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…from the Rocky Mountain Resellers Conference that I spoke at. I did the closing keynote there and you guys may have remembered in episode 200, I was planning for that event. Now what I want to do is give you the actual live footage so you guys can see exactly what I delivered and also see some of the twists and turns that I had to deal with while going through this presentation.
I kind of just free flying a little bit in some areas and it’s funny because this was one of my first speeches in front an audience of over 200 people and it was really awesome, I loved the energy, a little nervous like I was saying but things just kind of happened because I was able to run off the energy in the room. We also did a Periscope session while we were doing that and that’s the footage that you’re going to hear here today. Now if you want to watch me on stage, you can go to this episode, episode 207 that’s theamazingseller.com/207 and you can see the Periscope footage there as well if you want to actually see it.
If you just want to listen, this is what it’s going to be right here, I just pulled the audio from that live event. We had a ton of great conversations there with a lot of great people. I know some of you were there, I was able to meet you, shake your hand and if I did I want to say thank you very much for coming up to me and introducing yourself and just being a listener.
Yeah, this has just been a great, great experience for me to be able to meet people. I’m going to be speaking in Miami here very soon as well. Hopefully I can give you some footage of that too as well I’ll probably be doing another Periscope there, possibly but I’m going to stop talking now so you can go ahead and listen to this raw, uncut footage from Periscope that I did at the live event, the Rocky Mountain Reseller’s Conference, so enjoy this live, raw footage.
[00:02:11] SV: All right, what we got out there? Here we go! Reseller’s conference, here we go right!? I;m Periscoping guys, and I know there was someone else periscoping here, and I’m at about 300 which is pretty awesome. Let’s see here. Jim can you grab the phone from me? That’d be great, take the remote, make sure the remote is working, I know it had some problems. I got to put this on the back pocket. Let’s see still working? Yup. All right, so how’s everybody doing?
Is everybody nice and full right now after you guys just went and had some dinner. Just want to first of say thanks so much for doing this guys. It’s been awesome and everybody that’s been involved, the speakers, I’ve been inspired. Andy Slamans slammed it this morning with his stories, really inspiring, I mean just awesome, awesome stories. I’m here really today because I did one thing and that was I took action. All right. I’m here not to say that I’m a guru and I know this I was referred to as a guru and I don’t qualify myself as a guru. I’m just a guy that’s maybe a little bit further ahead in this arena.
I want everybody to know that I’m no one special, I’m a regular dude. A 43-year-old dude that just happened to give this thing a try and I have no college education, not even a day. I used to be ashamed of that, I used to be ashamed of that because a lot of my buddies came over to school, we had an awesome time, partying and all this stuff. I got married when I was 21 and I felt like I wasn’t educated but you know what? It worked out and I owe a lot, I said that earlier if you guys were around, I credit it to my father, who is here by the way in the crowd.
He taught me a lot. He also was one of the reasons why I probably didn’t go to college, sorry Dad. But it was actually the best thing that ever happened to me, because. He was raised on a farm, I think his parents had kids for farm hands, I’m not even kidding. I’m not even kidding and I really think that that’s the truth because that’s how he was raised and that’s kind of what he did right? You get kids, you get farmers, a lot of his brothers and sisters went to the eighth grade and then they started working on the farm, hard workers. He taught me from very, very young to work hard.
I’ll never forget this story and I want to share it with you guys. It’s pretty funny now. I started selling stuff door-to-door when I was about eight or nine years old, my neighborhood. I don’t know if you guys ever sold anything to your neighbors? Got a guy right here, anybody else sell stuff to neighbors?
Was it like something that you were doing like maybe football or sport or Girl Scout cookies or something like that? Okay, that’s an easier sell.
[00:05:12] SV: I was selling these little pieces of wood, that there’s a white birch tree, my father would cut off and we would drill a hole in, put a candle in and then we would put this green stuff around and sell it at the holidays like door to door and I got it for five bucks. I was introduced to selling very, very early and also rejection because I had neighbors who were like, “Ah, get out of here kid,” and I was cool, I was all right but I learned at a young age to go out there and put myself out there and get rejected really but it taught me a lot. I’m not going to bore you with all of the other little stories that I had growing up because I had a lot of those. I went out there and I took action. A lot of stupid stuff I did that didn’t really result in much but I learned a ton.
By not going to college, it did also teach me that I don’t have to be educated to get a sense of that. In school, I was struggling with C’s and D’s. My mind was always working on what I wanted to do outside of school and when you become an entrepreneur, you guys will all know that, if you don’t already know it. You have to focus, wake up early because you’re trying to get that next things done, you’re excited and all that stuff.
Really my message here today is you guys got, I got a ton of information, right? I mean tons and tons of information. There is so much stuff that we can do. So many different ways that we can go about it. The problem is we’re going to go home, all excited and then do some things or not do things because there's so much to do. Anyone here ever been overwhelmed? You didn’t raise your hand good for you.
[00:06:53] SV: I was overwhelmed coming here, getting my stuff ready, getting this presentation slide deck done and I waited till last minute right, we all wait till last minute like the essay that we waited on. We got that essay done. So one little tip here before I can get into this, make deadlines for yourself, make yourself accountable, you’ll get stuff done. I promise you, I got these slides done for you guys because I was forced to but I want to, you get what I’m saying. I had to do it. Let’s see if these slides are going to work here first because I see Andy had a problems earlier and some of the other guys.
We are going to simplify the process, we are going to take action, that’s my goal for you guys. A lot of guys here are like “What strategy are you going to teach, that pay per click thing, or are you going to teach this, are you going to teach that?” No, I’m not going to teach any of that stuff okay because you guys were probably already taught that stuff or like we were learning on the private label panel, a lot of that stuff might be too far ahead. Guys are jumping way down here, we don’t need to be here yet, we’re right here.
Like that rope, we can use the same analogy, you’re down there we want to get here, you got to work first here now and get down there right? You have to take small steps, the compound effect, which I’ll talk about that later, it’s all small dose stuff. We know what we need to do. Don’t think there’s a magic bullet. It’s not out there, I’m here to tell you it’s not out there. It’s going to take work, it’s going to take failures, it’s going to take all of that stuff.
What I want to do though, is I want to be able to talk about simplifying the process and taking action and giving you guys strategies that I’ve kind of learned through the process of how I got started, I’ll share a little bit of my own personal story and how I went from being a 19 year old kid in the construction business for my father, learning the trade and now being able to really just live where I want to live and do what I want to do. It’s a lifestyle freedom business for me, that’s what it’s about.
Let’s see if these slides are going to work. Oh yeah, look at that guy. Congratulations, I want to pat everyone of you on the back, you guys should all reach and pat yourself on the back, there’s a guy patting himself right there beautiful job. Right there. Why should you pat yourself? Because you’re here! There’s a lot of people right now that aren’t here right? They’re not here, that’s cool, maybe they’re doing other things but you took action to get here and that’s one thing that you should be proud of. We should be proud of ourselves for doing these things. Right. We need to be proud of ourselves, so congratulations, give yourself a round of applause.
All right, so you’re excited. You’re celebrating, she was celebrating, she got champagne, got wine. I like the night time because you got to let loose a little bit. You guys are all… you ate and all that stuff, had a few drinks, get a little loose that’s cool. But, that’s where it starts, the excitement here, meeting people, getting excited, I’m excited. When I get around people like you, I get to talk, to share, it excites me, it excites me and it should excite you the opportunities that we have. We’re talking about Amazon here right?
[00:09:50] SV: Well Amazon is a great opportunity. I get people who say, “Scott, this is saturated.” Yeah every market is saturated. Should we not start a brick and mortar business, should we not start a pizza shop because there’s three others in town? That’s to stop people, if you’ve got good pizza, people aren’t going to buy it. That whole thing I don’t even want to talk about that because really to me it's excuses, like we always want to make excuses because we know it’s going to be tough. If it’s not going to be tough we don’t want to do it, we’ll always go away from pain and towards pleasure. It’s just the way we’re wired.
There’s so many great ways to make money. You can sell on eBay, you can sell on Etsy, I was just talking to a girl earlier in the bar, crushing in on Etsy guys, crushing it on Etsy, so should we ignore Etsy? No, but we could do that, we could sell on Amazon, we could sell retail arb, online arb, we can do wholesale, we could do dropshipping, we could do international markets, which we learn today, I’m super excited about.
Does that mean we’re going to go out and do everything right now? No, if you do that, what’s going to happen? You’re probably not going to do anything because you’re going to learn a little bit of this, a little bit of that, a little bit of this. Anybody here know of Pat Flynn? Wow not everybody I’m surprised. All right, good. I want to teach you something he taught me. Something called “Just in Time” learning. Don’t worry about building a Pinterest following because your product is lined up with Pinterest. Learn that when the time is right, right now where are you in the process?
Are you finding a product, don’t worry about sales tax, worry about sales tax and you’re not even there yet, you didn’t get your product launch right? That’s what we do, I’ve done it, I’m not just sitting up here saying I've not done that. I’ve done that, that’s why I’m telling you guys. There’s so many opportunities, there’s no simple way to start a business but there’s a way that you can do it and so many ways that you can talk about here right now.
We’ve learned a ton of them and there’s a ton more that aren’t on this slide and even you guys have heard a lot more as well. All right. The problem is overwhelm, someone help me right, we all want that help that’s why you guys are here to get some connections. Again, you guys are here so we have great connections here. These people are all motivated, they are here, they flew here or drove here for miles to be here.
So, the overwhelm can hurt you, but you also need to reach out for help, so don’t be afraid to ask for help. Let’s see, next slide, choose one thing and focus. Again, we go back to, okay we want to pick products or we’re thinking about all the other things, a website, we need to… learn about getting Facebook ads, I get so many people, “Scott, I want to try Facebook ads,” why? You haven’t even touched pay-per-click yet? You want the next thing, think it is the quick way. Right. Choose one thing and focus, I promise you if you do that you put the blinders on and you get rid of all the shiny objects.
[00:12:43] SV: I know you guys are a lot like me, when you sit there and you’re in your inbox and you see something comes across that this is just like, “Oh my gosh, what is this? Is this a new app? Is this a new way that I can actually get to the market quicker? Can I do that?” It’s normal, you have to put your blinders on. If its emails that you’ve subscribed to that are distracting you, delete them or unsubscribe. That would be my first thing that I would say to you guys. I’ve done it, I’ve done that too.
Find and do what you can. I'm a regular guy, like I said. No college degree, construction worker, I started at 19 years old, but basically I just chose to give this thing a shot and the Amazon thing is not even my primary business, I got into this thing as a third stream of revenue and it proved to be something I should probably pay attention to.
That’s what I want to say. I’m going to show you guys a three-step approach and again I want you guys to walk away with saying like, “Man that really just cleared it up for me, he took all of this stuff and made it really simple to focus on.” If you can do that, I promise you, you’re going to walk away and you're going to go I've got a plan. I know what I need to do now and that’s what I want to give you, I want you to be standing on that mount and say, “I did it” like Rocky did it. Anybody watch Rocky?
All right. Good, got another slide I’ll show you about Rocky, why I love rocky. Basically, what we’re going to be talking about is why, what and how. Very, very important and I’m not going to come up here and give you all kind of that motivational stuff, I’m going to give you some actionable stuff as well. This stuff is important. If you know these three things it clears it up, it makes that plan so much easier to follow and it also gives you the drive that you need to keep moving when times get tough. I’m going to tell you right now, times are going to get tough.
I talked to a guy Dave… I mean he’s been through barbed wire fence, he’s been blew up by a land mine and not physically but felt like he had by going through these processes, freight forwarder problems, all kinds of stuff. While he was having these problems he launched two other products. He just didn’t give up, so you can’t just give up. Anyway, the what, why, and how is what we’re going to be talking about. Oops, I did enhance it but didn’t. We go back once, there we go.
Why do you want to start your business? That’s the first thing that you need to understand. I want to make a million bucks. It’s not clear enough. Everyone wants to make a million bucks but why do you want to make the million bucks. I talked to a guy earlier, not going to call him out. We were talking about him doing it and why he’s been listening. I have a podcast if you don’t know, I talked about my journey and he said, “I’ve been listening for nine months. I'm getting all these resources and I just about ready to go but I just haven’t done it yet.” He got talking about his family, he got a couple of kids and he travels a lot and he’s like, “I just haven’t done it,” and I’m like, “Okay, well why, what’s holding you back?” He’s like, “I don’t know, I work a lot.” The other thing then coming to find out he said, “I still like my job a little bit.”
Your why isn’t that much because you feet are to the fire and then the fire goes out. If that why is not powerful enough, you’re not going to be excited, you’re going to leave here and you're going to go out for a week and then it’s just going to end. How many people have started to work out January 1st?
[00:16:08] SV: Wow nobody has, a couple of people yeah, okay, all right I believe you. I have numerous times and started for a month if I got lucky and then I just stop. At the end I’m watching TV with my bag of Snack Mix, elbow-deep, elbow-deep. I’m talking bag gone. This is hard right? It is true. We weren’t supposed to say that.
Your why will help you. It’s just like I said the why has to be so strong, it has to be because you’re going to face these obstacles, we need to get through them. You need to have that motivation that pushes you when you don’t want to go for it. The why needs to be vague. Anybody know Clubber Lang?
Rocky, I've got a funny story about Rocky. Here’s what happened. When this one came out I was probably about 12 or 13 years old. Me and my good friend Jim Kril who is here with me today by the way, long-time friend we’ve been friends since I was six years old. We played little league together. He and I we lived near each other and we would watch Rocky and we’d get all fired up men, we were pumped. We went out and we started lifting weights. Remember those cement weights or weights that had sand in them? We’re out in our garage, we start pumping out weights and we’d do it for a couple of days and then we stop.
We watch Rocky again in maybe six months. Rocky didn’t stop, he didn’t stop training, why didn’t he stop training? Because he was going to get his butt kicked by Clubber Lang so his why was huge, if I was going to fight that guy I would be training every day, and then some! You have to have the why. The why is, I’m telling you guys, the why is what drives everything, it really, really does.
Why people quit or fail, they don’t know their why because no target just make the money, that’s all they want to do, there’s no plan to follow. I’m going to help you with those right there. I’m going to help you guys, you guys can kind of take your life, put it into perspective and then create that plan so when you leave here you can execute that plan. Does anybody want to do that?
[00:18:29] Audience: Yeah.
[00:18:32] SV: That was kind of weak by the way. The path to my why was this. I was 19 years old and a construction worker, I got married at 21 years old, I had a kid when I was 23 years old. She’s 20 now she just got engaged, couple of weeks ago. 21 years old now. Yeah, thank you. I’m excited, I feel old now. Well she was my why okay? I worked 60 hours a week for my father’s company, the construction company that we built into a $2 million dollar business within a short period of time. He started it at the back of his pick-up truck, he built it into a pretty steady business. I learned a lot about business, I learned about what to do and what not to do. I learned partnerships are very, very hard. Family partnerships especially be careful with that, a little side tip.
[00:19:19] SV: I worked 60 hours a week busting my butt, I learnt the trade, I had something I could take with me, I had no education but I knew definitely, definitely, I built my house on the side while I was working 60 plus hours. I did it in 11 months. I did that, I burned out at about 25 years old, I didn’t burn out but I sat there and I said to my wife, “I want to be home more, I want to spend time with you guys, I feel guilty, I feel bad but I wanted to keep her home and she wanted to stay home because we wanted her to raise our kids.
That was our big wake-up, we didn’t know what we were going to do but we found the why, we found it and from there I thought, “What am I going to do, what can Scott do, what is he even possible doing? He doesn’t have an education.” Right. All I can do is go out there and build stuff and help people fix their kitchens or something. That’s all I knew but I knew that there had to be a way, so then I brainstormed opportunities. One opportunity came and she said, “Maybe I can start taking pictures on the side as photography, I love photography. People say I’m kind of good at it, I don’t have any formal education but I'm pretty good at it.” I said, “You know what honey, let’s go and do that. I’ll help you, we’ll do that part time, we’ll invest a little bit of money, 2500 bucks or something.” 35 mm film back then by the way no digital, all that stuff.
I said, “Yeah, let’s go ahead and do it.” We did it, I’m still working 60 plus hours, I’m willing to help her out, we’re going ahead… We we’re starting to get a little bit of buzz. But, it wouldn’t happen if I didn’t do that. We figured out that exact number to quit, that’s the next key thing. We got the idea, I’ll talk about that in a second, but the idea really came from the opportunity that we knew that we could do. You guys with Amazon right now or it could be something else in the future. Amazon opened the door for you and you don’t even know what’s there yet.
I guess my point is here, back then I wasn’t thinking of selling online at all. But because of those lessons that I learned it built into where I am today. We figured out an exact number to quit, that’s what we’re going to get into the how and the why but we created a plan because we needed to earn $1000 per week for me to leave my job, so basically a thousand bucks. How are we going to earn a thousand bucks?
Let’s see we’d charge 100 bucks to our client and we get 10 clients a week, so we created a kind of book. How are we going to do this? How are we going to make this thing happen? We focused on those numbers and then we took action. Fast forward, we’ve built that business into a six-figure business in less than four years and again, my wife had no photography background, I didn’t even own a computer. Here’s another interesting story, I told my father that I would never own a computer.
[00:22:05] SV: That’s a true, true story. He was working on a computer, the old computer back in the day, a Windows machine which I converted into a Mac, sorry Windows players. But he was honestly like “How can you spend all this time, if that thing isn’t making me money, why do I spend time on it?” He was doing stuff that was for business. I said I’d never own it but now I’m getting into Photoshop and learning. I can use Photoshop guys, a guy that never went to school, taught myself from a book that thick. There was no YouTube videos back then, book, do, book, do, book, do. Fast forward a little bit, I took that knowledge and now I’m teaching people on Photoshop because I learned something, because I took the time to teach myself and learn. But if I would have said to myself, “Scott, you can’t because you’re not educated.” People that work in computers in design are educated, they go to school for graphic design. I didn’t go to school for graphic design.
I wouldn’t have made it. It’s too boring for me and I’m fast, I got to get moving, I got to get something that I can do. Anyway that’s basically, my path to my why was right there. If you can see what I’m saying here, you need to do this stuff, you need to get real with yourself. If you don’t want to face your numbers on paper like credit card debt all of that stuff, you should. You know what you got to do. The why is really, really important. And remember excuses, again I could have made all kinds of excuses… “Scott, you don’t have any education, Scott, who’s going to listen to you, who’s going to take you as an authority?” I could have said all those things when I was doing photography, when I was doing the Photoshop when I was doing all that stuff. I didn’t listen to those things. All right.
Again, I want you guys to understand, you’re going to have excuses, understand that they’re excuses because they’re trying to prevent you from again, failing or thinking that you’re going to fail and I don’t think failure is really fail, I think it’s a learning lesson personally.
Your superpower. We all have one! #takeaction. Everyone can take action, everyone in this room. Everybody can make excuses. “I’m too busy, I’m kind of tired when I get home.” All these things. I know myself and I was learning Photoshop I was up at 1:30, 2 o’clock in the morning and getting back up at 5. I did what I had to do. You just have to understand you have that, we have that, we all have that and we all have choices. You have a couple of choices right now. One, you can stay in your job if you’re still working at a job or you can take second choice and say, “I’m going to work on my job but I am working to build my own business, so I can do what I want to do, so I don’t have to work for people.” That’s your option and that’s your choice.
The what is, you have to start with where you're going to target and that’s the number. That’s the number that you want to hit right? If you know that number, not a million dollars. I want to make a million. Hey, what’s the number, what’s your weekly number what’s your daily number, what’s it going to be? If you know that then you can create a plan to get there. Back to my, I need to earn $1000, 10 clients at 100 bucks and guess what? Just to kind of rewind on that, we were charging $350 per session after we got going about two and a half years later. I only needed about three clients, maybe four. We shot ourselves low. We got 200 bucks fine. Get to 1000 bucks we’re in. We get it, I didn’t mention that either, I left my job 18 months after we started my part-time business. I left my father’s company, he was cool with it by the way. He didn't give me a hard time.
He knew that we were in a bad situation with our business anyway because we were a partnership and stuff. It was just kind of ugly. It’s time for me to go and I did but I did had a backup plan, I could always go out and remodel houses if I had to. You guys probably have a backup plan. I had another guy that said, “I can always walk and do what I was doing in my service business.” Whatever. You can get back to work if I want or you can keep working and then do this on the side. You need to know the what.
[00:26:12] SV: My what was, the freedom was equals $1000 a week, 10 clients. That was my what. Now let’s talk about the how. Create a plan to get you there. If you create that plan, you can get there. Does that mean that the plan is going to go right? No, does playing football go right all the time? No, you gotta pivot, you gotta move. People are going to throw stuff at you, you got to dodge it. The people that get hit with stuff and then they go like, “This is just too much work, there’s gotta be something easier.” You start looking through your emails and you’re like, “There’s a new shiny object, let’s do that. I can fall asleep tomorrow wake up with $1000 in my inbox.” It's crap, you can’t have it it's better off to stick with it and stick with it. All right.
I want to do a quick exercise here. I want to show you how to discover they why, the what and they how. All right. Again, like I said, I want you guys to do this stuff and not do it right now but do this stuff because I’m telling you it will open your eyes, it will put a such a clear lens on what you need to do. Again like I said, you can throw them with a ton of ideas even today, those ideas that I got today are like damn I’m going to do that that’s good. Wow I can take one product and sell it over five different marketplaces to help me to do that, I’m not going to do that right now, not me, maybe you are at that station in your business where you got to do it.
If you’re in your business right now and you’re in that stage, focus on it, get that part done. If you don't have a product yet, why are you thinking about that. Think about the things that you can do right now. All the other stuff, put it in your toolbox. I always have to relate to construction because that was my business. It’s my business if I didn’t have the tools, I couldn’t do the job. I got my tools I know what I can do, I can do this, I can do this and that’s a great thing. I'll try that. You have to pick one thing and focus on that one thing. Let’s go ahead and talk about how we’re going to do this. So you’re like a Bob. Bob is going to sound a lot like me by the way. A lot like me.
Bob is a 36-year-old man, he’s married 13 years, loves his wife, loves his three kids, he works 60 plus a week, sound familiar? Makes $50,000 a year. Burned out and frustrated. But why… His why is obviously to spend time with his wife and kids.
Does anybody here have kids in the audience? Okay, you want to spend more time with your kids? Some might not, some might not… sometimes. I get it, I get annoyed with my kids sometimes too but for the most part, I want to be able to be home with them, I want to be able to go on vacation, I want to roll sugar cookies with my daughter in the afternoon, I want to go to my son’s basketball game or my baseball game. I don’t want to have someone telling me I can’t go to that. That was my why, that’s Bob’s why. He wants to be able to go, this is what his wife says, she says “Hey, Bob, forgot to tell you, this Friday Caroline’s got a play at School at one o’clock.” “Damn, there’s a meeting, I can’t make it, I can’t get out of that.” You know what I do? I walk it out. Yeah I’ll be there, no problem.
I don’t miss that stuff. To me it’s just precious but your why might be different maybe you want to earn a little bit of money to make you work 60 hours down from 40. That’s cool, whatever it is, you got it figured out and that’s you, but this is Bob.
[00:29:35] SV: You want to think about what, now we’re in the what. We know now why we want to do it, now what are we going to do. What is it that we have to do to get to that freedom goal, that’s the freedom goal? Right. We’re going to go divide that by 365 days and that comes to $137 a day to get that $50,000. Does that seem a little bit easier than just thinking of how to make $50,000? You can break it down you can chunk it down. If we’re talking about Amazon, that’s doable guys, that’s doable and we’re just talking about Amazon.
We’re not talking about Etsy, who I just talked to a woman who’s crushed it on Etsy or EBay. EBay sucks, no EBay still people make money. You just have to figure that out and then figure out the plan to get to the $137, don’t figure out the $50,000, you figure out the $137. It doesn’t mean you got to go after it and say, “I am going to nail that number first out of the gate.” That’s the target, remember what we talked about, it’s the dart board, you got to have a target so you know what you’re focusing on.
Let’s take that $137 per day, something I call and I teach the 10 by 10 by 1 strategy. Something I follow. It's 10 sales a day, $10 profit at $1 profit, that’s $100 per day, pretty easy math. I don’t need that much of an education to figure that. Pretty, pretty easy math. Now what we need to do, we’re not hitting the exact number though, we’re not at 50 grand at that mark, we are like what’s that 3 grand a month so we’re not there but it’s a start. If you could do that, you could replicate that. Now you rinse and repeat on that. Right now you get $100, you get another product, now you do $200 a day.
Then maybe at this point you got two products that are running, then one just for the international market that we’ve learned today. That right there simplifies the process. Simplify the process and go after the number and the strategy. You might get 10 sales a day at $8 profit out of the gate because you’re getting your feet wet, you’re getting yourself going, you’re starting to build momentum. First you're going to get your $10 profit but maybe you start at eight, maybe you start at seven, it’s still a start but you need to have that there, so you can focus on something.
The plan again is the why, time with family, the what is $50,000 a year and the how is 10 by 10 by 1. Now doesn’t that seem a lot easier? To think about, you got to focus on everything that you got to do within the business. Now there’s different stages of that that we’re going to talk about and I’m going to share that with you. When you have a plan, you gotta have something you can execute. If you got two hours a day and you're sitting down on your computer, “What do I have to work on now. Should I do research, should I do the sourcing, I have one that I was thinking about, which one should I do?” What if you had something that you have on your thing that said, “Today is the hour of product research on Jungle Scout.” Lock in an hour, locked in, no email, no nothing, hour. Maybe it’s after the kids go to bed, maybe it’s in the morning before they get up, hour. You do that consistently and then you move through the process and then when you get through that process you’re going to see, “Wow look at what I just did,” and that’s what it’s about.
[00:32:50] SV: Commitment. So many people will start to commit but they don’t really commit. You need to commit to you. Really to you and what you want. In this case let’s say Bob is willing to say, “You know what? I’ll get up a little early and I’ll stay up an hour late or maybe I’ll stay up two hours late get up at my normal time.” Commitment, you need to have it, when you have that why that is so strong, you will get up early, you will stay up late. Sacrifice a few hours. If it’s important enough, you will do it. Going back to the why. “I still like my job. 5:30, I’m going to sleep in. I kind of like my job, I don’t really need to leave my job yet, I’ll wait till next week.” The commitment and the why, you need to have a why, the commitment needs to stick to the why.
Your goals and timelines. This one right here, $100 per day. The start is 10 by 10 by 1. Let’s shoot for 90 to 120 days, you see what I’m doing. I’m giving myself sprints. I’m not saying, “In the next six and a half months I think that I should be able to do this.” You’re taking that and going “I’m going to put up a plan together for 90 days and I’m going to stick to it.” Anyone here dabbling like insanity or Beachbody products and P90x? I have. Great programs but I knew all that stuff, knew it all, eat less calories, eat six meals a day, eat good nutrition, workout 30, 40 minutes a day, that’ll work. You get in a program, you follow the program, you stick to the program because it’s like that right? Why not do that for your life? Why not do that for your business? If you do that for your business, you’ll be able to get through it and then when you go through it, you look back and you go “Wow, that was 90 days already, that’s cool, look what I did, look at how much weight I lost.” Or “look at how much inventory I got in now and I’m starting to sell.” You’re now down that path and now in 90 days, you can reset, after 120 days you can reset and you go, “Cool, I got to $100 a day, now let’s do that again.” Let's add to that. Right.
Then you start building that momentum. I literally drew this before I came. My artwork is terrible, so I failed art too, I didn’t really fail but I should have, it’s terrible. Look at Bob. He’s sad, look at Bob, poor Bob. Well Bob created a plan, good job Bob. We’re going to do some research, that’s phase one right there, we’re going to source in phase two, bring the samples is phase three, we’re going to go ahead and order the product, you just follow that process. You follow it all the way through. Don’t jump all the way to the end where you got tweak at number nine. What are you tweaking? There’s nothing to tweak.
Research, if you’re in the research like Andy said and a lot of these guys up here at the panel, 85% of it and I agree 100%. If you can get good at that, game over. You can do anything you want, whenever you want because you’re going to have control of the products that you know. You don’t have to get a ton of reviews, you don’t have to do a ton of pay-per-click, but you have to start with a plan and this is the plan that I’ve always created for myself when I’m doing a product, it’s exactly it right there, everything.
There are a lot of different things in-between those, yeah but in the research phase I’m not jumping ahead. I’m going in that order. Create that for yourself and make that 90 day sprint and I promise you when you do that you’re going to be amazed, you’re also going to feel good. Guess what when we do something, we are going to work out for a week, we jump on the scale and we say “How’d I do?… Oh man 1 pound. Hmm, all right I’ll do it again.” You go ahead and do it again. I work hard, then you go and you stop halfway, “I don’t really want to do this today” You come back and “damn I’m up 2 pounds [inaudible 37:10]. I know I’ve used that analogy but it’s the truth, you have to stick to that plan. If you commit to it, commit, remember that word, commit, commit to yourself. If you do that, put the blinders on forget everything else, you will advance.
[00:37:27] SV: All of this stuff that we learned this weekend, whether you’re starting retail arb, whether you’re starting private label, whatever you’re doing, focus on what you want to do because there’s always going to be opportunities coming at you. As an entrepreneur you’re going to find a bit more opportunities because now, here’s another thing that’s going to happen, trust me once you see all this that’s happening, some of you may already be there, you’re going to have somebody come up, you should be paying attention to people too when they’re talking to you because that’s how you find product ideas or people that are already selling something. Someone might come up to you and be like, “Well, I really got this product that I’m selling, this organic lotion or something like that [inaudible 00:38:05] and you’re like, “Hmm, I’m starting to sell over here, maybe I can help that person sell.”
You could but is that going to take away from your plan? Put that on pause, stick to the plan because the opportunities are going to be there, I’m telling you. You’re going to be like, “Oh my gosh.” Hey, you want pizza, if you want pizza with friends, watch football. All of a sudden you start hearing something, ”So you do that huh?” Trust me I know. I turn things away now that I want to do, just enough bandwidth but I know what I need to focus on. And I’ve gotten distracted, even since I started this… I probably should just rewind real quick though because some of you might not have heard my story, my full story but I got into Amazon as an experiment in a sense, to add another revenue stream to my life, my businesses, I had a couple of different businesses and I'm always dabbling. As an entrepreneur, you’re always dabbling. But I started hearing about retail arb and I thought that sounded cool, like you go in, you buy a product, great.
I went in with my wife, and again, remember I didn’t have a huge why for this channel, I had my what which was kind of already working but I wanted to strengthen my revenue streams. That’s when I did the… I said I want to do retail arb, I’m going to go ahead and give it a shot. I went into a… I’ll never forget it, I went into a [inaudible 00:39:24] or something and I got my scanner app on there, I went over… It was literally about ten minutes before I was out of there. I couldn’t do it. You guys that do retail arb I take my hat for you guys it’s a lot of work, a lot of work and I think it’s a great strategy if you’re just getting started and you’re scared and you’re nervous, it’s a great way to keep your feet wet. Me personally, I didn’t need to do it so I didn’t do it. If I needed to do it I would have did it and I mean that because like I said my wife and I had our photography stuff going on, still do.
Not taking pictures but teaching it and we have like templates for photography type of stuff, for Photoshop. I didn’t need it but I still wanted the revenue, I still wanted to add to our revenue so that’s when I started hearing about private labeling. To make the long story short I said, “Let me give this thing a shot, I’ll invest a little bit of money, a little bit of time.” I did it, I gave myself 90 days after I started getting into it and my first 90 days I generated just over 40k in revenue. To some people it’s not a lot of money. I hear people talk about hundreds of thousands of dollars, and you know what, that’s awesome! But again, just a regular guy seeing what this thing can do.
[00:40:44] SV: Six months we did 120k, full of year we did just over 300k. As an entrepreneur I’m like, “Damn, this thing has got legs.” I might want to focus on this, it’s a test, it’s an experiment. It kind of worked and now here I am more excited than ever about this opportunity because I still been doing exactly that, I have little sprints, just a little bit different now because I went through the process multiple times. Does every product that I want to launch, does it hit the market? No. I’ve got products that I’ve got under the bucket that I’ve said, “I’m not sure I want to pull on that. But still, you got to see as you go through this stuff, your 90-day sprints are going to change because you don’t need to do some of that stuff anymore, which you've already done it. Sorry I just went a off script on that a little bit.
Rince and repeat! Once you go through that 90 days, you know what you got to do now, that’s the process. Don’t overcomplicate it, you’ve learned everything. Someone is talking in the panel about freight forwarding, I haven’t done that yet. I could have but on my price it wasn’t going to make sense to me to do it right now in all of the other things that I was going to have to do for that to make it happen, it didn’t make sense for me. If it doesn’t make sense to you, don’t do it until it makes sense.
You don’t have to do it like that just because and you can say… I love the panel, we’re so diverse, just so many different ways and I heard so much feedback everyone saying I love it because there’s so many different ways. You’re going to have a different way. Your way might be a little different than mine or theirs. Don’t worry about following everything step-by step. Take bits and pieces but go through the process and once you go through the process, you’re going to learn a ton, I promise you.
Slow and steady wins the race. You guys have probably heard and seen that right? You come out the gate at 100 miles an hour but you’re going to get tired. Do it slow, you don’t have to go out there and think you’re going to want to, trust me I still do. I got an idea, once you get the market real quick, it just doesn’t happen that way. That's why you need to understand that if you can do this slow and steady, you will win that race.
You guys have probably seen this on Facebook. I picked this up on Facebook and I’ve seen it hundreds of times, I love this image. Look at that, that guy is digging, he’s almost there, almost there man but Bob… I’m going to call him Bob. Bob gave up, he was that close to getting that diamond, that close. The guy up here is Dave, he might make it. Don’t stop because you’re almost there and whether it’s this or whether it’s something else just remember that. Because if you don’t give your full attention and your full drive, you’re never going to know and just understand that it’s not going to be easy. That guy was probably tired at that point, he gave up, he went home, got that bag of Chex Mix and sat on the couch.
Expect up and downs, they’re going to be there, they happen every day to me whether it’s in this business or other businesses or in life. We all have problems, there’s no one here that doesn’t have their share of problems or ups and downs, we have them face it, we all have them. Embrace them, understand that they are there for a reason, they’re there to teach you, they’re there to see how strong you are to get through those, you will you’ll get through them. You just have to figure out that plan, you have to figure out your why and your what and your how and if you figure that stuff out, it will be much easier to go through them.
[00:44:15] SV: Take action to get results, learn from doing not just from consuming. These conferences are great, they’re awesome, they teach us a ton. But until you put it into action you'll never know what it’s going to do ever. You have to take action. For you guys that haven’t heard my podcast, it’s all that I talk about because it’s so important, so important. Down to compound effect. Do small things consistently every day and you’ll build momentum and get results, little by little a little becomes a lot. The Compound Effect if you guys have not read this book, read this book. If you don’t read books like me, get the audio version. I can’t read guys, I can read, I just don’t like it, I get distracted.
I can listen though, I listen to podcasts, I listen to audio books. Feed your mind with what it needs to make you a better person, a better business person, it will help you. One thing he talked about and this kind of relates to everybody in this room, we are all like-minded people. So this is going to help us when we get into ups and downs. We can lean on each other. He talks about how you are the average of the five people that you hang around with. Right. Or he talks about this glass of water and then you dump in some dirty water, you’re going to get people saying, “What the heck are you doing? It’s Amazon, it’s a scam.” You’re going to hear that. Anybody hear that?
[00:45:51] Audience: Yes.
[00:45:52] SV 1: Awesome. Glad you heard because that it’s happened. Funny story, a lady I interviewed on my podcast, she was at a Christmas party with her cousin and the cousin was talking about selling on Amazon, and she’s like, “What the heck are you doing now, you must be this guy that dabbles in Amway?” Anybody do Amway here?
I have, when I was about 21, thought it was going to be the ticket, I had a lot of good soap though. I think I still have some in the box downstairs. Yeah Amway, I learned lessons from that. I learned lessons from that. I learned personal skills and stuff. I learned stuff from that I didn’t make anything of it but I did learn stuff. But there was going to be things there and like the dirty water thing, you are like the people that you surround yourself with. Going back to the story, I just want to keep track, I lost it. The lady I interviewed, she was at a Christmas party and she got psyched about Amazon from him, she goes like, “how the heck are you doing this stuff?” She goes, “Well, I’m not going to let you do it you know… you’re going to do this.. I’m going to do it with you.” She went ahead, she didn’t have enough money to get started. I hear a lot of people say, “Well, I don’t have that much money to get started.” She had like 250 bucks and then she went did some retail arb, she built it up to 1100 bucks, she bought product, private label product after she earned $1100. I did an interview with her in her fourth quarter she was doing 130 units a day, a day. She said, “Scott, I was trying to follow the 10 by 10 by 1.”
I said, “Okay, good for you. I’m proud of you, you did it.” Don’t expect that but it’s a good surprise. She doubted it but then she went in, she found a way to make it happen. I have another guy who I interviewed too, same thing he didn’t have a lot of money, he knew a little bit about retail arb, he bought books. He ran an ad in Craigslist for some school books for college and he said, “Hey college kids, want to earn some money? Get your books in here, we’ll pay more than your bookstore or whatever.” He sold that he made some money there. He bought some stickers on Craigslist, he sold them for $1800, $1300 profit, something like that. Took that money, turned it into private label, he’s got four products launching, he got two, he’s got two more launching.
[00:48:09] SV: No excuses, I mean it really comes down to it, I mean you guys have all the information you need right now. The only person that’s holding you back is you. Honestly. I can sit here and talk strategy and techniques and it's all there, it’s simple in a sense but it’s not easy. CANI, Tony Robbins, another guy he’s really influenced me. Some people love him, some people hate him. My kids all know this right now, it’s called CANI, Constant and Never-Ending Improvement. I learned that again when I was just 22 years old, going through tough times and my Mother-in-law who’s no longer with us, she gave me a box set that she no longer wanted of cassettes and I listened to that and it really helped me but one thing that stood out is the CANI and all my kids, if you ask my kids, “Do you know what CANI is?” they’ll say, “Yeah, I know what it is, constant and never-ending improvement.”
It’s funny, I was doing these slides with my son, my 18-year-old kid, going to prep school next year for basketball, really proud of him and we always talk about the work ethic that makes a great athlete, it goes a lot with business, it goes a lot with life. And he was watching the slideshow, I showed him the slides and asked, “What do you think?” His opinion, he says, “It’s good.” I go, “Sounds a lot like you.” Right now, he comes to me the other day and he’s like,” yeah, I want to try to go D1.” D1 basketball for all those who don’t know it’s a high-level basketball for college. He’s probably… and I’m not going to doubt him but he’s really looking at making D2 but he wants D1. I said, “If you want it go get it.”
He said, “I got this, I’m going to do this and I’m going to do that”… “see this slides? That’s you, create the plan, now we just execute.” The next day we went to the gym and he put up 200 threes, made threes, so shot probably 400, maybe 500 but he made 200, we still didn’t leave the gym so there’s 200 made. Then he made another 100 foul shots, then he made 50 layups on the left and on the right. You gotta go out there, take action, create a plan and execute.
If you do that, you will reach your goals. Use the power of like-minded people like I said, conferences, local meetups, Facebook groups, again I’ll go back to my son real quick, I told him, “If you want to be successful in sports hang around successful people in sports that are doing better than you. You do not want to be the smartest man in the room or woman in the room, you want to be able to always grow and excel,” and I’ve always told him, “You want to be on the team where you’re not the best, because you want to strive to be the best.” Really, really important.
The action steps for you guys are these, figure out your true why, get clear with it, get really, really clear with that, figure out your freedom lifestyle money goals, create your plan and timelines, do this stuff, don’t just shrug this off please, if I can take five of you to do it, I’m telling you it will definitely change your life. Just start, don’t try and plan everything. Another thing I hear a lot of people say, “what about this, what about that?” Don’t worry about all of that stuff, worry about the basics and move forward, that’s what you need to do. That’s your action steps, I want you guys to do that stuff.
That’s basically all I got #juststart, get out there, do something, create your plan, find your why, find your what, and you find your how.
What time is it?
[00:51:56] SPEAKER 1: Nine o’clock.
[00:51:58] SPEAKER 2: It’s nine. Okay. Let’s do 10 minutes of question and answer okay, with Scott and then we’re going to do [inaudible 52:08] at 9:30 for those of you guys who were there and we do have a shuttle that can only fit 15 people so if you have another means to get over there and take that, or for the people who don’t, go with somebody who is going on there. Okay, let’s go ahead, if you just want to run it, you can just do that. I’ll run the-
[00:52:29] SV: Anybody have any quick questions they want to-
[00:52:32] SPEAKER 2: Got a question back here.
[00:52:39] SPEAKER 3: Hi Scott, thanks a lot. I really enjoyed your speech and me and my partners watch your podcast all the time, so just have to say thanks for posting that great material. My question is about variations. I see some of the competitors that we’re going against, they have for instance multiple color variations and they don’t have them listed where they can, say just one listing where you can click on multiple different colors, size and variations, they actually have separate listings for each different product and they have about four or five products on the first page so they’re doing very well. My question is, is it more advantageous for us to have just one listing with multiple variations listed in it or have multiple listings so we could have multiple products here on the first page and second page?
[00:53:31] SV: Yeah, I get it and it’s a great question. It really does depend because if you’re trying to rank four different products or create products for page one you’re going to have to work to push those four. I personally like the variation strategy. A couple of different reasons. One is because you can then use all the reviews that are on your listing so you don’t deal with separate reviews depending on how competitive you are if you are even going after getting reviews if that’s an important factor for you. The other thing I like with having variations in one listing is that you get to use the backend for the keywords in all those variations, now you can really blank the areas, so technically you have… If you do three variations, you have three pieces of property now technically that can be found. They’re just not visible individually. What you’re saying is if you’re on the first page and you can see three different listings that is pretty powerful but in the same breath, there’s advantages to the other guy having all them in-house under the one. I prefer doing that one, me personally.
In different circumstances that could be different. Again, there’s no one really right thing here other than for me personally I like having things under one listing. The other thing is if you run out of inventory on one variation, your whole listing doesn’t go down or if you have a problem which happened to me recently, or one of my variations had a higher refund rate because it was missing a part in the bag and because of that, it pulled that one variation down. But now what I was able to do is merchant fulfill that one because I had some in a warehouse and then I could keep it live and sell it but it still hurt my listing by the way but it still didn’t get out of the inventory because of all the other variations. There’s a lot of things for variations. You could do a leading offer, you could do a lower priced item and then when people see the lower priced item, they can buy the multi-pack, the three-pack, four-pack, whatever.
There’s a lot of advantages to the variations, I like the variations and even if you’re… This is a great tip. Even if you’re not going to do a variation right today, you set it up as a variation because if you don’t you’re going to then have to pull the flat file, re-upload it and then it’s a nightmare. You’ll lose your reviews for a day and then they’ll come back. It’s nerve-wracking when your reviews go away because you got like 800 reviews sitting there and they’re gone and you’re like oh my gosh and then all of a sudden they come back. I had them do that once, whenever I can, because the variation won’t show up unless it’s got inventory in it, so even though the variation is there, it won’t show up until you have inventory in stock.
[00:56:08]SPEAKER 2: All right, any other question?
[00:56:11] SPEAKER 4: I’m doing a research and looking into these products, I came to the conclusion that the manufacturer, the Chinese manufacturer had most of his listings because I went and looked at that factory and they’re all showing up. Probably out of 16 listings, there were 7 listings that were the factory’s. What do you think they think about selling product and selling their own product on Amazon, you know what I mean? Like if I try to source am I going to get crushed?
[00:56:45] SV: Because you’re saying that the Chinese manufacturer is selling on Amazon?
[00:56:48] SPEAKER 4: Yeah, exactly.
[00:56:49] SV: Yeah, that is a red flag. Me personally, I wouldn’t like that but then again that’s why I would probably want to differentiate whether that’s with a bundle or whether that’s with a modification of that product. I think going back to that, I really just want to highlight what was said up here and I think Brad had said it was, going through those reviews is really powerful. By you going through the reviews and picking apart what people are complaining about and then just modifying that. He was talking about creating a mole which yeah you can do that and you should do that if you want to get to that level but it could be a simple thing like they wished that the Velcro was better, something you know. Just fix the problem and then call that problem out in your images.
If you have a thing that has a comparison chart, you could show your competitors and yours, not their product, you could say competitors this and this is your features and then it will call that out. Reviews are huge for finding the problems and fixing them with a small tweak.
[00:57:44] SPEAKER 2: Another question? We’ve got time for probably two more? Okay.
[00:57:53] SPEAKER 5: Do you actually do what you just said which makes sense, do you actually do a picture or a comparison chart? I’ve never thought about that.
[00:57:59] SV: Yeah, yeah, that’s actually something I’m starting to do a little bit more of and I got a couple of products right now that's going to work really well with that you actually have a comparison chart and you can just say competitor and you can say yours and show checkmarks like green and then red, or x’s so that, get caught up. The other thing is and let me throw a little tip that just kind of came to me about images, and I thought it was brilliant was, you want to talk about the benefits of your product and you can show like one picture of the lady being like “ugh” and the other one of like”agh” it’s kind of like the problem, the solution right? That works, not as cheesy as that but you get what I mean.
[00:58:42] SPEAKER 2: Is there another question?
[00:58:44] SPEAKER 6: When you’re sourcing are you still using email or are you using Skype or other… Or are you still sending the email script, which has worked for you. And if and so are you following the script or are you being more organic when you’re talking to agents?
[00:58:59] SV: The script that you’re talking about is one that I shared and I learned that by going through going back and forth emails. I love what Amy said about going through the Alibaba live, that’s pretty cool. I still do the script. With the script is just a template that I created that I custom tailored to that product. That allows me to contact 20 suppliers like that and then I wait for the feedback to come back, out of 20 if 10 contact me back and then I can start the review process, the interview process with those people and then from there, I can switch over to Skype. I do both but I don’t verbally talk on Skype, I just text them and I hate texting, typing. I just go ahead and and we work it out there, so that’s how I do it now and Skype is probably the best way to do it because you don’t have any delay in that.
[00:59:51] SPEAKER 2: Okay, one more, one more, anyone?
[01:00:06] SPEAKER 8: I just want to know, everyone talks about China but have you had an experience with India?
[01:00:11] SV: I have not yet but I'm definitely interested in that. We all talk about China because that’s what everyone talks about and that’s what everybody is doing and it’s kind of easy and easier but you should be trying to find other places because if you find those places it’s going to make you a little bit of an advantage that you have. Same thing with the US suppliers I can talk about, you might want to start with a US supplier and if you can get it later china side do that. But ya, I would say if you have an opportunity to dig into that, for sure and they have that in Alibaba, you don’t just search in China, they’ve got settings there you just check the box. It’s just that a lot are not available. I know people that have sourced in Mexico and… Yeah so definitely can do that. So we good?
[01:00:54] SPEAKER 2: I think so.
[01:00:55] SV: We good?
Okay, so there you have it, there is the uncut, raw footage from Periscope that I did at the Rocky Mountain Resellers Conference, had a blast, had a really, really good time meeting all of you that did attend, if you didn’t attend, hopefully we can meet in the future but again I want to go back to what I talked about in that presentation and that was discovering your why, your what and your how.
We’ve got tons of information coming at us right, left and right and there’s a lot of great information but we need to focus on what we need to focus on right now and we need to create that path, that plan to be able to execute and take action. As you heard me say that in the presentation and you’re going to hear me keep on saying that because I believe in it and I believe that we can sit here and consume a ton of information all day and everyday but until we act on that information, we will not get any results, it’s just that simple. Again, I want to remind you, take the information that you learn, wherever you learn it and apply it to what you need to apply it to now.
The thing that is going to move you through that plan. I want you to really listen again, if you need to, to create your own plan, to really illustrate and figure out exactly what your why is and why you want to achieve the what and then from there how are you going to do it. I want you to do that, do that exercise just as I told all of the people watching on Periscope and in the live audience to do. I had a lot of people come up to me afterwards and say, “Scott, that was awesome, that is exactly what I needed and I’m going to do that, I’m going to create my 90 day sprint.” Go ahead and do that, that’s your homework. All right.
Before I let you go, I wanted to remind you, you heard me talk about Periscope, I’m on Periscope and I’m trying to do them on a regular basis, or when I do an event like this, I’m trying to have that recorded, so if you want to kind of get behind the scene stuff before I air it or before I let it be known to the public or whatever, just go ahead and follow me on Periscope. It’s very simple, just go to Periscope.tv look me up @ScottVoelker and you’ll find me there, I’m also doing a little bit more on Snapchat, go there find me @ScottVoelker1, that’s my username there @ScottVoelker1.
As always if you wanted to learn exactly how to put together your plan to launch your first product, I do have a live workshop where I actually walk through all of the steps to get there and you can register for an upcoming one by going to theamazingseller.com/workshop and you can register there. As always the show notes to this episode will be on this episode’s show notes. That’s theamazingseller.com/207, you’ll also have the Periscope video there of this audio that you just listened to and you’ll also have the show notes and transcripts to this episode.
That’s it guys that’s what I got for you, I got to remind you guys though one more time, remember that I’m here for you, I believe in you and I’m rooting for you but you have to, you have to, come on, say it with me and say it loud and say it proud, take action. Have an awesome, amazing day and I’ll see you right back here on the next episode.
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