The 5-Day Challenge Funnel

today we&#39;re talking about 5-day challenge funnels look we&#39;re all looking for ways to increase traffic and convert that traffic into sales of our online courses and this type of funnel has the potential to do both for you stay tuned we&#39;re talking about it today hey everyone and welcome I&#39;m Jac Hopkins and this is the online course show today on the show I&#39;ll be joined by Michael Tucker who runs an agency helping course creators Implement these 5-day challenge funnels in this conversation he doesn&#39;t anything back and walks us through exactly why these types of funnels are so powerful for course creators and shows us exactly how they work and walks us through step by step day by day how to set them up I&#39;ve never used personally one of these challenge funnels before but after talking with Michael he definitely has me thinking about how I could integrate them into my business so listen in and let&#39;s see if you feel the [Applause] same hey Michael welcome to the online cor show hey how&#39;s it going so excited to be here yeah thanks for joining me here let&#39;s let&#39;s get right into it uh for the audience can you explain what it is that you um who who you help and what you help them do man we help coaches course creators anybody that&#39;s really an industry expert or somebody that has expertise really just ramp up their influence their impact and their income through virtual events and I&#39;m excited to dive into all that today it it sounds it sounds good I think those types of people want to increase their reach and influence and whatnot so I hope we can get into some of the nitty-gritty of of what that might look like so when you say you do that through virtual events you walk me through what that looks like yeah and I think I need to preface this if you&#39;re cool would be prefacing this conversation just with like how I got into this I think it&#39;s going to help because I was probably where many of you all were or are um you know I didn&#39;t know much about digital marketing and I was in the process of actually helping a friend set up his course business we were aspiring course creators at one time and I had a friend who reached out to me and said Michael I need your help and so we kind of locked arms I didn&#39;t know much he just needed a little extra help and so we dove into this course creation field and we we we&#39;re just seeing ads online you you know what you&#39;re you&#39;re seeing you see all these YouTube ads gole ads Facebook ads people telling you this is how you make money as a course creator so we were just following what other people told us and so we ended up testing out a few strategies but what we fell in love with were virtual events so over the past like four to five years we&#39;ve dialed in one strategy specifically that works really well for course creators for coaches who want to um you know pretty much just compress time right and that&#39;s what I&#39;m all about is like how can we get more done done in less time and that&#39;s why I love virtual events because if you want to like I mentioned take your influence to another level level but at the same time take your trust in rapport with your potential audience to another level virtual events are that way so for us what virtual events look like is you Michael let&#39;s let&#39;s I&#39;m I I love backstories so let&#39;s not let&#39;s not just gloss over the backstory before you get into the virtual events let&#39;s get into that a little more your your buddy comes to you says Michel I need help you said you didn&#39;t know much about it like why why is he reaching out to to you for help at the time I I didn&#39;t want to go too deep in this but I&#39;ll take you guys down story lane and so you just stop me at any time if you&#39;re like Michael you&#39;re talking too much I just love I love telling stories but pretty much what happened was I found myself I graduated college I would just gotten married and I was working as a part-time restaurant server and I was trying to find anything I could grab at to make money I just was like I need money I just got married didn&#39;t have a job so I was like well I had a job it wasn&#39;t paying me anything really so I said I just need to find something so my friend David he taught real estate and so he his courses and his products were around how to buy rental properties and so he came to me and he was like Michael you know what you should maybe learn real estate I&#39;d love to coach you and so I I said David the problem is I don&#39;t have any money I can&#39;t afford your course that year that you&#39;re selling and he said hey actually I need some help with my business I don&#39;t I don&#39;t have enough time in a day to respond to emails to set up these funnels he said I don&#39;t know if you have any of that knowledge or expertise but would you be willing to jump in and learn sure why not so he kind of we Bartered he sent me his course he and I just kind of worked for him and he coached me a little bit so coaching the course and I worked for him for a little bit and that&#39;s why that how that ask that ask came and we just went into a blindly like it wasn&#39;t anything we didn&#39;t know what the heck we were doing he didn&#39;t have a big list and maybe some of you guys are like this as well we he didn&#39;t have a big list he didn&#39;t have money for ads and we didn&#39;t have a major social media following like others and so we had to hit the ground running and just say okay how can we get creative as possible to get people into our course and so it was a lot of grunt work was it a was it a brand new course had he made some sales what was the status of it when you joined the team yeah whenever I came onto the team he just launched it and actually I was coming on to help him like as an part-time employee I guess you would say we were bartering bartering there but uh I think I was part of his first beta launch so it was like he only had four or five other people then I was kind of helping him with his backend of the business and so it was very very new business yeah and and not very successful like he hadn&#39;t sold many copies of it at that point he had not he had not sold many copies but he hadn&#39;t tried much marketing right and so I think a lot of times as entrepreneurs we get stuck in the weeds of things I think we need to have these massive funnels think you need think we need to have all these automations I think that&#39;s where he was is he just got caught up in the weeds and so he never really marketed it much but once I came in we started getting we had more time more manpower so we went off and actually the first thing we tried was webinars and we ran a webinar and if you don&#39;t know what that is it&#39;s pretty much a 1 hour to 90 minute class where you teach and then you offer a product at the very end that&#39;s what everybody was telling us to do and that&#39;s what we were seeing all the ads were telling us to do so we ran our first webinar to his little to no audience that we had I think there was less than a 100 people on his email list I believe there was like only a few hundred people on Facebook and we ran it and we had some people register and I never forget I was sitting at my kitchen table when we when we got done with that webinar we made the offer and I kept hitting refresh in my clickfunnels account and if you are a digital marketer or a course creator you probably know what clickfunnels is I remember hitting refresh refresh refresh and nothing was coming in that was like the first time I had done a launch for our course creation business and nothing thing came in so I kind of got a little discouraged cuz I just built this I built a really pretty funnel I thought it was pretty at the time it probably wasn&#39;t pretty all these automations David I put we all this effort into planning that webinar and then nothing it&#39;s so it&#39;s kind of discouraging but somebody hit us up and this was very unexpected you guys ever just get a message or a a call from someone and you&#39;re like that&#39;s I&#39;ve never expected that well we had this mutual friend friend it was more of an acquaintance we didn&#39;t really know him that well but he was lurking and watching in the background without us knowing he just was watching our marketing watching us do all this stuff online we were posting hey join this webinar join he&#39;s seen that well he message us and asked hey how how&#39;d it go we had to break the news to him that we made a big goose egg nothing and then we ended up saying well why&#39; you ask he said well I think I have this model I have this model that you guys may find success in a model that could take people from cold leads to pretty warm hot customers by the end of it and of course our interest was Peak so we were like okay what is it and he sat down and broke this model which we&#39;re going to go into deeper today was this five-day challenge model and that that conversation we had with that acquaintance that Mutual acquaintance changed the trajectory of my life because indeed what he taught us and what he showed us in that conversation we had changed my life forever and ended up so far we&#39;ve made over $35 million by selling courses coaching packages all through what we&#39;re going to show you today see that&#39;s a good setup that&#39;s a good setup Michael very very cool I&#39;m sure a lot of people can resonate with um feeling like a failure um hyping up these big launches and so on and and and not getting seeing many results that&#39;s certainly part of my story when I started back in 2013 with my piano course um I used to be a user of clickfunnels but back then it didn&#39;t even exist yet uh so I remember the feeling of refreshing it wasn&#39;t clickfunnels at the time but I you know I finally launched and refreshed refreshed and and and wasn&#39;t getting anything and that&#39;s because um well there&#39;s a lot of reasons but one was I didn&#39;t have a much of a funnel in place um I don&#39;t know much about the the whole challenge model or um I guess in in the broader scope virtual uh event so I&#39;m excited to dive into that with you maybe you can even share what that could look like for my piano business because I&#39;ll be honest with you the the main funnel we use that&#39;s that&#39;s worked well is the webinar funnel Evergreen webinar funnel had the same webinar going for four or five years now and um that webinar is is responsible for multiple seven figures it does well uh but if there&#39;s a model that can work even better I&#39;m I&#39;m all for hearing about it so thanks for that setup man uh let&#39;s get into some of the nitty-gritty of of you know maybe maybe how it worked for you at first and and how it&#39;s evolved and how you recommend setting up these types of funnels yeah and I think I think you guys will find Value if we continue the story because we left that webinar there you know feeling defeated but this conversation we had with um Alex was his name he he changed everything and so what he did is he sat us down and he said hey this is a 5-day virtual event I want you to run it&#39;s called a challenge I&#39;m like why in the world world is it called a challenge I had no clue what this dude was talking about you got to remember I was new to digital marketing in the first place so I&#39;m like what in the world is this he said it&#39;s a called a challenge because the people who attend you&#39;re challenge them you&#39;re challenging them to take action and move toward a certain goal with you I&#39;m like okay that makes sense that&#39;s why I call it a challenge because you&#39;re pushing people into action I was like got it and so he said this is what you&#39;re going to do I want you to write a 5day event it&#39;s one hour a day for five days straight and at the end make your offer and he gave us a little bit more but we only spent 30 to 60 minutes with him and so what do good successful entrepreneurs do they take action fast and so that&#39;s what we did we didn&#39;t have everything figured out we did it messy but we implemented our first five-day virtual event that&#39;s what we teach fast we just it was messy like I said but we did it in that first event I remember when we after we presented the offer I was sitting at my kitchen table the same situation as when I was doing the webinar hitting Refresh on clickfunnels refresh refresh and finally our first sales came through now I don&#39;t know I&#39;m I&#39;m sure you probably experien this but for those course creators on here that have been selling just think back to that first sale you&#39;ve ever got whether it was $200 $500 a th000 I don&#39;t know how much you would sell it for but just remember that you remember that feeling I remember it I was like what in the world cuz we generated $30,000 that first event now for me that&#39;s what I made in a year so we just made that in 5 days now there&#39;s a little promo time and setting it all up so a few weeks we made five or uh I think we sold 25 to 30,000 I&#39;m going to say 30ish because I think we had some payment plans on some of those but it was like $30,000 I was like wow we just made selling courses in in a week or two weeks what I made in a year this is life-changing for me and so I said I&#39;m going all in on this and so we ran the play again we ran the play again second time we pivoted a little bit tweaked some things we ended up making around six figures around $100,000 third one around 250 fourth one about somewhere $300 $400,000 and it kept going up and up and up but the cool thing is and I&#39;m I want to share with you guys because I think you guys are going to find this valuable is that we did all that remember still with no ads small lists small social media following and so we ended up taking David&#39;s course business from 7 I&#39;m sorry from zero to $750,000 in 10 months just through that one model so I&#39;m excited I think we&#39;re gonna for for your course man we&#39;re gonna we&#39;re gonna put something in place I think it&#39;s gonna crush it d i I definitely remember my first sale it was it was a big deal now um that&#39;s pretty impressive that you know one one day you&#39;re looking at it like the first launch at zero and then the next time not only do you you make a sale you make $30,000 worth the sales because uh you know when I when I first launched um I didn&#39;t get any sales that first day but I did get one sale on day two and that one sale meant everything for me to keep going um even though it was like 97 bucks and and it was the only one that day and it was really the only one that entire first launch that I did but I&#39;ll never forget that feeling of making that actual first sale um but the one sale is not good enough uh to sustain us and like you said you made enough for from one launch uh that you were making an entire year at your normal job and then it only got bigger and better after that so um do you want to kind of go into more detail of of of what it looked like for for that business or do you wna you want to talk about um other examples or or even um what it could look like in my business let&#39;s do all the above that okay yeah I I just I&#39;m cool with just free flowing in here I think I would definitely want to help you because I think this could be crazy especially if you&#39;re crushing it with webinars already um this could be something you do in addition okay so what I&#39;m going to show you guys today is not something that you have to it&#39;s not uh an or right because people say is it webinars or challenges or vssl funnels or this or XYZ Facebook groups or it this can be an and for you okay it can be webinars and challenges it could be webinars and XYZ so that&#39;s I just want to preface that and put that in your mind it&#39;s not don&#39;t think you have to stop what you&#39;re currently doing if it&#39;s working obviously if you doing something that it&#39;s working keep it going so but for him I want to lay it out specifically because for him what we did is he was in the real estate Niche and so we sat down we buil out this event with one goal in mind is how can we get people closer to getting their first rental property and so for you all right now whatever industry you&#39;re in whether you teach piano or whether you teach people how to start a dog groom in business I don&#39;t know what your Niche is but whatever that is you need to start with the end goal in mind and asking what do my potential customers the people that are going to be attending this event want and so that&#39;s what we did for him was say they want Financial Freedom they want to learn how to break into this fantasy world of real estate and so we created content and we laid we laid it out in five days with a game plan of how to get them there how like how to get them there faster right obviously I&#39;m you&#39;re not going to probably be able to teach somebody in 5 days how to play a piano like at a professional level it takes 21 man it takes a long time it takes 21 days 21 days right but in five days you can get them to know a few chords you can get them to learn uh you know the hand placement right and so we first start out and what we did we first started out with the goal in mind and then reverse engineer and say okay what are the steps they need to get to that goal and and how can I Implement those into my 5-day event so for him part of the steps were okay to get your first rental you need to get funding you need to get a uh build a team you need to be looking at houses making offers he laid all this out and so we said okay we can&#39;t teach them everything we can&#39;t help them achieve everything this week but what is it most important in that process that we need to show them and teach them and so what we do is we call this looking at at it from a 30,000 foot view right and I often tell people you kind of look at it like a map right imagine your customer your potential client they have a dream destination whether it&#39;s they want to lose weight if you&#39;re in the fitness they want to learn how to play the piano and you have to okay say the end destination is here they want this result but what&#39;s the road map to get there it&#39;d be like us traveling from California to New York without a road map we have to create that road map or we&#39;ll end up at the wrong destination and so we sat down David and I we said okay real estate with&#39;s what&#39;s the road map to get them there we figured that out and we said okay let&#39;s put that into our event and so for him all real estate but just know this can be done for multiple different Industries we&#39;ve helped people in um I&#39;m was trying to think people who were health coaches so we&#39;ve helped people like in nutrition space we&#39;ve helped people that were in Insurance we&#39;ve helped people that had courses around many many different Industries so one uh thing I&#39;m curious about at this point is you know we&#39;re talking a lot of the same language like when I&#39;m when I&#39;m working with people and let&#39;s say they&#39;re putting together a course one of the first things we have to Define is what is the dream outcome that your potential customer is trying to achieve because people are going to pay for outcomes and Transformations way more than they&#39;re going to pay for simply information and so we Define that we we say where where do they want to go and you&#39;re you&#39;re talking about that and so um and by the way how did you know that I have somebody that teaches dog groming in my coaching program yeah that&#39;s pretty good so like for that like if we&#39;re teaching somebody to to start a um if we have a course on um starting a dog grooming business like that is the that is the dream outcome like we&#39;re you&#39;re making five to 10K a month from a dog groming business and that&#39;s my promise to you if you buy my course and go through my course or coaching program or membership or whatever you&#39;re going to achieve that outcome and you&#39;re going to pay me and and all that right so with these challenges and virtual events we&#39;ve got to have some like partial dream outcome that we&#39;re promising like somewhere along the way like how do you how do you create that mini dream outcome for these challenges you know that&#39;s a great question and I don&#39;t think you have to go away from selling that dream right right that dream that you and I I get it like this is really cool because I think we&#39;re on the same wavelength and brain uh wave here of how we think about marketing and this this industry but don&#39;t think you have to go out there and say anything different because we do give them as much information as possible to get there and so in the marketing like we say in 5 days we&#39;re going to show you how you can get closer to owning your first real estate investment property in 2024 right we&#39;re going to give them we&#39;re going to give out tons of information because this is 5 days you got to think it&#39;s not just an hour right the content you&#39;re going to teach is very in-depth so you&#39;re probably going to teach how to start your dog grooming business LLC you&#39;re probably going to teach on all these things and so it may feel like and this is some people they ask me Michael I&#39;m afraid I&#39;m going to give too much you&#39;re going to give out a lot but that&#39;s what people find valuable and they&#39;re going to come and say wow if I learn this much in a 5day virtual event imagine if I take this course or this coaching program and spend more time with Michael or Jill or whoever that is so whenever it comes to creating those many goals I or the many Visions I don&#39;t I can&#39;t remember the term you use but I would just say just stick with what you already have I I don&#39;t deviate from from anything and I don&#39;t necessarily take away anything because it&#39;s your message it&#39;s what you&#39;re helping people with it&#39;s your Mission so it&#39;s just another vehicle to get them closer to that okay so real quick are you are you charging people do do they have to buy a ticket to these events you just opened to Candle worms man so I think it depends on where you want to which direction you&#39;re currently in with your marketing so people ask me all the time Michael are these free or paid events and so if you&#39;re just starting out if you&#39;re aspiring course creator or you just launched a course and you&#39;re don&#39;t have a big list you don&#39;t have a big social media following like David start out free because it&#39;s a sales process right you you want to get as many leads as possible for your business and so I recommend if you&#39;re just starting out go free now depending on your n Niche and the amount of pool you have how big of a list how much money you&#39;re spending in marketing then I would consider doing a paid challenge the difference is you&#39;re going to have a lot more committed people you&#39;re going to have a lot more people who take it serious if they pay $49 or $997 some of our events that are paid we have tickets starting at 97 and go all the way up to 497 those are mainly for our bizop programs you know those that offer a business opportunity those do really well and we could charge more for those um but I think it just depends so most people you&#39;re probably going to do a free free challenge I would do a free with an upsell of some sort right whether it&#39;s uh an upsell to a VIP ticket where they get a little bit of Q&amp;A with you maybe where they get their recordings a little longer than general admission um that&#39;s where most people are going to start is they at that free though the reason I thought of that question is because in my head I&#39;m trying to think like why did what you&#39;re what you&#39;re saying work so much better than the webinar because you know you say that this type of funnel it really builds trust and Rapport it gets people to um you know maybe learn a little from you but they want to learn more from you I mean that&#39;s that&#39;s the goal of a webinar as well so I was like maybe maybe he&#39;s charging some kind of way like what why is it that why does it work so much better nobody ever has ever asked me that I think there was a few things one the webinar we definitely didn&#39;t know what the heck we were doing okay yeah you got remember that very first launch so we learned at least a little bit that second launch am I saying webinars obviously it&#39;s working for you we still sell with webinars today so again it&#39;s an an and not a or but for us at the beginning uh I think it was more just inexperience and not that webinars wouldn&#39;t have um kept working if we kept trying it we probably would eventually got them to work but what worked really well for us was just being able to spend more time with people and David is a very relational person and so for him to be able to sit down for five days with people and really get to know them and really build trust and build rapport I think that was a big big key factor and we were new to selling online selling online on a screen on a camera like this can be a little scary so for him to be able to settle in and just sit back get to know people make them feel like family I think that had a big factor in it too but the the reason we scaled wasn&#39;t just because of those those reasons the reason we scaled is actually because we leveraged strategic Partnerships which I want to get into here in just a bit and we don&#39;t have to go into that too deep but um that just taking a proven process and running it to more people is what we eventually did and we ran it to other people&#39;s audiences and crushed it but so I don&#39;t think long story short the webinars would have worked we kept working on it I think just at the time for where we were at the challenges made more sense yeah that that makes a lot of sense so um the next the next logical question for me is with the um amount of success like the $30,000 launch had surely his list wasn&#39;t still like less than 100 people or maybe that&#39;s where the Strategic partnership started coming in like what was the key um you know it&#39;s one thing to have a great funnel but if you&#39;re not driving any traffic to it you don&#39;t have anybody to go through it it doesn&#39;t matter right so it sounds like you&#39;ve got some kind of model here that&#39;s the funnel as well as there&#39;s some traffic pieces to it as well yeah yeah and that was I mean we gained a little bit to our list from that first 5-day challenge um but yeah when when it really got serious was when we we started doing these strategic Partnerships so um to give you a little perspective on this you just need to ask yourself what resources do I have and what resources do I not have for David he did not have list that was the resource he lacked we had the knowledge of real estate he he eventually started getting really good at presenting after doing those first few launches so we were like hey we feel like we can like our our conversion ratios were good the offer people are loving the offer because at by this time you know it&#39;s been a few months people are in the program they&#39;re loving it people are starting to make offers on home they&#39;re starting to find results so we&#39;re like hey what we lack right now is just an audience which is maybe in the same position that some of you all are in so we said okay who has an audience that would love our products would love what we teach and how can we partner with them and so David had been building this relationship with a wealth coach so he teaches real estate the perfect partner for David would be people that teach budgeting that teach finances right because these people that teach budgeting what happens when you get your money in order you need to go invest that money right and so for him he said oh I&#39;ve been building this relationship with this wealth coach this guy who teaches how to budget invest he said I&#39;m gonna ask him if he&#39;d be willing to let us come in and teach his audience and we&#39;ll make an offer and split it 50/50 super simple model we go in teach the same exact presentation that we had all these other times to a new audience make the offer and we just split it 50/50 we did it and that was that first $100,000 five-day event we did was just simply by plugging this into somebody else&#39;s ecosystem now we did that I think we&#39;ve done that three times so far all of the times have been amazing so you just need to sit back and say okay who has an audience that would complement mine and how can I make it a win win win a win for me a win for the person on the other end which is the partner and then a win for Their audience which is most important people don&#39;t want partners coming in they don&#39;t want people coming in that are just going to come spam them and not provide value but if they know we&#39;re coming with the right heart if they know we&#39;re we&#39;re coming to really teach and really take care of their audience it&#39;s only going to make the partner look good in the end that we&#39;re doing this event with they&#39;re going to be like wow wow so and so for this example I&#39;m just going to use a fake name but David we partnered with this guy named Bob right wow Bob thank you so much for bringing David in to teach that was an awesome class some of them are going to purchase the product some of them are not but either way it made the partner look good because we came in and served massive value so that&#39;s how we grew and man that&#39;s when David&#39;s list blew up like after that first event yeah we still didn&#39;t have but just a few hundred people on our list but then thousands of thousands of leads were able to come in once we start leveraging this actually as we speak on this podcast recording right now David is doing exactly what I told you he did a few years back he&#39;s doing it to another audience right now I actually just finished his funnel and helped him prep for it and he&#39;s presenting his offer right now now do you have to do yeah let us know how it goes hopefully it&#39;s successful is um do you have to leverage these strategic Partnerships for what we&#39;re talking about you don&#39;t have to no I mean you you can run these to your own audiences but eventually let me say this it&#39;s kind of like running a webinar to your list the same webinar to your list over and over and over again eventually your list is going to get exhausted right they&#39;re probably not going to they&#39;re probably going to tune you out so we just use this strategy of strategic Partnerships to reach more people faster um but we do run like so for example we have a client we run about once a quarter a 5day challenge he&#39;s doing a lot of marketing his viral organic content is pulling in New Leads all the time so we have more eyeballs that we can hit every quarter with event like this so about once a quarter we do one big event all right so selfishly I want to ask you what this could look like for my business so to be honest with you this is uh so my operations guy that that works uh with me has been trying to get me to do like a five-day challenge funnel and one of my big objections to that is I don&#39;t really know how to do it you know and I&#39;ve got a funnel that&#39;s working but um let me tee this up for you a little bit because my brand is piano in 21 days I teach people some I teach people to learn songs on the piano in as little as 21 days if you go to my website I have the same lead magnet I&#39;ve had for the past 10 years it&#39;s called learn 36 six popular songs in 5 days it&#39;s a workbook it&#39;s a PDF they download and it basically the first five days of my course but in written and image form so it seems like a pretty good candidate to take a lot of that content and turn it into some kind of five-day challenge with a mini outcome right learn 36 popular songs in just five days so given that information how do we get started the go question where do we start yeah so I always tell my clients um and this is going to get really tactical so do you want tactical or do you want you want to see high level I&#39;ll stop you if it gets too tactical but I like I like getting in the Wheats Okay cool so people when they come and they ask that same question what I do is I say okay let&#39;s start with the end in mind and whenever I talk about the end in mind I&#39;m talking about the very end I&#39;m talking about like when are we actually going to perform this thing when are we actually going to run it and so for our events if it&#39;s a free event we normally have about two to 3 week marketing period okay about two weeks is free event as you&#39;re aware you run webinars people tend to forget about events and stuff so but if you&#39;re going to run ad you need some time to get ads up need time to promote it to your list your YouTube your social media so I would go ahead and pick a date out if it was me that was gave you enough time to market for two or three weeks about two weeks and then enough time for you to build out the actual the real funnel the assets themselves so for you your team that may only take 2 weeks to build out the assets it may only be 2 weeks to Market it and then you run the event so I would maybe say four to five weeks from now or whenever you want just set that date that&#39;s what we do set the date then from there we go back and say okay we have the date when are we going to actually launch promotion to this well I already told you two weeks before so that&#39;s pretty easy two weeks before we&#39;ll go ahead and start promoting this but what about the actual five day content so it sounds like you have a really good Runway because you already have this book just taking part of your course so I would go ahead and I would lay that out and I would lay that out over five days and ask yourself okay what&#39;s the content get really detailed on um how that&#39;s laid out but here&#39;s the deal I want to break down the content for you it&#39;s not just five days of teaching because so many people and and yours industry is a little different because you&#39;re not necessarily in the money-making industry you&#39;re like here&#39;s a hobby pick up this new hobby so yours is going to be a little bit different but I think for all events it&#39;s not about how how much value can I give them because sometimes more is not better right and you know that but a lot of times we think oh for this offer I&#39;m going to give them as much as possible sometimes that can be overwhelming for people that&#39;s not great so for this 5-day event just know that whenever you&#39;re presenting it&#39;s not about more it&#39;s about being strategic of what kind of content you put in there so I&#39;m going to give you a very highlevel overview of how we sell and how we structure these five days and so this will allow you to see what that content needs to be day one is your uh origin story and we talk we help overcome those misconceptions that people often have oh maybe maybe I&#39;m not too talented or I&#39;m not talented enough for to learn piano all these misconceptions that people come into your industry um I&#39;m just making this one up for Real Estate because I know this one really well you know it was hey I don&#39;t have the money to invest right or hey I don&#39;t I&#39;ve never started a business before I don&#39;t know how to do that so all these things people come in and we clear those out on day one it&#39;s more on mindset in your story on day one and really helping them see the vision for the rest of the week so you you&#39;re like man Michael I had I have to figure out five days of content well no because day one we go more like I said the origin story and on their goals and helping helping them overcome all that messed up thinking that they come into the event with day two is when we get really into the content day two is when we get really into the content we go in and start actually giving them actionable steps start teaching them the piano start giving them some homework every day you want to give them some kind of homework every day you want to give them some kind of homework so day two give them some content some action steps day three we&#39;re going to do the same give them some content some action steps by this time day three they&#39;re they&#39;re finding momentum they&#39;re like wow I&#39;m F I&#39;m I&#39;m actually I feel like I&#39;m getting the hang of this piano thing I&#39;m learning the new I&#39;m learning the the notes I&#39;m learning the chords I can finally play Mary Had a Little Lamb right so it&#39;s like they&#39;re getting all this stuff I&#39;m just making that up just I thought you&#39;d laugh maybe you won&#39;t laugh at that but um no in my marketing I was like I&#39;m you&#39;re not gonna learn Mary had a little L with me no my wife plays the piano really good so um I I always just go and sit next to her and just hit the keys one by one but anyway so day three they should be pumped up and excited usually by this day they&#39;re like wow like here&#39;s my credit card I need to figure out you know how to keep learning more and more and more day four is when we actually provide the offer okay so you&#39;re going to teach a little bit but really this is the offer day and when you start um going down that course sales or the coaching sales whatever that offer may be so day four day five is both of those days we present the offers we&#39;re still providing value to them we&#39;re still providing content on those days but just note that we&#39;re we&#39;re not doing an hour full of teaching we&#39;re probably spending 30 minutes of teaching and then pre-framed the session same thing with day four teaching a little bit recap for the week hey so far this is what you&#39;ve learned we learned this chords we&#39;ve learned the hand placement here we&#39;ve learned how to do XYZ recap all that and then you know go into the offer at the very end so um you can see really you have day two day three to teach day four and day five half days so you&#39;re spending a lot of time with them but the content don&#39;t feel like you&#39;re going to be oh I got five hours to teach no you actually probably end up teaching actual content only three hours two and a half three hours right and so but this model works very well for us we&#39;ve done this hundreds of times literally almost every week we run these and follow that same exact process so I know that was very in-depth but that&#39;s where I would start set the date set the promo date and then start planning out that content so that you can be really methodical and how you lead those people to their dream destination so several follow-up questions um let me just make sure I understood the five days correctly day one origin story day two content um action items homework day three same day four you present the offer for the first time also potentially um give value and then day five is very similar to day four present the offer again your offer uh my main offer is um is $800 okay so what we do differently because there&#39;s some people on here you have courses and coaching programs what we do is if you&#39;re going to be selling coaching programs and not just courses and a lot of times these coaching programs they can range up to 3,000 5,000 10,000 what I&#39;m what I&#39;m showing with you guys works all the way up to $100,000 we&#39;ve sold programs at 75,000 50,000 and it worked like we&#39;re getting ready to present an offer tonight for $15,000 and I know we&#39;re going to sell probably 10 20 of those so what I&#39;m saying is for this is what we do for some people and I don&#39;t want this to be for you all because you don&#39;t need it but for some people that have higher ticket products what we do on day three is we release a free application okay this free application on day three lets us know who&#39;s serious and who&#39;s interested in working with you it&#39;s a short form okay it&#39;s a midweek day three ends we we just tell them hey some of you all have been asking us how we can work uh you know work together after this event we&#39;re going we may work with a few people if you&#39;re interested fill out this free application and this provides our sales team if you have a sales team with leads lets them know who&#39;s interested but it also kind of gives us a gauge for okay like are we doing good like is this event like people willing to invest in themselves at the at the end of going through this and so for our higher ticket events we&#39;ll throw out an application so last night event we were running was day three we dropped it we had like 40 people who applied those people who applied with the high ticket are who we present the offer to first so for high ticket everybody who applies those are the only ones that hear the offer on day four we pull them into a separate Zoom room after this the main session&#39;s done so day four you would you would teach and this is a little different because like I said High ticket from what I I assumed yours was a under a thousand somewhere like that so you wouldn&#39;t have to do this but we we pull them and we just pitch them in a separate room why because it gives the people who did not apply another day for us to build trust with them gives us another day to figure out if they want to actually be go the next step with us they didn&#39;t apply for a reason one they didn&#39;t apply because maybe they weren&#39;t there two maybe they just like I don&#39;t know I kind of like the information trying to see if I like Michael enough to want to work with him so that we pitch the offer to only those that um are interested and if you know anything about sales one of the best things to do is ask for their permission to sell sell first right get them to say yes I want to be sold to and so that&#39;s what the application does because we frame it as hey if you want to learn more about coaching and you&#39;re interested and you&#39;re okay with us presenting this opportunity to you fill out the application so they&#39;re telling us yes I want you to sell to me versus other people that are like I&#39;m not sure not sure yet but anyway I told you I can get really deep with this for you guys you don&#39;t have to do that I would just sell that product on day four or day five but you have high ticket I would want you to do that day three application pitch to only applicants on day four and then day five pitch to everybody that&#39;s good I mean I&#39;m sure sure plenty of people listening to this have higher ticket programs um what happens after day five are are there more are there more days to it to the funnel there more days they can take advantage of the offer or is it kind of over after day five yeah so what we normally do is we normally advertise a closed cart a few days after so we&#39;ll do you know Friday night or Friday the event ends because we do Monday through Friday as our framework just makes more sense versus doing it Tuesday throughh Saturday or something like that but we do Monday through Friday and so Friday night what we&#39;ll often do is that&#39;s when like the fast actions fast action bonuses end so it&#39;s like hey you have to get in by Friday night to get these fast action bonuses but the offer is going to shut down Sunday night at midnight so they still have over the weekend to get their funds together think about it ask their wives ask their husband you know um but normally we do that we sometimes we do extend it the following week um and let it roll a little longer but normally we advertise closed card that Sunday night after cool so Monday through Friday is the five days that&#39;s helpful does it always is it always like presented live or is there a case where you could like have pre-recorded material that you&#39;re just dripping out each day you could do that I recommend for your first one just because you want to get the the feel for it I always recommend doing the first one live and what a lot of our clients are doing is they&#39;ll record they&#39;re recording these live and then but they&#39;re recording them in a way to where they can Evergreen them later like you&#39;re doing with the webinar and so what we&#39;re doing is for some of our clients we&#39;re taking these 5day ches running them in a way where anybody outside the public would not know in the future that these things are recorded and then we&#39;re putting them in softwares there&#39;s actually challenge softwares out there you can use or you can make your own like you know jry rig something up together but we&#39;re putting these into a software like webinar Fuel and running these um or challenge fuel it&#39;s called it&#39;s like the partner next to webinar fuel but U then we&#39;re just putting these in there and those recordings and run running ads to them or putting the link in your YouTube description or Instagram uh bio and just sending people to that and we&#39;re just advertising hey this starts every Monday or like once a month you can run it that way but so I for you I&#39;d probably just do one live just so you get the feel of it yeah that that was going to be one of my big questions is if you could set this up on an evergreen basis because I&#39;m big on um Evergreen funnels so it sounds like you can when you do it in an evergreen Fashion Is there any sort of social component like do you have Ming turned on under the under the video or anything like that yeah so I think it depends on which route you go right so for the so for the Live Events we do we put all the registrant into a Facebook group and so like they live in that Community they engage they&#39;re sharing wins most of the time we host these in Zoom so people are commenting live but whenever you go to transition that over to Evergreen it&#39;s a little bit harder right because you don&#39;t want want people knowing that it&#39;s necessarily recorded cuz then they won&#39;t show up as much so what we do is usually our first Evergreen if we&#39;re using a software like challenge fuel that I&#39;m mentioning you can actually either a upload comment so you could have a virtual assistant or somebody on your team go and upload all the the chat from your zooms or anything like that um or you can just let that first one with those softwares what you can do is just let the don&#39;t upload the past chat log from zoom and you can pretty much just uh let I&#39;m trying to figure out an easy way to say this you can let the first round of Evergreen those that are attending that Evergreen that for that first time let their comments live on and live on live on so you just keep the chat open and people are thinking after that first one wow people are commenting people are really engaged when there may only be 20 people watching I&#39;m just throwing out out there but each time there&#39;s a nevergreen that runs it adds more and more comments kind of like with your I&#39;m sure your webinar software you use is does the same thing right just keeps adding the chat does it not I used to use I used to use every webinar but um to be honest with you it felt a little disingenuous and I switched to uh well actually I use um what I call um an sod uh webinar framework which stands for simple on demand and it&#39;s a video on a page and then the offer button comes in it no no no it&#39;s it&#39;s framed as a workshop and it it&#39;s it&#39;s not live and I think in the recording I even say that it&#39;s not live um but the the key with that type of webinar is the button doesn&#39;t come in until the correct Tim stamp of the video so that it&#39;s still framed as hey you&#39;re here to learn I&#39;m going to present value and and so they&#39;re not scared off by the buy now button they don&#39;t they don&#39;t see the buy now button until they&#39;re primed to potentially buy makes sense yeah so for for these like like webinar jam and some of these what it does is just after every webinar it just stores that chat log and just every Evergreen it just keeps adding and adding and adding so you can you can choose how often or like when it stops adding but so I don&#39;t turn off the comments for Evergreen I would leave those on next question is how do you prevent it from feeling like some sort of bait and switch when you get to the selling point especially since you&#39;re not selling at the end you start the selling on day three or day four by this time it&#39;s not like a webinar where they&#39;re only spending an hour with you they by the time you make the offer they&#39;ve done spend one two three and a half hours four hours with you but really four days 3 to four days right so because they&#39;re in the Facebook group they&#39;re engaging they&#39;re showing up the sessions they&#39;re asking to be sold to like this event we&#39;re running this week on day two people were asking how they can learn more CU people know listen we live in a digital age most of the times not all but a lot of people know this is used to sell me something right like a lot of people know okay I&#39;m not attending this live training without being sold to so for us that&#39;s not an issue because people show up 3 to four days in they&#39;re like wow this is crazy I just learned more than I&#39;ve learned in two years on this topic in 5 days and so that&#39;s not something we worry about though um I&#39;ve never had to worry about that in this model and I&#39;ve ran a 100 plus of them if you&#39;re providing good value and your your content strategic you won&#39;t worry about that I would say let&#39;s talk about tools you&#39;ve mentioned a few already let&#39;s say that I&#39;m let&#39;s say that I was going um with the live model uh I think what you suggested was get people in a Facebook group and then just use zoom I mean is that kind of the extent of the tools I would need for the live model yeah I think you can go as simple or as complex you want right as simple or as complex you want you could do um for us we just run all the sessions in Zoom for our VIP okay so we do for our free events we do GA which is free and the VIP which is normally upsell of some sort the VIP we let them in Zoom the general admission we let them watch in a Facebook group via Facebook live stream so we&#39;ll put all the VIP in zoom and then we stream to the Facebook group because Zoom has that feature and that&#39;s the extent now you can just stop there but of course if you have funnels automations of course you can dive into that realm um but as far as like the streaming side of it Zoom works well um Facebook live works well if you don&#39;t even have zoom I&#39;ve had people just literally go Facebook live for 5 days straight is that what I prefer no probably not but I I like having the model where we&#39;re throwing them into the zoom and just streaming to the Facebook group and people have asked well have you tried in other platforms have you tried um instead of using a Facebook group using a Discord server or uh mighty networks I&#39;m just like I&#39;m not like this works really well for us because 95% of people have a Facebook profile already so we&#39;re just keeping them where they&#39;re already at and there&#39;s no hard work for them they don&#39;t have to go learn a new platform or go download a new app so I&#39;d say just start out if you want to go super simple go create a Facebook group set up a zoom account it&#39;s free that&#39;s all you need but as you get you know going further you know there are other apps and software you can upgrade to we&#39;ll need something for the promotional side optins and so on funnel Builders um would clickfunnels be your recommendation there yeah for people that are just starting out I love clickfunnels Russell Bron&#39;s awesome he&#39;s taught me so much but go high level man like are you familiar with go high level yeah I&#39;ve got a couple people in my coaching program using it I haven&#39;t used it myself um I&#39;ve heard I&#39;ve heard mostly good things I&#39;ve heard some bad things as well yeah well listen I wna let me get something real quick so I think I&#39;m G to go off screen just for a second and it&#39;s a book I&#39;ve been reading and I want to show you something that my my reasoning behind it all right so I know this go high level and this is going to be a a weird take on this but go high level I just love it because you can have everything all in one place and so this book and this is I just been reading this so it came to my mind have you read this book 10x is easier than 2x my operations guy just finished it he&#39;s been telling me all about it and we&#39;ve been talking about it in the coaching program yeah and I&#39;m I love Benjamin Hardy yeah amazing amazing book but this is one of the reasons why that book just made me realize I need to find ways to think 10x right and Grant card own come up with a 10x but the premise of this book is exactly what the the title says it&#39;s easier to 10x than 2X and so many of us are thinking shortterm so many of us are thinking oh how can I I&#39;m just making this how can I make instead of $100,000 this year 200,000 but if you set a million doll goals and you set uh I&#39;m trying to figure out how to tie this to because in my head it sounded good but just give me a so if you said a million dollar goals it makes it takes you to a whole another level of thinking of how to hit that the thinking you need to have for a million dollar goal versus a $200,000 goal is way different right and so for me one of the things was is I need to automate the process as much as possible whenever it comes to challenges and this is how I wanted to tie this in I love clickfunnels I still use click funnels to this day but clickfunnels is still lacking in some of the things I need to automate this process say 100% And so for you I can already tell you you&#39;re a guy I could be reading you wrong but you&#39;re a guy who loves automations you love you probably like getting something set up once and just letting it go am I right on that yeah you couldn&#39;t be you couldn&#39;t be more right on that yes okay that&#39;s why I love go high level so we can set up one webinar funnel like for example I have a client right now he&#39;s been around the same webinar for like weeks and months I set up the automations once I set up everything once and I don&#39;t have to ever touch it again all I have to do is every week is have my funnel Builder go in and change the dates on the funnel because it&#39;s a live webinar so we&#39;re like go in there change the DAT everything it literally takes her like five minutes three to five minutes to go in there and change everything it&#39;s all automated so that&#39;s I love go high level because the emails are all in one place the text messages are all in one place um you can do ringless voicemail from there so that would be me if I was just starting out from scratch bu building this these events I would start out with somethingone like that if you have a list of 100,000 300,000 500,000 people the email can get a little bit iffy with go high level I&#39;m not g to say I&#39;m not going to back off from that you have to warm up their email account a lot so I get there&#39;s some reservations there but I&#39;m telling you bro like it&#39;s it&#39;s been amazing so I think you just need to have some software where you can take people through a funnel efficiently and effectively um there&#39;s many out there so just choose one that works for you and I would say this part of that 10x better than 2x is instead of asking okay what software can I get that&#39;s going to be easy for me to operate just go skip that and if you have the the resources who can I hire to do this for me right how can I go out there somebody that can go build this challenge funnel for me so I don&#39;t have to figure it out and I&#39;m not I&#39;m not plugging us or anything but I&#39;m just saying somebody who already knows how to build out this webinar funnel somebody who already knows how to just let them do it it&#39;s going to save you tons of times tons more time tons more resources for your team and uh so those are my recommendations dive into it take what you want that&#39;s that&#39;s another Benjamin Hardy book who not how yeah you read that one yes that is actually in my a audio book files so I gotta listen to that yeah so like I said I haven&#39;t I was really curious how you&#39;re going to tie that book into go high level but that does make sense I do lean more and more toward like the all-in-one nature uh these days um even when I was using clickfunnels I absolutely was doing emails and automations elsewhere because that&#39;s not what it&#39;s good at I was doing that in active campaign and now I&#39;ve moved from clickfunnels to kajabi because kajabi does significantly more than clickfunnels does um but it is very limited with email automation so I&#39;ve kept everything there in active campaign so I do have everything pretty well automated but it&#39;s kind of in in two places because of that um but I&#39;m with you on on trying to get things all inone but I&#39;ve got I&#39;ve heard people like switch from kajabi to go high level and be happy with it and then I&#39;ve heard the other way around too where they&#39;re like getting frustrated with go high level and they go to kajabi and they love it yeah and the issue there is there&#39;s so much you can do with go high level it&#39;s like the saying and I I&#39;ll probably butcher this as well but it&#39;s like when you&#39;re I don&#39;t know what the saying is I&#39;m I&#39;m going to skip that talking about when you&#39;re good I was going to say it but I can&#39;t I can never say stuff clear I&#39;m sure it was a great saying Michael I&#39;m sure it was awesome no it was so it&#39;s the difference between being good at something and great at something and what I learned is go high level they&#39;re good at a lot of things clickfunnels is great at funnels yeah they&#39;re amazing at funnels that&#39;s it go high level is good at a bunch of other things I wouldn&#39;t say they&#39;re great at this one thing right so they&#39;re they&#39;re the master of none I want to say that because they&#39;re getting better I love go I love I use them all the time if you&#39;re listening to this I&#39;m not say anything back but you could tell they they&#39;re they have an email the SMS the um ringless voicemails they even have where you can sign documents where you can sign documents now inside of their software so it&#39;s like they&#39;re taking everything with that you have to have a lot of Manpower and resources so there are some things that are a little buggy here and there but up to this point I&#39;m happy so but just that&#39;s just a general reminder for everybody is like what are you going to choose to go all in on and become a master at right so they can say okay this person is known for XYZ for me they know me as the challenge guy like if you ask some of my friends oh yeah Michael he runs the challenges he runs virtual events so what do you want to be known for what do you want to master um and I think that&#39;s so many people jump into this industry and they hear on social media oh I need to have multiple streams of Revenue yeah that sounds good right it sounds good as a business owner to want to have those things but but it starts with one you have to master one so kind of like the book The one thing have you read that book yes yeah so very similar there absolutely it&#39;s a go-to so Michael um we&#39;re gonna start to wrap this up here thanks so much for all the uh all the insights and tactics and um teaching us about these these challenges and virtual events this is this is what you do right you do I understand that correctly you you run an agency where you help people to I guess you create these challenge funnels for them right and run them for them yeah 100% that&#39;s what we do full-time we have a staff that we just run virtual events and these specifically these five-day challenges for people so um the industry is always changing but we do our best to keep up with everything and um we do other funnels as well we do build out some webinar funnels and things of that nature but that&#39;s what we really focus on is those challenges cool so if if somebody wants to learn more from you um possibly work with you where&#39;s the best place for for them to go you know at this point we we take a very select group of people um we&#39;re very because we say booked out so I would say the best place to go to start out is just go to Virtual stag.com I have a free ebook there no sales whatsoever on there I&#39;m not going to sell you so just go get that it has everything we just mentioned in this talk in a PDF form so you can get instant access to that it&#39;s virtual stag.com there is in the book and somewhere down the line a link you&#39;ll eventually stumble upon that where you could talk to me on how we do this for people but I just want to get to know you I&#39;m a very relational guy listen I would love to hear who you serve what your mission is and ultimately I just love helping people win so but that&#39;s where they can go got it virtual stag secrets.com Michael Tucker thanks so much for joining me today dude thanks for having me that&#39;s a wrap on the conversation with Michael if you want to learn more from him about these types of funnels then check out that ebook he was talking about at virtual stage secrets.com if you want to find the links and show notes from today&#39;s episode then for that go to oc. show/ 217 and finally I want to tell you about my weekly email newsletter it&#39;s totally free it&#39;s one actionable tip for course creators every Friday it&#39;s called jocks journal and you can opt in completely for free and get that every single week on Fridays to do that just head to the online course.com and you&#39;ll see that opt-in right at the top once again totally free free tips to your inbox every Friday so if you&#39;re not on that list make sure you&#39;re joining it to get those tips thanks again for listening don&#39;t forget to take action on what you&#39;ve heard here today I&#39;m rooting for [Music] you

today we&amp;#39;re talking about 5-day challenge funnels look we&amp;#39;re all looking for ways to increase traffic and convert that traffic into sales of our online courses and this type of funnel has the potential to do both for you stay tuned we&amp;#39;re talking about it today hey everyone and welcome I&amp;#39;m Jac Hopkins and this is the online course show today on the show I&amp;#39;ll be joined by Michael Tucker who runs an agency helping course creators Implement these 5-day challenge funnels in this conversation he doesn&amp;#39;t anything back and walks us through exactly why these types of funnels are so powerful for course creators and shows us exactly how they work and walks us through step by step day by day how to set them up I&amp;#39;ve never used personally one of these challenge funnels before but after talking with Michael he definitely has me thinking about how I could integrate them into my business so listen in and let&amp;#39;s see if you feel the [Applause] same hey Michael welcome to the online cor show hey how&amp;#39;s it going so excited to be here yeah thanks for joining me here let&amp;#39;s let&amp;#39;s get right into it uh for the audience can you explain what it is that you um who who you help and what you help them do man we help coaches course creators anybody that&amp;#39;s really an industry expert or somebody that has expertise really just ramp up their influence their impact and their income through virtual events and I&amp;#39;m excited to dive into all that today it it sounds it sounds good I think those types of people want to increase their reach and influence and whatnot so I hope we can get into some of the nitty-gritty of of what that might look like so when you say you do that through virtual events you walk me through what that looks like yeah and I think I need to preface this if you&amp;#39;re cool would be prefacing this conversation just with like how I got into this I think it&amp;#39;s going to help because I was probably where many of you all were or are um you know I didn&amp;#39;t know much about digital marketing and I was in the process of actually helping a friend set up his course business we were aspiring course creators at one time and I had a friend who reached out to me and said Michael I need your help and so we kind of locked arms I didn&amp;#39;t know much he just needed a little extra help and so we dove into this course creation field and we we we&amp;#39;re just seeing ads online you you know what you&amp;#39;re you&amp;#39;re seeing you see all these YouTube ads gole ads Facebook ads people telling you this is how you make money as a course creator so we were just following what other people told us and so we ended up testing out a few strategies but what we fell in love with were virtual events so over the past like four to five years we&amp;#39;ve dialed in one strategy specifically that works really well for course creators for coaches who want to um you know pretty much just compress time right and that&amp;#39;s what I&amp;#39;m all about is like how can we get more done done in less time and that&amp;#39;s why I love virtual events because if you want to like I mentioned take your influence to another level level but at the same time take your trust in rapport with your potential audience to another level virtual events are that way so for us what virtual events look like is you Michael let&amp;#39;s let&amp;#39;s I&amp;#39;m I I love backstories so let&amp;#39;s not let&amp;#39;s not just gloss over the backstory before you get into the virtual events let&amp;#39;s get into that a little more your your buddy comes to you says Michel I need help you said you didn&amp;#39;t know much about it like why why is he reaching out to to you for help at the time I I didn&amp;#39;t want to go too deep in this but I&amp;#39;ll take you guys down story lane and so you just stop me at any time if you&amp;#39;re like Michael you&amp;#39;re talking too much I just love I love telling stories but pretty much what happened was I found myself I graduated college I would just gotten married and I was working as a part-time restaurant server and I was trying to find anything I could grab at to make money I just was like I need money I just got married didn&amp;#39;t have a job so I was like well I had a job it wasn&amp;#39;t paying me anything really so I said I just need to find something so my friend David he taught real estate and so he his courses and his products were around how to buy rental properties and so he came to me and he was like Michael you know what you should maybe learn real estate I&amp;#39;d love to coach you and so I I said David the problem is I don&amp;#39;t have any money I can&amp;#39;t afford your course that year that you&amp;#39;re selling and he said hey actually I need some help with my business I don&amp;#39;t I don&amp;#39;t have enough time in a day to respond to emails to set up these funnels he said I don&amp;#39;t know if you have any of that knowledge or expertise but would you be willing to jump in and learn sure why not so he kind of we Bartered he sent me his course he and I just kind of worked for him and he coached me a little bit so coaching the course and I worked for him for a little bit and that&amp;#39;s why that how that ask that ask came and we just went into a blindly like it wasn&amp;#39;t anything we didn&amp;#39;t know what the heck we were doing he didn&amp;#39;t have a big list and maybe some of you guys are like this as well we he didn&amp;#39;t have a big list he didn&amp;#39;t have money for ads and we didn&amp;#39;t have a major social media following like others and so we had to hit the ground running and just say okay how can we get creative as possible to get people into our course and so it was a lot of grunt work was it a was it a brand new course had he made some sales what was the status of it when you joined the team yeah whenever I came onto the team he just launched it and actually I was coming on to help him like as an part-time employee I guess you would say we were bartering bartering there but uh I think I was part of his first beta launch so it was like he only had four or five other people then I was kind of helping him with his backend of the business and so it was very very new business yeah and and not very successful like he hadn&amp;#39;t sold many copies of it at that point he had not he had not sold many copies but he hadn&amp;#39;t tried much marketing right and so I think a lot of times as entrepreneurs we get stuck in the weeds of things I think we need to have these massive funnels think you need think we need to have all these automations I think that&amp;#39;s where he was is he just got caught up in the weeds and so he never really marketed it much but once I came in we started getting we had more time more manpower so we went off and actually the first thing we tried was webinars and we ran a webinar and if you don&amp;#39;t know what that is it&amp;#39;s pretty much a 1 hour to 90 minute class where you teach and then you offer a product at the very end that&amp;#39;s what everybody was telling us to do and that&amp;#39;s what we were seeing all the ads were telling us to do so we ran our first webinar to his little to no audience that we had I think there was less than a 100 people on his email list I believe there was like only a few hundred people on Facebook and we ran it and we had some people register and I never forget I was sitting at my kitchen table when we when we got done with that webinar we made the offer and I kept hitting refresh in my clickfunnels account and if you are a digital marketer or a course creator you probably know what clickfunnels is I remember hitting refresh refresh refresh and nothing was coming in that was like the first time I had done a launch for our course creation business and nothing thing came in so I kind of got a little discouraged cuz I just built this I built a really pretty funnel I thought it was pretty at the time it probably wasn&amp;#39;t pretty all these automations David I put we all this effort into planning that webinar and then nothing it&amp;#39;s so it&amp;#39;s kind of discouraging but somebody hit us up and this was very unexpected you guys ever just get a message or a a call from someone and you&amp;#39;re like that&amp;#39;s I&amp;#39;ve never expected that well we had this mutual friend friend it was more of an acquaintance we didn&amp;#39;t really know him that well but he was lurking and watching in the background without us knowing he just was watching our marketing watching us do all this stuff online we were posting hey join this webinar join he&amp;#39;s seen that well he message us and asked hey how how&amp;#39;d it go we had to break the news to him that we made a big goose egg nothing and then we ended up saying well why&amp;#39; you ask he said well I think I have this model I have this model that you guys may find success in a model that could take people from cold leads to pretty warm hot customers by the end of it and of course our interest was Peak so we were like okay what is it and he sat down and broke this model which we&amp;#39;re going to go into deeper today was this five-day challenge model and that that conversation we had with that acquaintance that Mutual acquaintance changed the trajectory of my life because indeed what he taught us and what he showed us in that conversation we had changed my life forever and ended up so far we&amp;#39;ve made over $35 million by selling courses coaching packages all through what we&amp;#39;re going to show you today see that&amp;#39;s a good setup that&amp;#39;s a good setup Michael very very cool I&amp;#39;m sure a lot of people can resonate with um feeling like a failure um hyping up these big launches and so on and and and not getting seeing many results that&amp;#39;s certainly part of my story when I started back in 2013 with my piano course um I used to be a user of clickfunnels but back then it didn&amp;#39;t even exist yet uh so I remember the feeling of refreshing it wasn&amp;#39;t clickfunnels at the time but I you know I finally launched and refreshed refreshed and and and wasn&amp;#39;t getting anything and that&amp;#39;s because um well there&amp;#39;s a lot of reasons but one was I didn&amp;#39;t have a much of a funnel in place um I don&amp;#39;t know much about the the whole challenge model or um I guess in in the broader scope virtual uh event so I&amp;#39;m excited to dive into that with you maybe you can even share what that could look like for my piano business because I&amp;#39;ll be honest with you the the main funnel we use that&amp;#39;s that&amp;#39;s worked well is the webinar funnel Evergreen webinar funnel had the same webinar going for four or five years now and um that webinar is is responsible for multiple seven figures it does well uh but if there&amp;#39;s a model that can work even better I&amp;#39;m I&amp;#39;m all for hearing about it so thanks for that setup man uh let&amp;#39;s get into some of the nitty-gritty of of you know maybe maybe how it worked for you at first and and how it&amp;#39;s evolved and how you recommend setting up these types of funnels yeah and I think I think you guys will find Value if we continue the story because we left that webinar there you know feeling defeated but this conversation we had with um Alex was his name he he changed everything and so what he did is he sat us down and he said hey this is a 5-day virtual event I want you to run it&amp;#39;s called a challenge I&amp;#39;m like why in the world world is it called a challenge I had no clue what this dude was talking about you got to remember I was new to digital marketing in the first place so I&amp;#39;m like what in the world is this he said it&amp;#39;s a called a challenge because the people who attend you&amp;#39;re challenge them you&amp;#39;re challenging them to take action and move toward a certain goal with you I&amp;#39;m like okay that makes sense that&amp;#39;s why I call it a challenge because you&amp;#39;re pushing people into action I was like got it and so he said this is what you&amp;#39;re going to do I want you to write a 5day event it&amp;#39;s one hour a day for five days straight and at the end make your offer and he gave us a little bit more but we only spent 30 to 60 minutes with him and so what do good successful entrepreneurs do they take action fast and so that&amp;#39;s what we did we didn&amp;#39;t have everything figured out we did it messy but we implemented our first five-day virtual event that&amp;#39;s what we teach fast we just it was messy like I said but we did it in that first event I remember when we after we presented the offer I was sitting at my kitchen table the same situation as when I was doing the webinar hitting Refresh on clickfunnels refresh refresh and finally our first sales came through now I don&amp;#39;t know I&amp;#39;m I&amp;#39;m sure you probably experien this but for those course creators on here that have been selling just think back to that first sale you&amp;#39;ve ever got whether it was $200 $500 a th000 I don&amp;#39;t know how much you would sell it for but just remember that you remember that feeling I remember it I was like what in the world cuz we generated $30,000 that first event now for me that&amp;#39;s what I made in a year so we just made that in 5 days now there&amp;#39;s a little promo time and setting it all up so a few weeks we made five or uh I think we sold 25 to 30,000 I&amp;#39;m going to say 30ish because I think we had some payment plans on some of those but it was like $30,000 I was like wow we just made selling courses in in a week or two weeks what I made in a year this is life-changing for me and so I said I&amp;#39;m going all in on this and so we ran the play again we ran the play again second time we pivoted a little bit tweaked some things we ended up making around six figures around $100,000 third one around 250 fourth one about somewhere $300 $400,000 and it kept going up and up and up but the cool thing is and I&amp;#39;m I want to share with you guys because I think you guys are going to find this valuable is that we did all that remember still with no ads small lists small social media following and so we ended up taking David&amp;#39;s course business from 7 I&amp;#39;m sorry from zero to $750,000 in 10 months just through that one model so I&amp;#39;m excited I think we&amp;#39;re gonna for for your course man we&amp;#39;re gonna we&amp;#39;re gonna put something in place I think it&amp;#39;s gonna crush it d i I definitely remember my first sale it was it was a big deal now um that&amp;#39;s pretty impressive that you know one one day you&amp;#39;re looking at it like the first launch at zero and then the next time not only do you you make a sale you make $30,000 worth the sales because uh you know when I when I first launched um I didn&amp;#39;t get any sales that first day but I did get one sale on day two and that one sale meant everything for me to keep going um even though it was like 97 bucks and and it was the only one that day and it was really the only one that entire first launch that I did but I&amp;#39;ll never forget that feeling of making that actual first sale um but the one sale is not good enough uh to sustain us and like you said you made enough for from one launch uh that you were making an entire year at your normal job and then it only got bigger and better after that so um do you want to kind of go into more detail of of of what it looked like for for that business or do you wna you want to talk about um other examples or or even um what it could look like in my business let&amp;#39;s do all the above that okay yeah I I just I&amp;#39;m cool with just free flowing in here I think I would definitely want to help you because I think this could be crazy especially if you&amp;#39;re crushing it with webinars already um this could be something you do in addition okay so what I&amp;#39;m going to show you guys today is not something that you have to it&amp;#39;s not uh an or right because people say is it webinars or challenges or vssl funnels or this or XYZ Facebook groups or it this can be an and for you okay it can be webinars and challenges it could be webinars and XYZ so that&amp;#39;s I just want to preface that and put that in your mind it&amp;#39;s not don&amp;#39;t think you have to stop what you&amp;#39;re currently doing if it&amp;#39;s working obviously if you doing something that it&amp;#39;s working keep it going so but for him I want to lay it out specifically because for him what we did is he was in the real estate Niche and so we sat down we buil out this event with one goal in mind is how can we get people closer to getting their first rental property and so for you all right now whatever industry you&amp;#39;re in whether you teach piano or whether you teach people how to start a dog groom in business I don&amp;#39;t know what your Niche is but whatever that is you need to start with the end goal in mind and asking what do my potential customers the people that are going to be attending this event want and so that&amp;#39;s what we did for him was say they want Financial Freedom they want to learn how to break into this fantasy world of real estate and so we created content and we laid we laid it out in five days with a game plan of how to get them there how like how to get them there faster right obviously I&amp;#39;m you&amp;#39;re not going to probably be able to teach somebody in 5 days how to play a piano like at a professional level it takes 21 man it takes a long time it takes 21 days 21 days right but in five days you can get them to know a few chords you can get them to learn uh you know the hand placement right and so we first start out and what we did we first started out with the goal in mind and then reverse engineer and say okay what are the steps they need to get to that goal and and how can I Implement those into my 5-day event so for him part of the steps were okay to get your first rental you need to get funding you need to get a uh build a team you need to be looking at houses making offers he laid all this out and so we said okay we can&amp;#39;t teach them everything we can&amp;#39;t help them achieve everything this week but what is it most important in that process that we need to show them and teach them and so what we do is we call this looking at at it from a 30,000 foot view right and I often tell people you kind of look at it like a map right imagine your customer your potential client they have a dream destination whether it&amp;#39;s they want to lose weight if you&amp;#39;re in the fitness they want to learn how to play the piano and you have to okay say the end destination is here they want this result but what&amp;#39;s the road map to get there it&amp;#39;d be like us traveling from California to New York without a road map we have to create that road map or we&amp;#39;ll end up at the wrong destination and so we sat down David and I we said okay real estate with&amp;#39;s what&amp;#39;s the road map to get them there we figured that out and we said okay let&amp;#39;s put that into our event and so for him all real estate but just know this can be done for multiple different Industries we&amp;#39;ve helped people in um I&amp;#39;m was trying to think people who were health coaches so we&amp;#39;ve helped people like in nutrition space we&amp;#39;ve helped people that were in Insurance we&amp;#39;ve helped people that had courses around many many different Industries so one uh thing I&amp;#39;m curious about at this point is you know we&amp;#39;re talking a lot of the same language like when I&amp;#39;m when I&amp;#39;m working with people and let&amp;#39;s say they&amp;#39;re putting together a course one of the first things we have to Define is what is the dream outcome that your potential customer is trying to achieve because people are going to pay for outcomes and Transformations way more than they&amp;#39;re going to pay for simply information and so we Define that we we say where where do they want to go and you&amp;#39;re you&amp;#39;re talking about that and so um and by the way how did you know that I have somebody that teaches dog groming in my coaching program yeah that&amp;#39;s pretty good so like for that like if we&amp;#39;re teaching somebody to to start a um if we have a course on um starting a dog grooming business like that is the that is the dream outcome like we&amp;#39;re you&amp;#39;re making five to 10K a month from a dog groming business and that&amp;#39;s my promise to you if you buy my course and go through my course or coaching program or membership or whatever you&amp;#39;re going to achieve that outcome and you&amp;#39;re going to pay me and and all that right so with these challenges and virtual events we&amp;#39;ve got to have some like partial dream outcome that we&amp;#39;re promising like somewhere along the way like how do you how do you create that mini dream outcome for these challenges you know that&amp;#39;s a great question and I don&amp;#39;t think you have to go away from selling that dream right right that dream that you and I I get it like this is really cool because I think we&amp;#39;re on the same wavelength and brain uh wave here of how we think about marketing and this this industry but don&amp;#39;t think you have to go out there and say anything different because we do give them as much information as possible to get there and so in the marketing like we say in 5 days we&amp;#39;re going to show you how you can get closer to owning your first real estate investment property in 2024 right we&amp;#39;re going to give them we&amp;#39;re going to give out tons of information because this is 5 days you got to think it&amp;#39;s not just an hour right the content you&amp;#39;re going to teach is very in-depth so you&amp;#39;re probably going to teach how to start your dog grooming business LLC you&amp;#39;re probably going to teach on all these things and so it may feel like and this is some people they ask me Michael I&amp;#39;m afraid I&amp;#39;m going to give too much you&amp;#39;re going to give out a lot but that&amp;#39;s what people find valuable and they&amp;#39;re going to come and say wow if I learn this much in a 5day virtual event imagine if I take this course or this coaching program and spend more time with Michael or Jill or whoever that is so whenever it comes to creating those many goals I or the many Visions I don&amp;#39;t I can&amp;#39;t remember the term you use but I would just say just stick with what you already have I I don&amp;#39;t deviate from from anything and I don&amp;#39;t necessarily take away anything because it&amp;#39;s your message it&amp;#39;s what you&amp;#39;re helping people with it&amp;#39;s your Mission so it&amp;#39;s just another vehicle to get them closer to that okay so real quick are you are you charging people do do they have to buy a ticket to these events you just opened to Candle worms man so I think it depends on where you want to which direction you&amp;#39;re currently in with your marketing so people ask me all the time Michael are these free or paid events and so if you&amp;#39;re just starting out if you&amp;#39;re aspiring course creator or you just launched a course and you&amp;#39;re don&amp;#39;t have a big list you don&amp;#39;t have a big social media following like David start out free because it&amp;#39;s a sales process right you you want to get as many leads as possible for your business and so I recommend if you&amp;#39;re just starting out go free now depending on your n Niche and the amount of pool you have how big of a list how much money you&amp;#39;re spending in marketing then I would consider doing a paid challenge the difference is you&amp;#39;re going to have a lot more committed people you&amp;#39;re going to have a lot more people who take it serious if they pay $49 or $997 some of our events that are paid we have tickets starting at 97 and go all the way up to 497 those are mainly for our bizop programs you know those that offer a business opportunity those do really well and we could charge more for those um but I think it just depends so most people you&amp;#39;re probably going to do a free free challenge I would do a free with an upsell of some sort right whether it&amp;#39;s uh an upsell to a VIP ticket where they get a little bit of Q&amp;amp;A with you maybe where they get their recordings a little longer than general admission um that&amp;#39;s where most people are going to start is they at that free though the reason I thought of that question is because in my head I&amp;#39;m trying to think like why did what you&amp;#39;re what you&amp;#39;re saying work so much better than the webinar because you know you say that this type of funnel it really builds trust and Rapport it gets people to um you know maybe learn a little from you but they want to learn more from you I mean that&amp;#39;s that&amp;#39;s the goal of a webinar as well so I was like maybe maybe he&amp;#39;s charging some kind of way like what why is it that why does it work so much better nobody ever has ever asked me that I think there was a few things one the webinar we definitely didn&amp;#39;t know what the heck we were doing okay yeah you got remember that very first launch so we learned at least a little bit that second launch am I saying webinars obviously it&amp;#39;s working for you we still sell with webinars today so again it&amp;#39;s an an and not a or but for us at the beginning uh I think it was more just inexperience and not that webinars wouldn&amp;#39;t have um kept working if we kept trying it we probably would eventually got them to work but what worked really well for us was just being able to spend more time with people and David is a very relational person and so for him to be able to sit down for five days with people and really get to know them and really build trust and build rapport I think that was a big big key factor and we were new to selling online selling online on a screen on a camera like this can be a little scary so for him to be able to settle in and just sit back get to know people make them feel like family I think that had a big factor in it too but the the reason we scaled wasn&amp;#39;t just because of those those reasons the reason we scaled is actually because we leveraged strategic Partnerships which I want to get into here in just a bit and we don&amp;#39;t have to go into that too deep but um that just taking a proven process and running it to more people is what we eventually did and we ran it to other people&amp;#39;s audiences and crushed it but so I don&amp;#39;t think long story short the webinars would have worked we kept working on it I think just at the time for where we were at the challenges made more sense yeah that that makes a lot of sense so um the next the next logical question for me is with the um amount of success like the $30,000 launch had surely his list wasn&amp;#39;t still like less than 100 people or maybe that&amp;#39;s where the Strategic partnership started coming in like what was the key um you know it&amp;#39;s one thing to have a great funnel but if you&amp;#39;re not driving any traffic to it you don&amp;#39;t have anybody to go through it it doesn&amp;#39;t matter right so it sounds like you&amp;#39;ve got some kind of model here that&amp;#39;s the funnel as well as there&amp;#39;s some traffic pieces to it as well yeah yeah and that was I mean we gained a little bit to our list from that first 5-day challenge um but yeah when when it really got serious was when we we started doing these strategic Partnerships so um to give you a little perspective on this you just need to ask yourself what resources do I have and what resources do I not have for David he did not have list that was the resource he lacked we had the knowledge of real estate he he eventually started getting really good at presenting after doing those first few launches so we were like hey we feel like we can like our our conversion ratios were good the offer people are loving the offer because at by this time you know it&amp;#39;s been a few months people are in the program they&amp;#39;re loving it people are starting to make offers on home they&amp;#39;re starting to find results so we&amp;#39;re like hey what we lack right now is just an audience which is maybe in the same position that some of you all are in so we said okay who has an audience that would love our products would love what we teach and how can we partner with them and so David had been building this relationship with a wealth coach so he teaches real estate the perfect partner for David would be people that teach budgeting that teach finances right because these people that teach budgeting what happens when you get your money in order you need to go invest that money right and so for him he said oh I&amp;#39;ve been building this relationship with this wealth coach this guy who teaches how to budget invest he said I&amp;#39;m gonna ask him if he&amp;#39;d be willing to let us come in and teach his audience and we&amp;#39;ll make an offer and split it 50/50 super simple model we go in teach the same exact presentation that we had all these other times to a new audience make the offer and we just split it 50/50 we did it and that was that first $100,000 five-day event we did was just simply by plugging this into somebody else&amp;#39;s ecosystem now we did that I think we&amp;#39;ve done that three times so far all of the times have been amazing so you just need to sit back and say okay who has an audience that would complement mine and how can I make it a win win win a win for me a win for the person on the other end which is the partner and then a win for Their audience which is most important people don&amp;#39;t want partners coming in they don&amp;#39;t want people coming in that are just going to come spam them and not provide value but if they know we&amp;#39;re coming with the right heart if they know we&amp;#39;re we&amp;#39;re coming to really teach and really take care of their audience it&amp;#39;s only going to make the partner look good in the end that we&amp;#39;re doing this event with they&amp;#39;re going to be like wow wow so and so for this example I&amp;#39;m just going to use a fake name but David we partnered with this guy named Bob right wow Bob thank you so much for bringing David in to teach that was an awesome class some of them are going to purchase the product some of them are not but either way it made the partner look good because we came in and served massive value so that&amp;#39;s how we grew and man that&amp;#39;s when David&amp;#39;s list blew up like after that first event yeah we still didn&amp;#39;t have but just a few hundred people on our list but then thousands of thousands of leads were able to come in once we start leveraging this actually as we speak on this podcast recording right now David is doing exactly what I told you he did a few years back he&amp;#39;s doing it to another audience right now I actually just finished his funnel and helped him prep for it and he&amp;#39;s presenting his offer right now now do you have to do yeah let us know how it goes hopefully it&amp;#39;s successful is um do you have to leverage these strategic Partnerships for what we&amp;#39;re talking about you don&amp;#39;t have to no I mean you you can run these to your own audiences but eventually let me say this it&amp;#39;s kind of like running a webinar to your list the same webinar to your list over and over and over again eventually your list is going to get exhausted right they&amp;#39;re probably not going to they&amp;#39;re probably going to tune you out so we just use this strategy of strategic Partnerships to reach more people faster um but we do run like so for example we have a client we run about once a quarter a 5day challenge he&amp;#39;s doing a lot of marketing his viral organic content is pulling in New Leads all the time so we have more eyeballs that we can hit every quarter with event like this so about once a quarter we do one big event all right so selfishly I want to ask you what this could look like for my business so to be honest with you this is uh so my operations guy that that works uh with me has been trying to get me to do like a five-day challenge funnel and one of my big objections to that is I don&amp;#39;t really know how to do it you know and I&amp;#39;ve got a funnel that&amp;#39;s working but um let me tee this up for you a little bit because my brand is piano in 21 days I teach people some I teach people to learn songs on the piano in as little as 21 days if you go to my website I have the same lead magnet I&amp;#39;ve had for the past 10 years it&amp;#39;s called learn 36 six popular songs in 5 days it&amp;#39;s a workbook it&amp;#39;s a PDF they download and it basically the first five days of my course but in written and image form so it seems like a pretty good candidate to take a lot of that content and turn it into some kind of five-day challenge with a mini outcome right learn 36 popular songs in just five days so given that information how do we get started the go question where do we start yeah so I always tell my clients um and this is going to get really tactical so do you want tactical or do you want you want to see high level I&amp;#39;ll stop you if it gets too tactical but I like I like getting in the Wheats Okay cool so people when they come and they ask that same question what I do is I say okay let&amp;#39;s start with the end in mind and whenever I talk about the end in mind I&amp;#39;m talking about the very end I&amp;#39;m talking about like when are we actually going to perform this thing when are we actually going to run it and so for our events if it&amp;#39;s a free event we normally have about two to 3 week marketing period okay about two weeks is free event as you&amp;#39;re aware you run webinars people tend to forget about events and stuff so but if you&amp;#39;re going to run ad you need some time to get ads up need time to promote it to your list your YouTube your social media so I would go ahead and pick a date out if it was me that was gave you enough time to market for two or three weeks about two weeks and then enough time for you to build out the actual the real funnel the assets themselves so for you your team that may only take 2 weeks to build out the assets it may only be 2 weeks to Market it and then you run the event so I would maybe say four to five weeks from now or whenever you want just set that date that&amp;#39;s what we do set the date then from there we go back and say okay we have the date when are we going to actually launch promotion to this well I already told you two weeks before so that&amp;#39;s pretty easy two weeks before we&amp;#39;ll go ahead and start promoting this but what about the actual five day content so it sounds like you have a really good Runway because you already have this book just taking part of your course so I would go ahead and I would lay that out and I would lay that out over five days and ask yourself okay what&amp;#39;s the content get really detailed on um how that&amp;#39;s laid out but here&amp;#39;s the deal I want to break down the content for you it&amp;#39;s not just five days of teaching because so many people and and yours industry is a little different because you&amp;#39;re not necessarily in the money-making industry you&amp;#39;re like here&amp;#39;s a hobby pick up this new hobby so yours is going to be a little bit different but I think for all events it&amp;#39;s not about how how much value can I give them because sometimes more is not better right and you know that but a lot of times we think oh for this offer I&amp;#39;m going to give them as much as possible sometimes that can be overwhelming for people that&amp;#39;s not great so for this 5-day event just know that whenever you&amp;#39;re presenting it&amp;#39;s not about more it&amp;#39;s about being strategic of what kind of content you put in there so I&amp;#39;m going to give you a very highlevel overview of how we sell and how we structure these five days and so this will allow you to see what that content needs to be day one is your uh origin story and we talk we help overcome those misconceptions that people often have oh maybe maybe I&amp;#39;m not too talented or I&amp;#39;m not talented enough for to learn piano all these misconceptions that people come into your industry um I&amp;#39;m just making this one up for Real Estate because I know this one really well you know it was hey I don&amp;#39;t have the money to invest right or hey I don&amp;#39;t I&amp;#39;ve never started a business before I don&amp;#39;t know how to do that so all these things people come in and we clear those out on day one it&amp;#39;s more on mindset in your story on day one and really helping them see the vision for the rest of the week so you you&amp;#39;re like man Michael I had I have to figure out five days of content well no because day one we go more like I said the origin story and on their goals and helping helping them overcome all that messed up thinking that they come into the event with day two is when we get really into the content day two is when we get really into the content we go in and start actually giving them actionable steps start teaching them the piano start giving them some homework every day you want to give them some kind of homework every day you want to give them some kind of homework so day two give them some content some action steps day three we&amp;#39;re going to do the same give them some content some action steps by this time day three they&amp;#39;re they&amp;#39;re finding momentum they&amp;#39;re like wow I&amp;#39;m F I&amp;#39;m I&amp;#39;m actually I feel like I&amp;#39;m getting the hang of this piano thing I&amp;#39;m learning the new I&amp;#39;m learning the the notes I&amp;#39;m learning the chords I can finally play Mary Had a Little Lamb right so it&amp;#39;s like they&amp;#39;re getting all this stuff I&amp;#39;m just making that up just I thought you&amp;#39;d laugh maybe you won&amp;#39;t laugh at that but um no in my marketing I was like I&amp;#39;m you&amp;#39;re not gonna learn Mary had a little L with me no my wife plays the piano really good so um I I always just go and sit next to her and just hit the keys one by one but anyway so day three they should be pumped up and excited usually by this day they&amp;#39;re like wow like here&amp;#39;s my credit card I need to figure out you know how to keep learning more and more and more day four is when we actually provide the offer okay so you&amp;#39;re going to teach a little bit but really this is the offer day and when you start um going down that course sales or the coaching sales whatever that offer may be so day four day five is both of those days we present the offers we&amp;#39;re still providing value to them we&amp;#39;re still providing content on those days but just note that we&amp;#39;re we&amp;#39;re not doing an hour full of teaching we&amp;#39;re probably spending 30 minutes of teaching and then pre-framed the session same thing with day four teaching a little bit recap for the week hey so far this is what you&amp;#39;ve learned we learned this chords we&amp;#39;ve learned the hand placement here we&amp;#39;ve learned how to do XYZ recap all that and then you know go into the offer at the very end so um you can see really you have day two day three to teach day four and day five half days so you&amp;#39;re spending a lot of time with them but the content don&amp;#39;t feel like you&amp;#39;re going to be oh I got five hours to teach no you actually probably end up teaching actual content only three hours two and a half three hours right and so but this model works very well for us we&amp;#39;ve done this hundreds of times literally almost every week we run these and follow that same exact process so I know that was very in-depth but that&amp;#39;s where I would start set the date set the promo date and then start planning out that content so that you can be really methodical and how you lead those people to their dream destination so several follow-up questions um let me just make sure I understood the five days correctly day one origin story day two content um action items homework day three same day four you present the offer for the first time also potentially um give value and then day five is very similar to day four present the offer again your offer uh my main offer is um is $800 okay so what we do differently because there&amp;#39;s some people on here you have courses and coaching programs what we do is if you&amp;#39;re going to be selling coaching programs and not just courses and a lot of times these coaching programs they can range up to 3,000 5,000 10,000 what I&amp;#39;m what I&amp;#39;m showing with you guys works all the way up to $100,000 we&amp;#39;ve sold programs at 75,000 50,000 and it worked like we&amp;#39;re getting ready to present an offer tonight for $15,000 and I know we&amp;#39;re going to sell probably 10 20 of those so what I&amp;#39;m saying is for this is what we do for some people and I don&amp;#39;t want this to be for you all because you don&amp;#39;t need it but for some people that have higher ticket products what we do on day three is we release a free application okay this free application on day three lets us know who&amp;#39;s serious and who&amp;#39;s interested in working with you it&amp;#39;s a short form okay it&amp;#39;s a midweek day three ends we we just tell them hey some of you all have been asking us how we can work uh you know work together after this event we&amp;#39;re going we may work with a few people if you&amp;#39;re interested fill out this free application and this provides our sales team if you have a sales team with leads lets them know who&amp;#39;s interested but it also kind of gives us a gauge for okay like are we doing good like is this event like people willing to invest in themselves at the at the end of going through this and so for our higher ticket events we&amp;#39;ll throw out an application so last night event we were running was day three we dropped it we had like 40 people who applied those people who applied with the high ticket are who we present the offer to first so for high ticket everybody who applies those are the only ones that hear the offer on day four we pull them into a separate Zoom room after this the main session&amp;#39;s done so day four you would you would teach and this is a little different because like I said High ticket from what I I assumed yours was a under a thousand somewhere like that so you wouldn&amp;#39;t have to do this but we we pull them and we just pitch them in a separate room why because it gives the people who did not apply another day for us to build trust with them gives us another day to figure out if they want to actually be go the next step with us they didn&amp;#39;t apply for a reason one they didn&amp;#39;t apply because maybe they weren&amp;#39;t there two maybe they just like I don&amp;#39;t know I kind of like the information trying to see if I like Michael enough to want to work with him so that we pitch the offer to only those that um are interested and if you know anything about sales one of the best things to do is ask for their permission to sell sell first right get them to say yes I want to be sold to and so that&amp;#39;s what the application does because we frame it as hey if you want to learn more about coaching and you&amp;#39;re interested and you&amp;#39;re okay with us presenting this opportunity to you fill out the application so they&amp;#39;re telling us yes I want you to sell to me versus other people that are like I&amp;#39;m not sure not sure yet but anyway I told you I can get really deep with this for you guys you don&amp;#39;t have to do that I would just sell that product on day four or day five but you have high ticket I would want you to do that day three application pitch to only applicants on day four and then day five pitch to everybody that&amp;#39;s good I mean I&amp;#39;m sure sure plenty of people listening to this have higher ticket programs um what happens after day five are are there more are there more days to it to the funnel there more days they can take advantage of the offer or is it kind of over after day five yeah so what we normally do is we normally advertise a closed cart a few days after so we&amp;#39;ll do you know Friday night or Friday the event ends because we do Monday through Friday as our framework just makes more sense versus doing it Tuesday throughh Saturday or something like that but we do Monday through Friday and so Friday night what we&amp;#39;ll often do is that&amp;#39;s when like the fast actions fast action bonuses end so it&amp;#39;s like hey you have to get in by Friday night to get these fast action bonuses but the offer is going to shut down Sunday night at midnight so they still have over the weekend to get their funds together think about it ask their wives ask their husband you know um but normally we do that we sometimes we do extend it the following week um and let it roll a little longer but normally we advertise closed card that Sunday night after cool so Monday through Friday is the five days that&amp;#39;s helpful does it always is it always like presented live or is there a case where you could like have pre-recorded material that you&amp;#39;re just dripping out each day you could do that I recommend for your first one just because you want to get the the feel for it I always recommend doing the first one live and what a lot of our clients are doing is they&amp;#39;ll record they&amp;#39;re recording these live and then but they&amp;#39;re recording them in a way to where they can Evergreen them later like you&amp;#39;re doing with the webinar and so what we&amp;#39;re doing is for some of our clients we&amp;#39;re taking these 5day ches running them in a way where anybody outside the public would not know in the future that these things are recorded and then we&amp;#39;re putting them in softwares there&amp;#39;s actually challenge softwares out there you can use or you can make your own like you know jry rig something up together but we&amp;#39;re putting these into a software like webinar Fuel and running these um or challenge fuel it&amp;#39;s called it&amp;#39;s like the partner next to webinar fuel but U then we&amp;#39;re just putting these in there and those recordings and run running ads to them or putting the link in your YouTube description or Instagram uh bio and just sending people to that and we&amp;#39;re just advertising hey this starts every Monday or like once a month you can run it that way but so I for you I&amp;#39;d probably just do one live just so you get the feel of it yeah that that was going to be one of my big questions is if you could set this up on an evergreen basis because I&amp;#39;m big on um Evergreen funnels so it sounds like you can when you do it in an evergreen Fashion Is there any sort of social component like do you have Ming turned on under the under the video or anything like that yeah so I think it depends on which route you go right so for the so for the Live Events we do we put all the registrant into a Facebook group and so like they live in that Community they engage they&amp;#39;re sharing wins most of the time we host these in Zoom so people are commenting live but whenever you go to transition that over to Evergreen it&amp;#39;s a little bit harder right because you don&amp;#39;t want want people knowing that it&amp;#39;s necessarily recorded cuz then they won&amp;#39;t show up as much so what we do is usually our first Evergreen if we&amp;#39;re using a software like challenge fuel that I&amp;#39;m mentioning you can actually either a upload comment so you could have a virtual assistant or somebody on your team go and upload all the the chat from your zooms or anything like that um or you can just let that first one with those softwares what you can do is just let the don&amp;#39;t upload the past chat log from zoom and you can pretty much just uh let I&amp;#39;m trying to figure out an easy way to say this you can let the first round of Evergreen those that are attending that Evergreen that for that first time let their comments live on and live on live on so you just keep the chat open and people are thinking after that first one wow people are commenting people are really engaged when there may only be 20 people watching I&amp;#39;m just throwing out out there but each time there&amp;#39;s a nevergreen that runs it adds more and more comments kind of like with your I&amp;#39;m sure your webinar software you use is does the same thing right just keeps adding the chat does it not I used to use I used to use every webinar but um to be honest with you it felt a little disingenuous and I switched to uh well actually I use um what I call um an sod uh webinar framework which stands for simple on demand and it&amp;#39;s a video on a page and then the offer button comes in it no no no it&amp;#39;s it&amp;#39;s framed as a workshop and it it&amp;#39;s it&amp;#39;s not live and I think in the recording I even say that it&amp;#39;s not live um but the the key with that type of webinar is the button doesn&amp;#39;t come in until the correct Tim stamp of the video so that it&amp;#39;s still framed as hey you&amp;#39;re here to learn I&amp;#39;m going to present value and and so they&amp;#39;re not scared off by the buy now button they don&amp;#39;t they don&amp;#39;t see the buy now button until they&amp;#39;re primed to potentially buy makes sense yeah so for for these like like webinar jam and some of these what it does is just after every webinar it just stores that chat log and just every Evergreen it just keeps adding and adding and adding so you can you can choose how often or like when it stops adding but so I don&amp;#39;t turn off the comments for Evergreen I would leave those on next question is how do you prevent it from feeling like some sort of bait and switch when you get to the selling point especially since you&amp;#39;re not selling at the end you start the selling on day three or day four by this time it&amp;#39;s not like a webinar where they&amp;#39;re only spending an hour with you they by the time you make the offer they&amp;#39;ve done spend one two three and a half hours four hours with you but really four days 3 to four days right so because they&amp;#39;re in the Facebook group they&amp;#39;re engaging they&amp;#39;re showing up the sessions they&amp;#39;re asking to be sold to like this event we&amp;#39;re running this week on day two people were asking how they can learn more CU people know listen we live in a digital age most of the times not all but a lot of people know this is used to sell me something right like a lot of people know okay I&amp;#39;m not attending this live training without being sold to so for us that&amp;#39;s not an issue because people show up 3 to four days in they&amp;#39;re like wow this is crazy I just learned more than I&amp;#39;ve learned in two years on this topic in 5 days and so that&amp;#39;s not something we worry about though um I&amp;#39;ve never had to worry about that in this model and I&amp;#39;ve ran a 100 plus of them if you&amp;#39;re providing good value and your your content strategic you won&amp;#39;t worry about that I would say let&amp;#39;s talk about tools you&amp;#39;ve mentioned a few already let&amp;#39;s say that I&amp;#39;m let&amp;#39;s say that I was going um with the live model uh I think what you suggested was get people in a Facebook group and then just use zoom I mean is that kind of the extent of the tools I would need for the live model yeah I think you can go as simple or as complex you want right as simple or as complex you want you could do um for us we just run all the sessions in Zoom for our VIP okay so we do for our free events we do GA which is free and the VIP which is normally upsell of some sort the VIP we let them in Zoom the general admission we let them watch in a Facebook group via Facebook live stream so we&amp;#39;ll put all the VIP in zoom and then we stream to the Facebook group because Zoom has that feature and that&amp;#39;s the extent now you can just stop there but of course if you have funnels automations of course you can dive into that realm um but as far as like the streaming side of it Zoom works well um Facebook live works well if you don&amp;#39;t even have zoom I&amp;#39;ve had people just literally go Facebook live for 5 days straight is that what I prefer no probably not but I I like having the model where we&amp;#39;re throwing them into the zoom and just streaming to the Facebook group and people have asked well have you tried in other platforms have you tried um instead of using a Facebook group using a Discord server or uh mighty networks I&amp;#39;m just like I&amp;#39;m not like this works really well for us because 95% of people have a Facebook profile already so we&amp;#39;re just keeping them where they&amp;#39;re already at and there&amp;#39;s no hard work for them they don&amp;#39;t have to go learn a new platform or go download a new app so I&amp;#39;d say just start out if you want to go super simple go create a Facebook group set up a zoom account it&amp;#39;s free that&amp;#39;s all you need but as you get you know going further you know there are other apps and software you can upgrade to we&amp;#39;ll need something for the promotional side optins and so on funnel Builders um would clickfunnels be your recommendation there yeah for people that are just starting out I love clickfunnels Russell Bron&amp;#39;s awesome he&amp;#39;s taught me so much but go high level man like are you familiar with go high level yeah I&amp;#39;ve got a couple people in my coaching program using it I haven&amp;#39;t used it myself um I&amp;#39;ve heard I&amp;#39;ve heard mostly good things I&amp;#39;ve heard some bad things as well yeah well listen I wna let me get something real quick so I think I&amp;#39;m G to go off screen just for a second and it&amp;#39;s a book I&amp;#39;ve been reading and I want to show you something that my my reasoning behind it all right so I know this go high level and this is going to be a a weird take on this but go high level I just love it because you can have everything all in one place and so this book and this is I just been reading this so it came to my mind have you read this book 10x is easier than 2x my operations guy just finished it he&amp;#39;s been telling me all about it and we&amp;#39;ve been talking about it in the coaching program yeah and I&amp;#39;m I love Benjamin Hardy yeah amazing amazing book but this is one of the reasons why that book just made me realize I need to find ways to think 10x right and Grant card own come up with a 10x but the premise of this book is exactly what the the title says it&amp;#39;s easier to 10x than 2X and so many of us are thinking shortterm so many of us are thinking oh how can I I&amp;#39;m just making this how can I make instead of $100,000 this year 200,000 but if you set a million doll goals and you set uh I&amp;#39;m trying to figure out how to tie this to because in my head it sounded good but just give me a so if you said a million dollar goals it makes it takes you to a whole another level of thinking of how to hit that the thinking you need to have for a million dollar goal versus a $200,000 goal is way different right and so for me one of the things was is I need to automate the process as much as possible whenever it comes to challenges and this is how I wanted to tie this in I love clickfunnels I still use click funnels to this day but clickfunnels is still lacking in some of the things I need to automate this process say 100% And so for you I can already tell you you&amp;#39;re a guy I could be reading you wrong but you&amp;#39;re a guy who loves automations you love you probably like getting something set up once and just letting it go am I right on that yeah you couldn&amp;#39;t be you couldn&amp;#39;t be more right on that yes okay that&amp;#39;s why I love go high level so we can set up one webinar funnel like for example I have a client right now he&amp;#39;s been around the same webinar for like weeks and months I set up the automations once I set up everything once and I don&amp;#39;t have to ever touch it again all I have to do is every week is have my funnel Builder go in and change the dates on the funnel because it&amp;#39;s a live webinar so we&amp;#39;re like go in there change the DAT everything it literally takes her like five minutes three to five minutes to go in there and change everything it&amp;#39;s all automated so that&amp;#39;s I love go high level because the emails are all in one place the text messages are all in one place um you can do ringless voicemail from there so that would be me if I was just starting out from scratch bu building this these events I would start out with somethingone like that if you have a list of 100,000 300,000 500,000 people the email can get a little bit iffy with go high level I&amp;#39;m not g to say I&amp;#39;m not going to back off from that you have to warm up their email account a lot so I get there&amp;#39;s some reservations there but I&amp;#39;m telling you bro like it&amp;#39;s it&amp;#39;s been amazing so I think you just need to have some software where you can take people through a funnel efficiently and effectively um there&amp;#39;s many out there so just choose one that works for you and I would say this part of that 10x better than 2x is instead of asking okay what software can I get that&amp;#39;s going to be easy for me to operate just go skip that and if you have the the resources who can I hire to do this for me right how can I go out there somebody that can go build this challenge funnel for me so I don&amp;#39;t have to figure it out and I&amp;#39;m not I&amp;#39;m not plugging us or anything but I&amp;#39;m just saying somebody who already knows how to build out this webinar funnel somebody who already knows how to just let them do it it&amp;#39;s going to save you tons of times tons more time tons more resources for your team and uh so those are my recommendations dive into it take what you want that&amp;#39;s that&amp;#39;s another Benjamin Hardy book who not how yeah you read that one yes that is actually in my a audio book files so I gotta listen to that yeah so like I said I haven&amp;#39;t I was really curious how you&amp;#39;re going to tie that book into go high level but that does make sense I do lean more and more toward like the all-in-one nature uh these days um even when I was using clickfunnels I absolutely was doing emails and automations elsewhere because that&amp;#39;s not what it&amp;#39;s good at I was doing that in active campaign and now I&amp;#39;ve moved from clickfunnels to kajabi because kajabi does significantly more than clickfunnels does um but it is very limited with email automation so I&amp;#39;ve kept everything there in active campaign so I do have everything pretty well automated but it&amp;#39;s kind of in in two places because of that um but I&amp;#39;m with you on on trying to get things all inone but I&amp;#39;ve got I&amp;#39;ve heard people like switch from kajabi to go high level and be happy with it and then I&amp;#39;ve heard the other way around too where they&amp;#39;re like getting frustrated with go high level and they go to kajabi and they love it yeah and the issue there is there&amp;#39;s so much you can do with go high level it&amp;#39;s like the saying and I I&amp;#39;ll probably butcher this as well but it&amp;#39;s like when you&amp;#39;re I don&amp;#39;t know what the saying is I&amp;#39;m I&amp;#39;m going to skip that talking about when you&amp;#39;re good I was going to say it but I can&amp;#39;t I can never say stuff clear I&amp;#39;m sure it was a great saying Michael I&amp;#39;m sure it was awesome no it was so it&amp;#39;s the difference between being good at something and great at something and what I learned is go high level they&amp;#39;re good at a lot of things clickfunnels is great at funnels yeah they&amp;#39;re amazing at funnels that&amp;#39;s it go high level is good at a bunch of other things I wouldn&amp;#39;t say they&amp;#39;re great at this one thing right so they&amp;#39;re they&amp;#39;re the master of none I want to say that because they&amp;#39;re getting better I love go I love I use them all the time if you&amp;#39;re listening to this I&amp;#39;m not say anything back but you could tell they they&amp;#39;re they have an email the SMS the um ringless voicemails they even have where you can sign documents where you can sign documents now inside of their software so it&amp;#39;s like they&amp;#39;re taking everything with that you have to have a lot of Manpower and resources so there are some things that are a little buggy here and there but up to this point I&amp;#39;m happy so but just that&amp;#39;s just a general reminder for everybody is like what are you going to choose to go all in on and become a master at right so they can say okay this person is known for XYZ for me they know me as the challenge guy like if you ask some of my friends oh yeah Michael he runs the challenges he runs virtual events so what do you want to be known for what do you want to master um and I think that&amp;#39;s so many people jump into this industry and they hear on social media oh I need to have multiple streams of Revenue yeah that sounds good right it sounds good as a business owner to want to have those things but but it starts with one you have to master one so kind of like the book The one thing have you read that book yes yeah so very similar there absolutely it&amp;#39;s a go-to so Michael um we&amp;#39;re gonna start to wrap this up here thanks so much for all the uh all the insights and tactics and um teaching us about these these challenges and virtual events this is this is what you do right you do I understand that correctly you you run an agency where you help people to I guess you create these challenge funnels for them right and run them for them yeah 100% that&amp;#39;s what we do full-time we have a staff that we just run virtual events and these specifically these five-day challenges for people so um the industry is always changing but we do our best to keep up with everything and um we do other funnels as well we do build out some webinar funnels and things of that nature but that&amp;#39;s what we really focus on is those challenges cool so if if somebody wants to learn more from you um possibly work with you where&amp;#39;s the best place for for them to go you know at this point we we take a very select group of people um we&amp;#39;re very because we say booked out so I would say the best place to go to start out is just go to Virtual stag.com I have a free ebook there no sales whatsoever on there I&amp;#39;m not going to sell you so just go get that it has everything we just mentioned in this talk in a PDF form so you can get instant access to that it&amp;#39;s virtual stag.com there is in the book and somewhere down the line a link you&amp;#39;ll eventually stumble upon that where you could talk to me on how we do this for people but I just want to get to know you I&amp;#39;m a very relational guy listen I would love to hear who you serve what your mission is and ultimately I just love helping people win so but that&amp;#39;s where they can go got it virtual stag secrets.com Michael Tucker thanks so much for joining me today dude thanks for having me that&amp;#39;s a wrap on the conversation with Michael if you want to learn more from him about these types of funnels then check out that ebook he was talking about at virtual stage secrets.com if you want to find the links and show notes from today&amp;#39;s episode then for that go to oc. show/ 217 and finally I want to tell you about my weekly email newsletter it&amp;#39;s totally free it&amp;#39;s one actionable tip for course creators every Friday it&amp;#39;s called jocks journal and you can opt in completely for free and get that every single week on Fridays to do that just head to the online course.com and you&amp;#39;ll see that opt-in right at the top once again totally free free tips to your inbox every Friday so if you&amp;#39;re not on that list make sure you&amp;#39;re joining it to get those tips thanks again for listening don&amp;#39;t forget to take action on what you&amp;#39;ve heard here today I&amp;#39;m rooting for [Music] you

Transcript for:The 5-Day Challenge Funnel

Transcript for:
The 5-Day Challenge Funnel