun?
How much are you looking toinvest, et cetera?
How often are you going to goto the gun range?
He goes through a whole seriesof questions to find out what
they need and I didn't realizethere's such a big difference.

(17:24):
We think, oh, buy the dirtyHarry gun 45 caliber, blow your
head clean off, right.
And so for years people werebuying the 45, not realizing the
liability the 45 will not onlykill the intruder, it'll go
through the next house, the nexthouse and kill the neighbor
three doors down, right.
Think of those things whenyou're an untrained person with
guns.
And this person was like well,the you know 38 special is good,
but some of the different onesI'm trying to remember which one
.
He said, but don't go with thatone.

(17:45):
And he also talked about ashotgun or certain the other
ones.
But he became the salesman, thenumber one salesman, and very
few people competed on pricebecause they were walking in
there.
They weren't saying, well, Ican go get this at Walmart or I
could go get this at guns andthings, because he was
developing a relationship.
And the other part too, to thesame thing with cars some of the

(18:06):
car salesmen, right, instead ofselling people.
If you study some of the topsalespeople they're very good at
I'm not talking about the onesthat churn and burn, but the
ones that do that is they'regoing to get very good of, okay,
so talk me through this howmany people are you looking to
have in your family?
How often do you drive?
Where do you go?
And they're going through, andthen, based on that, they can

(18:27):
say, hey, for the money.
Take a look at this one.
It's just one of those thingswhere there's another byproduct
in sales that no one talks about, and that's the byproduct of
being a con man.
When you look at Jordan Belfortin the just lie your ass off,
which was a lot of what'sintegrated and woven into
traditional sales, there's areason he became a drug addict.

(18:47):
I can't.
I can think of half a dozen toa dozen sales trainers who were
big in sales who all had a drugproblem or an alcohol problem.
Why is that?
Because they were lying, andthe core identity of a human
being doesn't feel good whenthey do that.
They knew they were lying,right.
Jordan Belfort knew he waslying when he was telling
somebody to buy this stock thatwas not even going to make it
through the week.

(19:08):
Taking people's retirement.
He screwed $250 million out ofgrandparents and he's paid back
$2 million.
There's a reason that he wastrying to numb those voices.
So if you want to be great, youhave to do the right thing.
You have to get in alignmentwith being an advocate for
people and that was part of thewhole core of heart-driven
selling.
That I started to notice whenmoving away from the heart of

(19:30):
the numbers it's a numbers gameand to serve people.
Now the other by-product is youwake up proud of what you do.
Second part is you wake up tothank you, thank you, thank you
emails.
The third part is you startwaking up to other referrals.
Right when I was at Tony Robbins, I took over the sales training
for Tony Robbins.
I was his director of coachingand their sales teams were not

(19:51):
performing.
So they saw what I did with thecoaching department, something
I had never sold before.
But again, I followed the sameprocess and we went from 2
million to 30 million a year incoaching sales.
And the other part that wenoticed is that when I shifted
to the process I did, which wasserve people, we went from
$11,000 in product sales sellingTony Robbins products to 2.1

(20:12):
million in six months.
We went from $17,000 in eventsales to 4.8 million in six
months.
And so that's the part two.
That's going to make or breakbusinesses.
That you won't get when you'rejust buying on price is the
refer.
You can build a referral armywhen you serve people and I'll
give you an example.
Specifically, I bought a sauna.

(20:32):
Now I could buy a saunadirectly from China for anywhere
from one to $4,000, a greatsauna, right.
I did not have certainty thatthey were going to deliver.
I had never bought an Asanafrom China.
I saw all the ads.
I also was looking onmarketplace buying Asana on a
resale marketplace marketplaceone to five grand same thing.
I ended up spending $15,000 onAsana and I was happy to do it.

(20:54):
When I got on the phone withthe person and I said hey, I'm
up in Big Bear, it's cold, it'shere, I have this space.
I, I want a three person.
Next thing, you know, shedidn't con me into buying a
fifteen thousand dollars.
She asked me what I was goingto use it for, how often I was
going to use it, what my intentwas.
So health became a concern.
I wanted low emf.

(21:14):
I didn't want the chemicals.
I wanted, uh, what's called ahybrid.
So it has the traditional saunaand it also has infrared.
Next thing, you know, I Ibought that.
She was so good at walking methrough the process I had some
delivery issues.
She was so good at solvingthose.
I have referred a bunch ofpeople to her so that one sale
has turned into probably fiveadditional sales because they

(21:36):
were so good in the process andI paid five times more than what
I was going to pay.
Cheap is not always the placethat people will go.
People want the experience andthat's a big part that people
underestimate.

Gary Pageau (21:48):
Well, you always have to recognize too and I
think you touched on thisearlier.
You know not everyone is yourcustomer.
Now clearly you're.
You know you've got means tospend $15,000 on a sauna, so she
kind of qualified you on that.
Probably if someone was nothave the ability to do that,
they probably wouldn't havecalled her in the first place.

Marc Von Musser (22:08):
That's right, and they could have very much.
And that's a great point youmake, gary, which is I'm not
here to sell everybody, I'm hereto enroll people I can serve.
And when you start tounderstand, it's kind of like if
most people don't know whotheir audience is, they're
trying to sell everybody.
Right, that's about them,exactly.
And part of it is finding outwhat the person needs, and I did

(22:30):
this too.
I'll give you an example, afunny story.
So part of the way that I tookour company from $11,000 to $2
million in product sales was, Isaid to the coaches, because I
was the director of coaching, Isaid guys, serve the client,
that is your number one rule.
And so all of a sudden, afterwe were doing that was in six

(22:53):
months, by the way so we'redoing about $4 million now in
product sales I get called intothe office of this chief
financial officer who startswagging his finger at me saying
did you tell your, our clientsthat they could go buy a product
from Jack Canfield, the guyfrom chicken soup, from the soul
?
And I said well, honestly, Idon't know the call, but it's
quite likely you go.
What do you mean?
And I said our job is to servethe client.
They're paying us on averagefour to $12,000 a year for

(23:13):
coaching.
We're going to offer resources,input and help them get to
their goals.
Right?
So he's going back at me and asI did that, I started to ask
him and I said the person Iworked for had three national
New York times bestsellers, butJack Canfield had 39.
He's the most successful authorin American history chicken
soup for the soul and he sold500 million books.

(23:36):
And he was teaching a course onhow to write a bestseller.
So I looked at the CFO and Isaid so how many has this person
sold?
Our boss?
Three.
Does he teach people how towrite a New York times
bestseller?
No, how many has Jack Canfield?
500 million, and he's teachingpeople.
Again I said do you want me togo back to your way, where we
slam everyone with our productsand you get $11,000 in product

(23:58):
sales, or do you want my way,where you can make $4 million in
product sales?
Right, because if you want, I'mgoing to do it my way.
If you want, I'll do it yourway.
What do you want?
He took my way, but in hismindset though, he was so
short-sighted, thinking he'slosing money by steering
somebody to somebody else.
And in reality, this person wasso thankful they brought in
more coaching clients, right?

Gary Pageau (24:39):
no-transcript back in the day that we always used
to run into looking into, likeyou know, photography customers,
right, is that the beliefalways was when people were back
in the day of processing filmat, you know, they drop it off
in the box, the overnight box.
But they'd also take some rolesto a one hour lab, right, right

(25:01):
, and the idea was it was thatnobody had 100% of their correct
, their business, right, and you, just once people started
realizing that you could thenkind of adapt and kind of
increase your value to say,listen, I need to create, if I'm
competing against the overnight, what can I do to get more of
those roles as opposed to andthere may be times when the
overnight thing is a good option?

(25:22):
In fact, some of those peoplewere doing one hour and actually
did some overnight work too,because they, they, they would
set up a drop box.

Marc Von Musser (25:28):
Yeah, and that's a great point.
The other part, too, is there'snothing stopping us from adding
more value to the clients thatwe do have.
Right, instead of just tryingto get more rolls through the
door.
What other services could Igive them as well?
For example, you could sellthem additional film.
You already know they're out offilm.
They're going to need more film, so you could have a discount.
There's no marketing expense,so you could save some money

(25:50):
there.
And by getting them on amonthly is an example, you could
go ahead and get them couponsor discounts and collaborate
with photographers in the areathat might be doing I don't
remember what it's called, butyou know no-transcript and

(26:34):
frequency is also one of thekeys to unlocking creativity,
which you're going to need ifyou're going to market
effectively.

Gary Pageau (26:40):
So just for a definition there what do you
mean by an abundance mindset?
Because that sounds almost likecoach speak right, so let's
build this down to real worldspeak.
What does that mean?

Marc Von Musser (26:51):
Abundance mindset is that if I think, for
example, there's not enoughpeople.
I'll give you an example.
My brother was a tattoo artistand he was in San Clemente,
california.
He's a tattoo artist and he wasdoing pretty well but all of a
sudden his sales stopped.
I listened to his language andall of a sudden he's like well,
mark, all the Marines are goingout and they're all deployed and
there's 20 new tattoo parlorsand and nobody has money for

(27:14):
tattoos right now.
And it's it's really tough.
All the tattoo notice mylanguage.
All the tattoo parlors arestruggling.
There's too much competition.
My Marines, which is theirbiggest demographic of clients,
they were all deployed.
None of what he said was true,but in his mind it was true.
So part of what it took me agood day to get his head out of
his rear, cutting off his oxygen.

(27:37):
So I got him and I said,freddie, this was on the 18th of
the month.
He had made no money and he wasworried he wouldn't be able to
pay his rent for his shop orrent for his house.
So I said, freddie, I got himback, I said what you said is
not true.
I said all the Marines are notdeployed because that's a
teaching universe, at school ofinfantry.
They're not deployed.
They're not deployable.

(27:58):
There's thousands and thousandsof Marines there.
So I got him back into whatwould make you do a happy dance.
He said, well, $5,000, $5,000,.
A good month for him was 10,but he had made no money right
now.
He couldn't pay rent, so 5,000would have got him going.
So I got him connected to 5,000.
How would you feel?
What would you do?
And then I said, because hecouldn't see anything other than

(28:18):
his blind spots.
So all of a sudden I said Fred,creativity is not just being
able to do art and tattoos.
I said creativity is problemsolving.
So I said if you were going toget a $10 million benefit by
making five grand, what wouldyou do?
What special could you offer?
Et cetera, et cetera, et cetera.
Now he also was not good inbusiness.
He didn't have an email listfor his clients.

(28:39):
He didn't know how to get ahold of him.
He had no money for marketing.
All to get ahold of him.
He had no money for marketing.
All of a sudden, freddie startsgetting connected to five grand
.
Long story short the last dayof the month he calls and I
spoke with him almost every day.
Until then he made $4,987 in 13days.
And he goes.
I just realized the last personthat walked through the door.

(29:00):
She was short 13 bucks, so hehit the number.
And then again the next monthhe did 10.
And then the third month hewent back to zero.
Because he shifted his mindsetfrom abundance.
There was always enough peoplethere, right, there was always
enough people that wantedtattoos.
There was enough people in a,in a city with 200,000 people
and the Marines, which is 50,000Marines, there was more than

(29:21):
enough people.
But his belief system made himblind to what was possible.
I took away the blind, hestarted making money.
He put the blinds back onbecause, oh, that somebody said
they're doing it cheaper downthe road Didn't matter.
When he made five and $10,000in that month, they were still
charging less.
But his mindset so an abundancemindset is recognizing that

(29:46):
everything you need we live in aworld with 8 billion people.
We live in a world where youcan have a global business.
There's no shortage of peoplethat are looking for your
service.
The question is are you goingto find a creative, unique way
to get in front of them, offerthem a value?
And that's what most peopledon't do, but there's an
abundance of opportunity.
There's abundance of peoplethat need help.
There's an abundance of ways tomake money.

(30:08):
There's an abundance of ways tobecome a millionaire.

Gary Pageau (30:10):
Can it really be that fast?
I mean, how are some of theways?
I mean, can people reallyexpect to see results this
quickly from that sort ofactivity?

Marc Von Musser (30:19):
Very much.
There's another friend of mine.
He had just taken taken 22 days, went to the cancun, took 13 of
his family members to cancun.
They had a blast.
It was the dream of a lifetimetrip.
He comes back and startedwhining on the 23rd saying, oh
my god, I haven't made any money.
And I said, doran, could you dome a favor and just zip it up
for a second?
I said you've just spent threeweeks with your family doing

(30:40):
what very few people on thisplanet can do, right, I said?
I said, instead of honoring howmuch, how great you are for
being able to take 13 familymembers and fly them down there
and have a great trip, you'renow whining.
I said do you want to get richor do you want to keep whining?
Again, I'm, it's part of thesoftness, right?
I'm just joking.

Gary Pageau (30:57):
So I said it in a very caring way.

Marc Von Musser (31:00):
Yes.
So I get with them.
And I said Dorian, I said,let's get back to what do you
want?
What do you want more?
Do you want to spend the nexteight days bitching and moaning
about how you haven't made anymoney, even though you've made
no phone calls in the last month?
Or do you want to make ahundred grand?
He goes, let's make a hundredgrand.
I said, great, okay.
So we did the same process.
I said how many people in yourarea need help?
How many B backs can you call?

(31:22):
How many can you do this?
How many Facebook lives can youdo?
So he did that.
He made $130,000 in the nextnext eight days and then he
forgot somewhere along the linethat next month he was going to
do it again and we dealt withthat later.
But you absolutely can't rightnow.
Everybody listening, if youreally honestly looked at, how
many people have they reachedout to to say, hey, how can I

(31:44):
help?
And the answer is usually verylow.
They may be post every now andthen on Facebook, which is a
very reactive method.
It's better than nothing, butit is not going to drive
immediate traffic, the directreach out by comparison,
especially somebody, for example, that has a photography studio.
They have emails from everyonethat's walked through those
doors or express interest.
How could I call them?

(32:05):
How can I email them?
Hey, create a special right nowand you can generate a ton of
money.
And it might not be yourultimate solution, but I firmly
believe that on most people'scell phones right here, there's
over six figures to sevenfigures of business on your cell
phone right now.
But most people lack theability to know how to reach out
to them without being spammy orsalesy, and there's ways to do.

(32:28):
That, which is part of what wedo in the training, is teaching
people how to make money fromany platform, whether it's paid
traffic, organic traffic, emailmarketing, stages, local
community event mixers.
There's always a way for thecommitted and there's always
excuses for those that aren't.

Gary Pageau (32:43):
So where can people go for more information about
your programs and what you offer?

Marc Von Musser (32:50):
I would say start with.
There's a couple of placeswwwsoarandroarcom, and also I
would say markvonmustercom, andI'll spell it
M-A-R-C-V-O-N-M-U-S-S-E-Rcom,and start there.
There aren't too many things.
For example, gary, that Ihaven't figured out creative
ways to sell and make a lot ofmoney for people.

(33:13):
My favorite two one was for IBSirritable bowel syndrome.
How do you sell irritable bowelselling solution?
Well, I went back to the drawingboard.
I put myself in the mindset ofsomebody that high IBS,
everything that was costing.
We articulated a message.
We got very clear we use paidtraffic.
In this person's case, he was anaturopathic doctor.

(33:34):
We got him to $3 million a year.
There was another person talkingabout teaching handstands.
Now their competitors werecharging $97 and 497 for an
online handstand program.
We helped them build a programfor $9,000.
He made $20 million sellinghandstands.
Now, why?

(33:55):
And again, I had to think thatthat was me looking at the ad.
What would inspire me, and itreally wasn't about the
handstand, it was knowing how toarticulate the message in a way
that, for an achiever who stopsachieving, it's one of the
scariest places there is where,all of a sudden, you're like
what's the point?
Very similar to a doctor,spends 15 years becoming a
doctor.
They get there and they hatetheir life.

(34:16):
Now what You've reached thepinnacle and now you're
miserable.
So that was the sort of thing,too is about doing the
impossible is normal forachievers, and so it was a way,
as a metaphor, to teach them.
It's not about the handstand,it's about claiming your
greatness and always being ableto do impossible, and that's how
we did it.
And and it's just one of thosethings, if your product solves a

(34:36):
problem, you can sell it, andyou can sell it at a much higher
level and again, but you've gotto get rid of the old, outdated
thinking.
It worked in the past, butbuyers are so inundated.
Where everybody is trying toget buyers don't feel safe to
have an honest conversation.
So you have to learn how tocreate that safe space, know how

(35:09):
to pull out the truth out ofthem, and when you do that,
people will buy.

Gary Pageau (35:13):
Awesome.
Well, listen, mark, this hasbeen great.
We've covered a lot of topics,from IBS to photography.
I'm sure there's something foreverybody in this one, so I
appreciate your time.
I look forward to connectingsomething for everybody in this
one.
So I appreciate your time.
Yeah, I look forward toconnecting with you again in the
future.
Thank you so much.
Thank you as well for having me.

Erin Manning (35:32):
Thank you for listening to the Dead Pixel
Society podcast.
Read more great stories andsign up for the newsletter at
wwwthedeadpixelssocietycom.