Aired 3 weeks ago 0:52
John Reid | WRVA
Boeing to make standard a warning light that was not on doomed planes
From the news
Aired 3 months ago 71:05
60: Nate Branscome - Chili Piper's Top AE - Prioritizing Values & Providing Value
Extensive show notes with links to items mentioned in the show available at: https://top1.fm/60 Nate Branscome, the top account executive at Chili Piper, a start-up that utilizes its software platform to generate and distribute qualified leads. It also assists organizations to automate opportunity distribution, and book meetings from marketing campaigns and live events. Nate is a top seller at Chili Piper showing incredible growth from day one. In his first month, he generated ten thousand dollars in sales revenue. That number grew to fifty thousand in his second month and eighty thousand in his third. In this episode, Nate discusses his role as an account executive and his background in sales. He talks about why he chose to work at a place like Chili Piper. In short, Nate is a firm believer in their product and enjoys the people he gets to work with on a daily basis. Nate is a huge advocate of Chili Piper’s product and uses it every day. Nate shares the excitement he feels being able to contribute to a small company’s growth in a meaningful way. Nate also discusses his sales philosophy, which is rooted in being customer centric.
Sales Success Stories
Aired 6 months ago 29:02
Helping Business Owners Be Seen - Joe Fier & Matt Wolfe - FHR #283
Why Dave Decided to talk to Joe and Matt: Joe Fier & Matt Wolfe are the co-founders of Evergreen Profits and absolutely love showing people how simple it really is to get seen online in competitive industries. They share their system of driving targeted traffic that turns into leads and sales to business owners who want to scale (but have failed in the past). They aren't an agency (they're pretty much the anti-agency). Having generated over $100 million for themselves and their clients, Matt and Joe pride themselves on helping other business owners who want to be seen, and give great advice on affiliate marketing strategies and audience growth systems. Tips and Tricks for You and Your Business: Traffic strategies (2:30) SEO strategies (4:10) Creating content around affiliate offers (7:30) Using ManyChat as live chat (12:40) Funnel Stacking (15:50) Quotable Moments: "People want to be talked to as a human, not an automated bot" Tools: Yoast SEO EvergreenProfits.com/funnelhacker Links:FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1: 00:00 Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Well everybody. Welcome back to funnel hack Speaker 2: 00:18 radio. I'm your host, Dave Woodward. You guys are in for a treat today. I have opted to have two amazing podcast host as well as guys who are absolutely crushing it. So let me know just to you guys, Joe and Matt Wolfe. What can the show guys? Hey man, how you doing? Thanks for having us on. I'm so happy to have you guys. So these guys are the cohost of hustle and Flowchart, which is an amazing, amazing a podcast. They've got cool, cool guys on there. I just know she had Tom Breeze on a couple of other guys. I've noticed obviously Billie Jean and the whole list. I'm like, Gosh, these events. Read them. Know a lot of these guys. Good Friends of mine. So it's a mucks. The most important thing that I want to make sure those guys who are listening. The reason I wanted to have Joel and Matt on today is these guys are almost anti agency and I want to kind of address why would, why we bring up anti agencies. Speaker 2: 01:06 The main specialty they really have is driving massive amounts of content. Also a of traffic, I'm sorry, using ads and content, podcasts being one of those content pieces, but one of the really cool things these days right now is they have this weird like super power of being able to be seen everywhere, but by the right people. Everyone these days talks about being seen everywhere. It really doesn't matter if you've seen everywhere, if no one cares about you, so we're going to talk today about is how to get seen everywhere by the right people, how to do affiliate marketing the right way, how to actually use ads, content traffic, so hold on tight guys. It's gonna be a fun podcast and super excited at both you guys on the show. This is our favorite topic is just kind of opening up some eyeballs to how traffic can actually be done effectively and not extensively and it's a super easy. Speaker 2: 01:53 Once you get that foundation layer, well do I know that's one of the biggest things most people struggle with is this feels like to do traffic. I got to spend thousands and thousands of dollars. I never know which dollar really works and which one doesn't. It's kind of proverbial going back to the old branding days and you know, 50 percent is going to work. I just don't know which 50 percent it actually is. So with that, let's kind of dive right in guys. So tell me what, where do we start? How does, where do you want to take this thing? All right, so you know, probably the best way to approach this. I'll kind of give a quick breakdown of our traffic strategy and then you can kind of pick it apart if you want and we'll just dive deeper and deeper into it. So the way we drive traffic, is it sort of a combo of Google ads, Seo and facebook ads? Speaker 2: 02:32 Um, so what we'll do is we'll create a piece of content around the problem that our product solves. So a blog post on our wordpress blog, we'll create a piece of content and we'll go to google and we'll find what people are searching for keywords around the content that our problem solves. We're not trying to sell them on that first touch. So for example, one of the examples I gave on a previous podcast was, um, let's say you have a home remedy for, okay. Um, somebody goes to Google and says a in, how do I cure heartburn at home? Right? Well, that person is looking for a solution to their problem. You put content in front of them with some tips on home remedies for heartburn. Now that they've used that content, they essentially raised their hand and said, look, we've got this issue. That's how we know that this problem is interested now, or this person is interested in what we have to offer. Speaker 2: 03:23 Now what we're gonna do is we're going to retarget the heck out of them everywhere. So they're gonna start seeing our ads to our product offering on facebook, on Google display network, on youtube ads onto Bula. Uh, you name it. We've probably experimenting with retargeting on those places, so the key ideas use google search ads so that people are searching for the problems that they have, put content in front of them related to that problem and then just retarget them everywhere once they viewed that piece of content. So that's the sort of game plan in a nutshell that, that we operate under and we do it with both our own products and with affiliate products Speaker 3: 03:56 in our podcast and our podcast. So I'm really curious because Seo is one of the things I just suck at. I've never done anything. You get this thing out. The whole idea as far as google content scares me. It's how do you, how do you really do this thing effectively without having to outsource all of it or do you outsource at all? So there's a combo. We do outsource a little bit. We actually hired some interns and have have a little team as well. We're lean and mean, so we're not a big company so. But it appears that we have this massive budget, which is really cool. It's only being shown to the right people. All these ads, so for Seo, we always use a yoast seo plugin for wordpress sites, so just the free version can do a lot for you if you just turn the all the lights inside the plugin green. I mean that's a good first step. I mean everyone should be doing this and we didn't focus on that for a very long time. We did that for about two months with all the previous existing posts and now what do you know? Organic traffic is the number one player for us. That's how we get most of our traffic. So the retargeting Seo while ast, is that right? Why O a s t a r y s t, Speaker 2: 05:05 yeah, and if you're not familiar with that plugin and essentially what you do is you install it and then we write a new blog post. It says what keyword you're trying to rank for. You plug in that keyword and then we'll give you a whole bunch of suggestions of how to optimize that post so that it ranks for that keyword. So you just kind of follow the list. If you follow the list, there's a little light that starts out red saying you're not optimized. If you follow the list, the light turns green and you're now on Speaker 3: 05:26 page optimized for Seo tools. I'd love to see. Yeah, I mean it's great for existing content. We're all sitting on a bunch of it, so let's optimize that and then you can go further with some new keywords. So how you guys didn't use that on your podcast Speaker 2: 05:42 and cast. We specifically try to rank for our guest's name. That's kind of our big game plan with the podcast is anybody who comes on our show, we want to be on page one for that guest's name. We want our episode with them to be on page one so people will search for, let's say had dave Woodward on our show. They searched Dave Woodward. We're ranked number three probably below your site and you know, maybe click funnels and some of the stuff you're involved in, but ideally we show up on page one as, um, an interview with you that people are interested in. They click into our blog, they click deeper into our blog, defined other, you know, other things, and then based on what they look at on our blog, we then retarget them with offers. Awesome. So you're taking that podcast, make a transcript out of it as a blog article, taking that blog article using seo yoast and other tools to then rank for that Speaker 3: 06:29 guess. Yeah, exactly. And we see it as a big segmentation tool. Any piece of content, no matter what you're producing, we just, she's podcast. It's easy for us. We have a system and it's multipurpose, you know, we can go across the web and upload a transcript to things like a medium, you know, or use that on medium.com. You can make them into slideshare, pdfs and then get traffic that way. So we're big into repurposing, but bringing it into our, bringing people into our ecosystem so we can let those retargeting pixels do their work. Speaker 2: 06:58 Yeah, I love it. Well, I'm really curious on the affiliate side of things because this is one of the things that people are always bugging me about. You know, at first obviously you click phones, has our dream car award winning thing, so you get 40 percent recurring commission plus if you get to a hundred accounts on a monthly basis, you get $500 a month for your car twitter accounts, you get a thousand. So we've always got people saying, how do I get a car, how do I get a car, how do I get this money? And one of the things people I struggle with trying to help people understand is there's more to it than just taking our current links and blasted him everywhere. You are just magical at really creating content around affiliate offers. I want to spend some time on that. Sure. Speaker 3: 07:37 Sounds good. Um, yeah, so we start with I guess our approach. We'll start there as we like to work with tools that we love and ones that we use in our own business so we can put our knowledge, our experience behind all the content that we create around that tool. So, uh, yeah, we'll, we'll usually also work with folks that we kind of know who probably have act like better the relationships we have with that affiliate offer, let's just say that helps the entire thing. So we'll start with creating content and we'll select probably the top five common objections and then from there, you know, that's where we can start pointing ads on Google for instance. And then, um, that's more or less our first touch from Google ads to a piece of content. And then from there we have pixels for Google, facebook, youtube, there's, I mean there's all sorts of different platforms you can retarget on. That's where we call it our cleanup crew. More or less, you didn't buy on the first touch. There's always a call to action inside the value giving a blog post there. But we know that it's gonna take multiple touches. So we feed the Pixel. That's what the guys like. Vince Reed, Billie Jean, all those guys, you mentioned a Tom Breeze, they're all big on feeding the pixel. I think that's the big thing. People have to get over it. Speaker 2: 08:50 Don't go what that means because we hear that term feed the pigs all the time, but I don't people really understand what feed the pixel really needs. Yeah. So if you want to do retargeting, which is, you know, you, someone lands on your website once and now they're cookie cookie drops onto their browser. That's the pixel that you would grab from a facebook or Google ad platform. Uh, so that would be the pixel we're talking about there. And for retargeting you can build this audience. So the Pixel is essentially creating this new audience of visitors who are engaging with your content. So basically the idea is you put a piece of content in front of people, your pixels on there, anybody who views this piece of content is going to see our other ads. So we want to get as many eyeballs on this piece of content as possible so that more people see our other ads. Speaker 2: 09:37 So that's essentially what feeding the pixel is so that our ads are being retargeted all over the place to more and more and more people. I love it. Super Cool. And I guess one little wrap a bow on that, a lot of folks try to get super targeted on, uh, the, you know, the platforms she feed the pixel, you're leveraging their algorithms and the, yeah, the rocket scientists that work at Google and facebook, let's leverage what they've done really well, feed that Pixel and let them do the hard work. Yeah, we'll follow up when it comes to advertising. We've actually kind of gotten in the habit of selecting less and less options inside of facebook and Google and letting facebook and Google optimize for us. So you know, we're going to start with some, some very broad like interest targets on facebook, you know, we may start with like digital marketing or something like that which has $20 million fans, but it's still pretty broad and then we won't set any other targeting and if you let it run for like a week or two overtime, facebook's going to start to figure out which of these people are converting and which aren't. Speaker 2: 10:35 And they're going to start putting more of the right people in front of your ads. So I love that idea. That is super cool, so on the affiliate side, because affiliate marketing is one of the most can be a struggle for a lot of people because they have so many other people competing for the same type of words. Everything else. What are some of the key things you guys are doing? I know you guys, first of all said you take is find out what are the five objections or things about what else? I think there's a lot of ways with affiliate marketing that we go probably way above what most people are willing to do, which is why we've been so successful at it. Um, you know, real quick, I want to make sure we talked about that kind of success because you guys are just your normal affiliate marketers who are making a couple hundred thousand 100 bucks, a thousand bucks or even 100,000. Speaker 2: 11:18 You guys are like seven figure affiliate award winning marketer. I mean, you guys totally get this thing right now. Eighty percent of our business affiliate marketing is our main income stream. We do sell courses and things, but affiliate marketing is our main revenue stream. Um, if you want to learn how we're doing it, that's what we have the courses for, but we make enough money doing what we do. So, um, so, so as far as affiliate marketing goes, there's so many things that we'll do. So, a, we always like to create a landing page so we're never going to send straight to our clickfunnels affiliate link. We're going to send them to some sort of a piece of content that maybe compares click funnels to other alternatives that are there, that explains the various ways we're using click funnels in our business, things like that. We're going to create a lot of content around click funnels and why you should want click funnels. Speaker 2: 12:01 So that's where we're going to drive our Google ad traffic to. Um, another thing that we do is on our landing pages, we always put a little mini chat. I'm not sure if you're familiar with mini chat, but a little of course chat Bot that basically will allow people to communicate with you over facebook messenger. We put that on all of our, all of our pages everywhere across the Internet. So if somebody's interested in affiliate product and they have a question, they get access to me or joe or one of our two team members that are actually in mini chat fielding questions. So we'll actually get into mini chat and close sales over mini chat of products that we don't even own. Um, now I'm want to stop you there because this is one of the things that people screw things up with many chat is they've had this idea as far as it set it and forget it type of approach. Speaker 2: 12:44 You guys are actually, that's one of the things I love about what you guys do. You guys actually using mini chat as live chat, which is something most people don't even consider. It's like, you know, I don't want to do that. I'm just going to set it up and let it run and whatever happens happens. So yeah, we used to use, which was kind of the same idea, a little button thing that said, hey, do you have any questions? They message us and then we'd go into the dark app and respond to people when the mini chat opened up the version where you can do the, essentially the same thing, but it goes to facebook messenger. We got rid of our can just put that on there instead. But yeah, I mean the first two messages are actual automated messages. Like, Hey, what do you need help with, you know, select one of these options that applies. They click one, maybe there's a link to like an Faq or a video or something. And then beyond that a real person jumps in and actually communicates. Speaker 3: 13:32 And we have a whole system. So this is, I'm happy to bring this up because no one is doing this, not even for their own products. And we've had a, we just actually spoke to Mike mcalary of profit first and he bought a product from us and uh, and he noted he was like, you do better customer service than the actual product owners do affiliates doing this because of the follow up. And people want to be talked to like a human, not an automated Bot. People mainly think it's about talking to them. I'm like, no, no, no, no. This is joe here. This is Matt and I'll even do. We'll sometimes do loom videos where it's a customized screen capture maybe a minute or 200 percent of the time. Ninety eight percent of the time people are like, holy crap, you just took that time for me. Like personalized and by then you're pretty much close. They're telling everybody else about their experience. So it's super cool. Not very many chats. Amazing. You can do a lot, but flipping it to be pushed. Personalized and humanlike I think is the key. Um, so deeper down the, the affiliate funnel, Speaker 2: 14:36 no, the list around every single product we promote. So we have a list of people that are interested in click funnels. We have a list of people that are interested in thrivecart and other tool. We promote pushcrew yeah, we do push crew notification. So when, whenever we want do a promotion, we send it out to our entire push crew lists. Um, I don't know. We actually have an affiliate marketing course. It's got 120 different ways to promote products as an affiliate and if you just did them all, I mean there's no reason you can't make six figures a month doing it. Okay, so stop right there and tell people where they can get that because I've known them. People are going to go crazy. So how do they actually get that course? So that would be the best places to go to evergreen profits.com/funnel hacker. Speaker 2: 15:16 So you'll get a book actually, it's a little free book for the coastlines that all this traffic stuff and you'll have an opportunity to see the affiliate course and it's a piece of. It's a piece of a bigger funnel. We'll say that, which again, I want to make sure people understand. I think it's one thing I love about what you guys do is this I refer to is funnel stacking where they come in one funnel and they literally get stacked and layered and that layering is what allowed you guys to really crush seven figures as affiliates. Which is phenomenal. And I think too often people think that I'm going to create one funnel and it's just going to take care of everything for me. So explain kind of how your, how your funnel stacks work. Yeah. So everything is content based and we love to, you know, start with content and interest. Speaker 2: 15:58 Kind of like what Matt was lining out with, uh, you know, we'll have either topics around a specific product or maybe it's podcast and our case and we use that content to segment folks into these different funnels. So these are all different followup sequences based off of the type of content they just consumed. So they'll have, will have an email follow up sequence. Pushcrew has its own kind of marketing, a mini chat has tags as well, so we have the opera and then obviously have the pixels, the different ad networks that are going to show irrelevant affiliate offer or maybe it's additional training and other podcasts we want people to listen to. So that's the idea is using content to kind of leverage where we want to take them. We're personally choosing to go based off of the content. And then as far as far as like the actual funnel elements, you know, I don't want to say this is easy to do, you know, it's kind of a simple concept, but it's not easy to set up everything we do. Speaker 2: 16:53 So one of the things we do is we actually have a split test running all the time on all of our pages. So even when we're promoting affiliate products, let's say we have a landing page that promotes click funnels, I'm going to have two variations of my headline on that page going at any given time or two variations of our video explaining why you should get click funnels or two variations of the button. There is always, always 100 percent of the time I split tests running on both our landing pages and our various ads that we're running. So we're just optimizing, optimizing, optimizing. And I've just, I'm never satisfied. I've got some ads in Google where we're getting percent click through rates on them and I'm still trying to optimize them up into better click through rates. So that's awesome. Matt, go ahead. I was curious as far as when you're doing a split test, how, how often are you changing it? Speaker 2: 17:39 Because the problem I run across people that say I'm going to split test. I do, they set it and they forget about it. It's like dude, you're not doing anything with that. So split testing, so use vwo visual website optimizer to run our split tests and I actually I check in on them once a week, but it really depends on the amount of traffic going to a landing page. Some of our offers get a lot more traffic than others. You know, we've got paged at some pages that will get up, you know, a thousand visits a day on them. So those ones I can legitimately optimize on a once a week basis. Some of them, you know, they'll get a thousand visitors a month so I'm actually, I'm checking on them once a week but I'm actually only going in and making a new variation once. I feel like I've got enough data to really justify a new variation. Speaker 2: 18:20 So you know, so man, do you feel like a thousand is enough? Is that Kinda the magic number? It has got to be technically, I think if you were to talk to like a real hardcore conversion rate optimization guy, he would say that's not enough. Um, for me it's been working. It's been working. We're seeing incremental growth every month. So I'm, you know, I'm happy with the results we're getting out of it. That's the key thing that we had the Aha this year is I think as a business coach and said, okay, look at the little indicators that you have in your business, like conversion rate, uh, you know, traffic numbers, all of that. If you can increase those little bits, that little bits every week, I mean, just look at the compounded effort over 12 months and then look at where you're going to be over that span of time. Speaker 2: 19:00 You will, I mean conservative things about tripling your revenue. Now, you know, if you're just slowly doing just that and then optimizing your ads as well in the same way. And it's not rocket science, you just have to have a really solid offer or multiple offers. And then just do these little small, monotonous tweaks that, you know, it's not starting something from scratch, but as entrepreneurs love doing, staying in your lane and going, oh yeah, that's been a big Aha for us is just the small incremental improvements week over week, over week, look at it over six months. And you went, wow, how did I get from there to here? So how do you guys deal with the whole shiny object syndrome? Because you guys are getting a ton of offers in front of you guys all the time. Speaker 2: 19:41 The best people to ask on that. Matt had been in business together for like 12 years now, which is crazy. He's like my other brother I never had. So we have a similar brain. It's different, but this year I honestly, we, we hired a coach and he told us to stick with the plan for like a year minimum. And that's where I went into the optimizations. That's where we went into a very deliberate mood on what we're doing. Each week. We've even kind of cut down our work time because of just personal things we want to do rather than sitting behind a screen. So we'll, I'll say, I'll say the times, the most difficult thing that gives us shiny objects syndrome is we have a podcast as well, so over the last year and a half since we started this show, we've interviewed 112 people now and every single person has good ideas, so that's where our tiny object syndrome comes into play is we'll get off an episode with somebody and go test that and then like we'll talk to, you know, one of our mentors and they'll be like, no, stay the course, you know, verbally slap us. Speaker 2: 20:40 A mentor works getting super clear on what we're doing now. And then what's the, what's the infinity project? James Schramko calls it like this thing and you're always kind of working on what your team is and that's worked for us. Yeah, no, I love Schramko's infinity project. It's a great, great analogy. He thinks he's a great guy. Yeah. So I'm really kind of curious as far as I'm sitting here going massive shiny object syndrome with a ton of affiliate stuff and going, okay, so evergreen.com four slash funnel hacker. I got to see who's going to go ahead and actually go through all 120 of those and put those in place so we can do. Let us know. We'll give you something cool. If you do that and prove that you've done them all, it'll be good. Yeah, I mean that's. That's the cool thing about affiliate marketing I guess that we want to. Speaker 2: 21:29 It's a great bolt on. You don't have to just do affiliate marketing. Do you have a solid offer that you feel like you're still leaving some things out that you can then leverage someone else's offer product or service or even brokering a deal? We've done so many of those and that's the thing. It all compiles up into more profits based off of what you're already doing. So bolt on. I think that's a good little like, oh, that's it. One of the things you guys made mentioned, which I don't hear too many people talking about these days and that's Taboola. Do you wanna explain what to Bula is and how you guys were using it. So taboola is what's called a native advertising platform and essentially what it is is if you ever go to some of these bigger sites like CNN or Msnbc site, you read some news and you scroll down to the bottom of the news site, it'll say you know, also recommended and there'll be some little ads and usually they're very like click baity looking ads with the image. Speaker 2: 22:21 You can't really make out what they're doing in the image. And they're like, you know, wait until you see what this guy did after he ate a pickle or whatever. And you're like, oh, I need to click on this. What is this? Right? So you see these on these big platforms, these new sites, and it's down at the bottom and they call it native advertising because it looks like it's native to the site. It looks like, like you're clicking on more internal content on the site, but when you click to it, it's, you know, an external site and the extent of what we've really experimented with is just purely retargeting because the idea being if they view a piece of content, we want them to see us in as many places as we can possibly put ourselves. So there'll be a piece of content. Maybe the content is around, you know, click funnels, here's all the way we use click funnels and now all of a sudden they're seeing our ads to our landing page about clickfunnels. Speaker 2: 23:08 They'll see them at the bottom of an MSNBC page. They'll go to somebody's blog, they'll see it on Google display network, on the sidebar banner. They go to facebook, it will be in their feet. You know, it's just part of being everywhere. And so our budget for it isn't very big. We don't get just a ton of impressions on that. We might spend $7 in a month on it because it's a very low volume play, but it's part of that branding thing is part of that psychological thing. We're holy crap, I'm seeing these guys everywhere and that's what it does for us at least. I love that. A two bullets. One of the things we're starting to play around with ourselves. So I, again, I haven't heard too many people playing around with it says, cool, you guys are using it. Yeah. Yeah. And it, it's, it's great for feeding the Pixel to um, you know, we tried to put some of our content, the same kind of content that if somebody searched google, they would see those blog posts. We tried to put that in some of the native ad platform stuff and put some like click baity links just to feed the pixel. And what we noticed was the time on site from those people was like three seconds long. And we're like, okay, these people are clearly not spending the time required to be a good prospect. So we actually cut out all cold traffic from taboola and just made it purely a retargeting play for us. But their dive back into it in the future, I'm sure we will. That's the key. Speaker 3: 24:20 Just be on his men. If you have, you know, the access to all these platforms and can just do retargeting, why wouldn't you just place that Pixel on your site and let it do its work? Keep an eye on the budgets, you know, make sure you're not spending a boatload of money but, but the branding play, you know, it's what five to seven touches is the average. They always say, for someone to make a conversion, well might as well do it this way. That's how we choose it. Speaker 2: 24:41 And I mean with the, with the risk of sounding like I'm kissing butt a little bit, something like click funnels makes it really easy because once you get something one of these funnels that works really well, there's a little button that says, clone your press that button and you do it all over again. Wonder how we do that landing page, that evergreen product. I love it. So obviously one of the things you guys are magicians ad is making sure that you're seen by everywhere, but most importantly by the right people everywhere. And I appreciate you guys spending time with the state as we kind of get close to wrapping things up here. Joe, Matt, anything else you guys want to leave with our audience? I think Speaker 3: 25:16 the big thing is, is just the Aha is, is think about how you can bring all these platforms and let them work together. A lot of folks try to keep things. I'm a facebook guy, I'm a google guy. Well, why not be everything you know, and focus on your input where, where, where's the best input they could bring those qualified eyeballs to your ecosystem. And then, you know, let the magic happen with the platforms. Speaker 2: 25:39 That's the big thing. I mean, you pretty much covered it. Um, you know, and, and we do the same thing with the podcast. We didn't really dive too deep into it, but with the podcasts, um, you know, that's the podcast could be huge. If anybody who's thinking about doing a podcast, I'm always blown away with the excuses. People don't, they give for not having a podcast because it's probably been the most impactful thing we've ever done in our business. But you can do what we call our invisible podcast funnel where essentially people listen to an episode and then once they listened to an episode of, let's say we had a, a creator of a software product on the podcast, we can interview that person than anybody who listened to that interview. All the sudden we can now retarget them with that person's. So it's just a real quick way to use and monetize a podcast through, you know, that that's essentially them raising their hand and saying, I'm interested in this because they just spent an hour with me, Joe and the creator of the product. Speaker 2: 26:34 They're going to start seeing everywhere now. So take for example, you guys had me on, if you have me on your podcast, you didn't win target click funnels because we'd be talking about click funnels and everything else. And then you're going to have your affiliate link type to see all those ads that we send them to a landing page. We wouldn't, we'd never really linked straight to an affiliate link. We would send them to a landing page. That way we have the opportunity to, to, um, capture him on an email list and give some reasons why you should get it through our link and maybe offer up some bonuses and things like that. Uh, but yeah, that's exactly what we do. We would put our landing page for clickfunnels in front of anybody who listened to our episode together. Yep. Oh, such a cool idea. Speaker 2: 27:12 We should probably do that. I'll probably do that. That sounds fun. Anything else guys? Again, thanks so much. Yeah, just everybody. Evergreen profits.com/funnel hacker. You can go down the rabbit hole and learn a little deeper and that's going to get something. This book right here, it's called, um, the evergreen traffic playbook. That's the book that will give away for free. We'll give you a free digital copy email@example.com slash funnel hacker. There you go. Awesome. So guys, again, check it out. Evergreen profits Dr. Com, forward slash funnel hacker. So again, evergreen profits.com, forward slash funnel hacker. They're kind enough to give you guys a free copy digital copy of the book. And most importantly, you then get a top into their funnels and see how you get retargeted literally all over the entire world online and take it down and follow exact what they're doing. So again guys, thank you so much. You guys are amazing. It's always fun talking to you guys. We'll talk soon. Speaker 4: 28:11 Thank you. Hey everybody. Thank you so much for taking the time to listen to the podcast. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me or I'm trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few 100,000 so we can get to a million downloads and see really what I can do to help improve and, and get this out to more people. At the same time, if there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'm more than happy to take any of your feedback as well as if people would like me to interview more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or what I can do that do to make this better for you guys. Thanks.
Aired 5 months ago 26:51
Story Selling - Yara Golden - FHR #285
Why Dave Decided to talk to Yara: Yara got her start in online business as a Relationship Coach, but as I worked with couples in strained relationships, she discovered something she just couldn’t ignore... Most relationships struggle because of BAD communication. She became obsessed with figuring out what makes someone a GREAT communicator, and realized that a simple shift in the way we communication with each other can dramatically repair and build—not just personal relationships, but entire businesses. As it turns out, the same is true for Entrepreneurs. Most entrepreneurs struggle in business because of BAD communication with their customers and audience. Tips and Tricks for You and Your Business: Giving the reader the win (8:00) Encouraging the reply (11:00) Being vulnerable (15:00) The 6 Steps story selling framework (20:00) Quotable Moments: "It’s interesting what happens when you start treating people like people." "Stop using your list like a booty call." Links: www.yaragolden.com FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1: 00:00 Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Speaker 2: 00:17 Hey everybody. Welcome back to funnel hacker radio. I am so excited today. I have the opportunity to have a dear friend on the show and it's been. I've had the opposite. I've seen her go through this change and metamorphosis and she's crushing it right now. I want to welcome to the show, Yada Golden. Thank you for coming. Speaker 3: 00:30 Oh my gosh. I'm so excited to be here. Speaker 2: 00:33 I am so excited. Now. What for those you guys who don't know Jada, she's actually going to be speaking at hacking live. So if you don't have your tickets, you want to go right now to funnel hacking live.com. Buy Your tickets, make sure you're there so you can actually see her speaking onstage. This is such an exciting thing for us. Um, so for those of you who aren't familiar with Jada, she actually got her start as a business, as a business and relationship coach online. But I'm sorry, you were more of a relationship coach online and in doing it it was. I remember when you were an inner circle, you're like, ah, I'm kind of dealing with it, trying to save or get people out of bad relationships. And it was kind of a weird situation, but as we were just talking offline, you have the opportunity of reaching this Aha. Speaker 2: 01:17 That's the most important thing is communication and you've come, you've found this crazy ability and it's just be honest, probably one of the best email writers out there right now of being able to craft story selling into, into emails that actually touch the heart in a really weird way that most marketers would never even think of. So we're going to dive right into this whole story selling communication piece. But again, if you haven't seen Yada, check her out at Yada Golden. That's why a r a, G O, l d e n Dot Com. And again, make sure you go to funnel hacking live.com, get your tickets are gonna. Want to see her live on stage because of the value she's going to drop. You're just a few minutes. So would that Jada wanting to kind of just dive right into this whole communication thing a and I been talking right about this whole idea that, you know, for a lot of entrepreneurs it's like, oh I've got to send another email and you try to crank it out real fast and you don't really realize that what you're talking to is actual people on the other side and you missed the communication and people get frustrated that their emails don't convert and you've got this crazy ability to do it. Speaker 2: 02:19 I know Jamie Cross is one of the first ones that I remember you working with. I don't know if she was your first client, but if you don't mind, tell people a little bit about what you've done for them and how it's working and why the story stuff is so important to you. Speaker 3: 02:30 Yeah, absolutely. Well thanks for that awesome introduction and uh, yeah. If you haven't gotten your ticket for funnel hacking live, make sure you do it because it's going to be the first time that I'm actually speaking on stage and I am just as excited as I am nervous. Like when Russell asked me, I was like, I want to throw up and I want to like scream it from the mountaintops so that should be fun. I'm Jamie Cross was in fact my first client. She is actually one of the, she's actually the main reason I should say why I got into writing, which is what I'm doing now. Um, she approached me in January. She's just like, Hey, I love all this stuff that you write on facebook. Every single piece of content that you put out there. She's like, have you ever considered writing for somebody else? And at the time I had it. It was just my means of communicating with my audience was long form copy. Speaker 3: 03:20 Um, and so I gave it a shot. I was like, Hey, I'll try it. And so I wrote for her and her audience just ate it up. And what I was doing really was telling the story of how she created her company and why she was so passionate about the products that she was putting out there, like why it was necessary for her to create these products. And so we just started telling the story of her growing up and her father and her children and how all of this kind of came to be. And a really interesting thing happened. Her audience started opening the emails more than they ever had and it became really, really easy to identify what a topics, let's say were important, were resonating with them, what parts of Jamie's story they resonated with. And what was cool that we were able to do with those is that we were able to take the, the, the front runners, the winning emails and turn those into facebook retargeting ads because now we knew that they resonated with the right people, right? The quote unquote right people. And Speaker 2: 04:22 for context, I want people to understand what Jamie's businesses. That's the crazy part is the type of business. This is not the type of normal business. You expect emails to have any impact on at all, so if you don't mind just give a little context here as far as what type of business Jimmy had and why her stories were so magnanimous in conversion because of your Speaker 3: 04:42 content. Yeah, absolutely. So Jamie Cross owns Mig soap and body and they sell organic soap. They do a organic skin lotions and face products and all kinds of amazing products, which if you haven't checked out, you definitely should add Mig, souq.com I believe. And so we were telling all these stories about how she was going wild crafting and finding these herbs and putting them in these lotion bars that are helping people overcome things like Eczema and psoriasis and skin conditions of all sorts. And so we started telling those stories and like I said, the front runners became really, really easy to identify and I believe one of the coolest stats that we have out of that campaign was that we took one of one of those emails which talked about her faith, right? How much faith she had and she had asked God for a sign and we took that story, put it on facebook, and I think her cost per acquisition, if I'm not mistaken, went from like $60 dollars per person down to like $3 and eighty four cents, which was just unreal. Speaker 3: 05:45 Right? And, and the. And the other beautiful thing is that every story email that we sent out for her on the back end was making between a thousand and $1,500. Right? And so you're giving something, you're giving your readers, you're giving your audience something that they can connect with, something that they can be a part of, which is something that Russell is amazing at doing to. Right. Whenever he puts on an event or whenever he has a launch, he gives ownership of that thing to the audience, right? He gives it to the funnel hackers. He's like, hey guys, this is what we're doing. Like we need your help and we need you to show up and here's the t shirt and like this is the date and here's the website and here's a cool video. And he gives it to the audience, which allows them to become a part of something bigger than themselves. And you can do that around anything you can do that. I run a coaching product. You can do that around an ecommerce product, you can do that around an info product. It's just a matter of creating and crafting that story and then giving it over to the audience. Speaker 2: 06:43 You've done such an amazing job, especially with Jamie story of helping her blossom as this attractive character. And I think that when you're connecting with people and the reason I love her stories because it's a physical product, and so often people think of email as well, I'm just selling an info product. She's selling a physical, tangible product. And the key there for me is I've taken a look at what you've written is you have this crazy ability to draw someone in so deep that they're literally waiting with bated breath for the next email. It's like, oh please, where's the rest of the story here? There's got to be a push. I want to see the next one right now. Speaker 3: 07:21 How do I do that? Kind of like an innate ability like my, my way of moving through the world is through feeling right, like I want to feel all of the things and that that range of human emotion is just huge. Right? And so when I can wrap words around the emotion or the experience that somebody that's like, that's my, that's my gift, right? It's, it's being able to say, oh, I see how excited you are about this thing. Let me make sure that, that I can convey that to the audience. And so that comes with adding detail. It comes with really getting the story out of the entrepreneur and then conveyed to the audience like this is, this is why this is important, but also following Russell's kind of epiphany bridge story and saying, you know, they're on this side of the bridge right now and they don't understand why this is important or what's happening. Speaker 3: 08:25 So let us tell them a story that helps them understand. And on the other side of that, one of my favorite things to do is to give the reader the win. So I never sit there as the glue on the top of the mountain saying, and that's why blah blah blah, blah, blah. You know, like, I don't want to be the teacher. I want to be appear. I want to be shoulder to shoulder with them and say, I know that you know this because I just told you this story. So you understand now you like where we get this together. Right? And it's amazing to see what happens because then you them an opportunity. So the call to action in most of my emails is, Hey, just hit reply and let me know if this resonated with you. Let me know if you've ever had an experience like this in your life. Speaker 3: 09:05 Is this something that you're struggling with? Why don't you go ahead and let me know. My team and I are here to help. So it's a very, very open door and it creates a feedback loop between you and your audience. Like this is what people are missing with the broadcast emails or with the followup sequences that they're sending out. Is that all of the emails that I send out our broadcasts and what that creates is a couple things. It creates a perpetual ask campaign with your audience because you have your finger on the pulse of like, Hey, this is resonating, this isn't, this is what they need, this is what they're asking for. Right? It also allows you to create an audience selected indoctrination sequence because once you have enough email sent out and you know which ones are the winners, you can simply convince those to the very beginning of your indoctrination sequence and you know that there is going to resonate with the right people because your audience who's purchasing from you already have selected those as the winners. Speaker 3: 09:59 Right? And the third thing is that, like I said, it is a feedback loop. Like you know what's going on with your audience and you know, I don't think that. I don't think that that will ever be a bad thing to have. Right? Like so many, so many marketers have spent hundreds if not thousands of dollars creating these lists only to ignore them. Right? And that's like, that's where your money is made, but I feel like people are scared to talk to them because they're like, if I say the wrong thing, they're going to go, but then leaving your list and you not talking to them, it's pretty much the same thing. It's getting you the same result. Right? So you may as well say the damn thing and see what happens. Speaker 2: 10:40 I think you're one of the few email marketers I know that actually encourages people to reply. I mean, I honestly, I remember the first time they can wait a second if I reply, where's that really going to go? Someone asked me that is. I mean because most of the time when we send out broadcasts, it's, you know, buy my stuff, go take a look at this or stay tuned for the next thing. And there's really no true communication and that's one of things you really, really great at, Yada, is that ability to communicate with a huge list. I mean it's not like Jamie's only got five people on our list. I mean, she's got a very, very large list he's built and encouraging someone to reply. How do you handle all of them? Speaker 3: 11:16 Yeah, I think that that's really on the business owner. I have a part in that, but I do warn them ahead of time. I think we, uh, we sent out, I was writing from Mike Schmidt for awhile and he has a digital marketing agency, right? Who helps other digital marketing agencies kind of grow their businesses and he also services his own clients. And I told him, I said, you're going to get replies. And I wrote one email and in 45, in the first 45 minutes from sending it out, he had 75 replies messaged me. He met me in a panic and he's like, they're replying. And I was like, I told you, they were gonna reply. He's like, well, what do I do? And I was like, solving some big. Speaker 3: 11:57 And that was when it really became clear to me that we were in an ask campaign because the topic of the email wasn't actually a service that they provided, but his list went crazy over it. And I was like, well, just create that for them, right? Like you can't, you have the ability to offer that, so just create it. And so it's just a really interesting thing. You do have to be set up on the back end to receive those replies, um, and to be able to sell them something because I believe that when somebody replies, they're raising their hand and saying, Hey, I'm interested in what you just said. And so now it's the responsibility of the entrepreneur on the back end to say, okay, I understand that you're interested. Let me, let me convert that interest into a sale. Speaker 2: 12:39 I love it. I think that's the part that people miss in the whole idea as far as email as a means of communication. It's really one of the ways that we start seeing a lot more emails getting opened, a lot more engagement on a lot of our social posts. You never talking beforehand about some of the things Rachel Peterson was doing them with regard to engagement. And the whole idea here is you wanting. Everyone talks about engagement on social platforms, but they never talked about engagement in an email campaign. I think it's one of the things you've done such a great job about doing is is increasing that engagement to where now all of a sudden that client feels like you as the business owner over your clients, as the business owner are actually interested in their success. They're interested in their feedback. They want to see what the next step is for them. How can, how can we help you? Which usually is just kind of given us, Oh yeah, I'm, I'm here to help you have better. I'm really not as to sell you stuff. Speaker 3: 13:28 Yeah, exactly. Exactly. And people feel that, right? And people know that the entrepreneur, like the CEO of the company isn't sitting down every single day at their desk typing out an email to you. We would love to feel like, Hey, this is Russell's writing specifically to Yada, but it's not happening. You know? And so I think one of the things I've done is I've completely removed the first name. Like I know everybody loves Hashtag first name, right? First name, last name, and I'm like, stop it, respect your reader, like we know that you're not actually writing to us. Just, um, one of the things about the replies, so that I would, that I will say is that when you get replies from an email list, your deliverability goes up to, right? So this works on so many levels because now people are replying to a list that means that they want your email, you know? Speaker 3: 14:22 So it's, yeah, it's really, really interesting what happens when you actually start treating people like people and you actually do what you say you're going to do by being there and helping them and answering their questions. And this can create your lead magnets for you, right? This can create your next product for you. This can, this can create so many things for you if you just utilize it the right way. And I think that one of the things that a lot of people are scared of is will. If I tell my story, people aren't going to like me or they're gonna leave my list or you know, they're not going to buy from me. And I think it's quite the opposite. I think that when we share the struggles that we're having, like no matter what level of success we're having, like there's still struggles, right? Speaker 3: 15:06 There's still problems, there's still challenges and that doesn't mean that they're necessarily bad, but most of the people who follow you, they follow you because they see you as somebody that they'd like to follow in their footsteps that they'd Sunday, like to be like or have the results that they have. And so that means that they're somewhere on the path of the journey that you've already been on. Right in Russell says like, you only have to be a couple of steps ahead of somebody in order to inspire them or to motivate them or to be able to help them. And so being willing to be vulnerable and share those steps is what causes those people to come closer. Right? And so that's what your story does. It invites people in and says, Hey, let's sit down and want to tell you the story of how I got to where I am and everything that I've had to face on the road here, and hopefully that can be helpful for you and when you help them in the process of them becoming, you are the natural solution to their problem. Speaker 2: 16:02 Oh, I love that. I think it's. It's funny. I was talking with Andrew Warner Interviewing Russell just two days ago down in Provo, Utah. Items Fascinating. He did a podcast with Pat Flynn and pat was interviewing him on. Andrea has this crazy ability to interview people and get just. It's probably one of the best. I wish I was more like, can I Speaker 3: 16:21 them? Speaker 2: 16:23 He actually, he gets every emotion out of it. It's the weirdest thing, but one of the main things he said was that he found the best way to get someone to become vulnerable, honest podcast was for him to start off being vulnerable, which I thought was really fascinating because usually people, especially on a podcast, if you're interviewing ceos and everything else, it's everybody's posturing. You know? Wait a second, who's who's taking the lead here? And it was fascinating as I was sitting there talking to him, he says, yet I. I learned that actually from reading how to win, how to influence when friends basically, and his whole idea behind that was the more vulnerable he was at the beginning. It almost, it wasn't self deprecating, it was just as being transparent and as he reached out that way at first that the interviewee wasn't real quick to be vulnerable right there, but they saw later on in the interview that it became much more open and much more vulnerable because of his transparency and I think I see the same thing in the stuff that you, right where you have this ability to, to be vulnerable but at the same time to let them know that I've been through it and I can still take you to where you want to go. Speaker 3: 17:29 Yeah, no, and he is spot on about the vulnerability. I think that one of the things that people get backwards about vulnerability is that we're like, okay, well we'll be vulnerable once we see them be vulnerable and you get to go first. I know that if it doesn't, it's not what you want to hear, but you get to go first. And so if I come on here and I'm just like, Hey Dave, you know, this is like. I mean, I kind of did it in the beginning of the interview. I was just like, hey guys, if you haven't bought your ticket to funnel hacking live, go ahead and do it because it's the first time I'm going to get on stage and I'm just as nervous as I am excited about it. Right? Like that was, that was honest and authentic. But it's also a very vulnerable share if you think about it. Speaker 3: 18:11 So, so what that does is that it's not, um, it's not a calculated, but it invokes the law of reciprocity. So as the conversation continues, as the weeks and months go by and people actually get to funnel hacking live who listened to this, they'll be like, oh, that's that Jada girl. She was really nervous about getting on stage. You know, maybe maybe I'll have people come up to me and say, hey, you did a great job. Like I listened to that podcast episode where you were nervous, you know what I mean? But it opens them up. And so as a service provider or as a course creator or as an ecommerce like widget creator, right? Or peddler of widgets. I guess when you say those things when you open up and you're just like, man, like I have this great idea and I'm not sure if it's gonna work or not, but like I want to just throw it out there and see what happens or you know, this is something that I can help you with because I've gone through it myself. Can you tell them those stories? The thing that you're going to get back is like, oh my gosh, I've been dealing with that too. Or I had no idea that there was somebody out there that was just like me. Right. One of the most powerful things that you can say to another human being when they're going through something is, me too. I've been there too. I felt that way too, and it just creates an instant bond and it's. It's intimacy, it's honest, it's real, it's raw, and that's where relationships are built. Speaker 2: 19:31 I love that. Such a difference between empathy and sympathy. Yeah. The more empathetic you can truly be an come across transparently, man, it's so much easier for a person to go, you know what, I, I can connect with you now. I get you and because you're getting me in and we connected and that emotional level. So I think that's just amazing. Well, I know that one of things we were talking about was you've put together six different steps to storytelling or what's. Speaker 3: 19:55 I did know the details of how all that works. I did. So I created my own lead magnet. It's my first one. I'm super excited about it and as of this podcast, it's not actually up, but by the time you go live it will and it's called the six steps to story, story selling framework. And I basically, you know, as a creative, I was just like, there's no way that I can ever duplicate this. I'm the only person that can do this and having so many a left or right left brain thinkers, the logical people around me, they were just like, you can do it. So as I was writing, I started just kind of. I kept a notebook by my side and I thought, you know, every time I do something over and over again, I'm going to write it down. And so I came up with these six steps and I already mentioned one of them, which is to drop the first name, right? Like you want to assume familiarity, but that will excuse me. That will be up on my website, Yadda golden.com. And you guys can find it there and you know, it's something that you can literally have next to you while you're writing that will help you create that story selling type of email and hopefully connect with your audience better. Speaker 3: 21:09 What are the other six? So we want to make sure, uh, I think we talked about giving your audience or your reader the win. Um, so I'll just walk you guys through. We can do it really quickly here. So our first step is assuming familiarity, right? That's, that means that you're going to drop the first names. You're gonna start using contractions in your copy. Um, and there's no salutation. So I don't do a hey, happy Monday, like no, nothing. You just go straight into the story. A number two is creating a curiosity based pattern interrupt. And so that would be your headline, your subject line. You want to create something that they're going to cut through the noise of their inbox because there's just a ton of white noise static. If you want to be something that's like what? Like what did that say? A number three is you want to hook them immediately, so if you think of movies that start in the chase scene or the bank robbery, but you don't know who any of the characters are, you don't know what's going on. They just drop you in there and you're like, wow, hydroma. Right? So that's what you want to do. You want to hook them immediately. Number four is you want to guide our. Sorry. Uh, yeah. You're going to guide their epiphany. So you're going to fill in the story. Now you're going to be like, okay, this, Speaker 2: 22:25 this is one of the things I really like it because I think too often people think you're just going to, they're going to get the epiphany by themselves and you've got this crazy ability to guide them. So keep going on this whole guidance. Speaker 3: 22:36 Yeah. So you're going to fill in the details. So now you've started with high drama. You're just like, hey, there was a bank robbery and now I need to take you back to where it was all being planned and what happened and who was involved and why it's important, right? Why? What, what's the outcome that they're trying to achieve by doing this thing? Right? So we're filling in the details and at the end of that they're going to understand and so the fifth step is to literally give them the wind. So you're like, so as you know right now, you're just going to assume that they got it. You're never going to posture and be like, because I just told you all these things, or I just explained to you, blah, blah, blah. Right? Like you're going to actually sit back, be a normal person and let them have the win. And then the sixth step is literally just asking them to tell you about it. Did you learn something? Have you ever experienced something like this in your life? Are you experiencing something like that? Do you have something to share with me? Go ahead and hit reply. Right? And what's really cool about this? Speaker 3: 23:35 Are you serious? You're like, no, don't reply please. And I think most of the companies that I'm working with are, are, have a big enough size that they have a customer service. Uh, you know, uh, I guess people that can kind of feel these, Speaker 2: 23:53 but I think even if you're small, it's still so important. I mean hearing like right now we just hired a person is going to be head of our head of our speaker team. I'm working with NFL head of our sales and the very first thing Robbie wanted to do is as our head of our sales was, you wanted to get on the phone with people who are leaving clickfunnels and find out why. And I thought, you know, we've been for like four years now and no one's called, people have left, asked him why. That's probably a good thing to find out. Speaker 3: 24:18 Sure. It's just, it's such great feedback, you know. And, and I have, um, I'm actually going through a Beta launch of a six week course that I'm putting together based on this framework. And one of the girls were in week two, she sent out an email to her list. She's like, I sit down to story selling email to my list and I sold $397 products and I had to unsubscribes, but I had more engagement than I ever had from my list. There you go. It's a win. Do you know what I mean? Like is the people that don't resonate with you are going to leave the people who do are going to come closer and you're just finding information out from your people. So it's good. It's not scary, Dave. I promise Speaker 2: 24:56 I love it, Yada, Yada. Any parting words before we let you go? Speaker 3: 24:59 Oh Man. I think my favorite thing to tell people lately is stop using your list like a booty call. Don't email them only when you want to sell them something, right? Like build an actual relationship. It'll be longer lasting. Speaker 2: 25:15 I promise. Maybe that'll be the headline of the episode. Stop using your list as a booty call. Glad I can make you again. I appreciate your friendship and love having you on. Thank you so much again. So where can people go to get those six steps? Speaker 3: 25:35 Uh, yeah. You can go to Jada golden.com, it's y a r a g o l d e n Dot com and because it's not up yet, I don't know exactly where it will be, but you'll be able to find it. Speaker 2: 25:45 Awesome. And again, make sure you go to funnel hack live.com. You want to make sure you're there to see Jada onstage for the first time and we're super excited to have her. So again, thanks so much for your time today. Appreciate your friendship and we'll talk real soon. Okay, thanks Dave. Speaker 4: 26:01 Okay. Hey everybody. Thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me. I'm trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few $100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people at the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, please just reach out to me on facebook. You can pm me and I'll be more than happy to take any of your feedback as well as if you'd like me to interview more than happy to reach out and have that conversation with you. So again, go to itunes rate and review this, share this podcast with others and let me know how else I can improve this or what I can do that do to make this better for you guys. Thanks.