in 2000. So I've been on that geek streak for 20 years, but
business too. So like a lot of people, right, they read the
Rich Dad Poor Dad book, and it sends me down a OCD path.
Watch out Alex Hermosie, Victor's in the house.
All right, welcome in to Vision Pros Live. With Jackson
Calame, I'm your show host. We will be doing interviews for
visionary entrepreneurs and guest leaders who are building
fantastic visions out there. Hey, what's up everybody? Welcome
to Vision Pros Live. I'm your host, Jackson Calame, founder
of First Class Business. And I want to give a shout out to our
sponsors, Epiphany and Converge. Both companies by Rick Meekins,
fantastic friend of mine, helps businesses with more than 30
employees, scale their infrastructure, and he would be
considered a systems architect, if you will. Great, great
proposal generator. I highly recommend checking out what Rick's
up to. He also has a show called Off the Cuff, and some of our
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learn more about, you're still not ready to reach out, that's a
great way to go and check out what he's doing over there. Now
ablehealth.us as well, great program to check out for health
purposes. If you're looking to maximize your health and see
what Dr. Seth Yates is building, also feel free to reach out to
Seth and see what types of other tools he has behind the
scenes. You have VIP access, given that you know vision
pros. So if you're dealing with any health struggles, I do
recommend reaching out to Dr. Yates and seeing what he can do
for you. Without further ado, we've got a guest coming on named
Victor Garcia. And Victor has been in the, I want to say the
high ticket space, in the business growth space for more
than 20 years. And so it's always fun to see what types of
elements he gravitate towards as he's built out offers and come
to know all the different recipes that exist in business
and how you go about growth. We love to not only debate that,
but explore that on this show and see what opportunities make
the most sense for the visionaries who are following us
along this journey and saying, okay, if you're in a position
where you want to grow your business and grow your brand,
grow your marketing and grow your sales, etc., then it's very
important to get multiple opinions from different people
of different backgrounds. So we're going to explore Victor's,
see what his vision is, and we'll dive in deep with him. So
Victor, welcome to Vision Pros. We appreciate you being here.
Yeah, what's happening, brother? Pleasure to be here, man.
Looking forward to the call. I like that opening to you, how
you're open to hearing other people's perspectives, even if
it's going to be a debate. It's huge, man. Healthy dialogue is
all about that. So high conflict. And so I love to use it.
High healthy conflict. Yeah, exactly. That's it, man. So one
of the things that caught my attention right away is how you
created your title for this particular show, Generate Sales
for No Upfront Costs. I say we dive in deep there. What's your
vision in terms of generating sales? Yeah, so typically, when
we work with folks, we start off on the back end. So we look
for like the high level experts that are too busy. They don't
have the capacity to do more stuff, and they're usually
letting money fall through the cracks. We come in and just help
generate more sales. So it's kind of like we're a non-managed
profit center, so to speak, you know what I mean? And then from
there, we usually use that as our way to assess people's
offers in character to see if we want to work with them like
long term to start doing like front end stuff, all the ads
and funnels. Awesome, man. Then let's dive in a little bit
different angle than I normally do. We're going to dive in first
with your personal vision. In 15 seconds, what's your vision?
Oh, my vision is, I don't know, it kind of feels like this is
overstated with people, but I like helping people, and I like
having fun. So ultimately, doing something that brings fun into
my life while impacting people, whether that's the coach we're
helping scale or consultant or business, but as long as they
also have a business that impacts others. Nice, okay. So
the impact is a big factor there. What's your definition of
fun? What's fun to you?
So I don't believe in punching people in the face, but I do get
a kick out of punching people in the face for fun, because I
love Muay Thai MMA. I've been involved in that since I was like
17. So I can't get enough of it. It's also like my personal
therapy. So that's one. Hanging with my wife. I enjoy working
out or reading a book, you know what I mean? Usually not a
fiction book, but like a growth minded book. I think with like
the hardcore entrepreneurs that are growth minded, we'd rather
go to like a mastermind event versus a concert. So those are
the things that I really find enjoyable. Something that's like
impact helps me grow and meeting new good quality folks.
Definitely nice.
Purpose driven fun. I get to be the guy that just color
commentates. I get to say things concise, but I love the
flavor that you're adding to it. So let's see. So in terms of
this show, this particular episode, who would you say
should be listening in, Victor? Why should they listen to you?
And what are they going to get out of the day show? Do you
think?
Oh, good question.
Yeah, I think one is I'm a big proponent on collaboration.
Like it's what we do. It's what I've always been good at in
finding those folks either that help me in a collaboration or
with what we do. We collaborate with other high level folks to
help them just generate more sales. Yeah, going out and
finding other people that you could attach yourself to, whether
it's a business partnership, whether it's a JV or a business
partnership, whether it's a JV revenue share, what have you.
Or even if you're just having personal issues, go find someone
to talk to, you know what I mean? To help you. Because I
think in this journey of being an entrepreneur, it's the
Lone Ranger road path, right? That we're alone. And then a
lot of times I think pride comes into effect as well. Like
no, I got to make this happen. I got to be the one to grind.
Usually when we come in, it's like we want the expert just to
focus on coaching content and maybe sometimes doing some phone
calls, which we try not to even have them do that either. And we
handle the rest, right? Because usually the coach or the
consultant, that's what they're good at is the coaching, the
content, that kind of stuff.
Okay, interesting. So and you've kind of outlined some of it. So
this will be an easier question in 30 seconds. What's your
vision for your clients beyond, you know, what you already
shared, which was you want your clients to be able to focus more
on the coaching side of things you want to be able to focus
more on perhaps their higher level calling? What does that
look like?
Yeah, first, I actually we don't take on clients, we don't even
look at them as look at them like clients. It's like a
collaboration as a partnership. Because I think once you have a
client, then there's certain expectations, they look at you
like an employee. But anyways, to answer the question. The
vision ultimately is to get them out of the muck of doing the
stuff that they shouldn't. And let the experts come in and
scale what needs to be scaled, because they're wearing too many
hats. And then it often like usually when the person gets to
like seven figures, that's when they start to resent their
business because it's taken up all their time. Now they're
dealing with employees or VA's or agencies, and they're wearing
too many hats. So we come in and bring the hat so they could
take certain ones off, right? And then get back to enjoying
why they even gotten this business in the first place.
Yeah, awesome. I've heard it recently. I hadn't heard the
term before. But I've heard it called the seven figure desert
recently. It gave me a good laugh. That's a good one. Yeah,
I got that one down. Right.
I thought you'd like that. I can't. I can't. Oh, I need to
find the reference. I'll send it to you. The gentleman. That's a
good one. I was like, that is a brilliant term. All right. So
there's some wisdom behind what you're doing, of course. And as
we get ready to dive into the sales processes, I'm going to
preemptively lead you with this question. What powerful lesson
can other visionaries learn from your personal experience? I
you've had some ups and downs. So I appreciate that you're
open about that in your bio. Go ahead and help us see what
what are we missing on our end? Any entrepreneurs who are
maybe still at the three to five year mark, five to 10 year
mark, or they got to look forward to and watch out for?
Yeah, I think it's something I touched on is you don't have to
be the one that's the expert at all of it. You could bring
people on. And it's like even if it's just like a salesperson,
like give them a commission structure and pay them more, you
know what I mean? Or find that maybe you kick butt it as a in
marketing, but your operations because that's usually a big one
to once you start getting the seven figures, your operations
suck. So bring in an operations, a chief operations officer and
like give them a little piece of equity to help you scale this
sucker. You know what I mean? In a big thing of what we talk
about with like long term collaborations that we do is like
we're not interested in taking a piece of someone's pie. We're
interested in building a whole new pie or multiple pies within
their business. That's why we focus on like business experts
or investments to help create a lot more streams of revenue. And
I'm going to try not to get off base here. But the reason I'm
saying that is because hey, look, like, would you rather have
100% of seven figures, or like 75 or 50% of eight figures plus,
and doing less work, you know what I mean? And once I started
wrapping that concept around my head, like when I would start
putting deals together, like I have big deals that I've put
together where I brought in other people that are better
certain things in marketing than I am to give up a huge
percentage of it just because I don't want to deal with
certain things. So collaboration, and don't get so
caught up that your baby is just your own, because you can
move, I think a lot further faster with a good team.
Interesting. Good. Interesting in a super good way. Those who
are listening. One thing that strikes me about Victor, I'm
just doing a little bit of analysis on the fly. I'm just
doing a little bit of analysis on the fly.
Re-coloring?
Yeah, you know it. There's a posturing and a poise that exists
in a sales environment. And it's very important to recognize
that, and I'm going to say this just directly, Victor Wally,
some of you are seeing him thinking, man, this guy comes
across as a little bit standoffish or disinterested.
There's an element of healthy, it's a healthy process for
somebody who's in sales to be a little bit disengaged. That
usually is a sign of somebody who isn't trying to convince an
audience as much as just living authentically within their
message so that other people then become attracted to it.
And granted, some salespeople that have seen the market take
that a bit too far. And then you take it a bit too far, now
you're really encroaching on pretentiousness, arrogance, so
to speak. But I just see a lot of purpose in the way that you
deliver what you're delivering. And while your analogy is
also, you've heard people talk about having, do you want the
whole grape? Or do you want a slice of the watermelon?
You've kind of taken that to another level by talking about
building a new pie. And it's interesting to hear these new,
I don't know what they're called metaphors, or similes, or
analysis.
Perspective.
I'm not very good at that.
Whatever, right?
Right. You got some new coins in there that I'm going to be
flipping.
Very cool. Yeah, and I'm taking that seven-figure desert too.
That's right. So let's talk about generating seven-figure
deserts. So let's talk about generating the cells then with
no upfront cost. Another big thing that Victor hit on that
intrigues me is we live in a market that wants to claim
abundance, but undercut providers. You talked about
getting equity to operations gurus. You talked about
increasing the commissions for the cells, rather than saying,
oh, I'm just going to stick with the benchmark of the
industry standard, or I'm going to take the industry benchmark,
because our startup can't possibly pay more.
Right? There's all these limiting beliefs people have.
Let's talk about the generating cells program. Who qualifies?
You mentioned people of virtue. Who can get in on that action?
Because I'll be, I mean, first-class business could use a
sales team. So I'm curious for myself.
Yeah. So the first thing is I call them a pedestal.
So pedestal experts, we don't deal with pedestal experts.
Like the ones that think that they're above everyone, right?
They treat VA's like a VA.
I got a new coin for you on that one. Right? VA stands for
virtual abuse. Typically.
Yeah. And I don't even like saying VA's, but I mean, it's a
lingo, right?
It's disgusting how people treat them.
Yeah. Like I have some...
Pedestal experts.
Yeah. I have some Philippine folks in the Philippines that
helped me. I treat them like family. You know what I mean?
Anyways, so definitely not pedestal experts.
Like really cool down to earth people.
Most folks that I've dealt with have been good.
There's only been one that I've fired.
That I wouldn't say here, but most people probably know who
they are.
Out of how many are we talking? One fired out of how many?
No, just one. Yeah. I mean, others like...
Like if they're just someone that I want to hang out with,
not because like they're not a cool person or it's like you
just don't jive. Like there's not that synergy energy.
Then sometimes I'll stop working with those folks too in a
nice way, obviously.
So first, like they got to check the good human's box for
us. You know what I mean?
And then second is an offer that we believe in.
So typically we'll work with folks that are like high six or
seven figures. They already have a proven offer.
They're already doing well. It's not like we have to reinvent
the wheel, create the offer, test all kinds of stuff.
Like it's already done and we just hop into their system,
find things in the offer that are already working and then
just run with it.
Every now and then, someone might not be in the six figure or
high six figure mark, but the offer is killer.
It's really different and we really believe in it.
And it's like, ooh, like that's easily scalable.
But typically it's folks that are in the high six, the seven
figures, because first how we like to start things is we
always start with their assets first before we start investing
in our own monies in running front end stuff.
Because we really come into it like investors.
So if like the front end campaign is not working, it's
not working, it needs more money, we give it more money.
So when we start the relationship, we want the
person to have like either a huge, and it doesn't have to be
huge, but a good like Instagram following, let's say a good
email list of at least a couple thousand that maybe still has
little fresh blood coming into it from time to time.
So we go in there and test the offer with different messaging,
different emails, different funnels before we take it to
cold market, just so we're saving time and money.
And then also it gives us a chance of working with the
expert like, hey, is this someone that we want to continue
the relationship with?
And then if it is, then we'll talk about doing stuff on the
front end to really start scaling it.
In other scenarios, sometimes we just stick with folks that
just want us on the back end.
They just want us to continue generating sales for them
because they know that they maybe suck at their emails or
you're probably familiar with or at least the audience sell by
chat, right?
And we'll do that either through emails or the Facebook group
or text messages, whatever.
And we handle everything.
Like we create the marketing assets, we write the copy, the
sales docs, the setting, the closing, and then expert gets
paid and they pay us in most scenarios.
So if we're doing front end, since that's our money's going
to be talking about back end sales, correct?
So not back in fulfillment yet, but we're talking about the
process.
Yeah.
So we just take them to close and then the expert has to take
them from there, fulfilling on everything.
And that's another thing too, is knowing that the expert's
going to be able to fulfill on their promise.
So that's something we want to learn as well.
So we interview a lot of their current or past clients, see
how they like working with them.
And then obviously to get like the psychological marketing
data and all that stuff too.
But yeah, that's it in a nutshell, but everything starts
off on the back end.
Nice.
All right, cool, man.
So these, I mean, it's pretty straightforward what your
motives are for all of this, but just to articulate it for
those who are listening, why is that process important to you?
For me, yeah.
You can do anything.
You know, when you have a sales career, you can work for
Google.
You know, you could retire probably within a few years, but
it sounds like, you know, this fun aspect, right?
You're driven around purpose.
So why does all this matter to you?
Yeah.
So doing it the way I do it is one, it's how I got started.
So started off as a personal trainer, as a coach, and then
took things online, did well until I did it, right?
Tried launching some other offers that bombed, and that's
how I ended up starting working with other experts because
in masterminds, I would, because in mastermind, you're
supposed to mastermind, right?
And network and everything, and I ended up giving people tips
and then it would work and then they'd come back and can I
hire you?
And I'd be like, no, but we could work on things together.
And it just kind of took off from there.
And it's just what I know well.
Like I know coaches, I know people who are like, oh, I'm
going to be a coach, but I know well, like I know coaching
models, scaling models, how to build masterminds, how to build
courses, how to turn your IP into properties that could be
sold, right?
And then all the funnels and marketing and all that stuff in
with it.
But another reason is going back to Rich Dad Poor Dad, right?
All of a sudden you learn about this cash flow quadrant and
real estate.
So I was a big advocate about real estate back in the day.
And then it was Frank Kern talked about assets, right?
Like email assets, product assets, and it really flipped
the script in my mind of like, dude, that's so true.
And you don't got to go fix toilets or anything.
So if I just work with other experts, and I'm not saying that
every expert I work with that I need to get equity in their
company, most of them, we just come in the back end and we do
rev share, but I'm really mainly looking for those experts that
we could truly partner and get an equity position because
we're helping them scale it.
And we're scaling now assets.
That's why we like business or investment, because also if we
connect with a real estate guy and we teach him how to get
equity positions and helping other people do real estate
deals, we could get equity positions in those too.
And it's just everyone a big win-win.
So to me, it's just playing that same rich dad, poor dad
game at a higher level in the sandbox that I like to play in
with those coaches, consultants, that kind of stuff.
Yeah.
And tapping into the digital assets.
Yeah.
High margins, right?
Yep.
Exactly.
So those of you who have in-person assets, physical
buildings, for instance, there's nothing wrong with that.
In fact, there's everything right.
With those assets too.
And there just happens to be a digital playscape that has
existed for the last 40 years or so.
And now we have a lot of these digital assets streamlining to
the point where it's, I don't want to say it's becoming
cookie cutter, but you can take, you have components available
that are reproducible at this point.
And the rich will get richer.
That's just the reality.
That's just the reality, not just in terms of compounding money
in the bank, but also the digital assets are starting to
compound upon themselves.
Look at, sorry to steal a mic from you, but look at Facebook
with threats right now.
It's like, oh, hey, Twitter is doing well.
And now that Elon Musk has proven a new strategy and path,
bam, let's just duplicate it.
Make sure that we're competing in the same.
And overnight they throw down an equal technology, so to speak.
Like that's insane how fast the digital marketing world is
going to turn the tides of wealth for people that weren't
on the map.
So, well, the cool thing too, and I don't even know much
about this, but I would encourage anyone that's in the
online space with IP of some sort, like coaches, consultants,
I would really start learning about blockchain, NFTs, smart
contracts, because these coins that you can start doing with
community, because that's usually what it's all about is
community with coaches and consultants.
It's mind blowing the stuff that you're going to be able to
do.
It's a rabbit hole that we shouldn't even get into, but it's
all I got to say is just start getting yourself.
You know what I mean?
Oh, yeah.
Yeah, I agree with you.
It was a couple of years.
The metaverse, all that stuff.
Like, yeah, it's going to take all that to a whole new level.
Yeah.
You got to have somebody that you know, like, and trust really
well to go down those rabbit holes, because there's
certainly a lot of legal issues that can exist there and
liabilities, but there's also a certain amount of wealth that
exists.
So I tend to gravitate towards somebody like Gary Vaynerchuk,
who's very out there publicly, you know, and like he's got
the FCC watching him at this point.
And so he's going to be a little bit more careful than
other types of entities might be, but you don't want to be so
careful that you're missing the opportunity.
And that's why the masterminds matter.
So yeah, you would definitely want to be with the experts.
One I would throw out is Real Vision.
I can't remember what his name is, but yeah, they're at the
top of the pinnacle too with the info that they throw out there.
It's just all these components of the blockchain, spark
contracts, tokens, NFTs that you could attach to your brand.
It's yeah, it's mind boggling.
Yeah, it really is.
Well, awesome.
And that's another good transition is like, visionaries,
if you're new to this and you're like, oh my gosh, I need to
focus on my cells, you do.
And at the same time, like prepare yourself for your future
reality of once you've got your cells scaled out, once you've
got your fulfillment under wraps and things are functioning
well, you're going to need to do something with your time.
And if you don't plan for what you're going to do with that
time now, you're probably not going to use your time as well
as you could then.
And that's what Victor is getting at is once you have those
extra hours, then it becomes an awesome opportunity to say,
you know what, I'm going to dive into this scary world of NFT
or a blockchain and start to really figure this out.
I'm going to invest in myself and find the course or whatever
that I want to take to master the subject.
So no, thank you for looking over the fence for it.
Well, I'd like to get your assessment then on our business
model. In fact, it's not something that I have shared too
much with people, but you brought up something that was
interesting. You said you want to find these offers that you
believe in.
And I was thinking, okay, does he mean like most sales reps
mean an offer that's easy to sell?
And then you said offers that are different, offers that are
game-changing. And I was like, oh, cool.
Victor's got some depth to him.
This is big.
I want to propose to you a challenge that exists in the
market from my perspective.
And I want to see what your assessment is.
You're welcome to call me wrong about it.
This is where that healthy debate can come in.
So I'm going to flash it for a second and move gears.
What I see in the market that's driving me mad for the sake of
entrepreneurs everywhere is that 96% of businesses have been
failing within 10 years for decades.
Can we agree on that?
Yeah. Okay.
Inc does the research.
You can look that up guys on smb.gov as well.
It's not pretty.
And I'm constantly telling entrepreneurs like, listen, if
there was a school that my kids were going to go to and the
school had a success rate of 4%, I would homeschool.
There's no chance my kids would go to that school yet here
entrepreneurs are going to the schools of business that exists
in the world and learning these half baked formulas that are
not wrong.
It's not the formula.
I say it's wrong, but it's incomplete.
And if you go to a math test with half a formula, you're
going to fail every single time.
Right.
So to take this a step further, what I see happening in the
market, traditionally speaking, prior to high ticket offers,
and this still exists with those who are ignoring the
digital world, businesses seek a traditional estimate.
They say, okay, Victor, how much is it going to cost to work
with you?
What they're doing is they're putting their own financial
stewardship in your hands, a consultant they don't know.
And they're saying, you come up with the number that my
business is supposed to provide, even though you don't
know my finances.
I think that's a big factor as to why so many businesses are
failing is they're putting their financial decisions in the
hands of people who aren't bought into their visions.
The new version of that is these high ticket offers.
Same thing.
You can't have a customized offer.
That's why it's called an offer.
Yeah.
You got these high tickets that they're learning that, man,
you can't close these anymore because I see you can't.
There's 8 billion people to buy.
The great ones will keep scaling.
Yeah.
But I see a lot of people buying into courses.
I won't name names, but there's some very famous courses
out there.
We get prospects all the time.
15, 20 prospects who've come in said, oh, I really like so and
so's course.
And we're like, what'd you get out of it?
And they're like, I didn't, you know, or there's people who
feel like victims.
They're mad about these offers.
Well, the offer is not personalized.
It's just another cookie cutter program that one out of a
thousand or one out of 500 is able to win with.
Yeah.
Meanwhile, on the flip side, the brands that we all know,
even if we don't like them, we know them.
There's two models that I see is a pay what you can model and
a pay what you want model.
Pay what you want is the one that's hitting billions and
billions of dollars of growth.
Tick tocks of the world, the Instagrams, the Snapchat, the
Facebook's freemium business model, those who can afford that
and who didn't have the vision for it, they pay what you can.
And I would include Coca-Cola on the pay what you can model.
I'll come back to away from the screen sharing real quick.
So I can buy a Coca-Cola that's this big.
I can buy one that's this big.
I can buy it in a bottle.
I can buy it in a bigger bottle.
I can buy 12 at a time, 24 at a time.
I can get it distributed to my restaurant so that I can have as
much Coke flowing as possible to my customers.
To me, that is an essence to pay what you can model.
We offer it in the quantity that you want it and that you can
afford to buy it in.
And we've been able to scale just fine from there.
All of those business models to me have followed that trend.
And to me, those are the businesses that I know that have
scaled, that have scaled really well and aren't being shut down.
I'm going to pick on one other entity.
Do you remember Traffic and Funnels?
Yes.
The Evan Welch corporation.
I love Taylor Welch, by the way.
I'm a big fan.
Chris Evans, I didn't know very much about, but they shut that
business down last year.
And a couple of years before that, I bought into their sales
mentor program.
Great.
I was happy.
I got a lot out of it.
Within seven days, they wanted me to sell for them.
Out of 18,000 sales reps, they wanted to recruit me.
Hold on for a second.
You got 18,000 people you've been trying to train for several
years, and within seven days, you want me to sell for you?
How effective is that program?
Then I started hearing people in the program, they're not
getting the jobs.
They're not following the program the way that it was
intended to be followed.
Great program.
Excellent.
But you got into the higher ticket stuff, and everybody's
angry about this experience.
I got a lot out of it.
I was an entrepreneur, but most people, there wasn't enough
handholding, there wasn't enough one-on-one attention.
People were sold something that they didn't quite get out of
it.
It was easy to sell.
But I think there are a couple strong reasons why they got out
when they did and moved on from it.
Again, I don't think they're evil.
I think they saw a pivot that needed to happen and something
they couldn't fulfill on.
Yeah, I even think the pivot that they did is smart.
Yep.
And so my question for you on that, I think, is, how do you
understand that?
What do you agree as far as the traditional estimate as being a
problem?
What are your thoughts on the offers and cookie cutter offers?
Is there something I'm overlooking?
No.
I'm missing from the equation.
I'd love to know your open thoughts on it.
Well, yeah, and that's a deep conversation, too, because if
you start from the traditional side, so if we're focusing on
the high ticket offers and they hire an agency, most agencies
suck, unfortunately.
And it's what, the 80-20 rule, right?
Unfortunately, in the agency world, it's more like 5% to 95%.
And it's because of things like social media and people selling
courses.
So the person buys a course, oh, I could be an agency person.
Now they want to sell a course.
And now you go from the actual person knows how to do it.
And then now, I don't know, 10, 20 versions later of people
going through this course of another person's course of
another person's course that all learn from this other person's
course, it's all watered down, right?
Yeah.
So I mean, that's one version of it.
Another version is whenever you're typically exchanging
money for a service, you're trying to get the most out of
the service to pay the least of the money.
The person, the person that's delivering the service is
trying to give the least amount of service for the most amount
of money, right?
So, yeah, so it sounds like a nasty equation, right?
So it's when you find those 5% in whatever service it is that
really have their systems and everything dialed into where
they could produce a high quality service.
Sometimes it might be a lot, maybe it's a low.
Yeah.
So there's so many factors with that one.
And then with the offers, that's why we look for different
is there is so many high ticket offers out there.
But most people do not know how to create an offer.
Right.
Years because of my failure.
That's how I got to get good at creating offers or seeing
offers is because we had a fitness offer doing good.
I went to a different type of men's coaching offer, totally
bombed.
And then, like how I said, I started meeting those other
folks in the masterminds and I started getting inside of a lot
of offers and it's usually easier to see inside of someone
else's problem.
What's wrong versus your own.
So it's like, you're sick.
Oh, dude, like this sucks.
Like, no, you got to add this or you got to do this.
So over the years, being in a lot of offers, it's taught me
how to create offers or find those, see the good offers.
Ultimately, it's around really filling that need.
You know what I mean?
It's like then also, I mean, this is now hopping into like
marketing speak or copy speak is most people don't know how
to talk about their offer.
Some people will have great offers, but they don't know how
to get into psychology of the person, right?
The movie that's going on in their head or the story, right?
The pain to speak to that pain.
Because a lot of times if you can speak to the pain and talk
about the solution in the process, then it's usually an
easy sale.
Like you don't have to have the most amazing offer as long as
you could articulate that person's problems and pains
good enough.
But yes, in the marketplace, most people do a course, get
into coaching program, and they're not taught well enough
or they don't follow directions good enough.
So I think it's problem on both sides.
Right.
And they're just they're more focused on what they want to be
a coach.
They don't want to be an offer person.
They don't want to be a marketer.
They don't do copywriting.
They don't be a salesperson.
And that's where I don't know either agency or someone like
me, it's easy to find those folks to help because they
don't like doing any of that crap anyways.
You know what I mean?
Yeah, absolutely.
So let's talk about the offers then.
What we're talking about is the
the offer formula, so to speak.
And I would say that there's for me, there's layers of
offers, right?
There's that first offer.
For instance, if you're running an ad, you're not trying to
sell the program as much as you're trying to create
attractiveness for that first step to be taken.
That's your first offer, right?
Yeah.
Yes.
At least come listen to us.
You know, come hear this ad.
So or download this, sign up, whatever.
What would you what are some of the elements of fantastic
offers that you look for, you suggest people at make sure
part of their existing offer?
Or do they have to start from scratch?
Oh, no, it's a good question.
Just because and this is even reverting back to when I was
talking about the high ticket offers like another problem.
This is hard to do.
Universally speaking, I'm putting Victor in a universal
bubble and it's much, much easier when it's always the
depends.
Here's a chiropractor who has 10 years of experience, right?
Versus here's an atropath who has two years of experience,
right?
You have a whole lot more to work with as you formulate the
offer and every niche is different.
So we're going to go as universal as we can.
If you have specific questions and that's when it's a great
time to decide him to reach out to Victor or Jackson or
whoever else and get some outside insight into what my
how high quality is my offer or not?
Because that is like Victor said, it's one of the greatest
stumbling blocks that's holding you back.
Yeah, and it's and it even starts with the like the
avatar, right?
Or whoever your perfect client is.
And is there an audience for it?
And is there a big audience for it?
So starting there and then giving them I call it the
expert curse.
The experts know what they need to do.
Like is the coach like or the therapist, right?
They got to do these certain things.
But like you're not writing a Facebook ad telling the
person about how screwed up they are.
You know, so if it's like the husband that sucks at being a
husband for his marriage, you don't have an ad talking to
unless you're like wake up warrior, right?
But so you don't have an ad that's belittling that person.
Like you get into their story, their perspective to draw
them into the course of the program that they need.
So you got to have you got to create the offer of what they
want.
And then inside that course or that high ticket program, you
give them what they need.
So like, for instance, working with someone right now helps
like eight figure businesses.
And one of his things is a mindset shift.
That's like one of his big core tenants, right?
But it's not something that we want to start with.
It's not a big marketing thing for us.
Like we want to hop into it because they're not sitting
there thinking like, oh, man, like I got mindset problems.
I can't scale this thing because I have mindset problems.
They're thinking about like what they see on their day to day.
So without getting on a big tangent is like you got to be
the architect of a good offer.
And it really is, is just listening to what do your people
want.
Stop building them what they well put in there what they
need.
But you need to build something that they want and that speaks
their language and their pains.
That's why I think newer coaches usually have a low success
rate is because they're typically building things and
talking and marketing speak and offers that they think that
people need, especially in the personal development world.
Because they're not paying attention to the market in
really building out what does this person need?
Or I mean, what does this person really want?
What's all their problems?
Huge.
So those of you who I don't know, lover, hate semantics.
That's the game we're playing right now.
And it's important is people do tend to gravitate towards what
they want.
And so when you can speak to that, it can help them settle
down.
It's like somebody who wants the pain to go away.
They know they need surgery, but dang it, like give me a
couple of ibuprofen in the meanwhile so that I can
concentrate enough to assess what type of surgery I want.
Right.
So Dr.
Marlise Heabner, I worked with her a couple of years ago and
she had a program called Rapid Anger Relief.
And her target market was mommies of small children.
And her messaging.
That's a big market.
Yeah.
It was so on point, too.
You can see these pictures of these dressed out moms with
their kids, you know, and the elements, everything that she
talked about was so well constructed that on her first
launch, her first day she got 36 cells out of a very small
advertising budget.
And it had to do a lot with the reality of what you talk
about, Victor, which was she was helping people focus on, oh,
man, I want reprieve from that.
And I want the outcome, right, of being the mom that is kind
of in control over my emotions.
And in order to create that outcome, her course was
providing the needed tools to be able to succeed in achieving
that outcome.
So, yeah, working with whether it's one strategic consultant,
you know, or a team that also works with that strategic
consultant, it's so important to take a step back and allow
somebody else to assess, all right, how is this?
It may feel good to you, but if it doesn't feel good to your
market, your market's not going to care.
100%.
Awesome.
It's got to speak to the market.
Is there anything else that you want to dive into?
Any questions you have for me before we wrap up?
Yeah, maybe share a little bit more about what you do,
actually.
But the last thing I'll probably say is really try and step out
of your own expert mind, if we're focused on experts right
now that do masterminds courses and all that stuff, and
then you could be stepping in the shoes of your client and
what's going on in their world and just speak from there.
That right there could do dividends for your Facebook ads,
your webinars, your courses, your offers, and stop being the
expert inside of the marketing.
Nice.
That's easier said than done, but I'll give them my shot as I
answer Victor's question.
So we help visionary entrepreneurs, I mean, people
who are making great impact, could be on a local community
or global impact with the sustainable revenue growth for
their business.
That's key.
If somebody wants quick growth, viral growth, it's going to go
up and then down as fast as it went up, and that's not going
to help a visionary scale their capacity to lead both the
market and the team that's going to be required.
And so we're there to help them learn how to delegate
responsibly.
And that's also, you know, thank you to the emeth, right?
He talks about delegation by abdication, giving people the
jobs you don't want to do and just kind of forsaking it.
The problem is if you get somebody who sucks at it, you're
not going to move forward.
If you get somebody who's great at it and they don't feel
appreciated, your operation is going to fall apart because you
didn't build a system and a procedure around those areas.
And so I don't want to call it grinding out, but it's so
important for visionaries to become wise stewards over what
they do.
And that's ultimately what we want to empower them to be able
to focus on is bringing in the right people to help them scale
the right way and become a leader, the empower others.
Yeah.
So visionaries, we love you guys.
We appreciate you, Victor.
Thank you so much for bringing perspective.
If you guys want to reach out to Victor, you can find him.
I found him on Facebook.
I'm sure you can find him on LinkedIn and elsewhere as well.
Where do you prefer to be contacted, Victor?
Folks would be able to find me on LinkedIn, Victor Garcia, but
you could also go to eight figure empires, eight spelled out.
And it talks about what we do.
And yeah, if you're a good human, then we can chat.
That sounds great. Awesome, man.
Well, vision pros have an excellent rest of your week until next
time.
Everybody take care.
Bye bye for now.
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