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Chapter 1: What is the main topic discussed in this episode?
Welcome to episode four of $100 million offers. In this episode, we'll be covering the thought process behind making a Grand Slam offer, value offer part one, and value offer part two. It was such an in-depth, meaty chapter. This is the meat and potatoes.
Chapter 2: How does Alex define a Grand Slam Offer?
This is where the rubber hits the road. This is where you actually make something that people cannot say no to as soon as you show it to them. I hope you enjoy and use it. Chapter eight, value offer, the thought process. If at first you don't succeed, try, try, try again. Thomas H. Palmer, teacher's manual. I want to do an exercise with you right now.
I want to show you the difference between convergent and divergent problem solving. Why? So that you can actually create the grand slam offer that will become the cornerstone of your business.
Chapter 3: What are the steps to identify dream outcomes?
Convergent and divergent thinking. In simple terms, convergent problem solving is where you take lots of variables, all known, with unchanging conditions, and converge on a singular answer. Think math. Example, you have three salespeople who can each take 100 calls per month.
Chapter 4: How can problems be transformed into solutions?
It takes four calls to create one sale, including no-shows. You need to get to 110 sales. How many salespeople must you hire? Deduced information. One salesperson equals 100 calls. Four calls equal one close. 100 calls divided by 4 calls per close equals 25 closes per 100 calls. 25 closes per rep. 110 sales total divided by 25 sales per rep equals 4.4.
Since you can't hire 4.4 reps, you decide you must have 5. And since you have 3, you hire 2 more. Math problems are convergent. There are a lot of variables and a single answer. We are taught all our lives in school to think this way. That's because it's easy to grade. But life will pay you for your ability to solve problems using a divergent thought process.
In other words, think of many solutions to a single problem. Not only that, convergent answers are binary. They're either right or wrong. With divergent thinking, you can have multiple right answers, and one answer that is way more right than the others. Cool, right? Here's what life presents us for divergent thinking. Multiple variables, known and unknown, dynamic conditions, multiple answers.
As such, I want to do an exercise with you right now that will engage the part of your brain that you will need to use in order to make something magical.
Chapter 5: What is the significance of convergent vs divergent thinking?
I call it the brick exercise. Don't worry, it will take 120 seconds. The brick exercise. Right now, I want you to set a timer on your phone for 120 seconds. What you need to do, think of a brick. Write down as many different uses of a brick as you can possibly think of. How many different ways could a brick be used in life to provide value?
Ready? Go. It's okay to write in the book or write on a notepad on the side. All right, stop. Now, before I show you my list, did you consider the following? How big is the brick? A tab of gum, three to five by eight, two to one by four,
Standard, two feet by two feet by six feet. What's the brick made of? Plastic, gold, clay, wood, metal. How's the brick shaped? Does it have holes in it? Does divots for interlocking? Now, as you think about that, can you think of even more uses for the brick than you probably wrote down? Well, here's my list.
Paperweight, doorstep, building things, home for a fish in a fishbowl, plant holder with dirt holes, hold brick, as a trophy, painted brick, rustic decoration, to break a window, make a mural, tiny bricks painted.
a weight for resistance training, a wedge under an uneven platform, pen holder or hold brick, children's toy, Lego bricks, flotation device, plastic brick, payment for goods, gold brick, stabilizer for leaning against something, retainer of value, holder for flagpole, hold brick, a seat, jumbo brick. Every offer has building blocks, the pieces that when combined make an offer irresistible.
Our goal is to use a divergent thought process to think of as many easy ways to combine these elements to provide value. So if I were selling a brick, I would find out what my customer's desire was, and then devise how many ways I would create value with my brick. Now let's do it for real.
Chapter 9. Value Offer Creating Your Grand Slam Offer Part 1.
Problems and Solutions A-B-C, easy as 1-2-3, ah simple as Do-Re-Mi. Michael Jackson, ABC. When I started my gym, I struggled. I wanted so deeply to be successful, prove my dad wrong about my decision to start my own business, and prove to myself that I was worth something. But try as I did, I couldn't even sell people into a $99 a month bootcamp. People would say LA Fitness is $29 a month.
This is expensive. I even tried getting people to start for free. They said they wouldn't bother because $99 a month afterwards was still too much, and they didn't want to start something they couldn't continue with. It's a new level of frustration when you can't even give your services away for free to people. I felt worthless, and I didn't know what to do.
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Chapter 6: How do you create a compelling value offer?
If you just prefer listening to Audible instead of podcasts, you can do that too. But just figured I'd let you know. Chapter 10. Value Offer. Creating Your Grand Slam Offer Part 2. Trim and Stack. Cut, cut, cut. Friends to Rachel Green in Friends. I divided this chapter into two parts because it's the meatiest section in the book. It's also the most important.
Without a valuable product or service, the rest of the book won't be as actionable. We just covered all the problems we're going to solve. The second half of making your offer is breaking down tactically what we are going to do or provide for our client. In theory, we'd all love to fly out and live with our customers to fix their problems. In reality, that wouldn't make a very scalable solution.
We need our offer to be incredibly attractive and profitable. That being said, if this is your first Grand Slam offer, it's important to over-deliver like crazy. Maybe flying out isn't such a bad idea in the beginning. Make some sales, then think about how to make it easier for your clients. You want them to think to themselves, I get all this for only that?
In essence, you want them to perceive tremendous value. Everyone buys bargains. Some people just buy $100,000 things for only $10,000. That's where we want to live. High prices, but a steal for the value, like hopefully this book has been so far. Sales to fulfillment continuum. Something that is easy to sell is typically hard to fulfill.
Most things that are hard to sell are typically easy to fulfill. In order to best absorb the notions of trimming and stacking, we need a mental reframe. Enter the sales to fulfillment continuum. Whenever you are building a business, you have a continuum between ease of fulfillment and ease of sales. If you lower what you have to do, it increases how hard your product or service is to sell.
If you do as much as possible, it makes your product or service easy to sell but hard to fulfill because there's more demand on your time investment. The trick and ultimate goal is to find the sweet spot where you sell something very well that's also easy to fulfill. I have lived by the mantra, create flow, monetize flow, then add friction.
This means I generate demand first, then with my offer, I get them to say yes. Once I have people saying yes, then and only then will I add friction in my marketing or decide to offer less for the same price. Practicality drives this practice. If you can't get demand flowing in, then you have no idea whether what you have is good.
I'd rather do more for every customer and have cash flow coming in than optimize my business but have zero cash flow coming in after and have zero idea about what I needed to adjust to better serve my customers. Here's a perfect example to drive this home. When I started Gym Launch, gym owners reached out asking for help. They needed so much help, I didn't know where to start.
But I wanted to make sure they got more than what they paid me. So here's what I ended up doing to fill their gyms. I would fly out to their gym for 21 days, spend my own money on hotels, car rentals, eating out, advertising, generate the leads, work the leads, then sell for them. I would even do the first onboarding meeting with the clients to get them started. In short, I did everything.
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