A Tried-And-True Formula to Get More Customers
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A Tried-And-True Formula to Get More Customers

Eric Beer Performance Marketer get more customers now

A Tried-And-True Formula to Get More Customers

Wouldn’t it be great if there was a formula for selling anything? You know, a framework you should follow when creating an offer that would guarantee you a successful sale… Of course, it would be awesome!

And what if I tell you there is a model that can really help you build lead gen offers, surveys, or even an offer for a sales funnel? Plus – I’m more than willing to share the system with you (for FREE)!

But the best part is yet to come: Once you crack this code, it’s applicable in any business! 

It’s all around quick fixes vs. real solutions and understanding customers’ disbeliefs, wants, and needs. That is exactly what I’m gonna talk about in this episode of the Performance Marketer podcast.

So tune in for this episode and find out:

– how to overcome customers’ resistance 

– how to use quick fixes as hooks

– how to always close a deal in the end  

Let’s dive in!


You Need to Solve Their Problem


Let’s take the example of real estate agents to unpack this formula that works in all kinds of online and offline businesses – online coaching, memberships, software, ecommerce, real estate, dentists, chiropractors… 

When you’re trying to create an offer or sell anything, the first you want is to understand customers’ disbeliefs and objections so you can overcome them. The overall concept is pretty simple – when you overcome their disbeliefs, you can sell them your solution! 

But what’s the catch? It’s challenging to attract customers to accept the actual solution because they believe they need something else. And that “else” is the thing they want… Usually, it’s a super simple thing they can get right away – a quick fix.

And that’s where you’re getting in! Most of the time, the majority of a sale is all around giving consumers what they want to start the relationship. You need to make them happy, begin to communicate with them, and then show them why it’s just a quick fix and not the real solution. 

There are no tricks! The point is to get the consumer to believe you so you can actually solve their problem. Because, most of the time, consumers don’t even know what they need. But you do – that’s why you’re an expert in your niche.

The question is how to do that.


Getting Into Consumer’s Character


When I’m looking at somebody else’s business, I’m trying to get into that mindset and understand their needs. I’m also doing my best to find out what they want and what their disbeliefs are.

You can compare that with actors getting into a character. You know (or at least you’ve seen that on TV) when someone attends acting classes or when actors come to a casting, and then they get a plot – you’re outside on a mountain, it’s below 30 degrees, and all you have on his shorts.  

So they have to think about their senses. (What would I feel like when I’m outside, and it’s cold? What do I hear? What do I see?) There’s a whole bunch of things they need to feel to get into that mindset of that role they want to play.

It’s very similar for me when creating an offer. Let’s say I try to help a real estate agent build out their lead gen survey funnels. I have to get into the mindset of a realtor and start thinking like one. What do I want to accomplish? Who am I talking to? What is the seller like?

It means I have to search all over the internet to get as much information as possible and talk to people in this space.

I could build a market research survey and get 50 to 100 real estate agents to fill it. (I go with questions like, What is your biggest challenge when trying to get a listing? What are homeowners’ disbeliefs?) 

If I want to do it a quick way, I find 2-3 realtors I can text or call and then go deep into the mindset of what they’re doing to understand what the real estate agent is all about (and what the seller is all about).


Disbeliefs, Wants & Needs


Once I get the answers, I use them to answer the three crucial questions I’ve already mentioned:

– What are consumers’ disbeliefs?

– What do consumers want?

– What do consumers need?

When it comes to sellers’ disbelieves in the real estate scenario, they usually think all real estate agents are the same and that the one with the cheapest commission is the best. They also believe they don’t have to upgrade anything in their home because the market is hot now. 

What do they want? It’s not hard to anticipate the end result they are looking for – to sell their home quickly at the highest possible price and to pay the lowest possible commission to a real estate agent.

But you know that they don’t need that. What sellers need is an experienced realtor who knows how to negotiate the best possible price and do it smoothly, so they don’t have to waste time or money in the process. 

So, the whole point is to make them realize they need to list their home with you.

Obviously, you have to think about how to overcome the disbelieves. You know that the entry barrier to getting a real estate license is easy. It doesn’t mean all people with the license know all the things that will help homeowners sell their houses: 

– how to negotiate,

– what’s the contract process,

– how to get a home inspection,

– how to qualify the right buyers…


Make Them Believe


But customers don’t know this – you are the one who needs to explain the difference between an experienced realtor and a beginner to them. Yes, new real estate agents have lower commissions, but you’ll probably end up wasting more time and money than you’d spend hiring an experienced realtor. 

Because there’s a great chance that they will get you a lower price, or tell you that you need to do some expensive repairs, or find a buyer who wants you to wait until they sell their house to be able to purchase yours (and you don’t want contingencies, believe me), or you name it… 

However, if you (as a realtor) start explaining these things right away, you can be almost sure the seller won’t hire you. Why? Because it seems expensive. And why would they believe you at all? Remember, they think all real estate agents are the same.

So you need to make them believe you. 

And how can you do that? By giving them what they want! When you know their wants, you can create a hook in the front end, giving them what they think they need – a quick fix. 

A simple example is advising about colors they should paint their interior with to sell the house faster for more money. According to interviews with thousands of agents, homes with brighter interiors are easier to sell. And beige is overwhelming number one. It’s warm and makes people want to live in such a place. 


Creating a Hook


So you can position it this way: There are specific colors that will help you sell your place fast. If you want to get the best possible price for your home, you don’t want to make the mistake of painting your interior the wrong color, which can ultimately hold up the sale and turn buyers away.

Answer a few questions, tell me about your house, and I’ll be able to tell you what colors you should be painting inside your home to get the top dollar and sell it fast. When they answer your questions, you can segment them by these different disbeliefs. 

Then you can customize the messaging for them. (We’ve already talked about the AISTP framework this belongs to.) Then you can come back and say something like this: 

Thanks for signing up. I really appreciate your time… Based on what I see about your house, here’s the color you should be looking to use inside your home. (Of course, you can use other formulations and add the story about common mistakes that destroy the sale.) 

This way, you relate to the customer, showing your credibility and the things you know at the same time. They get value, and you deliver on the promise you made. 

Is that going to get them to the end game to be able to sell their house for more money so fast? Absolutely not – so many other things have to happen. But this is just a piece of the puzzle that will allow you to explain all the other things you can do for them.

And finally, close the sale!

If you want to find out more about creating hooks and coming up with quick fixes that will allow you to get more customers, make sure you check out the full episode – I’m sharing more examples and other valuable info there!

If you have any questions or you want to suggest a topic for the podcast, shoot me a message on social media or in my text community (917-636-1998) and let me know!

If you’d like to get bonus Performance Marketer content, sign up for my SurveyDetective VIP waitlist!

🕵️‍♂️  Sign up for the SurveyDetective VIP Waitlist HERE

I’m looking forward to hearing from you! 

See you next time!


Listener Love…

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Read Full Transcript

Eric Beer 00:00

What’s up guys, Eric here, welcome to my channel everyday here we talk about lead generation media arbitrage everything you could think about that is measurable, we talk about results. And today we’re going to talk about something that I find is really helpful when I’m going out and either building an offer or when I’m building out surveys, and I’m trying to get something set up for somebody else, and it’s all around the wants and needs. Right, it’s all around the quick fix versus the solution. So, stick around, and we’re gonna get into it a little more detail. When we get back.

I spent the last 17 years building my eight-figure performance business without using any of my own money, working with some of the most brilliant direct response marketers in the world today. Now I’m looking for entrepreneurs to join my affiliate army built on ethics, transparency, and good old hard work. Join me to change the perception of how people view the greatest business in the world, affiliate marketing, and follow along as I learn, apply, and share performance marketing strategies, working with some of the brightest people on the planet. My name is Eric Beer, and welcome to the Performance Marketer podcast.

And if you like this content, subscribe to this channel, download the episodes and subscribe to my text community at 917-636-1998. Share this with friends, comment, anything you could do to help us out would be really appreciative. We’re trying to put good content out into the marketplace for you guys, not charging anything, we just want to help you. And in return, just maybe you can help me push it around, maybe? Yeah, we’re trying to get the message out to the world try to help all these entrepreneurs that are out there that could use some help with their lead gen in their media arbitrage and direct marketing and online marketing and all that good fun stuff. So, if you could do that, that would be amazing. OK, so here’s the thing I was talking to earlier, as I was building out the surveys, right? So, Survey Detective is my software that we’re building, and we’re looking to do a soft launch and start testing with some other people, other offers, right? And one of the things that I made a decision, I was like, you know what, let’s just go build some awesome lead gen survey funnels for other people, other services that we can test and see how it does, right? We’ll build it, we’re gonna drive traffic to it, to prove out the concept and then pay me when I generate a lead, pay me when I generate a sale for you. So, I can offset my media costs, right? I don’t need to really make money; I just want to offset my media cost and prove it out to have awesome case studies. So, that once I do that, then I can replicate, right? Rinse and repeat. So, you know, all kinds of industries, you know, goes from online coaching, to memberships to software, to ecommerce. And then there’s like offline businesses like real estate, dentists, chiropractors, what happened, right? So, I want to talk to you about right now real estate, I’m focusing on that, I think it’s a good one. And one of the hardest things we’ve talked about this in the past is getting sellers, right, getting a listing, that’s the that’s the goal of any real estate agent. And it’s very hard for them to do that. So, we started playing around with how to do that using our survey, perfect survey method, right. And as we’re playing around with this, it was just interesting, because when I’m looking at somebody else’s business, you have to get into that mindset. The way I describe it is years ago, for like a short period of time when I was in my Looney Tune stage in my 20s. I tried to do some fun acting, and I would go on auditions, and I took some acting classes. And I remember it ruin movies for me, because I started learning things about the industry that when you’re watching a movie, you’re going to notice that you normally wouldn’t notice if you’re if you’re not in the acting space, right. And what I mean by that is like when you’re in these classes, they’ll ask you to come up and they’ll they’ll, what they’ll do is they’ll try to set the plot like you’re outside on a mountain, it’s below 30 degrees, and all you have on his shorts. So, it’s cold, right? So, you got to think about your senses. You got to think about like, what would I feel like, when I’m outside? What do I hear? What do I see? And there’s all these things you got to feel and like you got to get into that mindset, right? You ever hear? Like, actors will say I have to get into character. Right. And obviously, that was a short stint. That was my thing. But the point is, when you’re getting into character, you’re getting into the mindset of that role that you want to play. Well, I kind of think like that, that when it’s very similar for me if I if I try to help a real estate agent, build out their lead gen survey funnels, because like Gotta get into the mindset of a real estate agent, I start thinking like a real estate agent, I gotta think about, like, who am I talking to? What’s the seller? What is their deal? Right? So, the first thing I do is I just hop on the air and and start doing some research, I started looking around and trying to get as much information as I can, you know, I’ll look for, you know, selling homes for sale, selling quizzes, selling surveys, right? buy a home, whatever, right? So, I just do that I look all over the internet and all different ways, whether it’s Google or on, you know, different other platforms that I’m using, and I compile this information, right, I get it all put it all into one place, and I started looking at it, then I start to talk to people that are in this in this space. Now normally, I could take like, I could build like a market research survey, and then have like, 50 to 100 real estate agents fill this out, right? And I can ask them some questions around like, you know, what your challenge is, when you’re trying to get somebody to give you their listing from, you know, you’re talking to a homeowner, they’ll tell me all the things that are going on, right? What are the disbeliefs that the homeowner has things like that, right? And then they can, in their own words, I would have it open ended, tell me all this information, right? Or you can like, if you want to do it like a quick way you find like 2-3-5-10 people, and you start text messaging with them or calling with them, and you go deep, you go real deep into like, the like the mindset of what they’re doing, what the real estate agent is all about, and what the seller is all about. And based off of that you use that information, and you use that copy to come up with a plan, right? So, what are the things though, that I thought was really interesting, because I have been working hard on trying to like, create this evergreen process where people can come into my system, and go to Survey Detective and be able to build out awesome things really quickly. Because it could get overwhelming if you start diving into like, what questions to ask, How do I ask it? What do I do? And I see, there’s so many mistakes that people make when they when they’re trying to use a survey or quiz to generate leads that I’m trying to eliminate that even if they don’t talk to me. So, I’ve been constantly trying to like, work about like, how do I create an evergreen process to do that, you know, what are the questions, I can help them ask themselves to get to the answers they need. And, you know, the best way to do it for me is to just do it. And then I start realizing all the things that I’ve been doing. So, I just wanted to kind of go through this because it was like really interesting when I started thinking about it. And I just want to show you what this means when you look at the concept of when you’re trying to build an offer. When you’re trying to build a survey, lead gen offer or even just an offer for a sales funnel, or whatever. There’s, there’s really few things that you want to ask yourself. And the first thing that you’re going to want to ask yourself are what are the disbeliefs? Right, what are the what are you up against? What are the challenges that they’re that they’re having? Right? You also want to know, what do they want? End goal, what do they want? You What’s the wants that they want? Right? What are they what are they looking to get as a result? And you also need to know that they need things. Right? Your solution is what they need. The problem is most people in the marketplace don’t realize that they needed, they know what they want. They don’t know what they need, right? So, when you look at this, and you look at the disbeliefs. If you look at a, let’s say, a homeowner, a seller, and we’re trying to get their home, so we’re trying to get them to list their home with us. Right? We want them to give us that listing because that’s, that’s gold, right. So, some of the challenges in today’s space based on what we’re looking at is like the seller doesn’t think they think all agents are the same. They don’t have to do anything because the markets hot. They don’t have to do anything to their home right now. So, we didn’t need to do anything. They don’t have to upgrade anything. So, no upgrades. Right? They don’t have to really like stage their home or do anything like that. Right. They think that regards to selling agents, there’s no real difference. So, the one that gives you the cheapest Commission is the best, right? Because they don’t really differentiate, they don’t show the value that they don’t see the value in a real estate agent. Right? Well, you know, what we need to do in any disbelief is we need to overcome that right want to overcome this disbelief. Right? And we’re going to do that with now. This is your solution, right? This is the needs. This is what you know they need right they think all Asians are the same. Well, we know that the barrier to entry is so easy, anybody can do it and get a real estate license. But that doesn’t mean they know how to negotiate they know what the contract process they know all about how to Getting home inspection how to qualify the right buyers how to do things that will help your house with this, the wants, which is sell fast and, and sell for the most money, right? Kind of getting better sales there. But the idea is like all those things here, this is how you would overcome that. Right? You’d be explaining like, all agents aren’t the same, right? They think they’re the same. They are not, are not. And because and I’m not going to write all this out. Because blah, blah, blah, right? I just told you all the reasons, negotiations, contracts, all that stuff, right? They don’t have to do upgrades because the markets hot. It’s not true, right? There’s data that shows that if you go and you upgrade your house by doing certain things with maybe painting the outside painting the inside, doing things to make more curb appeal, cleaning up just cleaning up will ultimately help with the sale and get higher. Right? So, it’s like, yes, you do. Right. And then the reasons why I just described sheep’s Commission is the best, because they don’t think that the agents have any value. That’s not true. Right? I made the mistake. When I did it one time. Agents are not all the same, right? You know, you make the mistake of when you’re in the beginning and you’re looking to sell a home, you think you put on the MLS, someone says they’d like it, the house sells itself, boom, you agree on something. So, many things need to go right for you to get to the end game, right? The buyer could fall apart, there’s contingencies. There’re all kinds of home inspections, and like the buyer wants you to then repair things, right. And then there’s negotiating, right, which is huge. If you have a real estate agent knows how to negotiate and can control the narrative versus the other real estate agent that’s negotiating against you. Right, then that’s huge thing. Relationships are a huge thing. And if you have the best agent, you’re going to do better. You will, they’re just they have a track record. So, as an example, you know, cheapest commission isn’t always the same. Let’s say you have a million-dollar house, right? Give a $1 million house, and you have two agents, one charges 2.5. You know, let’s do it 3%. Commission, and another one’s willing to do it for 2% Commission, right? The guy who’s 2% is new, just got his license, maybe it’s a friend, right? Just got his license, chance that just getting into the game, trying to help them out. What have you, right? Well, there’s so many different things from pricing the right way to how you stage or there’s so many things, like getting to the point where like you’re going through the negotiations and going back and forth, right on how to get the home sold? Well, the data speaks for itself. And the people that have four- or five-year experience have sold 25 Plus homes, they know what they’re doing versus the person that’s brand new. Right? So, in this scenario, if you look at this, the new guy, if you’re selling a million-dollar house, let’s say the sell for 950k. Right? Well, let’s say that you have the 3%, the more experience would get you your asking price of 1 million. Just looking at the numbers on how this works, ultimately, is a 3%, you’re paying a $30,000 commission and a 950,000. And if you pay 2%, you’re paying I think, $19,000 Commission, right, but net 970, you walk away their net, you walk away with the 931. Like you just made almost $40,000 more working with the more expensive agent, because the value that they’re bringing to the table, right? And there’s so many disbeliefs on that. But at the end of the day, numbers speak for themselves. You need an experienced agent. Bottom line, you need somebody that knows what they’re doing. You need somebody to guide you, you need somebody that creates some hassle-free experience for you, right? And that’s where you get into like the wants, right? So, at the end of the day, what does the seller want seller wants to sell fast. They want to sell top dollar; they want hassle free stress free. So, this is what’s cool now, right? So, right here, and this is this is the psychology around what what’s really cool about this from the person that you’re talking to the seller, OK, well, this is the seller’s mindset, right? They want to sell fast they want to sell top dollar and they want a hassle-free stress-free situation. Right. And the thing is, is they believe that agents are all the same. They don’t have to do any upgrades because the markets hot it should just sell itself that they just get the cheapest commission out there because why would there’s no value there’s no difference. It’s not going to get them more money. because the market is so hot. Well, we already explained that’s not true, right? They don’t know that. And we’re going to need to overcome that, however, to try to convince somebody of that is going to be challenging if you lead with that, right. So, what’s cool about what we do with the survey, lead funnel is so much fun in the perfect survey method is all around us trying to give them what they want, give what they want. And then you sell what they need. OK? That’s super important, guys. But so guys, that’s the whole point, right? So, you want to give them what they want. They don’t know what they need. So, for examples, things that you could look at to figure out what they want is what we’re trying to accomplish, you got to think about first as an agent, right? Not only do you want to give him what you want, you want to show them that you know what you’re talking about, you want to show them your experience, you want to show him that you’re an expert in the space, you want to show them things that they can do. And ultimately, their wants usually happen to be like a quick fix, right? It’s not a solution to their problem. But it’s a quick fix that they think is the solution to get here. When in fact, you know what they need to get here. But they don’t know yet. So, by doing this with the survey funnels that we do, it’s so cool, right? So, like, I’ll give you an example of something that we can lead with on the wants like, huh, like, there’s certain things that OK, so colors, right? There’s a certain kind of colors that you should paint the interior with, it’s been proven, they’ve interviewed, like 1000s of agents, and it’s come back of certain colors that you should paint inside your house, that will help it look brighter, look nicer, it’ll sell faster sell for more money. There’s data behind that, right? So, take my word for that. OK, what you can do is you can position it as there are certain colors that will help you sell your place fast. And for top dollar, you don’t want to make the mistake of painting the interior part of your house the wrong color that can ultimately hold up the sale. Turn buyers away and or make your sale much lower than it possibly can be. Right? So, answer a few questions tell me about your house, and where you live. And I’ll be able to tell you what colors you should be painting inside your house. So, that you can attain so you can get the top dollar so you can sell fast. Alright, so we get somebody to go through baba, baba, bah, right? They answer all these questions we go. And we ask them the questions and we segment them by these different disbeliefs. And then we customize the messaging to them. And then ultimately, we come back with you know, there’s there’s really like the top two colors, I think we’re like beige and white. And there was one other, maybe gray or something I forget. And like then there were all these other ones that were like doing the negative effect. And beige was like, overwhelming number one, like warm, makes you feel warm make the user for whatever reason that that’s what’s been working. So, what we’re going to do is we’re ultimately going to kind of go through on the back end of hey, thanks for signing up the appreciate it, really appreciate your time, you know, based on what I see and identify with what your what’s going on in your house, here’s the color that you should be looking to do to use inside your house, right? Something like that. And you don’t want to make these mistakes, or you’re going to destroy the sale, right? And here’s all the things that people are doing that’s making a sale fall apart, right? I can tell you stories of what I did, where I made a mistake and got lower on the money for something I sold, right? And kind of relate to the person. But ultimately, then show them some credibility by all the things that I know, showing, I’m an expert, right? So, by doing this one, I’m telling them, if you paint your house this color inside, then you’re going to sell your house for more money. So, they just got value out of that. Right? That was the promise I made. And I delivered on my promise. Is that going to get them to the end game to be able to sell their house for more money so fast? Absolutely not. There are so many other things that have to happen. Even if the person gives them the million dollars bid and they say yes, well if they didn’t qualify the buyer right you could be you know, toying around with this buyer for two months then it falls through and now you just waste all the time and then maybe the timing now is screwed you up plus your house is on the market for longer and then you know people like what’s wrong with it but it fell through I know this is speculation starts to run through people’s minds. Or maybe you have the right buyer but you didn’t do a home inspection. Now you do a home inspection, things come back and all these things you need to now do and it costs you all this money that you need to get done for you to So, that otherwise person not gonna buy, right, or maybe get past home inspection, and now you’re going through the contract phase, and like you’re trying to keep everybody in line, you know, maybe they’re bouncing all over maybe someone else dictating the situation, maybe they’re trying to dictate the terms better, maybe there’s contingencies on if by this than that, which you don’t want a contingency, when someone’s buying something from you, you don’t want to have to wait for the person to sell their house to buy your house, right, you don’t want to do that you want no contingencies, right, that’s a big thing, you got to negotiate that. There’s a lot of stuff like that, right? All those things are happening on the back end of that, that you need a top real estate agent to get that done to get them to the finish line, otherwise, the deal can fall apart. Right, but they think that by just painting their house, inside beige, they’re gonna get that color, which is a good first step, and it is a piece of the puzzle, right? It’s a quick fix to Yes, getting here. But for them to get it, they need all of this. And to do that, they need to hire some awesome agent who’s going to show them all the things they should be doing right to get to the end game. But the whole point is, the quick fix is what they want, what they need, is the agent, they don’t think they need that agent here. So, we’re breaking down these disbeliefs, because they do need it, we all know they need it. But this is a belief that we need to overcome. So, we get them hooked on the front end with, you know, painting a certain color inside, or what to do on the outside or when when to list your house, the best months to list your house or that will get you top dollar, how to price your house the right way to get you top dollar, how to get multiple buyers coming in, to bid against themselves to get you over ask all those things are great, right? Things that a buyer would ultimately want to know, right? Or seller, excuse me a seller warning though, right? So, when the seller is gonna want to know all of those things, right. So, in that scenario, you can give them that on the front end, there’s so many front ends you can use, that’s the hook to get them in the one, right. But once we get them there, and we promise to give them that information, and we get them to the end, that’s where we start to show them our expertise, show them examples, relate to them, communicate with them, explain to them what they actually need to get this result. And that’s when they’re going to take an action, they’re going to list the house with you. And then you’re going to then go out and do all the things you just said, you’re going to do sell the house, and everybody’s gonna be happy. And you’re gonna get top dollar really fast, because you know what you’re doing? Boom, right? But the thing is, is that until we figured this out, if you went and started telling them, why they should hire you, and you started focusing on all the needs that they need, right, and he’s getting into the contracts. And like, you just, you haven’t really given them anything, you haven’t shown them why or that you actually are different, right. But by doing this by finding a way to give them something that they want, that’s relevant, it makes sense, they get something of value. And then you’re able to know with that relationship, showing your expertise and credibility, boom. So, right same thing was like a chiropractor, right? Someone has a bad back, right? So, come on, in for an adjustment and adjustments could make you feel better, I’ll make you feel better right off the bat. And you can come in weekly, right? But the chiropractor knows that if they don’t change the way they live their life, then they’re never going to get rid of that back pain. Right? There’re so many other things they should be doing that could potentially help them get rid of that back pain, right? So, they can get them to come in with the adjustment. And sure, they’ll just you maybe the maybe free the first time and keep coming in and they’ll make you feel good. But at the same time, they want to give you something that’s going to help you have a solution, not a quick fix, right? A massage will make you feel good, right? So, they can give you a free massage. But that’s not a solution. That’s a quick fix. It’ll make you feel better for a little while. But whatever you’re doing is still causing the back issues. And you need to fix that. You need to figure out how to fix that with a real solution. Right? Dentist, right? You know, think about it as if I chipped my tooth, right? A quick fix that can bond my tooth. So, somehow, they’re going to hook me in here to give me something that I want. Maybe, maybe they’ll bond me for free, right? So, I want bonds because I want to fix my teeth. But I’ve chipped it 25 times. I’m going to chip it again. So, go in, I’m going to get it bonded. I’ll go buy an Apple and then we’re going to again have to do it all over again and walk around with a chipped tooth until it do so right where maybe the real solution is, hey, we’re going to give you a veneer or a cap. That’s going to now fix this forever. That’s the solution. But that’s gonna cost you $2,000 Or two. It’s like, Whoa, no way, right? I don’t want to pay that much money, no way, then I wouldn’t go in. But maybe if they got me in there doing the bonds, and they’re treating me, right, and they’re getting me for things that I think I want, I think I want to bond. But now I started creating relationship and he starts to show me why this is valuable. Maybe you can even say, Well, if you bond your tooth 10 times in the next five years, each time you bond, it’s 1000 bucks, right? So, you’re gonna spend 10 grands, but you can spend, let’s say, for two teeth, you can spend $4,000, and you won’t ever really have to come in again. Right? So, net net, you’re actually going to be in the green $6,000 By doing what I’m telling you to do. Right and like starting to talk to them. But you get the point is like, this is the whole thing, right? When you’re trying to create an offer, you’re trying to sell anything, it’s you want to understand what the disbeliefs are, what the objections are, so that you can overcome them. Right? When you overcome their disbeliefs. That’s your solution. Right? However to attract somebody to get them in is very different. To sell them is very different than the actual solution, the ability to sell is to get them to believe, right, you have your disbeliefs, you got to get them to overcome those disbeliefs for them to buy, right? Most of the time, the majority of a sale is all around getting the consumer to be giving them what they want. If they want something that they think is the solution, give it to them, start the relationship, make them happy, start to communicate with them, and then show them why what they just got is good, but it’s not the solution. It’s a quick fix. And if you want to attain your goals, here’s what you need to do. And it’s pretty cool, right? So, like, you know, if you follow this kind of model here for anything, right, you can, you can really dive in and start to understand what’s going on in any industry. So, when like, I go in, I try to build all these different survey funnels for people, instead of me having to get into character and learn their business for hours on end, what I’ve been trying to do is just try to get a better understanding of the disbeliefs, the needs the wants. And then once I get all that information, I’ve got a good amount of information that I can figure out what their segments are, I can figure out how I’m going to transition into overcoming the disbeliefs. And then for them to take an action, I can figure out what I’m going to do on the front end of how I’m going to create a hook by what they want. Right? And I’m gonna give them I’m going to create this big promise I’m gonna give them something quick fix of what they what they think they need, but it’s a want, right? And I’ll be able to do that by figuring out where everything that’s going on in that marketplace is going to help to get to the end result. But it’s only a piece of the puzzle. It’s not the solution. It’s just quick fix. So, I want to come on and tell you guys that because it was just like, I’ve been doing this forever. And every time I do it, it kind of like it just like Oh man, that’s cool, right? And it’s like I keep doing it. It’s like gets easier and easier. But I feel like people make the mistake. Certainly when they when they’re doing surveys and quizzes. For leads, there’s those like, the amount of mistakes they make is like mind boggling. Like if you look at my, my perfect survey method that has the AI STP framework, right, Amazon is selling toilet paper. That’s how you remember it. Right? Go Lori, Lori got me to say that Amazon is selling toilet paper, there are so many mistakes that they make when building out these surveys through that process. That’s just mind boggling to me. But it’s simple. It’s simple fixes that I can show somebody. But really what’s cool is, you know, when I’m doing this, the disbeliefs. And the needs, I find are really easy for someone like me, who’s who’s a direct response marketer or performance marketer, someone that’s looking to get a result, right, I go direct to the consumer, I figure out what they what their issues are, and then I try to overcome them with the solution for that disbelief. Right. Now, we’re sometimes a struggle is like being creative on the front end, where I love the part where if I show people this is what I get excited about is that, you know, I always say this, like what I what I know, is a skill set. It’s not like I was born with this. And you know, I don’t think I’m smart. Right? I think there’s a ton of people out there that are way smarter than me. And what’s exciting to me is when I’m able to teach these really smart people, all these concepts to see what they do with it. And that’s what’s really exciting. It’s going to be amazing. There’s going to be things I could never thought of that people are going to do. But that’s the thing right? So, like because I’m so I’m so results driven. I’m all around measurements. I’m all around just like direct response performance is really what matters to me. All right, what are they? What are they? What do they believe, which I know is disbelief, and how do I overcome it, however, with what we’re doing, and the power of surveys is that we’re tracking people in the world in a mass scale, and driving really high quality, which is very hard to do with using these lead survey funnels, right. And we’re doing it in a way where we’re looking at what they want as an end result. And then we’re creatively creating these hooks that are like, so awesome. Like with the real estate agents, you know, all around them, you know how to price out your your home, the right way to get people to bid you set, right? How to create more curb appeal, right? Five things that you definitely do not want to spend money on to upgrade in your house, that will not get you more money. It will not get you more money, you’ll end up losing, right. redoing your kitchen is a no no redoing bathrooms, and no, no, you do not do that. Right. Those are those are like huge things, huge expenses that people think they go and they do that these upgrades and it’s gonna get them on money. It doesn’t work, right? I’m telling you, it doesn’t work. So, oh, you know, doing all those things as fun things to like position, the front end is cool. And then you can tell them all about what they can do. Like, help them fast track them, get them to that to that place where they think that if they don’t do anything that they know, is mistaken. They do all the things that they follow. That is the right thing to do. Well, these are just the quick fixes to get to a certain point in the process. Right? But they still need you to close the sale. They need to hire you. All right, if they think they can do it on their own, like, not happening, maybe one person out of like, 10,000, will they be able to do it better than the person that’s an experienced real estate agent who’s been doing this for years, that they know everything, they’ll get you a better price, then you may pay for it. But who cares? You want to pay for value, what you pay for what you get? Right? You know, just because the markets hot, just because you put on them less than your house is gorgeous. And it sells itself. Yeah, there’s way more things that need to go into that, right. And if you have an experienced agent on the buyer side, they may be able to trick your agent to be able to get a lower price by maybe making you fix certain things or leave furniture or do things that like kind of tie you in into like a corner that you’re like, Alright, fine, I’ll just do it. Right, because your agents giving you the advice that you should probably just do it. Because they don’t know any better. Right? So, that’s the thing, guys, it’s, it’s really cool when you’re doing these offers, if you can understand these concepts, it’s right in front of your face, right? And if you hit the right buttons, you’re gonna you’re gonna close business all day long. So, you know, it’s cool, right? Like, so, you know, we’re doing this, we’re focusing on some of these offline businesses, once we crack the code, and we do it for one, I can do it for 1000s. Right? And the beauty is, each person is different. So, whether they even have the same hook, same questions, doesn’t matter. They all are different people. Right? If you and I are real estate agents, and we use the same survey funnels? Same question, same concepts, maybe we did, you know, we’ll change the design a little bit to look different, right? And I have a video of me and you have a video of you, we’re gonna attract different people. That’s it bottom line, but at the end of the day, the seller is going to have the same disbeliefs they’re gonna have the same wants no matter what, right? And then the solution is pretty much the same. Right? At the core, maybe you do a little bit different than somebody else. And that’s where you differentiate yourself, right? Maybe you’re willing, you’re willing to spend $25,000 on staging the home, up front, where a homeowner can’t afford it. Right? That’s great. anybody, any homeowner would love that. Right? That’s a value. It’s a big risk for that. That person. Yeah, risk reward. But like, there’s things like that, that you can do, obviously, but still, at the end of the day, this is it. This is what’s so awesome. I love it. It’s so cool. You know, I love when like, it’s like The Matrix and you’re like, Oh, you like see things so much clearer. Like this. This stuff saves me so much time of me not having to like dive into people’s businesses for like days on it and at least help with like getting going and started and pushing them in the right direction and asking people the right questions so that I can get the answers because you as the expert know the answer. I need to ask you the right question. I need you to get yourself asking yourself the right questions. And that’s how you get some results. So, with that said, guys, that’s all I got. I hope this was helpful for you guys. Listen, real helpful. Subscribe. If you like the content, join my text me at 917-636-1998 You two channels, right, we’ve got the lead gen arbitrage, lead gen channel, Eric Beer - Lead Gen Expert. It’s all around lead gen and results and data and media arbitrage and performance marketing and all kinds of good stuff. Affiliate marketing, we talk about that, just all that on the channel, right? Then we have another YouTube channel, which is the podcast Performance Marketer, where I tape, the podcasts, and then I put those recordings on Performance Marketer - Eric Beer. So, there’s two YouTube channels, right. And then my podcast is Performance Marketer, which you can go and listen to and download the episodes all day long. So, there’s lots of ways you can do this. You know, just keep consuming content, because things are coming in. And it’s exciting. I’m writing the book. It’s exciting for that. The software is coming along. We’re, we’re, we’re slowly about to roll it out. And guess what, I’m yeah, I’m going to finally people are begging me to do these coaching and trainings, I am going to do it. I’m doing it. OK. Um, it’s coming, guys. It’s very close. I’d like the software to be ready when it happens. But my model for how I’m going to be successful with with Survey Detective is very simple. I’m going to follow what what Jeff Bezos does, and it’s obsess over the customer, right? Because I care. I truly care. Right? And if I can make people feel warm, and welcome, feel like they have a support system feel like they’re part of something that if they try and they fail, they’re not that I’m there to catch them. Everybody’s there to catch them. We’re all working together to try to be successful. We’re sharing what’s working, right? That’s so powerful. The community is so powerful, right? I don’t have to have the best software. I don’t have to have the the the best training in the world. Yes, it has to work. But what do you mean by if I run you over, right? Like if I, if I’m talking 1000 miles an hour, I’m saying things you don’t understand. And you’re like, Whoa, so much information and crazy. It’s like, alright, well, then let’s sit and figure it out. Right? Because I care. And I’ll make sure you get it. But at the end of the day, accountability, coaching people that are there to help people give people false beliefs that there’s like a parachute that, that, that if they fail, we’re going to catch which we’re there. But the thing is, is people need that, to take that next step. Because there’s fear that drives people. And if we can get you to overcome your fear, by feeling like you’re part of something that you have support that you feel like there’s a chance you could be successful. That is the value that we’re going to bring to the table that we’re going to help you. And this thing works anyway. So, boom, and results are gonna matter. They always matter. So, once we have those results, and we show those case studies takes off. So, with that said, guys, hope to sell for this was pretty fun for me. I love it. I love you. I love when you guys are here. I really appreciate you guys. performance marketing is just an amazing thing. can change your life? change mine? Come on, baby. Come, come, come, I’ll help you. It’ll be fun. So, yeah, but that said, guys, appreciate it. I’m running out. So, have a good night. Talk to you.

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