"High Profit JV Partnerships: Module 3"

Transcription

1 Welcome to High Profit JV Partnerships Module Three. Our third module is all about approaching our partners. The first thing we want to do is identify the partners which we did in module one. Then in module two we talked about being promotable because if we approach a partner and they want to promote us if we don t have all of our ducks in a row then we need to get those ducks in a row. Now that said, one of the things I said at the very end of module two was dig your well before you re thirsty. I mentioned that a lot of people, they make up a program and then they re like, I want you to promote it, can you promote this and I ll give you some money. Send this to your list and you ll sell a bunch of it and we ll both get rich. At least that s the way it looks. I remember, I did that myself a couple of times and it didn t work for me and I m sure that a lot of people have tried and it didn t work. A lot of people are probably wondering, How do you break in? How do you get in to these JV things and how do you get people to promote stuff for you? We re going to talk all about that and how to approach partners and stuff like that. But, I did say get all of your ducks in a row first but even if all your ducks aren t in a row yet you can still start approaching people. You don t have to have it all ready because you do want to dig your wells before you re thirsty. Sometimes it can take a year to build up a relationship with someone before they ll promote you, sometimes even longer. I had someone that I met at a conference two years ago and he talked about doing stuff together. He asked me to send him a copy of my programs. He actually even listened to one of my programs. He listened to my free sessions that sell program and started using it and started getting clients from it. But then we didn t do anything. We ran in to each other again at another conference probably six months later and then we did do a promo and he promoted me but to only a sub list of his. He still hasn t promoted me to his main big list which would be obviously where I d most want to be promoted. I don t know that it will ever happen but, I think it will. I have the long view on that s where things are headed. It almost doesn t make sense because he has actually promoted someone else in this category. Not only is my stuff, I feel way better than this other person s but I could probably promote him back better than the other guy can. I feel like things are almost can t help but go in that direction especially, as I keep loading up the value in his favor. That s the interesting thing too, that s one of the secrets to success with JV partners is kill them with kindness, drench them in value, front load the

2 value, make it so that it s irresistible for them, Like oh my gosh, they re doing so much for me I almost can t help but return the favor. Let s just talk about some different concepts here and then we ll get in to the nitty gritty. I want you to imagine that there s a balance, the only people I can think that use them are drug dealers, you ve got the scale and you want to figure out is this a pound, or an ounce, or whatever. But, you get the idea where you have the weights on two sides and they balance each other out. If you imagine on your side you ve got one side and on the other side of the scale is your JV partner. We all intrinsically want to get for ourselves, we can t help it. We also intrinsically want to get at least as much as the other person. We have an internal fairness clock or scales that somehow we feel like things need to be fair between us and everybody. I ve heard it described as a justice mechanism, like it s got to be just. Things need to either be 50/50 so that they re even or they need to be slanted in our favor in order for us to feel like things are fair. Now, things can get slanted so much in our favor that we do feel like they re unfair to the other person and then that sets off another internal mechanism called reciprocity. If we re getting too much we feel like we can t help but need to reciprocate back. It s counter intuitive because it kind of goes against our primal caveman nature because we want to get. Of course, most everyone in this program are coaches who also want to give, because we re giving, loving, helping people. But nonetheless, we still want to get. Our enlightened coach self might know that giving is the way but our caveman unenlightened self still wants to get and we want to get at least as much as the other guy, if not more. I don t know why it s that way there is probably a lot of scientific explanation for it but instead of worrying about the science let s just take what we know to be true and use it. What we want to do is we want to let go and give. We want to release the tension of getting and open up to giving. Philosophically that sounds nice but it can be harder to do than we may realize. When you promote something and somebody doesn t want to give you a commission for it. When you are having someone promote something for you and the other person wants half but you are the one who put all the energy, effort and time in to creating the program, or maybe they even want more than half. How is that going to push your buttons? This is something that can push your buttons. I want you to be aware of it. If it does push your buttons you want to write it down. I m not saying it s going to push your buttons right now while we re talking about it. Now, it

3 might but more likely it s going to push your buttons as the rubber hits the road and you actually start dealing with people and they want you to promote for them but they re not going to promote for you. How is that going to make you feel? Are you willing to do it? Now, I m not saying you have to do it and I m not saying that you should do it but these are things that are going to come up that you re going to need to make decisions about and you can make decisions in the short term but you also want to keep the long road view, keep the long view on these decisions. Something that I ve had to do is keep in mind the long view when it comes to promoting people who I think have a great product but they don t have great copy, they don t have a great free giveaway, they don t have a great opt-in page. I ve taken the long view and thought, This person I think long term could be somebody who would be a great promo partner for me so I will grow them and nurture them. I will teach them some of the things they need to learn in order to be a great JV partner for me. Maybe I m willing to promote them, or maybe I ll give them feedback on their copy and feedback on their process so that they can benefit from my promotion and eventually reciprocate. These are things to keep in mind. Here s the thing, many of you on this call, many of you listening live, people on the call, people listening to the recording, you might be thinking, I don t have all my stuff together yet. I didn t get myself all totally promotable. I don t have all my ducks in a row. I m smaller and they re bigger. Trust me, by going through this program you re going to be so much further ahead than anybody else. I m actually right now, and I m probably going to have to edit this out later because I might be going too far here, but I am going to let you teach all of this stuff to your JV partners if you want to. I m not giving you a license to sell this program and make money from it but I am giving you so to speak a license to teach all of these concepts to your own JV partners. This is a way you can add value to them and this is also a way you can set yourself up as the ringleader of your affiliates by getting all these insider secrets and sharing them with them. You already now have another huge leg up on other JV partners, potential JV partners because most people don t know all these things and don t think this way so this would be really great stuff for them to learn too. You re welcome to start teaching some of this stuff to them. We re talking about approaching JV partners, you know who some of these people are and you know we want to tilt things in their favor to start off with. So, how can you tilt things in their favor right out of the gate?

4 What are some things you could do for them even if you don t have an list? What would be some things you could do for them that would be a way of giving to them right out of the gate? If you re with me on the call live, I definitely want to hear from you and also if you re here with me in person doing this training. What are some things you could do that could create value for other people? Anybody have any ideas? Raise your hand if you have them in person. Participant: If you have an ebook, or some sort of special report, or if you have a tool that you could share with them or questions that you ask certain clients that you found really effective, you could give them one of your most useful tools. Yeah. You could give them one of your most useful tools if it is something that would be useful to them as well. Okay. Participant: I didn t hear the question. The question is what could you do to create value for your strategic alliance partner? Not necessarily even for their list, although that could be okay too, but what could you do for them that would be helpful? Okay, I ve got one person here live. Participant: I was approached by a friend of mine in to a joint venture partnership with him to promote his book. He s a career coach. He approached me to come in with him and I said, Yes. The way I am giving value back to him, not only by putting that out to my list, but I m also giving him value by actually coaching him through the part of going from being employed by somebody else to being totally on his own as a career coach. We are trading coaching sessions. I m giving him coaching sessions to help him get through the no structure, he s on his own, new start up and all of that. To me, that is giving him incredible value and we are nurturing this relationship and it is growing because that is what I am able to do for him. Awesome. Okay, that s one of the best things we can do. It s a great way we can add value to people. If we have coaching skills, which most people in this program do, we can coach people. I ve actually buddy coached a lot of potential JV partners as a way of winning them over. That s great, but many of you may be thinking, Well, they don t know me why would they want coaching from me? I don t know yet, but what I would do is I would say let s break people in to two or three categories. Let s say you re going to start approaching people, I d break it in to two or three categories based on how big of a fish are they. Are they a local business where they ve got one location, or they work as a business banker and you want to partner with them? Or, is it a national bank and

5 you re trying to partner with the entire bank to promote you nationwide? I d slice it in to two, maybe three categories. Either small, medium, large or just small or large, you can break it in to two categories or three categories. The people who are large big fish people who you would absolutely love to have promoting you, make sure if they have an list you get subscribed to their list and read their s if you re not already. Start noticing what they ve got going on. Are they working on a promotion? Do they have something that they re working on that they re trying to promote? Is there something you can do to try and help them? Can you tweet about it, or Facebook about it for them? Also, follow them on Twitter, Facebook and everywhere else, LinkedIn or whatever and notice what their comments are. Maybe they changed their relationship status from married to divorce. Maybe you send them an through Facebook or something and say, Oh my gosh, that s terrible. I went through a divorce myself and one of the hardest things for me was blah, blah, blah and I over came it by blah, blah, blah and if you want someone to bounce something off of, or if you really want a breakthrough in this area I m actually a coach. I specialize in business coaching but I ve done a lot of relationship coaching with my business owner clients and I would be happy to help you resolve any of this sort of stuff. That s obviously a big one, right? People aren t going to run in to that divorce issue very frequently. Although, with stats of 50% of people getting divorced you can probably count on half your JV partners needing help with that at some point, right? But, you know that doesn t happen every day. I m just using that as an example. Maybe they had a new kid. One of my good JV partners, actually I ve had a lot of JV partners send me gifts. One of them sent a gift that was like super, super useful, it was like a little baby changing station. [Milana Lachinksi] sent me that and if [Milana] is listening, thank you for that. That was a really cool gift. You can certainly send people gifts. I would be careful with gifts so you re not just like, Oh, I m going to mail out crazy stuff. But, mail out specific thoughtful gifts for people that you really want to connect with that make sense. A birthday card goes way further than a Christmas card because everyone is sending Christmas cards because of the holidays but not everybody sends a birthday card. These are things that you could do, I m just kind of brainstorming some ideas here with you guys. One of the things that I did, there was a big name player in my niche and I had worked with him I have to see how I say things because I don t want to reveal too many names. I revealed [Milana] because I wanted to give

6 her a shout out since she gave me that cool mobile baby changing station. A lot of times we think that if you get a famous client then you get lots of business from that. I actually had this kind of famous client and I think I ended up getting two clients from having that famous client but that famous client never really promoted me to their list. Later, after I wasn t working with him anymore, after I was done coaching him. We knew each other pretty well but he didn t promote me to his list, there was no big joint venture thing, we weren t doing anything like that. We worked together for a year and then we stopped working together. Afterwards I was like, Man I really missed my opportunity. I had my own inner stuff going on and I never really brought it up. But then I noticed that he had a challenge that he mentioned in one of his s to his list and I was like, Wow, I think I could help you with that. Let me also tell you that between those two things happening, I tried ing him saying, Hey, here s something that you can give to your people that I thought would be valuable. Here s something else you could do. I remember at least two times trying to break back in to this relationship with him and get a JV thing going. He was busy and probably didn t get the whole thing and I probably didn t approach him in a good way. But, I saw this little opening from a challenge that he had and I said, You know what? I had that challenge too but I solved it and I d be happy to get on the phone with you and you can pick my brain about some ideas on how to solve this problem. Then once we got on the phone I said, We still both want more of this result that we re talking about. I d be happy to do some buddy coaching with you and we can work on it together. We started buddy coaching and after a couple buddy coaching sessions he was like, You know what? I d really like to promote this one program of yours. Bam, I didn t even have to ask, he brought it up and then we promoted it. Now, he promotes it all the time. The lesson there is a) just having a famous client in and of itself doesn t solve all of our problems the way that we think it would; and b) we have to find the things that matter to the people we want to talk to, that we want promoting us, find the things they re already interested in and then connect with them. Okay? Now, that s if it is a really cold, well not cold relationship but you don t know the person, they don t know who you are, you don t know who they are these are ways you can kind of start sneaking in. Another way is to host a teleclass and see if they d like to be in a telecourse or something like that, one of those telesummits where you have multiple guest speakers. If you can get one or two big name people on your telesummit,

7 even if they won t promote it to their list but if their name is attached to it then you could get other people who aren t as big of players to participate. For me, I get asked to promote telesummits all the time and I pretty much universally say no. The reason why is because I feel like teleclasses are very slanted in the favor of the person leading the teleclass. As much as they say, We re going to promote you, you ll grow your list too. It just feels like way more in their favor than my favor so I typically don t promote those. But, I will speak at those. Often times we let people know that we re not open to promoting it. I don t even handle these requests any more, we have somebody on my team that does it but they just say, If you want to have Christian as a speaker he d be happy to be a guest speaker for you but we just can t promote it. You d be surprised that a lot of people are comfortable with that. Now, the reason why you want to get somebody like that is because when other people see that you re going to have a teleclass with big player X, big player Y, and big player Z then medium size players who have somewhat medium sized lists so to speak will join the summit and then promote it for you. Does that make sense? One of the reasons why they want to promote it is because they want to then be associated with big player A, B, and C. Because now, it s like, Yeah I ve shared the stage with, and you can name these people even if the stage was a virtual stage you could potentially say something like that or, I ve done programs with these other people. It gives you more instant credibility to be a part of a program with these bigger named people. If you broke it in to three levels of A players are big players, B are medium, and C are small and if you re maybe starting off as a C player, and I know not everybody is so bare with me here because I m going to give you some really great strategies if you re already beyond the whole, I don t have much to offer yet place, if you have lots to offer and you have a big list and stuff like that hang tight because I ve got lots of great stuff for you guys too. So you ve got A, B, and C. If you get the A players, even if they won t promote it for you then you get the B players who will promote it and then obviously you don t need to find other C players, but maybe you do maybe you don t if they have some good stuff to share that might round out your telesummit it might be worth having them. And, you might be surprised that if you get one A player or two A players and then you get a lot of B players promoting it you might then be able to get another A player back on board. There are a lot of A players who will promote telesummits. Now, I don t but a lot of people do. That s a great strategy, telesummits and inviting people to be guest speakers.

8 You might also ask people to be interviewed. Say, I d like to interview you for my list. Even if you don t have anyone on your list yet, if you say, Hey, can I interview you for my list? Some people are going to ask you, Well, how big is your list? Because, they don t have a lot of time but a lot of people will just say yes just as a favor because they know you really look up to them or they really look up to you. I m trying to do this back and forth by talking about myself and how I would do it and talking about you and how you would do it, both sides so I m getting confused here. It s flattering to be asked to be interviewed so people love that. They feel special and important if you ask to interview them. So that s a). Then b) people will want to do it to just help you out if they think it s going to be a help to you to be a guest interviewee. Now, one of the reasons to do that aside from creating value from your list for later by having an interview with somebody successful, especially if it s an interview where they re not selling anything, I get asked to do interviews all the time and I ve said yes to quite a few, even people who don t have a list just as a contribution sort of thing and I m not selling anything. When people interview me they re just asking me questions, it s just an interview it s not necessarily even anything that I m even promoting or selling on those interviews. Now, I might plug stuff I might be like, Oh yeah, then I figured out da-dada-da which I put together in a program called whatever. But I don t implicitly make an offer and tell people to go to a webpage on those interviews. What s interesting I ll tell you also is now these people who have asked me to be interviewed, many of them I don t know really what happens after that. Now, they might send me the interview later or send me a transcription which maybe I can even use for my own stuff which is also valuable. Sometimes if someone interviews me and I have that interview, which that is something you can do, if you do interview someone give them the recording, give them a transcript of the call, they might want to share that with other people. For example, someone interviewed me for one of my teleclasses, this one actually was a promo, it was a promo to his list of me but it was interview style, the recording was good so I used it for myself and I ve shared it with my list for years. Everybody gets to hear the person who is interviewing me, they get to hear his name, they might even hear his website so that he might even be getting some trickle off effect because of the fact that he interviewed me and I would guess that he probably is. Well, actually I am certain that he has in the past, I just haven t talked to him in a while so I don t know where that s at now. But, what I would say is that if you do interview someone then stay in touch, follow up, see what else you can do, nurture that relationship, build that relationship.

9 That s how I would reach out to some of these bigger players that are on the Internet that have lists and things like that, alright. But, one off the best ways to really get started with this whole thing is to start locally in your area and reach out to people locally. Again, if you re kind of in the new zone, what you ll want to do is you ll want to just approach people and see if they want more customers. Let s say you re a weight loss coach and you want to partner up with a personal training studio. Now, right there you might think, They re not going to want to promote me because we re competition for each other. However, lifting weights with a personal trainer doesn t actually make you lose weight, it just makes you make more muscle and get better physique. Now, some of those people they may have a weight loss program and they may not. Even if they have a weight loss program, they may have people who are just not able to follow their weight loss program. As a weight loss coach, especially now that you know some of these master your psychology techniques like the one that we shared at the end of Module Two, you definitely would be able to help people make bigger breakthroughs than they can. They may have some clients that just can t lose some weight. Maybe they ve worked with them and the weight is just not coming off for whatever reason. You might say, I work with the most difficult cases and help them finally lose weight. Now, maybe you ll work with the not most difficult cases too but certainly that makes you sound even better, right? I work with the most difficult cases and I help them lose weight and keep it off. Wow, if you can help the most difficult people then certainly you can help these other people that are coming to my personal training studio. First of all you might feel like things are a conflict but just know that they aren t. Now, they may see it as a conflict but maybe there s again some way you can do something for them like, Hey, I m looking for a great personal training studio in the area that I can refer all my local clients too and I wanted to see if that was something you d enjoy. Maybe we can go out for a cup of coffee and learn more about each other s businesses, or set up a phone call or something like that. What else would be great would be to invite all of the local strategic alliance partners that you d like to work with out for coffee and have them all get together at the same time with you. Then, introduce them to each other. One of the best things you can do to a JV partner is introduce them to other great JV partners. There was this one lady who was trying to get me to promote her and she was sending me this standard JV that

10 was like, Blah, blah, blah. Here s my program, it s really great, you ll make a lot of money, clients love it and you re list is going to love it and blah, blah, blah. She even mentioned one of my other JV partners that she was working with. That gave her a little bit more of a foot in the door but I still was like, Whatever. It s one more thing. I don t have time to even figure out what it is that she s got that she s trying to sell. But then one of my JV partners introduced me to her and said, Hey, you know what? I am making a lot of money from this promo. It is a really cool thing. It s nothing like anything else so it s not in any conflict or competition with anything that you ve got going on right now, it s its own thing and I m making really good money from it. You should really talk to that person. What she should have done is instead of sending me s, she should have actually got in touch with that person and said, Can you introduce me to Christian? One of the things that I did was there was someone I wanted to partner up with so I looked at one of my partners that was partnering with that person already. Instead of me reaching out to them directly I was like, Hey, I want to meet this person. Can you introduce me to them? Now, what s interesting is that my one JV partner friend actually wasn t getting promoted by that JV partner. She was promoting him but he wasn t even really promoting her. Then, she introduced me to him and I started promoting him and he started promoting me right away. She was like, Well, wait a second here. The point is having someone introduce you is like the biggest shortcut that you could ever make. This is like the ultimate shortcut. As soon as you get one good JV partnership relationship and start fostering that relationship, see if they know other people that you might like to meet that they could introduce you to. Then, as soon as you have two introduce them to each other and as soon as you get more introduce them all to each other and get them all working with each other and you can kind of be the hub for all JV partnerships. Not that they re all going to flow through you because certainly they re going to go and do their own thing but you re the one that kind of creates that connection. A lot of people think, If I connect these two people to each other then I need to get a piece of that pie. Like, Well, you re going to do that and you re going to do that, I should get some of that money. But, that s actually very small thinking, you want to think bigger and you want to be very conducive to creating these relationships. The more you are, the more people will appreciate it and the more people will start introducing you to other people.

11 We want to tilt things in their favor. If you re going to approach an affiliate partner or a JV partner first of all the best way to do it is to get an introduction. That shortcuts everything, if you can get introduced then you don t even have to play a lot of the games like following people s , trying to figure out what they need help with and then approaching them. You can just be like, Well, I know this person. This person knows that person. Hey, can you introduce me to that person? That s one of the benefits of stuff like LinkedIn and Facebook because you can find out who is friends with them. In Facebook it will say who your friends are in common. Now, Facebook friends are not like real friends and LinkedIn, I don t even know if I am on LinkedIn. If I am, I don t manage it myself personally. But there are those connections where you can kind of connect with somebody. You can even ask, How well do you know Fred Flintstone? If they re like, I know him pretty well. You can say, Do you think you d be able to set up an introduction for me. So, you might be able to do something like that. Much better is if you actually have a JV partner you re working with that can introduce you to another JV partner. That is one of the best things you can do, that s the shortcut. The other shortcut is doing this local thing and getting connected with a couple different strategic alliance partners in your local area and creating an event together. Let s say you re a relationship coach, create a relationship event. There s two kinds of relationship events you could create, well there s probably more. You might create a get ready for love event and you could partner with maybe a hair salon, a clothing store, a makeup store, or a store that has all three in it. You can be like, Okay, what we want to do is bring more people in to your store. Notice how we talk too, everything when you communicate has to be loaded with how it s helpful to them, right. You don t say, Hey, I d like to take up space in your store and lead a workshop. You say, I d like to bring more people in to your store and help you sell more stuff and I ve got an idea. Would you like to hear a little bit about it? If they say, Yes. Then you can say, Alright, here s my thoughts; I am a relationship coach and I coach woman who want to find love, find the man of their dreams. What I m going to do is I m going to do a workshop that teaches them some secrets to attracting men. But, what I would like to do is instead of just teaching a workshop like I normally do where people go to a hotel, I d actually like to bring all those people in to your store and create an event out of it that s get ready for love now, or something like that.

12 What we would do is I m going to teach them some of my secrets for attracting men but I d love to have them have a little makeover which we could have your people here give them makeovers. Show them the newest makeup, someone who is really good at makeup not just your standard person, but get your best people in here. Then, very likely people are going to want to buy that makeup. And, I d like to have, if you have someone in your store that could do this, or I could bring in a fashion consultant, image consultant and we could bring them in and they could give some free image consultation to maybe a couple of woman right on the spot and show everybody else who is in the audience some before and afters which will make everyone want to buy some clothes from you and potentially, if it is someone on your staff then they could do that for everybody. If it s someone that we bring in maybe they would do a couple of people for free and then give some tips and then maybe they d charge for others and it would be a way for them to grow their business too. And, I d like to do it on a day that is your slowest day of the week and your slowest time of the day so that we re going to get people in here that is going to fill your store up when it s not normally busy. Now, for relationship thing you might need it to be on an evening so maybe you just pick the slowest night of the week, like maybe a Tuesday night I m guessing is probably one of the slowest nights of the week for stores. So, let s get people in here on a Tuesday night and let s do this. What are your thoughts about this? See how they feel about it, do they love the idea do they not like the idea? My guess is they would really like the idea. I mean, not only are you going to get more people in the store but you re going to get people who probably are going to buy a bunch of stuff because they want to get ready for love. They re going to get really excited and be like, I want to find my man. I want to look my best. I want to feel my best. Obviously, and I m not saying that attraction is all about appearance but obviously it is one element. Hopefully, you ll teach some of the other stuff if you are a relationship coach, so I don t want to sound like it s all about that. But, you can see how it s like, Let s get more people in to your store. I ll promote it. I ll have my fashion consultant friend who does image consulting do it. So, she s going to promote it, she s going to help get more people in to the store. Who else would help relationships? Maybe like a dating service, or a singles mixer? Instead of having another singles mixer where you get the men and women together, maybe you just get the women that would normally come to a singles mixer and you get them to come to this so then they would promote it. Then if you can also hand out flyers to everybody that comes in, you ll give them another reason to come back and get them

13 back in the store because they already know where the store is and they re already shoppers so if you can get them to come back again right away within the next couple of weeks that would be great for you too. So we ll get new people in the store and you ll get your regular customers to come back in again. Is there any reason why somebody wouldn t want to do that? Sure, maybe it s Bloomingdales and they re too corporate and there s too much red tape. Although, maybe they would be, I m saying Bloomingdales is an example of somebody who wouldn t do it but maybe that s an example of somebody that would do it. They re clothes are really expensive and their makeup is really expensive. I don t really know, maybe their makeup is not expensive, that one I would have to guess just based on their clothes being so expensive. That s a pretty high end store and if they got more people to come in that might be great. On the other hand, maybe they d be a little worried that you d be getting people in that wouldn t be able to afford stuff there. But, who knows who is going to be open to that idea. There are boutique department stores, or just women s clothing stores that might love to have that set up. They could clear away some aisles in the store. If you have a hair dresser that is also promoting it, maybe they can t do someone s hair while they re there but maybe they can get one of the lucky participants who signs up for the event, maybe they could take them in to their hair salon before the event starts and take some pictures. Then, do up their hair and then bring them in so they re the after picture and people can see. They could say, Here s the latest hair trends for women. Then, they could hand out flyers for everybody to come in and get a special discount at their hair salon. The hair salon person would be handing out flyers to come to this event. Now, you could get a lot of people to the event. I mean, you might get 30, 50, I don t know how many people are going to come it just depends on how well you do this whole thing. If you get people who are serious and committed and are going to promote the heck out of it, great. If you get people who aren t you might get watered down results. If you re marketing materials are good, because obviously if you are going to create an event you still need it to attract people, you need to have a great flyer for that. This is a local strategy that I used in the early days of my business that was one of the biggest ways that I grew my business. It is something that I ve taught as a way to grow your business, that I ve shared with other coaches that have also made it one of their primary ways to get local business. It is also great because then when people

14 register, if you have them register on your website for the workshop, whether you give the workshop for free or whether you charge for it either way, people are going to be registering so you can get their contact info and you can build up your list this way. This is something you can do every month or quarterly at the very least as a great way to grow your business. Any questions about anything we ve talked about so far? There s still more stuff on approaching partners. I m going to get to some more stuff in a second. Participant: It s about pricing, maybe it s the last module. When you offer a discount and you give them 40%, how does that work? Well, they would just get 40% of whatever they paid. The question was let s say you re selling something, let s say you ve got a group coaching program and your partner promotes it for you and you decide to give 20% off or something like that. So then instead of paying $2,000 now maybe they re paying $1,600. So you re going to get $1,600 instead of $2,000 and now you have an affiliate partner and you re going to pay them 40%. Let s say you pay your affiliate partner 40%, you pay them 40% of the $1,600. If you go back to this little local strategy here, I would recommend giving everybody that promotes this event their own little affiliate code with their own separate URL for the event so that you can track and see how many people are coming from which JV partner. With that said, you probably wouldn t have to give any commission to any of these people because they re all going to get pretty much the same stuff out of it that you are. Now, you re going to get a little bit more because a) you are going to get everybody s contact info that registers because they re going to sign up on your website; b) you get to be the speaker which gives you even more creditability and stuff like that. Now, you can actually have some of them do little segments where they teach something. Like the image consultant or the hair designer might teach some stuff, or whatever but I would keep their segments shorter. But, you re going to do the brunt of the teaching so you re going to get a lot of rapport building with all these people so you re going to get a lot out of it that they may not. But, it is also your idea, my idea but now it s your idea, so you re the one coming up with the idea, you re the one doing all the leg work to get all these JV partners together so kind of in this situation I feel like it s okay for it to be slightly slanted in your favor. Look at the department store, how slanted in their favor is it? It s held at their store. Everybody has got to come in to their store, they re going to sit

15 in their little make up chairs in their store. They re going to go and give fashion shows and the latest fashion that s come in to the store at their store. There s a good chance that people are going to buy stuff right on the spot. They re going to buy makeup, they re going to buy new clothes right on the spot because they re going to really like them. And, even if they don t buy stuff right there now you re creating more awareness of where the store is because now people that maybe have never taken the time to go there, maybe it s a little outside of their normal track of driving, now they ve gone over there. It s slanted pretty decently in their favor too. I wouldn t worry about the whole affiliate commission thing if you re doing kind of one of these local sorts of deals. Now, if you re just going to do a live event and you re not really going to cross promote anybody but you re getting a lot of people to promote you then in that case I would give them a lot of commission, give them a big commission, maybe 50%. If you re going to do a live workshop or a live event I d give them maybe 50%. Here s another thing you could do, if you charge for this event maybe you charge $47 or $97 or something like that, you could conceivably give 100% commission to whoever gets the person to register. Then you could say, We might hopefully get 20 or 30 people that come through your store as you re handing out flyers. Maybe they only hand out flyers in the women s department they don t do it storewide, or the makeup department or whatever, or the hair dresser is handing out flyers but if you could tell them they re going to get 100%, or 60%, or 70% of the money that s another money maker for them. If they get 20 people there, that s $2,000 that they re going to get. There are ways to keep slanting things in their favor so that even if they then sign up for your program that you ve discounted 20% you don t necessarily need to give them 40%. I would say for local people I wouldn t worry about commissions too much because it s going to be a lot more even Steven sort of stuff that you re going to be able to do with each other where I really wouldn t even bring up affiliate commissions other than maybe if you re going to give them a commission for getting people to sign up for the workshop. Does that answer your question? Participant: It does. Thank you. Also, if you don t want to give discounts on your stuff, especially if you re paying commissions and you feel like, Wow, it s a $2,000 program and now it s $1,600, then I m going to give 40% so I m going to get $900 for my $2,000 program, and you re kind of concerned about that then don t discount your program as a way to get more people, just give more. Give them something else extra that would be of added value.

16 Participant: Yeah. Sometimes if I m doing a promo for one of my programs, say I m doing a promo for Free Sessions That Sell, I could give a discount on Free Sessions That Sell which I ve done in the past but lately I haven t been doing that. Instead, what I have been doing is just loading up more value. I keep the price still at $2,000 but maybe I say, For this special promotion, for you people who sign up right on the spot I ll give one of my other $2,000 programs. And, maybe a couple of other cool bonuses or something like that. Does that make sense? Does that help take the sting out of the discount and the commission? Okay. Great. Participant: Thank you. Alright, we re nearing the end here. Let me mention a couple of other ways you can get in with potential JV partners. If you could be a JV partner for them, join their affiliate program if they have an affiliate program that you can join. If you can get them some customers, it might not be as many as you think. If you can help them make three sales of something they ve got going on you might show up on their radar screen and you might then say, I just helped you sell a few of your programs. I want to help you sell even more. I d love to set up a time to chat. People are going to be a lot more open to talking to you if you ve helped them sell a couple of things. Again, it doesn t have to be that many. One of the tricks to helping sell stuff for people, obviously if you have zero list that s going to be tricky but if you even have a small list of under 300 people or something like that, you might be able to make a couple of sales for someone by promoting their program and giving a huge bonus. One of the things I do with my affiliate partners is when I m promoting something of theirs then I ll tell my list or if it s on a call if it s my tribe that I m talking to and I m promoting someone else I ll say, If you end up investing in Fred Flintstone s program I m going to go ahead and give you a copy of Free Sessions That Sell. Or, I m going to include these three programs. Or maybe, One program and three big bonuses. Something that is worth way more than the price of their program. The reason we want to do that especially if it s somebody you want to get on their radar screen, the reason you want to do that is because of the long term relationship that you re looking for. Remember, we re thinking long term. Maybe you end up getting those sales and it doesn t work and oh well at least you tried. But, maybe you get three sales, maybe you get five sales, you don t have to get 30 sales for somebody to really show up on their radar screen. If somebody helped me make three or five sales, in

17 one month if somebody ended up making three or five sales, depending on what the product was they promoted, they would definitely show up on my radar screen and my JV manager would go, Ding, ding, ding this is somebody we need to talk to. We might actually seek them out and say, Hey, thanks for helping us make these sales. Tell me more about your business. How did you do it? Because, that s great we love that kind of stuff and most people really aren t doing it. Alright, so how do you actually go to and talk to and approach someone? Basically what you want to do is send them an or just call them up and leave them a voic message if you get their voic or just talk to them. Just introduce yourself, tell them you re a fan of their work if you are. If it s a business banker that might be weird, I m a fan of your work. But if they re some sort of an expert and they have an list, there s like I said there s local people, there s worldwide people, there s smaller people, there s bigger people, obviously these approaches are going to be different depending on who you re talking to. If it s a little bit more of a bigger person with a worldwide following and an list you can say, This is Christian Mickelsen. I m a fan of your work. I really liked what you had to say about blah, blah, blah. That s a great thing too, not just be a fan of their work but to compliment something specifically that they said. And, I was wondering if you d like some help getting more clients? I actually work with people in the same space but we do different things and I wanted to talk to you about ways I might be able to help you get some more clients. I might be able to hand clients over to you or help you sell more of your stuff. Look at what they sell too. If somebody was like, I m a big fan of your work. I love Free Sessions That Sell. I use the blah, blah, blah technique that you teach in there all the time. I think it s great stuff. We actually work with the same kinds of people only teaching different things and I would really like to help you sell more copies of Free Sessions That Sell. If somebody said that to me my ears would perk up. Even if it was on my voic and they say, Hey, can you give me a call back? I might just have my JV manager get in touch with them and maybe they would just talk to my JV manager. Or, depending on how things went maybe my JV manager might set it up so that we talk directly. But, the idea that someone wants to help us sell more copies of Free Sessions That Sell, that s a ding, ding, ding; we like that. Think about whatever their thing is that they re trying to sell and if you said, Hey, I d like to help you sell more copies of blah, blah, blah. They re going to be really excited about it. Now, even if you don t have an

18 list yet, even if you re like, Hey, I know this person. Or, whatever you can do to help them sell more of that, just remember that every conversation we have with somebody needs to be about them. All the s I get wanting to JV with me is all about how they have a product they want me to promote. I rarely, if ever, get an or phone call from someone saying, I would love to sell the hell out of Free Sessions That Sell for you. I want to help you sell a million copies. Let me know if you d like to get together on the phone and we can strategize some ways we can do it. I actually work in a similar space but doing different stuff and I think my audience would like it and I think I ve got some other ways that I can help you sell a million copies or sell the heck out of this program. Cut right to the core of what we like? That s our flagship program, that s the thing that would motivate me. If you did the same thing for other people, find out what their flagship program is and study it a little bit. Maybe if you didn t buy it but you got some samples of it, or maybe you do buy it. Again, thinking long term it might be worth an investment, even $2,000 to really get the insights about what that person is all about and what their stuff is that they teach. Now, that said it might be really expensive for you to go out there and buy 20 $2,000 programs in the next 90 days. That might be tricky. But, if there s one person in particular that you really, really would like to work with it might be worth it. Especially if they re selling something that might be of value to you anyways. We want to load the conversation again, in their favor. You can send an , you can call, you can do both. Honestly, I would do both, would and then I would call and leave a message. Eventually, at some point you might have someone on your team that s in charge of that stuff. I ll tell you what, you might not jump in to having somebody else do that for you right away anyways even if it feels easier, less risky because it s like, Oh, it s my JV manager they re going to make all those calls. There s something about that, even though I have a JV manager, my best JV partners even though they might handle some of the things or they ll reach out to some people for me, I want to make sure I have a personal relationship with all of my best JV partners. I don t want to delegate that relationship. Some parts of it, some facets of it yes but I don t want to delegate the whole thing. At some point maybe I m going to get too big where I just can t do it and I ve felt some tension along those lines already in the last year but those relationships are so important. You really want to develop those relationships with those people personally the best you can.

19 We want to make everything front loaded for them. Think about creating an arsenal of value for yourself. That s what we did in the first module, we talked about if you had a fairy godmother for your business what would that fairy godmother do for you? As a JV partner be the fairy godmother for your JV partner. That s why we did that, we want to be their fairy godmother. Now, that initial contact might just be like, Hey, I want to help you sell the heck out of it. They might be like, Well, how are you going to do that? You might be like, I don t know. I know it s a great product and I d love to just do some brainstorming with you and see if there s some things that we can do that I might be able to help you with or see if there might be some ideas that I have to help you sell more copies that you hadn t thought of. I might be receptive to that I might not. I might be like, Well, that s interesting. But maybe I wouldn t want to talk to that person maybe I would. It s worth trying. There s nothing that isn t worth trying. One of the other things that I didn t mention in the last module let s see if it s in this module anyways. Yeah, okay it is in this module, it s on my outline here, point C that I haven t covered yet. One of the biggest mistakes that people make with approaching affiliate partners and JV partners is getting star struck and awe struck and seeing people at a higher level than you are. Now, even if they re at a higher level in your business you ve got to treat them like they re a peer you can t treat them like, Oh my gosh, he-he-he, sign my thing. If you get too excited it is going to feel weird, it s just not going to feel right. There are three levels of communication: superior; inferior; and peer level. There is a lot of value in knowing this. If you re a relationship with someone and someone is upset with you, normally when someone starts yelling at you the most common response and not that this is going to happen in JV experiences because if it were to you might not want to do any JVs with that person again, I don t think that would be a good person to work with. But, just as an example, if someone was yelling at you about something, they were really upset, most people immediately get back and go in to superior mode and try to yell back and prove that they re right. One of the best things to do to disarm people is to go to the inferior mode. Not to be a doormat for somebody but to just kind of be like, Oh, wow that s interesting that you see it that way. Tell me more about it. I didn t realize that that s how you felt. There s nowhere to push people down. When somebody comes to you superior and you come at them inferior they can t push you down any further so it just kind of takes all the energy out of it. Then, you can come back and talk to them at a peer level.