The one quote I review each and every day is Jim Rohn’s
“A Life of Discipline is Better Than a Life of Regret”
One thing I’ve noticed as I’ve grown older (besides the ginormous bald spot on my head and the need to pee every 43 seconds or so) is that my greatest accomplishments weren’t things which
“jumped” into existence do to an amazing sudden insight…
No, my biggest accomplishments AND the things I appreciate
most in my life were the result of long term, daily disciplines.
– My most important relationship (Sharon, who also happens to be my wife) developed over the course of a seven year, regular
friendship where we progressively deepened our trust and
worked on our communication
– My greatest friendships emerged from regular meetings
and shared events
– Every business I’ve ever successfully developed came from
a long term plan at which I incrementally chipped away day
by day, week by week, month by month, and year by year
– Every health goal I’ve ever achieved came about in the
And all of these accomplishments required maintenance too!
It’s not like you can just forget about everything else, floss your
teeth for 24 hours straight, and then not have to worry about it
the rest of your life. (Although if there’s some dentist out there working on a way to do this, please come see me because I want to give you a big hug)
Anything worthwhile requires discipline…it’s just a fact of life.
Without discipline, the center does not hold.
Without discipline you don’t have accomplishments, you have regrets.
So every day I get up and I thank Jim Rohn for that quote…
And remind myself I must be willing to pay the price.
Because as the years go by, the years go by! We will all definitely
be one day older tomorrow… the question is, will we one step closer or one step farther away from our goals?
And the great thing is, it’s entirely within our power to decide!
Onwards and Upwards,
The Very Good Dr. Glenn 🙂
PS – One of the most important disciplines I practice each day
is reviewing a website from the “Golden Glove(tm)” perspective.
The Golden Glove is a set of five power principles operating
any time money changes hand anywhere in the world. It’s easy
to learn those principles… but translating theory into practice
is another thing entirely. Analyzing what’s working in a given
market, rank ordering the top vendors from best to worst
according to their successful ad-spend, and then comparing
and contrasting these on the Golden Glove is perhaps the
MOST powerful thing I’ve discovered in the marketing world. And now you can watch me to it live each month for just $9.95/mo. You can even get me to do it in YOUR market.
TRUE OR FALSE?: This Disgusting Picture Can Help You Get an Unlimited Stream of Buying Traffic to Your Website, 100% Immune to Major Search Engine Whims and Social Media Platform Changes ? TRUE!
“I Am Human Bug Meat!” is the strangest blog post title I ever devised, but believe it or not, understanding how and why I did it can help you unlock
a flood of qualified traffic for your site! Indulge me for a few moments and you’ll see why…
A few summers ago I was aggressively working on climbing all 48 four thousand food mountains in New Hampshire. I had quite a bad experience on one trail. If you’re interested in the full story, please search the blog for the post, but for our purposes today suffice it to say I got some very bad advice from a guy I passed on the way up the trail. A guy who seemed to know what he was talking about… but led me into a situation where I got swarmed by literally thousands of tiny bugs.
It was like a scene from a horror movie. I ran for my life and managed to get away… but not before they inflicted a few hundred bites, leaving my arms looking like some weird kind of red cottage cheese.
Now, you might think the first thing I’d be thinking as I was being eaten alive and running
for my life would be “Holy crap… how am I going to get out of this!!!”… but being the sicko marketer that I am, that wasn’t it.
Instead I thought “I’m going to get a FLOOD of traffic to my site with this story!!!!
And I did.
See, I’ve trained my marketing brain to look for unusual events in my own life which
trigger intense emotion, survival instincts, or which I know can be associated with images that are impossible to ignore. I don’t worry so much about HOW I’m going to logically relate
these images to my audience’s needs at first. I just have my mind set in “capture mode”,
and because of this, I’ve always got a whole host of stories, images, and anecdotes at the
Now, that doesn’t mean I use those stories willy-nilly. But I find whenever I want to teach
some key marketing point, I can search my data-bank of these captured stories, anedotes,
and images and inevitably I find a connection.
For example today I wanted to reiterate the Unlimited Traffic Technique which Jonathan
Mizel taught me so many years ago…
Which in essence begins with your ability to capture your prospect’s attention.
Combining “human bug meat” with traffic benefits in an email subject line
creates a kind of insatiable curiosity. I mean, if you hadn’t clicked on that email
when your head hit the pillow this evening you wouldn’t be able to sleep because
you’d be thinking “What the hell is human bug meat, and what does it have to do
with unlimited traffic?”
But let’s take this all the way home.
How can attention getting curiosity and benefits get you an unlimited stream
of qualified buyers to your website… totally immune to the whims of major
search engines and social media platforms?
By dramatically improving your per-visitor conversion so that you earn more per visitor
than anyone else in the market, that’s how!
The Unlimited Traffic Technique
Way back in 2003 Jonathan Mizel described something which literally blew my internet marketing mind. He called it “The Unlimited Traffic Technique” and the essence of it was this: IF you’re the guy/gal who makes more money off a web visitor than everyone else in the market, AND you offer a very generous affiliate commission, then most of the traffic in that market should tilt in your favor.
For example: I make $25 per lead, everyone else makes $10. I offer a $12.50 so the other merchants say “why the heck should I bother with customer service, cost of goods, shipping, product development, and all these other hassles when I can make $2.50/lead more with Glenn for doing NOTHING but sending him the traffic?”
See what I mean?
And that’s what Dan Kennedy means when he says you need to “engineer the economics of your business so you can PAY MORE for a lead than everyone else in the market”. (This is contrarian to say the least… while every other business is trying to pay as little as possible, obsessing about efficiencies… you figure out how to pay MORE and you can dominate the market)
IF you can reach this position, the experience is literally mind blowing. Because whereas you previously had to beg for joint ventures, eek out a profit on exhaustively optimized advertising, or expend eons of precious time on search engine optimization or social media… all of a sudden everyone needs YOU.
It’s like holding a glazed ham in a room packed with Doberman Pinchers… you’ve actually gotta take care to protect yourself, they come at you so fast.
You can also pay more than your competitors to hire the people who are most expert with Facebook, Google, Bing, Pinterest, SEO, etc. You can hire an army of bloggers and social
media marketing experts… at least more than your competitors can.
Everything tilts in your favor.
The point is, what you are currently thinking of as a traffic problem is really a conversion problem. You do NOT need to find a cheaper traffic source. You need to earn more from
each visitor so you can afford to play with the big boys.
You need a higher percentage of visitors to actually buy your products and services than
your competition. Take care of THAT problem and everything else starts to fall in place
naturally. A business grows up around you. People are suddenly available to work with
you and take the implementation nightmare that’s overwhelming you off your plate.
Here’s an old video I made to describe the Unlimited Traffic Technique… which still applies
equally as much today as it did then…and will apply just as much in ten years as it does today!
Now, please know learning the right formula for getting people’s attention (benefits + curiosity) is only ONE piece of the conversion puzzle. The rest has to do with researching your market,
making sure you’re appealing to a very specific audience with a very specific problem to solve,
making a truly unique promise to that audience, overwhelming them with proof, giving them
an irresistible offer, and a reason to act now.
It’s all much easier said than done, which is why we have the club. You can get live, practical
advice from me personally… and watch as we turn theory into action on site after site after site.
Plus, if you join this month we still have left an additional bonus in the club – our best-conversion insight summary from previous clubs. This is a 90 minute video which you can
use to help earn more from your site as soon as tomorrow.
And in case you’re wondering… yes, I do have selfish reasons for offering all this for just
$9.95/mo. I know a small percentage of you will be interested in our other programs, services,
and coaching and consulting options. But there is NO obligation and NO pressure to take us
up on this…
And of course everything is guaranteed or your money back.
So you’ve got everything to gain and nothing to lose by coming on in for a month.
In 1985 I was 21 years old and just about to graduate from Stony Brook University. Sharon and I were already good friends – we were both attending my father’s psychotherapy training center (CPCA – “The Center for Psychotherapy as a Creative Art”).
Sometimes the training meetings were in the official offices on 11th street in NYC (“The Village”), and other times we met in my Dad’s living room.
In any case, during one of the events at home Sharon happened to come early to find my father eating his breakfast. No sooner did she sit down at the table with him than she noticed, to her incredible dismay, that the little black dots in my Dad’s oatmeal were moving.
“Ahhhhhhhhhhhhhhhhhhhhhhhhh!!!! MARTY!!! You’re eating bugs!!!” – she screamed.
“No I’m not!” my Dad said. Those are the raisins.
“NO! MARTY!!! THEY ARE BUGS!!!!!!! THEY ARE *$#&%*$# BUGS!!!” she retorted with disgust.
Well, my Dad put on his glasses, looked down at his oatmeal and said “Hmmmmmmmmm. I guess they are. Tasty ones too” (Dad has always had a sense of humor! Thankfully he did stop eating them though.)
So what’s the marketing lesson?
Human psychology and desire are overwhelmingly powerful. When we’re too close to a situation, we tend to see what we WANT to see, hear what we WANT to hear, taste what we WANT to taste, and smell what we WANT to smell.
My father isn’t a stupid person. Quite to the contrary, he’s not only got a Ph.D. and a very
successful practice in New York City… he’s run an entire department at the Post Graduate
Center, published several books, and supervised dozens of other successful therapists…
Yet, LIKE ALL OF US, when he really wanted to experience a certain thing he crafted his
perception to match. My Dad was working really hard that day… he had a lot of things
on his schedule. He didn’t want to throw out the oatmeal, go to the store, buy another
box, etc. That would be WAY too painful, if he could even make time to do it. No, Dad
really wanted some oatmeal with raisins, and his mind showed him what he wanted to see.
It happens to the best of us. But it’s particularly dangerous for marketers.
One of the biggest problems with developing a marketing mind is that reality is often
too painful for you to see clearly when you apply it to your own stuff. For example,
it’s not uncommon for the real solution to a marketing problem to be radically changing
the offer. This can involve creating an entirely new product. Or you may need to reduce
your margins considerably on what you THOUGHT was going to be your profit center…
but really, given the state of the market you need to use it as a loss-leader. Or perhaps
you need to change your USP and you’ve now got to go through a thousand web pages,
dozens of follow up messages, and a graphic redesign.
Ugh! That’s WAY too painful. So what do most of us do?
We decide bugs taste like raisins, that’s what we do!
We leave our campaigns the way they are, settling for MUCH lower bottom line
profit than we need to…
Or we might give up on a project entirely when in reality we were just a few
changes away from an incredibly successful business.
What’s the solution?
No matter how good a marketing eye you have yourself, you need an outside
perspective. But NOT from just anyone. Too many people accept marketing
advice from whomever vomits it up in a forum, or is willing to look at the
No, you need to get advice from people who can answer ONE CRITICAL QUESTION in the affirmative “Have you personally profited more than one million dollars from direct response advertising in which you risked your own money” (Not newbies, or people who are constantly “talking theory” and THINK they know how to improve your site)
It’s 100% true…Glenn Livingston was arrested. Take a look at the mugshot here. Pretty scary what you can learn using Google Alerts!
Well, I haven’t been arrested, I’ve just been a little busy with health issues, which are all thankfully MUCH better now. But you know what? I very well could be arrested by the internet pricing police when they find out about this: I’ve decided to re-open the live web-critique and conversion club for just $9.95/mo.That’s right, you can now get live, personal help from the REAL Dr. Glenn Livingstonfor less than the cost of your grandma’s swimsuit… and as an added bonus you won’t need therapy after looking at it!
Seriously, what if all that stood between you and three times more profit from your existing traffic were just a few simple tweaks? What if you could get LIVE, individual, personalized help from ME to dramatically improve your site’s sales conversion? And what if you could also watch the best of the best recorded-live web critiques I’ve done so you could actually see how theory gets implemented on real sites with real people…
This is a live, monthly web-critique club which was one of the most successful things I’d ever done about three years ago. However, I had to close it because, at the time, it was consuming too much of my personal bandwidth and I didn’t yet have enough trained conversion experts to properly assist me with the preparatory work. (Because we thoroughly research what’s working in the market before we review a site, it can take 20+ hours of a skilled marketer’s time to provide the context necessary for the review)
In any case, with the development of my other live training and certification systems, all that’s changed now! And in retrospect, I realize the live, monthly web critiques were a big part of how I helped others become successful. For these reasons (and others you can read on the site,) I’m now going to RE-OPEN the club…
And even better, because the primary purpose of the club is to give you all a chance to connect with me personally and warm up to my methods–not to generate a profit in and of itself–I’m going to offer it for a measly $9.95/mo.
Now, as you might suspect I DO have a selfish reason for doing this. I’m secretly hoping some of you will want to move on to our marketing coach certification program once you see all the value in the club. But there’s absolutely NO obligation for you do to so, and I know up front that only a very small percentage of people will want to do this… so I promise there’ll be NO pressure!
Plus, I’ve included several immediately downloadable items which will open your sales-conversion mind wider than a hippo’s mouth in just a few hours…as soon as you log in! (You don’t have to wait for the first live event):
– The BEST conversion insights of the previous club! As soon as you’re inside, head over to the recordings section and download the “Best Of” video to see a succinct, 90 minute review of the most powerful sales insights from the previous reviews we’d done and markets we researched
– Several recorded full critiques for you to get a sense of what you’ll have to look forward to in the LIVE events…
– And of course, the customary bonus audios and videos which were previously associated with the course. (Click through to the website to review them please)
Now, if the opportunity to work with both myself personally AND one of my best trained conversion coaches, as well as the above isn’t worth $9.95…I’ll shave my head and dress up like a bunny rabbit!
But I’m not too worried about having to do that…
Because trust me, you won’t want me to do this once you see what’s inside. (You wouldn’t want me to do it if you ever actually saw me dressed up like a bunny rabbit either, but that’s entirely besides the point)
Now, if the above isn’t enough to get you to join the grand-reopening of the Make Them Buy Club now for just $9.95/mo, here’s my best puppy dog face to motivate you:
The Very Good Dr. G 🙂
PS – Seriously, you don’t want to miss this opportunity. I was hounded for
almost two years to re-open the club by literally hundreds of previous clients
who thought it was the most practical and immediately useful thing I’d ever
published. I happen to have been more interested in the hyper-responsive
marketing club at the time, but admittedly it took a LOT more time, energy,
and propeller-headed dorkiness to make use of the information there than
in the Make Them Buy Club. This club is just straight forward conversion
PPS – what makes Make Them Buy different than other LIVE web-critiques you
may have participated in previously is our emphasis on context. See, we don’t
just jump in and vomit our spontaneous ideas about the sites we review.
Instead, we exhaustively research the market first, paying very careful attention
to which advertisers have been proven to sustain expensive positions in
the market first, and then rank ordering and comparing their USPs, calls
to action, brand positioning, the specific problem they appeal to, etc. Click here to learn more.
PPPS – Are you still reading? WTF!!? Listen, if you miss this opportunity the odds are very good you’re going to want to repeatedly smack yourself in the head with a spatula! And I can’t have that on my conscience. I’m happy to
announce the grand-reopening of the Make Them Buy Club now at just
Thank you, thank you, THANK YOU to everyone who contacted me with experts, books, ideas, emotional support, and other resources. I am doing MUCH better than my last post…
– I have found a work position which does not cause migraines.
– I have a better diagnostic understanding of my back problem, and am able to eliminate the numbness in my legs provided I don’t sit for too many hours in a row and stretch/invert like a fiend
– I am not losing muscle strength in my leg as I feared
In short, I’m back in the saddle again, almost 100%!
There’s nothing like the power of asking 30,000 people to help solve your most difficult problems… I’m now convinced building and caring for this list was perhaps the 2nd best thing I’ve ever done in my life. (After marrying Sharon of course)
I’ve tried my best to respond to everyone who reached out individually, but I wanted to update the blog just in case some of you hadn’t heard and/or my email was missed.
GLENN REALLY NEEDS SOME HELP (FEELING A LITTLE DESPERATE):
I’m struggling with a medical difficulty which is preventing me from working very much at this time. I was hoping to use my “hive mind” of friends, family, colleagues, customers, as well as their friends, etc to brainstorm a possible solution both to the medical problem, but more immediately to the work situation.
Here’s my story…
– In 1998 I was hit by a drunk driver. My car was totaled but I walked away, supposedly unscathed (and un-evaluated by professionals)
– In 2001 I switched from doing psychotherapy full time to working on the computer full time. I began to get blinding migraines after just a half hour on the computer.
– I was almost entirely unable to work for about a year, but found ways to adapt using chiropractic, massage, and a variety of exercises, getting my work capacity up to a few hours at a time.
– In 2007 I was treated for Lyme Disease and my work capacity improved a bit, but still remained limited. (I think I could sit for about 1/3rd as long as other over-achievers )
– In 2011 I discovered the Treadmill Desk, which almost completely restored my capacity. I could work a normal day, actually enjoyed walking while I worked, and only got headaches if I went for hours and hours without a break (which nobody should do anyway!)
– In 2012 my left leg became numb and I was diagnosed with sciatica. The chiropractor and physical therapist agreed it was because of a ginormous (22 mm) leg length discrepancy which caused a kink in my spinal chord, and aggravated the disk between L4 and L5 in my spine the more I walked.
– Since I wasn’t in pain but only experienced an annoying numbness, I went along with a treatment plan involving progressively higher leg lifts (eventually built into my shoe), an inversion table, and massage.
– This year (2015) I began noticing the loss of significant muscle strength in the left leg. And the PT diagnosed gluteal wasting. They send me for an MRI and was diagnosed with a bulging disk. They said if this continues I would lose the use of my leg!
– I was then referred for Spinal Decompression therapy (Spinemed). This had an impact for a few hours after I got off the table, but the symptoms always returned in full force when I went back to the treadmill desk (which was, and still is, the only real way I can work for substantial periods without getting migraines)
– The decompression doc said the first chiropractor had the wrong diagnosis. He said the coating around my spinal chord (the meninges) had been “bunched up” during the accident all those years ago and was creating the illusion of a leg length discrepancy by pulling up on the left leg. When he did a C2 adjustment, he said the discrepancy all but disappeared. This was subsequently confirmed via a series of leg and hip X-rays.
– Then I was told to take the lifts OUT of my shoe (there’s a 5 mm discrepancy remaining) and get orthotics instead. I should also spend more time on the inversion table and less time standing and walking on a flat surface. This makes sense given the newly confirmed diagnosis. At least I think it does.
– Since I was walking on a treadmill between 6 and 10 hours most days (excluding breaks) for work, I would have to find a new way to work again. I unfortunately found that after all these years standing up I have virtually NO ability to sit down and work. In fact, sitting now also aggravates my sciatica.
So I ordered a fancy spaceship from Ergoquest (the Ergoquest Zero Gravity Workstation 2a – still in evaluation period.) Basically you can get into almost any reclined or semi-reclined position. I’m going back and forth with the owner to try and make modifications, but I’m finding this too causes migraines after a half hour or so
– I can work in bed with a monitor hanging over me from the ceiling for an hour or two, but then I get migraines from that too
– Interestingly, I have no problem exercising as long as it’s not on a treadmill or other motion which causes repetitive stress. For example, hiking seems to make it better. So does swimming, most exercise classes, yoga, etc. It’s also better after a good night’s sleep. But as soon as I add the computer work I get migraines.
– I’m trying to learn Dragon Naturally Speaking (dictation) but it’s exceedingly slow going. I know the ultimate solution will be to stop typing and mousing… but I just can’t keep up with my work using it. Not even close… at least not yet.
So I’m really in a pickle. I’m only 50 years old and NOT ready to retire! I’ve got many things to accomplish, partners to keep up with, and goals to achieve. I suppose I could just stop working on the computer and do psychotherapy and coaching by telephone, but that’s not really who I am anymore. I’ve started some VERY BIG things which have some serious traction and I want to see them through.
Because I feel much better in the morning, MUCH better after the inversion table, and much better when I don’t walk on the treadmill for a day I DO have hope this can be cured. It seems like if I just didn’t walk/stand much but only slept, exercised, inverted, and went for the spinal decompression again I’d get steadily better all around. But I’d have to find some other viable work position in order to do this…
And I don’t want to go the surgical route because of the half dozen people I know who’ve done this in similar situations, NONE of them have anything good to say about it.
Which is why I’m asking for your help to brainstorm possible solutions.
Has anyone out there ever gone through something similar? If so, what worked/didn’t/helped even a little?
Are there any weird positions, contraptions, and/or ways of working I’m not thinking of?
Does anyone know anything diagnostically which I could be missing? Tests I should have done? Doctors to see? I’m open to going anywhere in the country (or the world) if I’m convinced the right doctor is there to help. But travel does aggravate both conditions (sciatica plus migraines) too so I’d have to be really sure.
Anyone know how to learn Dragon Naturally Speaking faster?
Do you know anyone you might share this post with that might have better answers to these questions even if you don’t?
COULD YOU KINDLY SHARE THIS MESSAGE WITH ANYONE YOU THINK MAY KNOW SOMETHING WHICH COULD HELP?
Feeling a little desperate and hoping someone can help.
It’s the awful truth, but if your description isn’t making your potential readers crave the secrets locked inside your book, then all the hard work you did writing the book itself may go to waste.
My friend and partner Yoav Ezer, now CEO of a website development and strategic consulting firm for authors was kind enough to put together this full training for you. It’s well worth a watch and listen!
Ryan Levesque is a coach I personally trained several years ago… who’s now gone on to develop a multi-million dollar coaching and consulting business in a very narrow marketing space. And although it would be unreasonable to assume just getting trained and certified with us will provide these results for you, we wanted you to hear this example of what’s actually possible if you pursue this business to it’s logical end! (You can also download the transcript here)
PS – If you’d like to find out more about becoming a trained and certified business coach under our (Terry Dean and my) tutelage, please visit www.GrowthAccelerationSystems.com(Get on the priority waiting list today for the next class… last time we sold out in just a few days)
I know this is hard to believe for us internet marketing junkies, but there really are people who make millions OFFLINE too 🙂
I met Steve Rifkin in the gym.
We both go to this masochistic exercise class where a crazy ex-police Sergeant (among others) beats the hell out of us and insults us for an hour. If we complain it, it gets worse. But we both keep coming back.
Now, I’m not sure exactly what the correlation of this kind of class is with success, but I think the density of extremely accomplished entrepreneurs there is a lot higher than what I’ve seen at most internet marketing seminars. A lot…
Maybe it has something to do with having the fortitude to keep challenging yourself to get better and better…
Or maybe it’s a perverse drive to enjoy the pain in a sick kind of a way…
But these are a group of VERY successful people, many of whom run multi-million dollar businesses. The thing of it is though, most of them are OFFLINE marketers. They own construction services, hardware stores, car washes, etc.
Sharon and I went for a hike with Steve and I over the summer, during which I had the opportunity to grill him about his background. It turns out he started and built out a set of SEVEN car washes in the area and blitzed them full of customers. He now works as a Vice President for Spectrum Marketing, a $50,000,000 direct marketing company which specializes in OFFLINE media.
So of course, I took the opportunity to interview him about his secrets to success…
And what I learned was VERY intriguing…
Have a listen and give us some feedback please.
Trying to bring you something different.
Onwards and Upwards!
The Very Good Dr. G 🙂
PS – If you decide to call Steve, please let him know you heard this interview and I’m sure he’ll make an extra effort to help.
We’ve all heard the age old adage “Free advice is worth what you pay for it”… or, essentially, worth nothing. But if that were really 100% true then nobody would bother to blog, right? I mean, we all want to get paid. And certainly the smart customer knows they get MORE value from paid products and services if they’re working with an ethical marketer.
But is free advice really worthless? Or is that just something which people who don’t really know how to use it say? My tests suggest the answer is contextual. In other words, the value of free advice depends on whether the prospect actually expended some time, energy, or risk to ASK for it!
If you look at most marketing forums (or talk to most novice coaches), you’ll find free advice is usually dispensed for the benefit of making the giver feel brilliant, without regards to what the recipient really wants to know and is ready to integrate. It therefore usually falls on polite-but-deaf ears. (To paraphrase Samuel Butler: “A man convinced against his will is of the same opinion still…which he may adhere to, yet disown, for reasons to himself best known”)
On the other hand, when people have sought you out and raised their hand to REQUEST help for a specific problem, free advice can actually be quite useful. This “hand raising” can come in the form of specifically searching for information, signing up for your email list, connecting with you via a well-branded Facebook Fan Page, Twitter Account, etc. And to be certain, here too you’ll find many, many people who really aren’t “ready” for the full force of what you’ve got to offer.
But on an actuarial basis, the raised hand really does pre-dispose people to act on your advice. I could quote hundreds of stories of people who’ve NEVER paid me a dime yet used the prolific, FREE information and solutions we provide in our follow up sequences and interviews to dramatically change their lives or businesses. Literally hundreds.
If you’ve been following me for any length of time, there’s a good chance this includes YOU.
Moreover, because I run my blog and primary email sequence like a “radio show” and not simply a promotional device with one and only one goal (i.e. I don’t remove people after they purchase a front end product but rather want them to continue listening to the show for the duration of their interest in my teachings) my customers continue to benefit from my FREE advice for a very long time AFTER they’ve begun to give me money.
Beyond this, I can point to dozens who, based upon their consumption of our FREE advice for years and years, finally came around and purchased something ultra-high-end. For example, my typical $1,000/hr client rises up through the free systems for years before making the “sudden jump” to purchase the time at these rates.
Last year I also got a GIGANTIC corporate project without having to do virtually ANY of the selling usually associated projects of this size…from a guy who was on my FREE list for EIGHT YEARS without purchasing anything first!
Plus, I think it really furthers a coach’s mission in the world to offer free advice for those who ask. You can impact a hundred times as many people if you freely give of yourself in public mediums where people have tuned in and/or raised their hands. And when you’re old and grey like me (oy vey, I’m turning 50 in a few weeks!), it’s nice to wake up in the morning knowing your work has really made a difference. Very nice.
Of course, a mature person knows that PAYING for your time and/or products allows you to put more into them. PAID products and services inevitably provide a better value. This is why, for example, I don’t hesitate to purchase consulting time from people who could otherwise be talked into giving it to me for free. Why TAKE from them and make it harder for them to concentrate on my issues when I could GIVE to them and make them happy to really focus on working to genuinely help?
And by all means, don’t confuse what I’m saying with the idea that we should all become saints and eschew financial goals. Get paid… good God, get paid! (Your banker isn’t going to say “Oh, you helped a lot of people? Let’s give you a pass on this month’s mortgage payment!”)
But FREE is an extremely valuable tool in both marketing and life. It eliminates resistance. It makes initial connections. And it does a LOT of good in the world…
For people who genuinely ask.
Fred Gleeck once told me “Tell people everything you know and they’ll pay you to tell them again”…
I’ve found that largely true with just a few modifications.
If you tell people everything you know, there are a subset of more serious people who’ll want you to tell them in a more SYSTEMATIC way. And another subset who’ll want you to CUSTOMIZE the information for them in a personal relationship (coaching). And still another subset who’ll want you to do it for them (consulting). And ANOTHER subset who’ll want to be licensed to do it in your name.
FREE is the spark that ignites this fire.
Now, speaking of FREE, Terry Dean and I will be promoting a series of free business coaching videos in the next few weeks leading up to my 50th birthday. He and I are launching the founder’s class of our new Business Coaching Certification. This will be a revolutionary, SYSTEMS BASED program to help you attract dream business coaching clients and quickly improve their profits so they’ll happily pay your fees.
Right after Labor Day we’ll be taking on a very small group (at a very significant discount) and working with them closely in exchange for their willingness to serve as case studies. Watch your email for the FREE videos and priority notifications list. You won’t want to miss this one!
The Very Good Dr. Glenn 🙂
PS – Current students and past graduates of my personal coaching certification program who have completed their tuition payments (only) will be able to deduct their full personal coaching tuition from the cost of the business coaching certification.