How To Increase Your Perceived Value With Offers

I'm Blown Away by the fact that so many entrepreneurs struggle with making their offers desirable um creating an appetite in the marketplace for what it is they sell so that people just bang the door down uh wanting to buy it and on this video I'm going to show you how to increase the perceived value of your offers now uh if the intrinsic value of your offer is not good and you increase the perceived value and then you sell it you're a Conor right but if the intrinsic value of your offer is substantial and the perceived

value is less than desirable nobody's ever going to get the transformation of the intrinsic value of your offer because they're not going to want to buy it because when people buy something from you they're not buying your product they're not buying your service they're buying the offer for the transformation the only thing they get before they pay is the offer they don't get the product until after they pay so nobody's paying for the product they pay so they can get the product but they're not paying for the product they're paying for the offer offers are

everything in business offers are everything now you you have to have a a really strong internal reality of intrinsic value that you can provide for somebody that's worth more than the money they paid you because if you don't then you cheated them that's called in the in the scripture that's called a false balance right and a false balance is an abomination of the Lord an Abomination to the Lord but a just weight is his Delight so so when somebody pays you and I left my wallet in the other room of course I did but when

somebody pays you they're not paying you because the thing they're paying you for is worth the money they're paying you because the thing they're paying you for in their mind is worth more than the money nobody ever pays you for something that's worth it they only pay you for something that's worth more than it so what what do I mean by that if I give you a dollar and you give me a dollar we both still have a dollar and if we do it again we still both have a dollar if we do it again

we still both both have a dollar and we can do that all day and at the end of the day we will both be exactly where we were when we started so there's no reason for you to pay me a dollar for a dollar because it's a waste of time it's a wasted action it only makes sense for you to pay me if I'm giving you something that's more than now if I say you give me a dollar give you $2 do and if you do that all day long you're going to keep getting richer

right so I have to make sure that when somebody pays me what they're paying me for is worth more than the money they're paying me now here's what's interesting why would I why would I like I'm not going to give you I'm not going to sell you $2 for a dollar or $10 for a dollar what if I said you give me everybody who gives me a dollar I'm going to give you $10 like who wouldn't want that deal everybody wants that deal but like I don't win but what if I can give you something

that's worth $10 to you and it's even worth $10 to me but I have so much of it it doesn't matter that I sell it to you ah now I've created some real value in the world see value is created as well as innate there's innate value and then there's created value right and so so if I'm going to increase the value of my offer well it would do me well to increase the in intrinsic value but that's not going to help me sell more of them in other words if I increase the real value

of the offer if I make the air conditioner are colder or the heat are hotter or the shoes more comfortable or whatever more of whatever the whatever is if I make it more of that then I've increased the intrinsic value I've made it intrinsically more valuable but that does not help you buy it because you don't get to experience that until after you buy it so the only way for me to create more conversion is for me to increase the perceived value of the offer and I submit to to you that people who can't sell

the reason they can't sell is because they're emphasizing the wrong value I'm not saying they're emphasizing something that's not value I'm saying they're emphasizing the wrong value what do I mean they're emphasizing the wrong value they're emphasizing the thing that's valuable to them about their offer and not the thing that's valuable to the marketplace now here's what's really interesting about that the more we have vested in something because Jesus taught what the heart follows the pocketbook where your treasure is there will your heart be he didn't say where your heart is there will your treasure

be he said where your treas measures where your heartbeat so if I've got a lot of money time effort energy thought power if I've got a lot invested into developing a skill what's valuable to me about my offer is my skill so when I'm talking to you I'm going to emphasize my skill and I might even emphasize how long it took me to get it how much it cost me to get it um I might I might emphasize um uh um how hard it was to get none of that matters to you you at all

it's not that it doesn't matter that much it doesn't matter to you at all you weren't there so I can describe it all I want to and there's nothing about it that makes my offer more intrinsic more more value P perceptually perceptually valuable to you so how do I increase the perceived value of my offer then if I don't talk about the if I'm talking about if talking about what's valuable to me about my offer is the wrong thing and talking about what's intrinsically value in the offer invaluable in the offer when I talk about

what's intrinsically valuable in the offer if that's what I'm emphasizing I'm emphasizing the wrong thing they're going to experience that part I don't have to talk about it that much so how do I increase the perceived value of my offer I have to make sure I understand the desirability of the payoff because the perceived value of the offer is my ability if I'm selling something to you my ability to help you perceive how much better your life is going to be when you say yes then I'm emphasizing the right thing so when I say the

payoff I'm talking about how your life gets better when you say yes to this offer when when you're selling something to me you it'll be easier for you to sell it to me when in my mind the payoff is worth more than the money and so the first thing I want to do is I want to know uh I need to I need to survey scan observe listen to my audience to see what they value because until I know what's valuable to you I can't uncover value to you I have to like that's why I

describe marketing as discovering and developing in other people a desire for more and more of your product your service or your opportunity does that make sense so it's you have to discover in other people what they desire and then you have to develop more and more of that that's what marketing is marketing is not giving somebody a business card or having some stationary print or a sign that's not marketing marketing is the Art and Science of discovering and developing in other people a desire for more and more of your product your service or your opportunity

when you get good at marketing it makes selling Superfluous it makes selling like a cakewalk but most people haven't done enough marketing to get good at selling what they're selling to the people they're selling it to so you don't understand your audience enough and see the desirability of your transformation of your payoff of the outcome is the most important element it's like um if you want to start a restaurant what's the most important thing you need you need a crowd of hungry people if you're going fishing a pool a pole fishing pole would be nice

right that'd be nice a boat could be handy a tackle box right but some bait but the most important thing is a school of Hungry Fish and if you don't have the school of Hungry Fish you can have all the other elements and if you don't believe me go try to catch a fish in my swimming pool cuz there are none in there and it doesn't matter how good your bait is it doesn't matter how good your tackle box is it doesn't matter how good your pole is right and so see you will never be

good at sales tuning people out you have to tune in and see you're so busy the people who can't sell they're so busy attempting to get people to tune into their frequency that you're not tuning into the audience's frequency and what's amazing is when you get good at sales what happens is and making offers the people people you're talking to the prospects the audience um the client they provide the content you provide the context the content is all the reasons why they would say yes and all the reasons why they would say no it's it's

it's why it's why I can go into somebody else's event and help them s sometimes more of their thing than they were able to sell because I understand what the audience desires and I'm not trying to sell his thing I'm selling them their result and his thing is just a bridge are y'all tracking and so how desirable is the outcome and so if the if the outcome is desirable if they already have by the way I really believe the m one of what the master key to success in sales is to love the people you

sell to so much that You' never sell them anything that does not do them good that's the master key okay but the next critical component in selling is this understanding that I don't have to find people to sell to because there are already thousands tens of thousands hundreds of thousands potentially Millions potentially hundreds of millions of people in the world who would love to buy what I'd already loved to sell if they only knew I existed so instead of finding somebody to sell stuff to I just make myself more findable for people who already want

to buy but I already want to sell it'll change the game forever oh it's so good so it's so good I so I tell the story about my my tailor right and I was looking for a tailor in my brain I wasn't looking for them on the street I there was a t tailor here in Tampa and I went to him I had some custom shirts made they weren't right but I didn't wear them for a while cuz like when I buy stuff I don't use it right away right all the time and so I

had these shirts and then by the time I got ready to put one on it didn't fit right I'm like this is supposed to be a tailored shirt I paid like $212 for like bunch of shirts I don't know it was uh 12 shirts I think and they didn't fit like the cuff was too tight it just it wasn't it didn't fit like I bought shirts from the store that fit me more custom than those did so I wasn't going back to this guy yet and then I took him back to him he's like oh

the company that I ordered him from the company you ordered from is supposed to be a custom shirt bro what you doing anyway so so in my mind I'm looking for a tailor I needed some new suits and I so you if you understand something about me I don't like this I use it because it's an necessary evil emphasis on evil okay okay so I don't like the phone I don't I don't like to talk on the phone it's generally I mean it's an it's generally an it's a valuable tool but it's generally an interruption

if it rings right because I wasn't sitting around hoping anybody would call generally right maybe my daughter my granddaughter my wife right but my son but I'm not sitting around I hope so and so calls me right so I don't really like the phone and the thing I like less than talking on the phone is when people I don't know call me on my phone like why do you have my cell phone number and where did you get it from why and why are you calling me those are the first three questions that pop into

my mind and I'm not I get it I and I love people I just don't want them interrupting me when I'm doing the thing I decided to do anyway so I get this call hello um is this my golden um who's calling uh this is Tiffany blah blah blah okay cool yeah what can I do for you um yeah I'm a tailor and I'm talking to so and so and then when she named so and so they said you might be in the market for some tailored suits I said who said that that and she

told me their name I didn't know that person either now I'm really irritated you got my phone number from somebody you're somebody I don't know calling me on my phone and you got my phone number from somebody I don't know I said what do you do again she said well I represent the oldest custom cloer in the United States and I'd like to come by and show you some custom clothes are you in the market for some custom suits well as a matter of fact I am right and that was January of this year I

bought over $100,000 of clothing from this woman since then now I'm not telling you that to impress you I'm just telling you I was already wanting to buy what she was wanting to sell so it was an easy yes I'm telling you there are thousands now everybody out there ain't going to buy $100,000 worth of anything from you but if they buy a $10 $100 $20 $30 $50 if you write a book there are hundreds of thousands of people who will pay you $20 for your book I know that to be a fact if you

create a course there are thousands maybe tens of thousands maybe hundreds of thousands people who buy your course if you create some kind of software all I'm saying is stop trying to get people to buy stuff stop trying to find people to buy stuff and make yourself more findable for the people who already it makes your work so much easier now making yourself more findable is the work I would rather do that work than trying to get convince a no and turn it into a yes and then what happens is the more findable you make

yourself the more the yeses beat your door down it's so crazy this book right here I wrote this book in 2021 now here's the cool thing I only had to write it once I've not written this book twice I've written it one time one time in my I wrote this book it came out it took me longer I wrote it took me a long time to write this is this is the book that took me the longest to write okay um but it came out in October or September of 20121 last month the book funnel

for this book sold 59 brought in $59,000 to our business a little $30 book $10 shipping to Handley brought in $59,000 why because the people are already out there looking for the answers that are in here I didn't have to talk them into it that's my point this book makes me hundreds of dollars a day sometimes thousands a day it's a book it's a book it's a It's Paper the intrinsic value of this book is about $3.50 maybe $2.50 I don't remember I don't remember how much it for somewhere in there say may what's your

point desirability is the first and most important factor how desirable is it if you're selling something if you're attempting to sell something you desire to sell instead of something Marketplace desires to buy you are pitching the wrong offer if you're tracking let me hear you say I'm tracking that was lame let me hear you say I'm tracking okay good okay so the desirability of the payoff how desirable is it that's question number one so the more desirable the transformation is the more likely they are to buy but not only what is the desire the ability

of the payoff what is the doability potential of your offer I'd like to take time to invite you to one of the most life-changing experiences you can ever have in your life if you are an entrepreneur it doesn't matter what business you're in what you sell you want to take your business to the next level you deserve to enroll in the make more offers challenge it will change your life in more ways than we have time to join the make more offers challenge as a VIP three levels that you can join on the general admission

it's $97 the VIP experience and then there's platinums platinums are VIPs who've upgraded and they've actually paid an additional $500 to ask a question so I'm looking forward to seeing you on the next make more offers challenge what is the doability potential of your offer How likely is it to work if they say yes now how do I trans how do I how do I communicate how do I transfer doability potential well doability potential always starts with you have you done it did you do it is it done that's where it starts well if you're

telling somebody you're going to help them do something you've not done it's kind of fake kind of phony right it ain't real right it's a lie and you told it okay so how doable is the offer what's the doability potential so now this is why testimonials can be so valuable now here's the thing about testimonials though if your testimonials about if your testimonials about transformation are in the arena of health or Finance you have to have documentation or you can get sued not by a person by the government and they're bigger than you so you

have to have documentation you have to have proof that what you're telling people other people did they've actually done okay you're tracking so what's the doability potential so the more the more people who are successfully doing a thing the more likely it is that it's doable here's the cool thing about human beings we all think we're better than who well mostly everybody else if they did it I know it's going to work for me that person did it I knew them when they were oh I know I'm about to get and then you can fill

in the blank am I telling the truth y'all and so so so what happens is like when other when people see that you've done it and then they see that other people that you've helped have done it and people who are less skilled less talented not as intelligent right um not as not as articulate as them when they do it they say this about it's about to be on let's go right so we measure the doability factor okay what's the doability potential then the next what is the delay of the payoff how soon will it

happen so if it's it's really really desirable and a lot of people are having success and it doesn't take 152 years people are more likely to say yes does that make sense so what we don't we what we do what we're doing we don't have to it just need okay so one of the things we do and by the way we make our we make our students who apply for $100,000 day Awards provide documentation we make our students who qualify for million dooll day Awards we make them provide documentation ation oh and then they get

the award they don't provide documentation I I can't tell people you had a million dollar date unless you provide me with documentation you may it at a million a day or $5 million day or $10 million day or whatever now why do we award people not just for making a million dollars or $100,000 or $5 million or $10 million why do we award them for doing that in a day because the delay of the payoff is shorter and the average person is going to come to the con conclusion well if he helped them make have

a million dollar day maybe he can help me make a million dollars in the next three years which most people would be just as happy right and so and and it's it's good when you yourself whatever you're teaching whatever you're selling when you're coming from a place of experience and not just a place of expression like like for instance when I'm teaching the principle it's easier to make a lot of money in a short period of time than it is to make a little money in a long period of time that wasn't something that I

was looking for and it wasn't something I heard somebody say it was something that I stumbled upon in April of 1999 when I accidentally made $6,200 in one week and it was the most money I ever made in a week in my life and I was like wait last year I was making less than that a month and now I just had a week where I made more I made 150% in a week of what I made last year every month oh you know what maybe I should uh yeah maybe I should pay attention to

that and so so when I'm telling people it's easier to make even though it's hard for people to wrap their minds around how many you honestly when I say that you like it but it's kind of hard to process like on the reality Spectrum right it's hard easier to make a lot of money in a short period of time right but I already know that's I know that's the case it's like and and and what's funny is not funny what's what's amazing is the bigger the numbers gets the bigger bigger the numbers get I used

to talk and I just read about it the bigger the numbers get the easier it becomes which seems so paradoxical and oxymoronic but I'm telling you that's been my experience and because this is something I stumbled upon when I share that with other people and they start looking for the easier ways to make a lot of money instead of the harder ways to make a lot bada bing bada boom so fast forward what is what is the delay to payoff so I have yall remember a couple months ago I was traveling like a crazy person

it started like in the beginning of September and didn't end until like the end of October middle no beginning of November it was like it was insane I was like well while I was doing all that I wasn't working out I wasn't doing my biohacking I gained 12 I got went from 180 to 192 oh oh oh no this ain't this ain't that we ain't fixing to do that and so came back home I'm home for almost a month nothing and and every time I get on scale nothing's changing I'm working out nothing's moving heard

a guy I I was watching a YouTube video and there was this guy who was 71 years old no he 74 years old he was working out like a crazy person I mean this dude and he was fit I mean I mean he was tighter than a banjo string and he said it's way harder to maintain strength at 74 than it was at 73 I said I was expecting him to say 74 than 64 he said 74 than 7 3 I said oh no this thing ain't fixing to get out of control like that no

sir no sir I so you know what they say radical radical times require radical methods it's time for me to get radical and so December 1st I decided okay I'm not eating any more carbs I'm getting down to 170 I'm not eating any more carbs till next year none other than the banana that I put in my protein shake that's it that's it no carbs have had none since December December 1st and I have lost ounds in less than two weeks in 13 days because I just decided I'm not doing this anymore now that's a

rapid transformation a lot of people won't tell you but I'll tell you and I've heard people say it and I knew it was true anyway like your your like your body composition has far more to do with what you put in your mouth than how much you work out far more like like now I always say that nutrition without Fitness is any efficient but Fitness without nutrition is dangerous so wrap your mind around that because that's why we have all these athletes that drop dead of a heart attack because they're fit they're they're pushing their

bodies without the right nutrition to BU the right building blocks anyway so so what is what is the delay of the payoff how delayed is the payoff off the fast so the more desirable something is the more doable something is and the sooner somebody can get the payoff the more likely they are to say yes so when you're talking talk about the desirability talk about the things they desire talk about how doable it is and talk about how the T the the payoff delay is small it's not big okay and then um you have to

let them know that it's going to require discipline pract disciplined practices you're not going to have there's no easy button there's no like here's what people here's what people want in in the arena of money here's what they want where's my microphone which side okay that side that was easy that doesn't exist okay there's no easy button to get paid now there are easier buttons but there's no easy right it took me probably a year and a half almost two years to write this book right but now it's done I don't have to do that

I don't have to write that book anymore right so but writing a book requires discipline requires Financial discipline it requires thought discipline it requires like like pouring over your manuscript over and over again to make sure it makes sense and that you're saying what you thought you said and not just what you thought I mean saying what you meant to say and not what you thought you said you like it requires a lot of discipline it's not there's there's no easy button to success in any road like I thought well I just I'll just work

I'll just work all this extra weight off that I gained it's so it's so fascinating how much faster entropy is than energy isn't that fascinating right entropy is anything left to itself tends to move more and more towards disorder right but energy is like it requires intention energy requires intention entropy only requires neglect it's it's fascinating how when I lose my intention and I just neglect something how much faster something will deteriorate from neglect than how much how slow compared to how slow it improves with intention that's why we're all going to be better off

to maintain that state of homeostasis or whatever that thing is we're working on as opposed to letting it get away from us and then attempting to recover anyway I just stunk of that so I figured I'd say it and I know it's thought for those of you English Majors okay so so just when you're selling something to people don't lie to them don't make it sound like an easy butt be honest with them tell them yeah yeah you sure you can make a million dollars but there's work required and the most the hardest work that

you're going to do on the path of becoming a millionaire is the work you're going to do on you and the work you're going to allow your work to do on you because I promise you when the thing you're working on feels like it isn't working it's working it's just not working for you yet because it's working on you when I was working out after I gained 12 pounds I was working and what I was work my working out wasn't working for me it was not it did not move the needle at all not even

a smidgen not even a hair breath not even a little bit it didn't move it at all okay I got to do something different right and so discipline practices are necessary you want to be fit discipline practice are necessary you want to be rich discipline practice you want to have good relationships discipline practices are necessary you have to discipline yourself what does discipline mean it means you do what you're supposed to do when you're supposed to do it the way you're supposed to do it and you do it that way every time you do it

that's what discipline does and then it's going to require some deleted priorities what does that mean there are some things it it's so fascinating my friend Dr Benjamin Hardy he wrote a book called 10x is easier than 2X and in 10x is easier than 2x the thing that he emphasizes with the Paro distribution right so the Paro distribution says that 80% of the work is produced by 20% of the work effort right um and what most people do when they desire increase is they put more into the 80% he said but the way to 10x

and you can get incremental advances by focusing on increasing the 80% right but he said get getting more out of the 80% that's inefficient but he said you don't 10x by doing more of what's not working you don't 10x by adding things you 10x by removing things and so you want to have a 10x result in any area of your life what are you going to delete to make room for the thing that's going to work for you what are you going to say no to that's going to allow you to get the full impact

of the yes you just said because I tell you what when you figure that part out oh you on the path yeah you own the path now but see most people won't tell you about the disciplines that are required right right the discipline priorities or the I mean the discipline practices or the deleted priorities but I'm going to tell you right now there's in order for me to say yes to the stuff that works I have to say no to the stuff that doesn't work right and see unfortunately we're it's easier for us to say

no to the things we have momentum saying no to right we're used to saying no to things that would be beneficial and we're used to saying yes to things often times that are not beneficial hence wherever you are that is where you will find [Laughter] yourself so let's decide that when we're presenting something to people and we're making an offer that we're talking to them about what they desire most and showing them how the thing that we have is going to get them they the fastest let's make sure we show them how doable it is

number one by our own example and then by the examples of the other people we've helped by the way but my what if I haven't helped anybody that's okay if the methodology that you're using using as help somebody you can use doability proof from that methodology why because there's nothing new Under the Sun so I didn't build my business based on my own success I didn't I didn't I didn't build my business based on a Harvard Business model I Bas I built my business based on King Solomon's business model I said I'm going to do

what Solomon did and I'm going to teach other people to do what Solomon did and guess what because principles don't care if I'm myON or Solomon or you they just work for me like they work for Solomon now I mean not to the tune of trillions of dollars yet but who knows who knows what God has in the works right and so what I'm saying is make sure you're talking to people about stuff they care about make sure you let them know that it's doable for them make sure you let them know that they're going

to be some discipline practices required right they're going to have to delete some priorities and there's the delay in the payoff like I've got to I've got such an efficient method of accomplishing this thing that the payoff is shortened here's what people want in in in the arena of money right they want Big Money free time day before yesterday right now you can't get it to them day before yesterday but the sooner you can get it to them the more likely I are to say yes here's what they want in the area of Fitness they

want the body of a superhero without having to spend their life at the gym and without giving up their favorite foods if you if you figure out that one out good luck okay so here here's what people want in with regard to relationships they want people want to have great friends people want to have a great they want to have a great intimate relationship with somebody they love like I'm thankful that I've been married to the same woman for 38 years and neither one of us look old enough to be married 38 years well she

doesn't look old enough to be married 38 years I look old enough to be married more than 38 years I know you thought it but you don't have to be so judgmental sheesh okay sheesh at least recently within the last five years nobody has asked me if she was my daughter but it h but it h but it happens a lot so it has happened more times in my life than I care even before I had a white beard anyway it is what it is what are you going to do um so so people want

the out they want to they want to know they can do it they want to know I mean they want to know that it's it you they want to know that you know what they want and you have the ability like here's here's how here's how you can tell it's easy for you to present in a way that makes your offer desirable because you've obsessed over your prospects problems more than they have and when you talk to them about it it comes out like oh this person knows they've obsessed over this like we did our

challenge last week it's so funny because we do a VIP experience when we do our challenge right so the VIP experience people get to ask me questions well platinums get to ask me questions so so when we do our challenge we have three levels so we have the we have the $97 level that's just the general admission people can watch me teach the challenge in a Facebook group then we have the next level which is VIPs VIPs get to watch the challenge but they also get to watch me answer questions for the platinums now the

VIP experience is $297 and then the highest level is platinum platinum's pay an extra $500 on top of VIP so they can ask me questions and we only allow 40 platinums cuz that's all the questions I can answer for the week right so they'll ask questions about all these different businesses some that I've never even knew existed and then they'll ask me a question about and then I'll give them an answer or maybe I'll come back they'll ask me about a book title and I'll give them an answer how does he do that oh my

goodness oh my goodness and people start freaking out when I'm answering these questions how does he know about all this random stuff okay for instance the first question in the last challenge was so Marin um and it um how it was it was it was a physics question it was really like um how do you overcome entropy in a an environment that where there's no absolute zero or something like that I'm like say what and so he went to and then when he went on to explain it that what he meant by that or a

perfect crystal in absolute zero so entropy canot exist in an arena where with a perfect Crystal at Absolute Zero I said okay so what does that mean and he said like if you have like um God is perfection absolute zero would be um a space where entropy can't exist anyway when I answered his question he was like oh my goodness that just changed my life I was like mine too bro right and so but when you obsess over people's problems this lady came and she had this book that she wrote for Abused Women and she

asked me what I thought about the title and so I don't have it in me to lie like at I I can't I can't sign the banana and be one a bunch I can't go along and get along I'm like I'm like she said well what what do you think about this title and I said do you want me to be like brutally honest she said oh yeah I Saidi hate it I hate it and um but I said I'll tell you what if you'll give me some time and if you'll remind me in the

Facebook group I will work on a title in my brain and my subconscious I'll let my subconscious go to work on it by tomorrow I have a really good title for you so the next day I gave her the title uh break break loose from abuse any woman's guide to um getting out of abusive relationships or something like that and she was just over the moon why why because I obsess over the problems of my avatar I obsess over be because I remember when I was in the shoes you are in if you're struggling financially

I know what that feels like all too intimately if you're not struggling financially you've had some breakthroughs but you're not like at that place where you've got Mo Financial momentum yet I've been you and so I obsess how do I help these people get past this point where I was in my life not so very long ago 9 years n years ago or 10 years ago for two years I'd been living on borrowed money for two years 10 years ago that's not that long ago and so I'm telling you all that to tell you if

you will get better at talking to people about their desires their doability like showing them that it's doable um showing them that the payoff is not delayed too far in the future letting them know that um they've got to have some discipline practice and they've got to delete some priorities you're honest with them if you will do that I promise you more people will say yes to your offers that's how you increase the perceived value of your offer because your offer only has two values it has intrinsic value does it really work if that's there

and you're not making sales all that other stuff I just talked to you about that's why people are not buying hope this helps stay blessed by the best and hopefully we'll see you on the next make more offers challenge