How to Build a $10K Offer in 10 Minutes

0:09You're listening to The Vault Unlocked, where the real secrets of success are revealed. Every episode, one founder, one confession, one strategy that created income scale and unstoppable growth. The code is cracked. The vault is open. And we have Jaune today. I said, okay, I'm ready. Yeah, you're ready. Yeah, yeah. Today we have Jaune here who is going to show us she is masterful at creating offers. Works with coaches, consultants, anybody that is selling a high ticket offer online. one of the biggest challenges that I have seen in the marketplace personally when working with six, seven, eight figure teams is they think it's the system.

0:52They think it could be a salesperson issue or this or that. What usually it comes down to in my eyes is the offer. Not even the copy so much is the actual offer. The right message to the right person to the right offer. When I know when those three things meet up, that's when it becomes powerful. That's when it becomes scale. A lot of people, we were talking about this early before we started, is you can have the fanciest funnels. You can have the most integrated systems. You can be spending money on all these teams and it still doesn't work because the offer is off. So today the master is here.

1:29We're not going to talk about it. We're actually going to go through it. We're going to build, cave on an offer, go through the steps by step because what was we said last time on the podcast you said how long does it take you you said 20 i said 20 minutes it takes people sometimes years months to try to figure out hey von i'm gonna build let's let's raise this i'm gonna build you one in 10 minutes maximum how's that raising the bar let's go okay cool let's get started okay so we got an offer you got an offer right who is your offer for if you don't know this yet let's say you you kind of think it's for for now okay yeah so let's talk about me right now so uh right now uh give a little bit quick history right usually my offer we were doing it was a full done for you integrated you know agency system where i would come in work with six seven figure so if you're doing 100k a month, we'd take you to a million dollar a month.

2:30But part of that was me actually hiring the salespeople, coming in your system, helping you with the marketing, helping you with the reporting, all of that, managing, recruiting, everything. So it was a lot of heavy, heavy lifting, a lot of service, service base. I'll be straight. I'm burnt out. I don't, I'm done doing all that work for these people because what's been happening is we've had situations where you You get them from a million, sorry, a hundred K to a million. They get sold. We get kicked out. You get them to a hundred. Like we had one situation. We worked with the zero. We took the guy from zero to a million dollars a month.

3:07After three years, he decides I want to retire. I'm done. But all the hard work, my team. So now my team is my sales team are sitting there. We're sitting there. Take it gone. Had other, you know, bad clients come in, get us to build it all. And then they say, I'm going to take it inside. after all the heavy lifting is done because as you know just like a plane taking off wait just a second you're getting people to a million dollars a month what what kind of profit is that that's yeah yeah yeah so the one thing that i do is like my the brand is kind of 100k to a million dollar a month profits anywhere i mean it's coaching it depends on all their back end right so uh we can be anywhere between okay not not a lot 10 percent for me but still still but if you're making a hundred that's true but if you're ah you see i just realized something i can get people to 100k at very very very very high profits not doing all that so they're almost making the same amount as making a million or 100k without ads yeah you know what i get it all it all depends like you know we talked like it like we had like i mean yeah it all it really all depends like you know we've had companies that are doing 40 i mean we're talking 40 profit's good if they're making a million that's 400k awesome fantastic yeah yeah oh for sure yeah okay so you have this thing do you still do this for some people so i'm now this is why i was like i'm i'm gonna like let's figure this i want to figure out uh how can i get how can i offer give an offer to people who need this but scale where it's not me having to come in and do all the heavy lifting but i can't come in and give the knowledge and let, and, and, and be the eyes.

4:55So the architect, AKA, how can I be the architect versus the technician? Now I have a question. If I create this offer for you and you like it, you might want to hire me for the rest of it, right? To build the, you know, to, to build this out. If. Isn't that funny? I'm pitching him on the podcast guys. Okay. So. Oh yeah. I love it. This is why I said this is going to be interesting because. Okay. So let me, okay. This is the deal. It's for, okay. So the who is coaches and consultants, is that it? It would be, yeah. My expertise is like coaches, consultants, anyone that's selling a high ticket, you know, five, 10, 15, 20.

5:33I got you. It's also my, but I do coach just so people know people that have lower high ticket and they've just started as well. Okay. So I get it. How much does it cost you per month to do these services for one client? All the manpower and everything. A lot. Like my margins are very small. How much are they paying you per month to do this? Oh, okay. So great. So on a decent average client pays me 50, 60K. All right. But I want to be very clear. Cut half that goes away. It goes to my closers. 50 % goes to my closers. so let's take easy number 50k client i now have 25k you know to play with but now i have all my operational business expenses so on 50k i might see if i'm lucky i see 10 12k okay but the amount of work i want to be very clear that i have to do to make 10 12k just does not make sense because i know i can sell a coaching totally i'm on i'm on your side i'm going to fix this.

6:44Okay. Yeah, I get it. That's why I never started an agency because coaching is so much a better model and all the agencies I know end up consulting. All right. So this is the thing. Now I'm getting it. All right. So we need to create a consulting slash coaching.

7:02It's going to be for coaches and consultants. I get that. That's my whole niche. Okay. So let's figure out what is the promise of what now let's, we're not going to build the offer yet. I first want to know, we're going to do it backwards. We got the avatar here. What's the promise? What it is, and you don't have to think about how you're going to do it yet. What do you want to give them but not do it all for them?

7:27The message or the promise? Just the promise. I'm going to, so let's pretend you don't know what the offer is. I'll tell you what I'm going to do, what happened. Okay, go on. I just need to know what is the result they're going to get from working with you? Yeah. I was going to say, I'm going to tell you it, but I know I'm just saying, you know, because I've been in this game no and not, what I'm going to do for them is not what they want because it's sell them what they need. You give them what they want. Right. So what's actually going to happen when they hire me is I'm going to come in and I'm going to, you know, I somehow figure out how to audit them without me having to be the person that sits in the seat and doing that.

8:04And in that audit, meaning AK, I'm going to look at every, their marketing and their systems, They're on all of that. And I'm going to find every hole in their business. If I don't find every hole, I'm going to find the two or three holes that is going to make them. Ideally, if they invest 10K, I'm going to give them 100 grand. I'm going to find you 100 ,000. So I'm going to 10X your investment in 30 days. I'm going to show you where you can do 30 days. 30 days. That's the promise. In 30 days, you are going to not scale because that's the wrong word and people are using that incorrectly. you are going to build their business in 30 days.

8:38You can't say how much. We don't know that. So you're going to build. You're going to, okay, you are going to get them more high ticket clients within 30 days. Correct. I'm going to help them unlock a hundred thousand new, sorry, you know, 10 X their investment in 30 days in their in business without more. Without more leads. Oh, you're not even really. So you're going to, what if, what if it's somebody that's a new coach and they don't have like a mailing list or anything? So I love that we're having this conversation. I'm not dealing with this. So if we needed to do new coaches, that's a different story.

9:11I don't actually want to deal with new coaches, to be honest with you. I really do want to stick with the people that are doing, I say 100 grand a month, but at least they're doing 50, 60, 70K months. They're established. These are new established businesses. They're doing at least a million a year. These are people like me, or more even. All right. So you are going to do an audit, first of all, and you're going to figure out how you're going to find money without doing any lead generation. Yeah? Okay. How are you doing that? You're going to do it like looking at their email list and mainly? Exactly.

9:49I'm going to look at, I love it. I'm going to look at, well, my expertise is first look at their sales team, right? So if they had like, again, these people have sales teams, uh, 100%. Uh, and I'm going to be looking first at their like close rate like what's the show up rate what's the close rate what's the or uh um appointment average you know order value let me show me your dashboards how do you know how many sales that are coming how do you know like all of this stuff show me your crm once we look at that how many people do you have in your crm okay what's the messaging okay what's like what what you know when someone books a call what happens where's he where's you know we look at all of that and 99 % of the time, it's never great.

10:30I have something you're going to cry when I tell you this. I'm my salesperson. I'm the person that brings in the money, all of it, because it's just so much easier for me to sell and it's pretty high ticket. I don't love the closures that I hired in the past. I just didn't like that commission breath. Well, that's because, okay, so this is why, okay, I want, I need, I think this is so important for you to understand this and like anybody listening that's in your position to understand this. Because I've been doing this for 10 years. We've done, my agency, we've done over 375, I want to be like, I'm not just putting numbers out there.

11:08375 verified million dollars, okay, with all my clients. I've worked and hired and built over 100 different sales teams. I was part of a – I co-founded a company, 0 to 38 million. And I'll tell you this, working with all these coaches, all these people, they always think it's the closer's fault. And it's like it's not, and it is. And let me tell you why I say it's not, and it is. It's not because you didn't set up the right system and have the right sales process for a closer to succeed in. What you did, what most sales, what most, oh, you're getting me all fired up now. What most coaches and consultants do is they look at the closer as their savior.

11:54They think if I bring in a closer, my life will change. And if you're waiting for a salesperson, I don't care how good they are, you bringing me in solely as a salesperson to solve your problem, you're going to fail because I've never built or seen a business win because you brought in one hot shot salesperson. And that's where it's fun because you have people out there. I'm not going to, I'm not going to mention names, but Shush Morgan who are saying, I'm going to give you a setter and I'm going to give you a closer or you don't pay. And he's, they're selling it out there. Like everyone's like, Oh, that's all I need to fix my business.

12:31And it's like, no, that's actually going to probably distract your business. I've had the same argument with coaches for six years now. They're like, I just need to plug in a closure. I'm like, actually, you know what you really need to do? You need to sell your own stuff. That's what you need to do is sell your own stuff. Yes. Okay. So now we're talking about different levels. So that, that level there, I want to, I want to add this because of the expertise in there. I tell that, that that's a lower level, like not lower, that's a newer business like person who's still not like, I'm scared of selling myself.

13:03My simple question is, if you can't sell it, no other closer can. Because the best salesperson I should be able to sell your offer is you. Now, you don't have to sell it forever, but you've got to sell the first 20, 30. And if you can't sell the first 20, expecting an outside party to sell you, it's broken. Which we do know then comes to your expertise, that offer is broken. it. If they, if they can't sell it or they don't believe that they can sell it, that means they don't even believe in what they're offering. And they're in the wrong business in the first place. I could give you a virtual hug right now because I've been saying the same thing for years and years and years.

13:41And they go, I don't need you, John. I just need to plug in a closer. I'm like, you don't even know how to sell your own stuff and your author sucks. So let's go back to your offer. So, so this is the challenge. If you say to them, I'm going to come in, I'm going to consult you and I'm going to piss you off and I'm going to look at everything you're doing wrong. I, you know, indirectly, I'm saying this, right. And like, and like I was playing along with the messaging this week was just like, you don't bring me in to feel good. You bring me in. I won't use the word to scale, but you bring me in because you want to make revenue.

14:11You want to feel good. You're not go to Tony Robbins, go get slappy tappy. Tony Robbins will give you that. You're not coming. I'm giving you hard truth and the hard truth, which is you don't want to hear. It starts with you as a business owner. Cause you are a direct reflection of the results you get. And the reason you're not at a million dollars a month is because your identity is not a million dollars a month because your identity isn't there. You're not operating there. You don't have the systems. You don't have the places. So you'll never get there. I'm going to show you after$375 million and working hundreds, the right systems you need in place.

14:42So when you go get a closer, guess what happens? You don't need a 10 out of 10. But you were telling me, you were telling me that you had a client at one point who the offer was so bad, they couldn't sell it it's the offer was just so bad well i've had i've had okay no i think i was telling you this case no so the my latest story i working with this this new client of mine doing about she was doing about 50 60 at the sales level and the company like so webinar low ticket was another 40 so they're around on average 90 to 100 000 a month now this is going to okay just a minute without ads without ads little ads awesome mostly mostly uh youtube channel she the one thing she did i'll tell you this the one like undeniable is she did the opposite she built the audience first so what does that mean she went and got all the pr position herself as the expert the stages the books, all of that.

15:47That you couldn't change there. She's done everything she could right there. She's just organic and then a little bit of ads and she doesn't know. She thinks she knows. She has no idea how much is coming from ads versus organic again. What I will come in and be like, you don't scale if you don't know that. Because I had one other client, side note, who was spending $90 ,000 a month on ads to find out But we're making, you know, making$500 ,000,$600 ,000. So you'd think that makes sense. When they actually got the right reporting in and got the right metrics. He was losing money. Got the right data in.

16:27The$90 ,000 was less than 10 % of our sales. So what was it from? The rest of our sales. Oh, you're kidding. He didn't even know. He didn't for two years. Not even worth doing the ads. it's no you in that case no but no the question is is like oh my god you're willing to spend that let's go leverage the shit out of that let's go fix your message let's go so so this one this other one that i was just talking about before i i wanted you to know this because it's insane she was selling i mean i could say she was selling x and y i want i want you to understand how the dichotomy was just insanity. Imagine I was selling you, I'm trying, because I don't want to give, I can't give it too close.

17:18Imagine you came to me and you said, Kayvon, I'm a business owner and I need you to just hire me a salesperson. Okay? So I'm saying I will give you a salesperson, book a call, but my team is selling you, no, no, no, no, you don't need a salesperson. You need to know how to be a business coach. Let's show you how to be a business coach. Of course. like completely opposite. Would you agree? Like, like, like, like, so what was the, what's the person doing? More or less she's a coach. She was, she was, she thought she was like, I was like, yo, you have all these people coming in that want X, but you're trying to sell them Y we need to sell them X, sell them why they're here.

18:08They're not ready for why. Why comes later? She was selling some sort of manifestation, manifesting and mindset. That's not what they needed. Is that it? They all want to sell the manifestation, right? I know what you're saying. I'm going to put it this way. Okay. So imagine somebody is, I'll just say, she works with people who are dealing with narcissists and going through a court battle. and she's one of the best in the world at this. So the people that are coming through the funnel are like, I'm beaten down, I'm hurting, I'm losing my kids. The court system's not listening to me. The lawyers are not listening to me.

18:54Hey, I was X. I'm gonna show you exactly how you need to set yourself up for success. That's a great offer. How to handle this. How to, oh, it's phenomenal. Phenomenal offer and why blah, blah, blah. but they would get on. And so, you know, that person is very, I want to explain that person is at survival. They're there. They're not. They just want help. They're just, I need to like, they don't need woo woo. It's not about we're going to make you a bet, but they would get on and they were selling them a business coaching offer. Meaning let us show you how you can help other people. That's insane.

19:31That is, that is like going to, that's like going to a divorce lawyer. and they say, actually, we're going to get you some babysitters. That's 100, 100. Thank you. Okay. Okay. That's insane. Okay. Let's move on because. So I come in. I'm the guy that comes in and goes, and you're making 100 grand. So they must be all very unhappy. Okay. Let me show you how you're going to make a million. Let me show you how you're going to make a million. Okay, but the thing is, isn't every single client wanting a refund at that point? From her. From me? No. Oh. yeah and guess what the refund right this this is why i'm saying to you i yeah okay because she was getting a billion refunds you don't need more she wasn't making a hundred k because they're all getting refunds so she was not making a hundred well no even after refunds some people thought okay i love you so much i actually needed that help but okay i'll become a business coach that's hilarious she must be very very persuasive well she was i tell you she has everything she has the branding but she herself and here's the great thing is I want to be very clear she wasn't doing this on purpose like she wasn't like there was no one manipulating like she just she didn't even know this was happening she had no idea what like you don't know you don't know you're like because she didn't take time to slow down and actually lift go underneath the hood that's what I do the architect I go under the hood and go okay let me understand everything let me know who and like to find out too like her not only she's making this money, the closers on the team were not good.

21:07Those are the first time in history where it was a closure issue. Okay, no, sometimes it is, but I'm just curious. Somebody sees an ad and says, oh my goodness, I'm going through a court case. I want to hire that lady, right? And then they come in and she's teaching them business coaching. How could she not know that her offer was not what she's giving? I mean, how could she not know that?

21:33it's a little bit more conglomerate than that, but let's move on. I want to build you an offer. Let's go back. So let's get, okay. So the thing is you want to be now you're still doing this all done for you. You're still doing, that's what you're doing. I can't get out of it. I'm stuck. I keep getting caught into it and it's like, I got you covered. I got you covered. Okay. This is, this is why it'll be all right on the night. Okay. So this is the deal. You want to ease out and you can't do it overnight because you can't just stop what you're doing and you can't say, I'm not working here anymore.

22:07So you want to ease out of this offer slowly by offering something else in the future. And eventually it will weed out until you just have a few. Okay. And then you will. Yeah. So I'm at that point. I want to be very clear right now, just so everyone understands. I'm at that point right now. I got my three clients that are now being ran by my managers, I'm done. I am not bringing on any more clients like that. I'm now going, how do I take all these years of information and be able to do it at a level of scale? Okay. So this is what you need to do. You need to create a coaching business now out of this.

22:45And you need to make sure that you aren't going to be actually doing that, but you need to start getting a stable of people. You got to look at every single operation that happens. Okay. There's you. You're going to be the coach. Okay. And then you're going to say, okay, what else do we do for them? Okay. We have closers. So we are going to point them in the direction of these good closers. Now you've got you and I'm just going from one to the other closers. And then you've got maybe some content people and, you know, I'm not going to go through it all, but I know you have many, many, you have many functions that you need to list out in a list.

23:19Have you done that before? You have, right? Good. So you have your list and you just say, okay, I'm going to be the coach. slash consultant. I'm going to also hire other coaches that are going to handle these places because you don't want to do all the coaching because that's also a trap. Okay. So you're going to get, and it could be people on, by the way, the people on your team can be those coaches because they work with you and they know what you're doing. So you can actually make all of your service providers that you have in-house, I'm guessing, right they can now if they can can do this they can now be the coach of that particular thing operation that needs to be done so now you're shifting all of the service providers to our now coaches and consultants in your coaching team does that make sense okay and then you're you're like my three you're saying i'm shifting the three managers i have into coaches because they Hey, see, then you don't have to teach people your system.

24:20You already, already know it. So you're saving so much energy and time, not training all these other new people on this is the system and this is what we're doing. We already know what we're doing. You all, do you want to be consultants in my coaching business? They're going to say, yes, heck yeah. And you're all sharing the coaching and it's a group coaching program. So here's the offer. Group coaching program. I'm thinking you're going to need probably six months if people are going to like have to get help to do it themselves. Am I correct?

24:57Oh, if you're consulting on them doing that themselves with help of plugging people in, or is it a year? No. Okay. So I don't want to make sure you're saying if I hire somebody, if I bring someone on and. And say I'm a client and you don't want to do it all done for you, but you're going to now get, and this, this needs a bit of building. Yeah. I would say, I would say this, depending on their speed, like I have people that operate quick and then ones that make excuses. I can do it 60. I would say this is truly 90 days. Then we're going to make it six months for people that have life happening and children.

25:38So we're going to say six months because 12 weeks is not a lot of time. I have a 12 week. It's my accelerator. So you're going to say six months, but in your marketing, I'm not even talking about the marketing. Let's not even go there. Let's just build the offer. Okay. So we now have a six month because then it gives builds in time where people have to get things done and they might not be where some people are. Now this is the beauty of this offer. You can now do the six months and these coaches don't even need to be that far ahead anymore because you're not doing it all for them. So you now opened up your market to coaches that maybe aren't just starting but aren't at 100K months because it's still going to work.

26:20So now we've opened the market up. Now there's more market. Make sense? Because now you're not doing it all for them. So I'd say it's got to be six months. Give people time. You're going to do a group. This is the offer. The group, one-on-one offer. Group, you're going to have, I don't know, you work that out. I can work with you on that if you want, because I know how to do this down. But let's just say it's group. We don't know how many sessions per week yet, but there's going to be some sessions a week with different people coming in and they turn up on the group. And then they're going to get a certain number of one-on-ones because people really need that.

26:56And that's what makes it a grand slam offer is some one-on-one. Okay. So somebody is going to do that big first one to do the audit. And it's funny you said that because each coaching offer that is good always has an audit one-on-one at the very beginning of working together. Okay. So somebody get, they get a one-on-one audit, they get various group. I don't know exactly how many, all right. It's six months. And basically the promise is we're going to help you set up your business to get to 100k months, not million. 100k months. Why? Because most people aren't at 100k months and they would die to get to 100k months.

27:38And it's going to be very hard for you to get them to a million when you're not doing everything yourself. Agreed? So the goal is 100k months and beyond. I'm just giving you some marketing copy ideas as well, which I don't normally do, but I like you, Kayvon. Okay. So that's the offer. Now the offer, that's a great offer. Have I heard something sort of similar? Yes, but they're not as good as, no, no way. I'm not done yet. I haven't finished with the offer yet, Kayvon. Patience, man. So now we're going to go through the problems of this offer because I just created an offer on purpose. It's not done yet on purpose as a learning thing.

28:18Good offer, but it's not good enough yet. Why? Because it sounds a little similar to other offers that I know of. Okay. So what you need to do is you need to make it an offer that nobody's, I'll tell you, there's this person that's famous. I won't mention names and they have a similar kind of offer. It never works. Okay. Even though he has a good name, never works. Most people that work with them go, oh yeah, it's definitely not what I thought it was. He makes tons and tons of money. Good guy. you know who it is. But it never works. And everybody's like, well, I did get good sales and he's teaching them how to close.