Greg Todd [00:00:00]:
But if you say no to it, it's just something that I put together. It might involve me a little bit, but it's not centered around me. So I'm very comfortable not presenting offers because you're not rejecting me, you're just rejecting an offer. And that might just mean that, hey, this offer might not be for you, or that might be that you don't find value in it. And that's fine. Either way, it's fine. It allows me to go back to the drawing table and say, okay, what else can I bring that's of value to you that you perceive valuable? And if I can figure that out, you will pay me.
Greg Todd [00:00:30]:
Okay?
Greg Todd [00:00:31]:
Whether that's $1,000, that's 10,000, that's 50,000, that's 100,000. If I do a good enough job and you are a right candidate, you will pay me the money. And I love that because that means I can write my own check, okay? And so it allows me to use my brain to find ways that I can serve you better in ways that you will find valuable. And I just think it's the most leveraged way of making money. This is secrets for success. Welcome to the secrets for success podcast. I'm your host, Greg Todd. Thank you, as always, for joining me.
Greg Todd [00:01:06]:
I recently did an episode about how to make your offers crush, and that was a pretty good response. You guys wanted to know more about how to make offers crush, so I decided, well, I teach this to my paid clients. Should I give this to y'all? Okay. I'm in a good mood today, so I'm going to give it to you, and I'm going to talk to you about why I'm such a believer of offers, offers, and even go into it more than I did in the episode that I did on how to make offers. Crushed. I can't remember the episode number, but. But you can go back. You listen, you know, to that as well.
Greg Todd [00:01:38]:
Right?
Greg Todd [00:01:40]:
But what I'm going to talk about in this video is the shell of what comprises an offer. I actually have clients that are coming down here to Clearwater, and then I'm meeting with. So I have two waves of clients that are coming, uh, here to Clearwater to work on this. Okay. And this is what we're going to do. What I'm sharing with you, I'm just going to do it for them.
Greg Todd [00:02:03]:
Okay.
Greg Todd [00:02:03]:
Uh, and I have another group that I'm going to be working with in August at my Georgia home. Two groups there. So four groups total over the next two months that this is all we're working on is to get your offer right.
Greg Todd [00:02:14]:
Okay?
Greg Todd [00:02:14]:
Most of you aren't doing offers at all, right? And that is not a good thing for many different reasons. And I'm going to talk about that now, and then I'll talk about the five components that need to be in every offer. Is that cool? All right, so let's get into it. Number one, here's a reason why you should do offers over what you're doing right now, which is probably charging people per session or you're charging people with a package. I don't like that because everything is revolved around you. You're, you're, you are the offer. You are the main thing. And all that's great until life likes you, okay? And I remember when life first lifed me, and that was in 2009, and I started to have problems with my body that didn't allow me to show up for my patients in the way that I was doing before.
Greg Todd [00:02:58]:
And that disrupts your income because if you're not there, nobody's going to pay you. Nobody's like, oh, you're sick. Especially if you're a self employed person or, you know, you are the main face of your business. If you're not there, you don't get paid. That's very, very, very dangerous. And I've seen so many people that have practices. You're solopreneurs and I, you have gone out of business because something has happened to either you or it's happened to a family member.
Greg Todd [00:03:20]:
Okay?
Greg Todd [00:03:20]:
It is very, very, very dangerous for you guys to be charging people per visit, per session, okay? I think that's the first thing. The second thing is when you're doing packages, most people, when they're doing packages, they are incentivizing people to give, to, to give them more of you. And if people buy in bulk, you're making them pay less for more of you. Screw that. Like, why are you doing that? That is just, it's just showing that it's such an unleveraged way of doing things. You're never going to make a lot of money doing that.
Greg Todd [00:03:48]:
Okay?
Greg Todd [00:03:49]:
So that is the first reason why I hate per visit and I hate packages. And then the second reason is that, what are you selling in per visit? What are you selling in a package? You're selling yourself. If you're selling yourself and people say no to your per visit or your packages, you and I know this was the case for me. You feel like people are rejecting you, and I don't like that. Nobody likes that feeling, okay? Nobody likes the feeling. Maybe it's our ego. Whatever it is, it's real, and it's not a good feeling to have, and so I don't like it. I think it sucks.
Greg Todd [00:04:25]:
And that's the reason why I'm big on offers. I'm big on offers because an offer is me putting something together in the five components that I'm going to share with you in a second. I'm putting stuff together in a way that you either find valuable or you don't. If you find it valuable and you find it more valuable than the price that I'm charging you, you will pay me the money. If you find it less valuable than the price that I'm charging, you will not pay me the money. And I'm cool either way. But it is a set of things that I have put together that I feel will give you a massive value. But if you say no to it, it's just something that I put together.
Greg Todd [00:05:03]:
It might involve me a little bit, but it's not centered around me. So I'm very comfortable not presenting offers because you're not rejecting me, you're just rejecting an offer. And that might just mean that, hey, this offer might not be for you, or that might be that you don't find value in it, and that's fine. Either way. It's fine. It allows me to go back to the drawing table and say, okay, what else can I bring that's of value to you that you perceive valuable? And if I can figure that out, you will pay me.
Greg Todd [00:05:30]:
Okay?
Greg Todd [00:05:30]:
Whether that's $1,000, that's 10,000, that's 50,000, that's 100,000. If I do a good enough job, and you are a right candidate, you will pay me the money. And I love that because that means I can write my own check, okay? And so it allows me to use my brain to find ways that I can serve you better in ways that you will find valuable. And I just think it's the most leveraged way of making money. So that's why I'm such a big believer in offers. All right, um, so now let's talk about what are the five components? What's the shell of an offer? Like, what should they all have? When people come here, um, in late July and when I go to Georgia in August, this is what I'm going to make sure I do for people. So if you can't afford that and you're not coming, please listen to what I'm saying here. And go figure it out, okay.
Greg Todd [00:06:16]:
For yourself. But this is what I'm going to be doing with people with regards to their offer.
Greg Todd [00:06:21]:
Okay?
Greg Todd [00:06:21]:
So your offer has to have a core transformation. Your offer has to have at least acknowledged risk, your offer has to have some type of bonus, your offer needs to have some level of scarcity, and your offer has to have a price.
Greg Todd [00:06:40]:
Okay?
Greg Todd [00:06:41]:
That's it. Those are the five components of an offer.
Greg Todd [00:06:44]:
All right?
Greg Todd [00:06:44]:
So let's talk about each of them. All right, let's talk about the core transformation first. The core of your offer is this is the result that you're going to get from this main offer that I'm giving you. And instead of it being around Greg Todd, instead of it being around you, it's around the result.
Greg Todd [00:07:01]:
Okay?
Greg Todd [00:07:02]:
Why that's so good is that allows me to scale my business, because now if I can get people to focus on the result instead of focusing on me, well, when it's time to eliminate me from the offer, people will still buy the offer because I have position. I've positioned it to where it's about the result. But if it's around you and everybody's like, oh, my gosh, go see Greg, oh, my gosh. Go see Sarah, oh, my gosh. Go see Tim, go see this person. Well, now, if everybody's saying it's around you, it's very hard to eliminate you and to now put somebody else in, and then you put somebody else in and you lift them up and you pump them up and all this other stuff. And that's great until that person leaves. And then now you got to do it for another person.
Greg Todd [00:07:42]:
But if it's around the result, nobody cares who that person or persons are. They're coming for the result anyways.
Greg Todd [00:07:48]:
Okay?
Greg Todd [00:07:49]:
That's the reason why when you go to burger King or you go to McDonald's or you go to chick fil a, you really don't care if it's Tina or Tim or Sarah or Susie that's making your chick fil a, Burt, your chick fil a sandwich or your, your whopper or your big Mac. You don't care because you know you're gonna get the result. You're gonna get that thing. And so that's how you want to set up your business. You want it to be productized. So that's the first part of it. Result. That's the core.
Greg Todd [00:08:14]:
Okay.
Greg Todd [00:08:14]:
All right. Number two, let's talk about the bonuses. Number two, the bonus is something that you can give people that's going to amplify them getting the result.
Greg Todd [00:08:22]:
Okay?
Greg Todd [00:08:22]:
So here, I'll give you a perfect example here. Let me use my offer that I did for my mastermind.
Greg Todd [00:08:29]:
Okay.
Greg Todd [00:08:30]:
So the mastermind was just a result. What's the result? By the end of the mastermind, you will have at least one offer, totally done, okay, ready to give out to the marketplace, and you will have an event to be able to sell that offer in a one to many format.
Greg Todd [00:08:47]:
Right?
Greg Todd [00:08:47]:
I knew that was a great offer because I know people want the result of productizing themselves. They don't. They're sick of share of just selling themselves all day.
Greg Todd [00:08:57]:
Right?
Greg Todd [00:08:57]:
And they're sick of doing it for every discovery visit or every evaluation.
Greg Todd [00:09:02]:
Right?
Greg Todd [00:09:02]:
They want to do it in a leverage way.
Greg Todd [00:09:04]:
Okay?
Greg Todd [00:09:04]:
And so I charge $15,000 for that offer, okay? So if you're charging 100 or $200 or whatnot, and I can get you to do an offer to where it's $3,000, and people find that offer so valuable that they pay you 3000, takes you five offers for you to make back your investment. That's it.
Greg Todd [00:09:23]:
Okay?
Greg Todd [00:09:24]:
And so that's, that was my core of my offer.
Greg Todd [00:09:27]:
Okay?
Greg Todd [00:09:27]:
That was the result. If you don't want that result, you're not gonna buy it. But most people said, oh, my gosh, I want that. And they bought it. Okay, cool. All right, so that was the first part. All right. Now let's talk about the second part, the bonuses.
Greg Todd [00:09:37]:
Okay?
Greg Todd [00:09:38]:
So the bonus is what will amplify that.
Greg Todd [00:09:40]:
Okay?
Greg Todd [00:09:40]:
What are other things that I need besides someone helping me with putting together my offer?
Greg Todd [00:09:46]:
What.
Greg Todd [00:09:46]:
What are other things that I would need in the offer in order to make that offer amplified? To make that result amplified.
Greg Todd [00:09:56]:
Okay?
Greg Todd [00:09:56]:
And so I knew that if I set it up in a way to where we would put together your offer, but we would do it in a shortened time period that would amplify the offer.
Greg Todd [00:10:08]:
Okay?
Greg Todd [00:10:08]:
So instead of having a traditional mastermind or having a traditional coaching program where you would do that over twelve months, I was like, hey, what if we did that in 90 days or less? And so that's what I did. I said, all right, this is how we're going to do it. We're going to do it in 90 days or less. Because I knew people would find that valuable. And the way we're going to do that is I'm actually going to invite you to my home.
Greg Todd [00:10:29]:
Okay?
Greg Todd [00:10:29]:
I'm going to write you to my home. I'm going to fly in my staff. Most of my staff is local, but any of the staff that are not. I'm going to fly them in and we're all going to. We have a whole system of how we put together our offers so that we crush it.
Greg Todd [00:10:41]:
Right?
Greg Todd [00:10:41]:
And so that's what I was going to do for people.
Greg Todd [00:10:43]:
Right?
Greg Todd [00:10:44]:
And so what else I did is I said, okay, I'm. And I'm going to also give you staff that you can take home with you. So I had my team build out AI assistance, build out five of them for each of my clients. Okay? So that's a bonus that would basically amplify the core, offer the result that people are looking for. Okay, so you guys follow this so far. I am positioning the result. Most of you, what you do is you say, oh, my gosh, you can work with me for seven weeks, for twelve weeks, for 24 weeks. No, but nobody wants your time.
Greg Todd [00:11:16]:
People just want the result. All you're showing is that the longer your thing is, it's showing your lack of competency, that it takes you longer to get a result. So the shorter, I knew that would be more beneficial for people, but you gotta position it right. Okay, so that was the bonus. That was the bonus that we gave people. All right? So the result alone should make people wanna buy it. But then the bonus is like, oh, my gosh, like, this is awesome. Okay, I wanna do this.
Greg Todd [00:11:40]:
Okay, so that was number two. All right, number three. Number three is. Is the risk.
Greg Todd [00:11:45]:
Okay?
Greg Todd [00:11:46]:
You've got to acknowledge that there's a risk involved.
Greg Todd [00:11:48]:
Okay?
Greg Todd [00:11:48]:
Now, you can give a money back guarantee. You can do that. You can give a service based guarantee. Hey, I'll continue to work with you until it gets done. And that's what we're doing with our clients. Like, hey, listen, if we don't get this done, we will. We will work with you until this is done and we will charge you.
Greg Todd [00:12:02]:
Okay?
Greg Todd [00:12:03]:
And so that is a service based guarantee.
Greg Todd [00:12:05]:
Right?
Greg Todd [00:12:06]:
And so you want to acknowledge that because here's the deal. People don't want to make bad decisions and they want to know that if they made a bad decision, they can get it back.
Greg Todd [00:12:16]:
Right?
Greg Todd [00:12:17]:
Just think of, like, if you go to a car dealership, like they say, hey, listen, you know, you're making a big decision. All right? Yeah. You have three days that if something's wrong with the car, this, that you can bring it back and no questions asked, and we'll give you back your deposit, this, that. Da da da. It's like a lemon law, right?
Greg Todd [00:12:30]:
Okay.
Greg Todd [00:12:31]:
Or seven days or whatever it is. But you've got to give people that okay. Think about right now. If you're doing your packages or your per visit, are you doing this for people? Well, it's probably why you're not getting more people buying your stuff. Okay? So we talked about core results, we talked about bonuses, and we talked about risk.
Greg Todd [00:12:47]:
Okay?
Greg Todd [00:12:48]:
The fourth thing is scarcity. Okay? So here's what I did in the offer. Scarcity is saying that I'm going to penalize you if you don't do this right now. Okay. If you don't do this right now, I'm going to penalize you. Now, you're not saying that with people, but basically you're giving them reason. You're giving them incentive for them to move. Now, this is the thing you guys must understand.
Greg Todd [00:13:09]:
When people are in a buying environment, when they. When you've moved them forward, you've got to close the deal on them. If they're the right person, okay? If not, they'll go back and they'll forget about their problem, and they'll go back to being comfortably uncomfortable.
Greg Todd [00:13:25]:
Okay?
Greg Todd [00:13:26]:
So what I did is, I said, okay, for those of you that move forward, and you do it now, here's what we're gonna do.
Greg Todd [00:13:34]:
Okay?
Greg Todd [00:13:35]:
All right. The first ten of you, I'm gonna actually put you up so you're not gonna have to worry about any of your accommodations.
Greg Todd [00:13:42]:
Okay?
Greg Todd [00:13:43]:
So some people are going to my blue Ridge cabin.
Greg Todd [00:13:46]:
All right.
Greg Todd [00:13:46]:
So we had to go and rent out cabins for those people that were part of the ten. Okay. The ones that came to Clearwater, we had to go and. And rent out a home really close to where my. My townhouse is.
Greg Todd [00:13:59]:
Right?
Greg Todd [00:13:59]:
Okay. So, like, just that alone, people started to rush to the back, okay? Because I penalized you for not moving forward. I also incentivize you for doing it now and to taking action.
Greg Todd [00:14:12]:
Okay.
Greg Todd [00:14:13]:
What are you going to do for your clients?
Greg Todd [00:14:14]:
Right.
Greg Todd [00:14:15]:
What thing can you give them now so that they move forward? Here, I'll give you a perfect example of how we. We just did this yesterday. Somebody bought a $3,500 program yesterday, and one of the incentives we said is that, listen, if you move forward right now, we'll actually do your onboarding with you so that you can get started with the program right now. It's a very, very simple incentive, but it made the person say, okay, I'll pay you the money right now, so I can do my onboarding right now. I don't have to wait four days or a week or two weeks or whatever. I can get started on this right now. And people want that.
Greg Todd [00:14:46]:
Okay?
Greg Todd [00:14:47]:
And so those are the first four things. And if you do all that right, then let's talk about number five, which is the price, okay? As long as the price is lower than the value that they perceive the price should be, they will buy it. That's it. And the higher that value is in relationship price, the higher probability that they're gonna buy it. Here's one more thing I want you all to know. I understand that not everybody's gonna buy my offer, and not everybody's gonna buy your offer, but what I want is everybody that wants to buy it will buy it. That's what I want. I don't want 60% or 70%.
Greg Todd [00:15:20]:
I want everybody that has the potential to buy it will buy it. And that's something that I have to thank one of my mentors, Myron golden, for helping me with. I remember we were doing an event. He was a part of my event, and I was nervous about the offer that I was presenting to the marketplace, and Myron said, he said, greg, look, the system that we have that I'm coaching you on, everyone that can buy will buy. Say, don't worry about numbers. Don't worry about that. All you want to focus on is your process. And so this is my question to you all.
Greg Todd [00:15:54]:
Is your process good enough that you know that everybody that can buy your offer will buy? I mean, number one, do you even have an offer? Okay, so if you don't have an offer, let's do that, and then do you have a process? And that process that I just showed you that shell, that's what you want. You want it to where everybody that can buy will buy. At my event, not everybody bought my offer, but everyone that could buy it did buy it. And that's how you know you have a good offer.
Greg Todd [00:16:17]:
Okay?
Greg Todd [00:16:17]:
Everyone that could did.
Greg Todd [00:16:20]:
Okay.
Greg Todd [00:16:20]:
Everyone that wanted it got it.
Greg Todd [00:16:23]:
Okay?
Greg Todd [00:16:24]:
And that's it doesn't need to be everybody, but the ones that could do it did do it, and that's what you want. Just make sure you have that in play. It will help you. It will serve you. It will leverage you, as well. All right, I hope that helps you guys. Till next time.
