The Affiliate Machine — Strategic Knowledge Base

Purpose: The complete brainchild, mindset, and strategic approach behind the Affiliate Machine.
Use case: Onboard new clients. Brief an agent. Build an affiliate campaign from scratch.
Published: July 2026

Table of Contents

  1. Core Philosophy & Positioning
  2. The Offer & Pricing
  3. Case Studies
  4. Outreach Frameworks
  5. Content & Education
  6. Operations & SOPs
  7. Agency Beta Program
  8. Philosophical Foundations — Jay Abraham
  9. Traditional Affiliate Marketing — Amber Spears
  10. YouTube Transcripts

1. Core Philosophy & Positioning

Brand Voice & Copy Base

AFFILIATE MACHINE — BRAND VOICE & COPY BASE

The source of truth every flyer, email, DM, page, and issue pulls from · July 2026

1. THE POSITIONING WEDGE (the whole business in one paragraph)

Affiliate marketing built the online economy. ClickBank, Agora, the supplement brands you see everywhere: most of their growth came from partners sending customers, not from ads. There are agencies whose entire business is placing trained affiliate managers inside those brands, and they've been doing it for over a decade. It works.

But all of it was built for national brands selling online. Nobody brought it to Main Street.

The solar company has roofers and electricians in the same houses. The HVAC shop has plumbers and realtors touching the same homeowners. The men's health clinic has gyms and barbershops with its exact patients sitting in the chair. Same opportunity the big DTC brands industrialized years ago. Zero infrastructure to capture it.

That's the business: affiliate marketing, brought to local business.

2. THE ONE-LINERS (pick by context)

3. THE VOICE (five rules)

  1. Owner-to-owner, never marketer-to-prospect. Fifteen years of running a business talking to someone running one now. "Here's what I'd do," never "unlock growth."
  2. Concrete nouns beat abstractions. Not "strategic partnerships" — the roofer, the barbershop, the gym down the street. Not "attribution infrastructure" — a QR code on the counter and a promo code the front desk types in. If an owner can't picture it, rewrite it.
  3. The industry does the persuading. We're not inventing a gimmick; we're porting a proven channel. Say what the big brands do, then say nobody brought it here. That's the argument.
  4. Numbers over adjectives. "Ten partners, ninety days" beats "explosive growth." Every claim we make is either their number or our structure — never an invented result.
  5. Warm contrarian. The villain is rented attention and unmeasured goodwill, never the owner. Ads aren't stupid; they're just the expensive default. Networking isn't dumb; it's just not a channel.

4. WORDS THAT LAND / WORDS THAT KILL

LAND KILL
affiliate program · the channel · partners strategic alliances · JV · synergy
tracking link, QR code, promo code attribution infrastructure
who sent you that customer? referral source analytics
the gym, the roofer, the barbershop complementary local businesses
they get paid when it works performance-based compensation model
your first ten initial partner cohort
the leaderboard partner performance dashboard
we hop on and help them send it campaign enablement support
you own it you'll have access to
affiliate manager, placed on your business fractional resource allocation

Banned everywhere: unlock · 10x · synergy · leverage (verb) · transform · game-changer · disrupt · revolutionize · "scale your" · guaranteed (as a bare adjective — state the structure instead). No em-dashes in outbound copy (email, DM, SMS). No medical claims in health verticals: consults booked and memberships started, never outcomes.

5. HANDLING THE WORD "AFFILIATE" (the one objection baked into the name)

Some owners hear "affiliate" and think coupon sites, spam links, and influencers with fake followers. Address it in one line, then move:

"Not the coupon-site kind. The barbershop three blocks from you with your exact customers in the chair, with a link that tracks what he sends and a check when it works."

If they still resist the word: call it the partner program or the referral channel in that account's materials. The mechanism is what matters; the label is a preference. (This is also why the newsletter has six name options.)

6. THE PROOF STACK (what we may and may not say)

May say: the affiliate channel is decades old and enormous for online brands · ClickBank, Agora, and the big supplement brands grew on partners more than ads · entire agencies exist to place and train affiliate managers inside those brands · this model is proven, just never localized · our own structure (10 partners in 90 days, 2× the build fee, or we keep working free) · anything a client of ours actually produces, with permission.

Never say: another company's client results as if they were ours · any specific brand as "our client" unless they are · invented percentages, invented averages, "clients typically…" · medical outcomes.

The honest sentence that does the work: "There are agencies who do nothing but build affiliate programs for national brands, and they've been at it for over a decade. Not one of them is calling the HVAC company in your town."

7. THE OFFER, STATED CONSISTENTLY (memorize this block)

$4,000 to start — the build, your first month, and a dedicated go-to-market affiliate engineer placed on your business. $2,000/month after — that engineer, the campaigns, the strategy, and our management of all of it. Plus a flat commission per customer the program sends you. We only win when your partners produce. The promise: ten signed affiliates and double your build fee back in attributed revenue inside 90 days, or we keep working free until you have it. You keep the program, the partners, and the tracking either way.

8. THE FOUR-STEP STORY (the spine of every asset)

  1. We build it — program, links, QR codes, promo codes, portal, leaderboard. Two weeks.
  2. We recruit — your first ten affiliates, by us, from the map of everyone already touching your customers.
  3. We run the campaigns — written for each partner with their links already in them, and we hop on and help them send it.
  4. You get customers — referred, pre-sold, and tracked to the partner who sent them.

9. THE CONTRAST TABLE (the clarifying device — use it often)

Ads Networking An affiliate program
Who carries your message A platform, to strangers You, one handshake at a time Trusted local businesses, to their own customers
What it costs Rising monthly, regardless Your time and breakfasts A commission on results
Tracked Yes, but rented Not at all Every link, code, and customer
Compounds No Rarely Yes, partners recruit partners
Who owns it The platform Nobody You

10. THE VERTICAL SWAP (one file, many markets)

Public copy says "local business." Each vertical gets its own edition where we swap: the partner types, their word for a customer, and one industry-specific pain.

Vertical Partner types Their word The pain that lands
Solar roofers, electricians, realtors, remodelers, pool builders, HVAC install, site survey shared leads sold five times, brutal CPL
HVAC plumbers, roofers, realtors, home inspectors, property managers, insurance agents job, replacement lead platforms, seasonal swings
Men's health gyms, BJJ academies, barbershops, chiropractors, med spas, golf clubs consult, membership ad accounts flagged, everyone selling the same thing
Med spa salons, boutiques, gyms, wedding vendors, dentists appointment, package discount-hunters from ads
Gym / fitness chiros, physios, nutritionists, sports shops, employers member churn, February cliff
Roofing insurance agents, realtors, gutter/siding, property managers job storm-chaser competition

11. THE ASSETS THIS BASE FEEDS

Flyer (one-page, vertical editions) · the deeper one-pager (two-page) · cold email framework (10 angles) · LinkedIn messaging framework · newsletter framework (6 name options, 12 issues) · three case studies (solar, HVAC, men's health) · the VA/affiliate-manager SOP · the logistics runbook · the offer plan. Every one of them pulls its language from this file. When something reads off, fix it here first, then push it down.

The Positioning Wedge

Affiliate marketing built the online economy. ClickBank, Agora, the supplement brands you see everywhere: most of their growth came from partners sending customers, not from ads. There are agencies whose entire business is placing trained affiliate managers inside those brands, and they've been doing it for over a decade. It works.

But all of it was built for national brands selling online. Nobody brought it to Main Street.

2. The Offer & Pricing

The Affiliate Machine

Affiliate marketing, brought to local business.

The channel that built the online economy, run for the business on the corner.

The opportunity nobody in your town has taken

For twenty years, the biggest online brands have grown the same way. Not ads. Partners. ClickBank, Agora, the supplement companies whose names you see everywhere: most of their growth came from other people sending them customers and getting paid when it worked. The channel is so established that entire agencies exist for nothing but placing trained affiliate managers inside those brands. Hundreds of them have been placed. Programs have gone from a hundred thousand a month to millions.

All of it was built for national brands selling online.

Not one of those agencies is calling the HVAC company in your town.

Which is strange, because the local opportunity is more obvious. The solar company and the roofer are standing in the same houses. The clinic and the gym are serving the same men. The med spa and the bridal boutique are talking to the same woman about the same wedding. Everyone can see it. Nobody has the infrastructure to capture it, so it stays a handshake that dies in three weeks.

That is the entire business. We bring the affiliate channel to Main Street.

Three ways to get a customer

Ads Networking An affiliate program
Who carries your message A platform, to strangers You, one handshake at a time Trusted local businesses, to their own customers
What it costs Rising monthly, regardless of results Your time and a lot of breakfasts A commission, only on results
Tracked Yes, but you are renting it Not at all Every link, code and customer
Compounds over time No Rarely Yes. Partners recruit partners
Who owns it The platform Nobody You

Ads are rented attention. Networking is hoping. An affiliate program is the third option: a system, with names in it, with numbers on it, that you own.

What we actually build

01 · The program. Your affiliate program stood up in two weeks: tracking links for every partner, QR codes for counter cards, promo codes the front desk can type, a "who sent you" field on your intake form, a partner portal, and a live leaderboard. Four ways to catch a referral, because the barbershop referral does not always click a link.

02 · The first ten partners. We map every business in your market already touching your customers, score them, and go recruit. Not a list handed to you. Signed, onboarded partners with their links in hand. That is the guarantee, not the goal.

03 · The campaigns. Every month, every active partner gets a kit: email written for their list, texts written for their phone, social posts, counter cards, all with their tracking already in them. Then the part that makes it work: we hop on and help them send it. Most local businesses will never get around to it alone. We do not let that be the reason your program stalls.

04 · The management. A dedicated go-to-market affiliate engineer is placed on your business. They recruit, onboard, produce the campaigns, audit the attribution every week, run the payouts, and keep every partner warm. This is a real job in national brands. Nobody hires it locally, which is exactly why the channel sits empty in your market.

What it costs

$4,000 to start. The build, your first month, and the placement of your dedicated affiliate engineer. $2,000 per month after. That engineer, the campaigns, the strategy, and our management of all of it. Their salary is inside that number. Plus a flat commission per customer the program sends you. We only win when your partners actually produce, which is the point.

The promise

Ten signed affiliates and double your build fee back in attributed revenue inside 90 days, or we keep working free until you have it.

You keep the program, the partners, and the tracking either way. It is your asset. If we walked away at day 91, it would still be sending you customers.

Why partners say yes

They already send people your way for free. What they have never been offered is a reason to do it on purpose: a commission when it works, or a perk when they cannot take a fee, plus assets that make them look good to their own customers and a number that shows what they produced. Recruiting gets easier every month, because nothing recruits partner number eleven like partner number three getting paid.

The first 90 days

Weeks 1 to 2: the build. Program, tracking, portal, leaderboard, the partner map for your market. Weeks 2 to 5: recruitment. Ten partners signed and onboarded. Weeks 4 to 8: the first campaign wave, the first referred customers, the first payout run. Weeks 8 to 12: the second wave, co-promotions in both directions, the leaderboard doing its work. By day 90 you are looking at attributed revenue against the guarantee, and a channel that keeps compounding.

Who this is for

Local businesses with a real customer base and a market full of adjacent businesses: solar, HVAC and home services, men's health and med spas, gyms, roofing, pest control, landscaping. Owners who can handle more customers and would rather have them arrive pre-sold by someone they trust than shop them on price from an ad.

Not for: anyone wanting ads managed, anyone who cannot take on more work, or the direct competitor of a business we already run a program for. We only build one program per category, per market. The gym only points one direction.

Want to see your map first?

Book twenty minutes. Before we ever talk, we build the full map of the businesses in your market who should be sending you customers, and we walk it with you on the call. Run it yourself or have us run it. It is yours either way.

justin@usingaitoscale.com · usingaitoscale.com

Owned Audience · Using AI to Scale

The One-Pager Flyer Text

FOR LOCAL BUSINESS OWNERS

We build you an affiliate machine. The big online brands have grown on affiliate partners for twenty years. Nobody ever brought it to Main Street. We build you the program, recruit your first ten partners, and run their campaigns for them.

T H R E E W AY S T O G E T A C U S T O M E R ADS NETWORKING AN AFFILIATE PROGRAM Who carries your message A platform, to strangers You, one handshake at a time Trusted local businesses, to their own customers What it costs Rising monthly, regardless Your time and breakfasts A commission on results Tracked Yes, but rented Not at all Every link, code and customer Who owns it The platform Nobody You

HOW IT WORKS

01 02 03 04 We build it We recruit We run the campaigns You get customers Your affiliate program, tracking We go get your first 10 affiliates Emails and texts written for each Referred, pre-sold, tracked to links, QR codes, promo codes, ourselves. The gyms, the partner with their links already in the partner who sent them. partner portal and dashboard. barbershops, the roofers, the them. We hop on and help them Every sale attributed. Nothing Live in two weeks. advisors already sitting on your send it. left to guesswork. customers.

What you actually get → A dedicated go-to-market affiliate engineer placed on your Simple pricing business → The full partner map for your market, scored and prioritized $4,000 to start → Your first 10 affiliates recruited, signed and onboarded The build, your first month, and the placement of your dedicated → Monthly campaigns built and sent for every partner affiliate engineer. → Link, QR, promo code and front-desk tracking on every referral → A live leaderboard your partners compete on $2,000 per month after → Payouts handled, audited weekly, and celebrated Your engineer, the campaigns, the strategy, and us managing all Their salary, the campaigns, the strategy and our oversight are all of it. included.

                                                                                  Plus a flat commission per customer the program sends
                                                                                  you. We only win when your partners actually produce.




                                   Ten signed affiliates and double your build fee back in attributed revenue inside 90 days —
   10 partners.                    or we keep working free until you have it. You keep the program, the partners and the tracking
   90 days.                        either way.




                                                                                                                    justin@usingaitoscale.com

Want to see your partner map first? usingaitoscale.com Book 20 minutes. We'll build the full map of who should be sending you customers before we ever talk, and it's Owned Audience · Using AI to yours either way. Scale

3. Case Studies

Men's Health Clinic

T H E 9 0 - D AY P I C T U R E · M E N ' S H E A LT H C L I N I C

15 partners. 58 showed consults, 24 memberships. Stonebridge Men's Health · Charlotte, NC · TRT, peptide and hormone programs, cash-pay membership, 2 providers, 6 years in business. Every gym, barbershop and BJJ academy within three miles had his exact patient in the chair, and he had no relationship with a single one.

9 0 D AY S L AT E R

       15                           10                           19                           58                            24                     ~$27.6k
  partners signed                  actively                    campaigns                 attributed showed              memberships                   first-90-day
 (12 cash, 3 perk)                 sending                       sent                          consults                   started                  revenue, recurring

Where they started What we built His best members came in warm, somebody at the gym or a guy at the barbershop, and that channel was completely unmanaged. Nobody ✓ A named engineer placed on the account, not a ticket queue tracked, nobody thanked, nobody compensated, and the front desk had ✓ Tracking link, QR code, front-desk promo code and a "who sent you" no field to write it in. The referrals that built the practice were the only field on intake ones he could not count. ✓ A perk tier for partners who cannot take a cash commission Ads got worse every quarter: higher cost per consult, more no-shows. ✓ The first ten partners recruited, signed and onboarded Three gym-owner lunches produced warm handshakes and nothing ✓ Monthly campaign kits per partner, with the assist call else, because there was nothing to hand them. ✓ Weekly attribution audit and the payout run

W H AT A C T U A L LY M O V E D T H E N E E D L E

→ Recruiting is the whole first month, and it is not the owner's job. Ten signed partners in 33 days happened because someone was paid to do nothing else. → A partner's message to his own people beats his public post every time. 17 consults from one member email; 9 clicks and nothing from the story. → The perk tier is not a workaround, it is a requirement. Three good partners, including a chiropractor with weekly access to exactly the right men, would never have signed a cash agreement. → The first payout is the best recruiting tool in the program. Partner #11 signed four days after partner #3 got paid and talked about it.

Every guy who ever walked in here warm came from somebody, a gym, a buddy, his barber, and I could not have told you which one, ever.
Now fifteen of them have a link with their name on it. The gym owner's one email brought in more members than a month of ads,
and he was thrilled to get a check for it. What I keep thinking about is that the guy across town cannot have any of them now.
Dr. Omar Haddad, Stonebridge Men's Health



                                        Ten signed partners and double the build fee back in attributed revenue inside 90 days, or we keep
$4,000 to start                         working free. That cleared in week six, and the membership model means the first 90 days understate it. He
then $2,000/mo + commission
                                        keeps the program either way.

Want to see your partner map first? justin@usingaitoscale.com Book 20 minutes. We build the full map of who should be sending you customers before we usingaitoscale.com ever talk, and it is yours either way. Owned Audience · Using AI to Scale

An illustrative composite. The names are invented; the build, the tracking stack and the sequence are exactly what we run. No medical claims are made or implied.

HVAC Company

T H E 9 0 - D AY P I C T U R E · H VA C C O M PA N Y

16 partners. 61 referred customers in 90 days. Twin Oaks Heating & Air · Springfield, MO · residential service, tune-ups and replacements, 9 people, 5 trucks, 12 years in business. Plumbers, roofers and property managers were in her customers' basements every week with no reason to say her name twice.

9 0 D AY S L AT E R

       16                           11                            23                           61                            7                   ~$83.9k
  partners signed                  actively                    campaigns                     attributed                     system                  attributed
   (10 by day 28)                  sending                       sent                        customers                   replacements                revenue

Where they started What we built Her best customers came from word of mouth, and word of mouth was the one channel she did nothing with. A plumber in town had sent her ✓ A named engineer placed on the account, not a ticket queue four jobs over two years and had never once been acknowledged, ✓ Tracking link, QR code, dispatcher promo code and a "who sent you" because nobody knew. field on the booking form She had done the networking version. BNI on Thursday mornings for a ✓ Partner portal and a live leaderboard, per partner year, two chamber committees, a drawer of business cards. A few jobs ✓ The first ten partners recruited, signed and onboarded and no numbers. Twice she agreed with a plumber to send each other ✓ Monthly campaign kits per partner, with the assist call work and both times it lasted about three weeks. ✓ Weekly attribution audit and the payout run

W H AT A C T U A L LY M O V E D T H E N E E D L E

→ Recruiting is the whole first month, and it is not the owner's job. Ten signed partners in 28 days happened because someone was paid to do nothing else. → A partner's email to their own list beats their social post every time. 19 calls versus 6 clicks, same plumber, same week. We stopped asking for social. → Some of the best partners have no list at all. The property manager never sent a campaign. The promo code did the work, and they are the third- highest earner on the board. → The first payout is the best recruiting tool in the program. Partner #11 signed because partner #3 got paid and mentioned it at a supply counter.

A plumber in town sent me four jobs over two years and I never even knew it was him. Now sixteen businesses have a link with their
name on it and they can see exactly what they have earned, down to the dollar. His one email in October did more than my spring
mailer did all year. And it is mine. I am not renting it from a platform that raises the price every January.
Denise Farrow, Twin Oaks Heating & Air



                                        Ten signed partners and double the build fee back in attributed revenue inside 90 days, or we keep
$4,000 to start                         working free. The second replacement cleared it in week four. She keeps the program, the partners and the
then $2,000/mo + commission
                                        tracking either way.

Want to see your partner map first? justin@usingaitoscale.com Book 20 minutes. We build the full map of who should be sending you customers before we usingaitoscale.com ever talk, and it is yours either way. Owned Audience · Using AI to Scale

An illustrative composite. The names are invented; the build, the tracking stack and the sequence are exactly what we run.

Solar Installer

T H E 9 0 - D AY P I C T U R E · S O L A R I N S TA L L E R

14 partners. $128,000 in referred installs. Vista Verde Solar · Tucson, AZ · residential installs, two crews, 8 years in business. Was buying shared leads resold to four other installers while the roofers standing in his customers' attics had no arrangement with him at all.

9 0 D AY S L AT E R

       14                            9                            17                           26                          6                     ~$128k
  partners signed                  actively                    campaigns                     attributed                  signed                   attributed
   (10 by day 31)                  sending                       sent                       site surveys                 installs                  revenue

Where they started What we built Every homeowner he bought had already been sold to four competitors. The customers who came in warm, pointed his way by a roofer or an ✓ A named engineer placed on the account, not a ticket queue electrician, were the best he had and the ones he did nothing to ✓ Tracking link, QR code, promo code and a "who sent you" field, all encourage. No link, no code, no commission, no thank-you. wired to one record He had tried the networking version. Chamber breakfasts, a builders' ✓ Partner portal and a live leaderboard, per partner mixer, a hundred handshakes and no idea what any of it produced. ✓ The first ten partners recruited, signed and onboarded Twice he shook hands with a roofer on "let's send each other business" ✓ Monthly campaign kits per partner, with the assist call and both times it evaporated inside a month. ✓ Weekly attribution audit and the payout run

W H AT A C T U A L LY M O V E D T H E N E E D L E

→ Recruiting is the whole first month, and it is not the owner's job. Ten signed partners in 31 days happened because someone was paid to do nothing else. → A partner's email to their own list beats their Instagram story every time. 11 surveys versus 4 clicks, same partner, same week. We stopped asking for social. → Activation is a screen-share, not a PDF. Six partners who had never sent a campaign sent one because someone sat on the call and helped them press send. → The first payout is the best recruiting tool in the program. Partner #11 signed because partner #3 got a check and told someone about it.

I had been buying homeowners who had already been sold to four other installers, while the roofers standing in their attics sent me a
name maybe twice a year and got nothing for it. Now fourteen of those guys have a link with their name on it and they can see exactly
what they have earned. The roofer's one email did more than a month of ads. And the program is mine. Nobody can throttle it, nobody
can raise the rent on it.
Cody Reinhart, Vista Verde Solar



                                        Ten signed partners and double the build fee back in attributed revenue inside 90 days, or we keep
$4,000 to start                         working free. The second signed install cleared it in week five. He keeps the program, the partners and the
then $2,000/mo + commission
                                        tracking either way.

Want to see your partner map first? justin@usingaitoscale.com Book 20 minutes. We build the full map of who should be sending you customers before we usingaitoscale.com ever talk, and it is yours either way. Owned Audience · Using AI to Scale

An illustrative composite. The names are invented; the build, the tracking stack and the sequence are exactly what we run.

4. Outreach Frameworks

Cold Email Frameworks

Cold Email Frameworks - The Affiliate Machine (Local Business) v1

Purpose: 10 frameworks built for an AI agent to personalize per lead after deep research. Straight cold outbound to OWNERS of local businesses. Primary verticals: solar, HVAC, men's health clinics. Secondary: med spa, gym and fitness studio, roofing, pest control, landscaping. The file is written generically ("local business") and every framework swaps clean through the VERTICAL SWAP TABLE. The email is about one thing: there are twenty businesses in your market already touching your exact customer every day, and none of them have a link, a code, a reason, or a payout. I build the affiliate program that fixes that. Affiliate marketing, brought to local business.

Niche: Owners of local consumer-facing businesses (see vertical swap table). Owner-operators and founders, not marketing managers. Offer: The Affiliate Machine. We build a real affiliate program for the local businesses who should already be referring you: program design, tracking stack (link, QR, promo code, who-sent-you field), affiliate portal and leaderboard, payouts. We recruit the first 10 partners ourselves. We run the campaigns those partners send. And a dedicated Go-To-Market Affiliate Engineer gets placed on the business to run the whole thing, managed by us. We take a flat commission on every customer the program actually produces. Positioning: The affiliate guy for local business. Not a lead vendor, not an ad agency, not a referral app, not "networking." Trained under Jay Abraham, 13 years writing cold email, 15 years running an agency. The channel is proven at national scale and has never been built on Main Street. That gap is the whole pitch. Word count: 50-100 words per email body. Aim 85-95. No exceptions. Tone: Plain text. Lowercase subject lines. Owner to owner. These people answer the phone from the truck, the front desk, or the roof. Say the thing and get out. First person "I" (or "we" when describing the team we place).

COLD EMAIL BEST PRACTICES - RULES FOR EVERY FRAMEWORK

Subject lines:

Body structure (4 variables, in order):

  1. Relevance - one sentence proving this email was meant for them specifically (their vertical, their metro or neighborhood, years in business, a review theme, a truck wrap, an owner post, a service area page)
  2. Pain - ONE pain point from the bank below, dressed in their vertical's language. One pain, hit clean. Never stack three.
  3. Value prop - the affiliate program stated plainly: the local businesses already touching their customer, given a link, a code, a commission, and campaigns we write and help send. Attribution on all of it.
  4. Soft CTA - a question. Never a call, never a link, never a calendar on first touch.

THE CTA DOCTRINE (mandatory, this beats every other CTA instruction)

The reply is the trigger. Nothing else happens in email one.

Hard rules:

CLIENT RULE 1 - NO EM-DASHES. ZERO. No em-dash characters anywhere in email copy. Not one. Use periods, commas, or parentheses instead. If a sentence wants an em-dash, break it into two sentences. This applies to every subject line, every body, every follow-up. (This document's own example emails contain zero em-dashes. Keep it that way in everything generated from it.)

CLIENT RULE 2 - NO AI FOOTPRINT. The email must read like a busy owner typed it in a parking lot. That means:

DO'S AND DON'TS

DO:

DON'T:

THE 10 PAIN POINTS - THE PERSONALIZATION AMMO BANK

Instruction to the agent: pick exactly ONE per email and dress it in the lead's vertical. A solar owner gets the ad-rent pain in shared-lead language. A clinic owner gets the unpaid-referrer pain in barbershop and gym language. One pain per email. Never stack.

  1. Ad platforms are affiliate marketing you don't own. You already pay a middleman a commission for customers. It's called Meta. Google is the same deal in a different suit. The difference is you can't build a relationship with an algorithm, and the algorithm raises the rent every year whether you had a good month or not.

  2. The word "affiliate" got hijacked. It makes people think of coupon sites, spammy links, cashback apps, and influencers with bought followings. That is not this. This is the barbershop three blocks away with your exact customer in the chair, and the realtor who closes forty homes a year in your service area.

  3. Networking isn't a channel. Chamber breakfasts, BNI, coffee at 7am, a stack of cards in a drawer. A hundred handshakes and zero tracking, no idea what any of it produced. Networking is hoping. An affiliate program is the same relationships with numbers attached.

  4. Word of mouth already works. It's just unmeasured and uncompensated. People refer you right now. Nobody knows who, nobody thanks them, nobody pays them, nobody asks them for another one. So the best channel in the business never grows past accident.

  5. The people sending you business have no reason to do it twice. No link, no perk, no commission, no acknowledgment, no note when the job closed. Referrals die from neglect, not from lack of goodwill. The guy who sent you six customers isn't mad. He just stopped thinking about you.

  6. No attribution means no management. If you can't see which partner produced what, you can't reward it, repeat it, scale it, or fix it. Every partnership stays a vibe. And the partner who quietly believes they got shorted goes quiet, which is exactly how these programs die.

  7. The "let's send each other business" handshake dies in three weeks. Both sides meant it. Nobody owned it. No system, no cadence, no assets, no link, nothing to send. So it evaporates and both parties feel vaguely bad about it at the next chamber thing.

  8. Your competitors are one relationship away from locking up your best referral source. The gym only points one direction. So does the realtor, the roofer, the guy who does everybody's plumbing. Whoever builds the program first owns that door, and the second one in gets a polite no.

  9. Rising ad prices with falling lead quality. What you pay per lead keeps climbing and the leads shop harder, answer less, and show up already annoyed. A referred customer arrives pre-sold, doesn't price shop, and closes in one conversation.

  10. You can't hire for this and you don't have time. A real affiliate manager is a full-time skill set: recruiting partners, keeping them warm, producing the campaigns they send, auditing attribution, running payouts. Nobody local hires that role, which is the whole reason the channel sits empty in every market in the country.

THE CONTRAST TABLE (the clarifying device, use it in copy and on calls)

Ads Networking An affiliate program
Who carries your message A platform, to strangers You, one handshake at a time Trusted local businesses, to their own customers
What it takes Rising monthly, regardless of results Your time and a lot of breakfasts A commission on results
Tracked Yes, but rented Not at all Every link, code, and customer
Compounds No Rarely Yes, partners recruit partners
Who owns it The platform Nobody You

How to use it in email: never paste the table. Pull ONE row and make it a sentence. "Ads are tracked, but you're renting the tracking. Networking isn't tracked at all." That is the whole device.

THE PROOF SECTION - HOW TO REFERENCE THE INDUSTRY HONESTLY

This is the credibility engine of the entire offer, and it is also the easiest place to get sloppy and lie. Read this twice.

The true story we are allowed to tell:

The one-line version for email: "Every supplement brand you've seen an ad for grew on affiliates, not ads. It just never came to local business."

Allowed phrasings:

Banned, permanently:

What we CAN claim as ours: we build the program, we recruit the first partners, we produce and help send the campaigns, we place and manage the person who runs it, and we get paid a commission on customers the program produces. That structure is the proof of confidence. Say the structure instead of borrowing somebody else's numbers.

NICHE LANGUAGE GUIDE

Words local owners use: jobs, tickets, appointments, booked, closed, on the schedule, the truck, the crew, the route, service area, the front desk, walk-ins, no-shows, cancellations, reviews, the Google profile, shared leads, bought leads, per lead, the ad account, door knocking, canvassing, the season, slow season, my guy, repeat customers, referrals, word of mouth, the neighborhood, the metro

Words to use in emails: affiliate program, partner, link, code, QR on the counter, commission, payout, leaderboard, referred, tracked, who sent you, first ten, the front desk, your service area

Never use in emails: the banned list above; "lead gen" or "leads" as our offer; "strategic partnerships"; "networking" as our offer; "influencer marketing"; "personal brand"; "thought leadership"; "content"; any medical or outcome claim.

The partner types who already touch your customer (the local affiliate map):

VERTICAL SWAP TABLE

Same frameworks, swapped nouns. Pick the lead's vertical and swap the partner types, the customer word, and the research hooks. Every framework in this file works for every row.

Vertical Partner types (the affiliate map) Their word for a new customer Jargon and research hooks The classic unpaid referrer
Solar (primary) Roofers, electricians, HVAC, realtors, remodelers, pool builders, property managers, EV installers a closed deal, a signed contract, an install shared leads, bought leads, door knocking, canvassing, appointment set rate, the install backlog, bad-actor reputation the roofer who's sent three homeowners and got a thank you text
HVAC (primary) Plumbers, electricians, roofers, realtors, home inspectors, property managers, insurance agents, solar companies, handymen a job, a ticket, a system sale maintenance plans, the truck, the crew, seasonal swings, emergency calls, replace vs repair, the Google profile the plumber who's referred six replacements and never got a dime
Men's health clinic (primary) Barbershops, gyms, BJJ and MMA academies, chiropractors, supplement shops, recovery and sauna studios, golf clubs, med spas a new patient, a consult, a member consults, memberships, front desk, intake form, no-shows, retention, cash pay the gym owner who's sent six guys in and got nothing back
Med spa Salons, barbershops, boutiques, wedding planners, photographers, gyms, dentists, bridal shops a client, a booking, a package packages, memberships, the front desk, rebooking, seasonal pushes, before-and-after policy the salon owner two doors down who sends brides over
Gym / fitness studio Chiropractors, PTs, physios, nutritionists, run clubs, youth sports leagues, corporate HR contacts, supplement shops a member, a signup, a trial memberships, trials, churn, class packs, front desk, challenge launches the chiro who tells every patient to go there
Roofing Insurance agents, realtors, property managers, gutter and siding companies, solar installers, HOAs, restoration companies a job, a roof, a claim storm season, claims, adjusters, the crew, supplements, canvassing the insurance agent who's handed out the number for years
Pest control Property managers, realtors, HOAs, landscapers, home inspectors, restoration companies, vets, storage facilities an account, a route stop, a contract routes, recurring accounts, the season, quarterly plans, cancellations the property manager who calls them for every unit
Landscaping Pool builders, realtors, HOAs, property managers, remodelers, irrigation and fencing companies, nurseries an account, a property, a build maintenance accounts, the route, the crew, the season, one-off builds vs recurring the pool builder who's sent every new backyard their way

Compliance note for clinics, med spas, and anything health adjacent: in some categories a cash referral fee is restricted or culturally awkward. The program design handles that with a perk tier instead of cash (reciprocal promotion, member benefits, service credits). In cold email, do not get into it. Say "commission or a perk their people actually want, depending on the partner" if it comes up at all.

RESEARCH CHECKLIST - BEFORE WRITING

  1. Confirm it's a LOCAL business serving a defined service area, not a national brand or a franchise HQ. Wrong file otherwise.
  2. Vertical (drives the swap table): solar, HVAC, clinic, med spa, gym, roofing, pest, landscaping, other local.
  3. Owner identified by name? Owner-operator or absentee? (site "about," LinkedIn, review responses signed by name, Google profile owner replies)
  4. Years in business and service area (city, metro, counties, neighborhoods named on the site).
  5. Ad footprint: running Google LSA, Meta ads, buying shared leads, a lead vendor logo, "financing available" pages. Signals pain #1 and #9.
  6. Referral signals: an existing "refer a friend" page, a review that says "my neighbor sent me," a partner logo strip, a chamber or BNI badge. Signals pains #4, #5, #7.
  7. Attribution signals: is there a "how did you hear about us" field on their form? Usually not. That's the opening for pain #6.
  8. Adjacent-trade density in their metro: who obviously touches their customer first (roofers for solar, gyms for the clinic, property managers for pest).
  9. Competitor check: is another local player already doing anything partner-shaped? That's the urgency angle, pain #8.
  10. Owner posts and review replies: complaints about ad prices, lead quality, seasonality, staffing. One line of theirs beats any statistic.

PERSONAL STORY / CREDIBILITY BLOCK

I trained under Jay Abraham, the strategist who grew businesses across 400+ industries, mostly by getting other companies to send them customers. I've written cold email for 13 years and ran my own agency for 15, so I've watched every ad channel get louder and worth less. Meanwhile affiliate programs quietly built a chunk of the DTC economy. National brands, partners with links and commissions, whole agencies that exist to place trained affiliate managers inside them. None of it ever came down to local business, where the opportunity is honestly better, because a dozen businesses within two miles touch your customer every day.

Usage rule: 1-2 sentences max in any single email. This is the relevance and credibility variable. Weave it in, never paste the block. No borrowed numbers, ever.

FRAMEWORK 1: "The Rent You Already Pay" (ads are affiliate marketing you don't own)

Angle: The reframe that reorders the whole conversation. You already run an affiliate program. It's Meta. You pay a middleman a commission for customers, except the middleman is an algorithm you can't build a relationship with, and it raises the rent every year. An affiliate program is the same trade, with people, that you own.

Pain pairing: #1 (ad platforms are affiliate marketing you don't own).

Subject line options: the rent | meta | quick question

Structure:

{relevance: vertical and metro, from research} {pain: you already pay a middleman a commission, it's called Meta, and the rent goes up} {value prop: same trade with local businesses, you own it, they get a link and a commission} {soft CTA: send-the-case-study ask, naming the business type}

Example:

Hey Mike,

Saw {company} does solar across {metro}.

Something most owners never put together. You already run an affiliate program. It's called Meta. You pay a middleman a commission every time somebody becomes a customer, and the middleman raises the rent every year regardless of how your month went.

Same trade works with people. The roofer, the electrician, the realtor. Their own link, their own commission.

Want me to send the short version of that for {company}, plus the case study from another solar company two states over?

FRAMEWORK 2: "A Hundred Handshakes" (networking vs a system)

Angle: They already do relationship work. It's just unstructured. Chamber breakfasts and BNI produce goodwill and no data. An affiliate program is the same relationships with a link, a code, and a number attached. Not a criticism of networking, a promotion of it.

Pain pairing: #3 (networking isn't a channel).

Subject line options: bni | chamber | handshakes

Structure:

{relevance: a chamber, BNI, association, or local event signal from research} {pain: a hundred handshakes, zero tracking, no idea what any of it produced} {value prop: same relationships with numbers on them, every partner gets a link, a code, a payout} {soft CTA: diagnostic question}

Example:

Hey Tom,

Noticed {company} has been in the {chamber} for a few years now.

Breakfasts, BNI, coffee at 7am. A hundred handshakes and no way to tell what any of it actually produced. I'm not knocking it. It's just hoping, and hoping isn't a channel.

An affiliate program is those same relationships with numbers on them. Every partner gets a link, a code, and a payout when somebody actually books.

How many jobs came out of the last year of breakfasts? Does anybody know?

FRAMEWORK 3: "Who Sent You That Customer" (the attribution gut punch)

Angle: The exercise that ends the argument. Pull your last twenty customers and name who sent each one. Most owners get to four and stop. That is not a paperwork problem, it's the reason word of mouth never compounds. You can't thank, pay, or ask again if you don't know.

Pain pairing: #4 (word of mouth unmeasured and uncompensated).

Subject line options: who sent them | last twenty | no idea

Structure:

{relevance: years in business or a review theme, from research} {pain: pull the last twenty customers, name who sent each one, they can't} {value prop: with tracking on it you can thank them, pay them, and ask for the next one} {soft CTA: send-the-case-study ask, naming the business type}

Example:

Hey Dana,

Saw {clinic} has been in {metro} since {year}.

Try this one. Pull your last twenty patients and write down who sent each one. Most owners get through four or five and stop, because nobody wrote it down anywhere.

That's not a records problem. If you can't see which barbershop or gym produced what, you can't thank them, pay them, or ask for another one. So the best channel you have never grows.

Want me to send over what that looks like with tracking on it, plus the case study from another men's clinic?

FRAMEWORK 4: "He Sent You Six" (the unpaid referrer)

Angle: The most specific, most human angle in the file. There is a guy in their market who has sent them multiple customers and received nothing. No link, no note, no check. He isn't angry. He just stopped thinking about them. Referrals die from neglect, not from lack of goodwill.

Pain pairing: #5 (referrers have no reason to do it twice).

Subject line options: the gym owner | six people | he got nothing

Structure:

{relevance: their trade and neighborhood, from research} {pain: somebody has sent them six customers and got nothing, so he stopped} {value prop: give that person a code and a commission and the trickle becomes a channel} {soft CTA: diagnostic question}

Example:

Hey Chris,

Saw {company} is the HVAC shop {neighborhood} keeps naming in reviews.

Somewhere in your market there's a guy who's sent you six jobs. A plumber, maybe a realtor. He got nothing back. No link, no note, no check. He's not mad about it. He just stopped thinking about you.

Referrals don't die from bad will. They die from neglect. Give that guy a code and a commission and six turns into twelve.

Who's sent you the most work and never got a dime for it?

FRAMEWORK 5: "The Channel That Never Came Here" (the industry proof)

Angle: The honest proof play. Affiliate programs built the DTC economy. National brands grew on partners, not ads, and there are agencies whose whole business is placing trained affiliate managers inside them. None of it ever came to local business, where the map is denser and the trust is closer. Also the framework that defuses the hijacked word.

Pain pairing: #2 (the word got hijacked by coupon sites and fake influencers).

Subject line options: clickbank | how they grew | never came here

Structure:

{relevance: their vertical and metro, from research} {pain or reframe: the word "affiliate" sounds like coupon sites, so nobody local ever built one} {value prop: the model that built those brands, brought down to their street, with the actual partner types named} {soft CTA: send-the-case-study ask, naming the business type}

Example:

Hey Ryan,

Saw {company} covers {metro} and three counties around it.

Every supplement brand you've seen an ad for grew on affiliates, not ads. Partners with links, commissions, a leaderboard. There are agencies whose whole business is placing a trained affiliate manager inside those companies.

None of it ever came down to local. And "affiliate" sounds like coupon sites, so nobody bothered. It isn't. It's the barbershop three blocks from you with your exact customer in the chair.

Want me to send the short version for {company}?

FRAMEWORK 6: "One Relationship Away" (the competitor urgency)

Angle: The gym points one direction. So does the realtor and the roofer. These are exclusive by nature, whether anyone says so or not. Whoever sets it up first owns that door and the second one in gets a polite no. Nobody local has done it yet, which is the only reason it is still open.

Pain pairing: #8 (competitors are one relationship from locking your best source).

Subject line options: the gym | one relationship | first one in

Structure:

{relevance: a named competitor or a crowded market signal, from research} {pain: your best referral source only points one direction, and it's first come} {value prop: build the program first, own the door, and nobody local has done it yet} {soft CTA: send-the-case-study ask, naming the business type}

Example:

Hey Sal,

Saw {company} and {competitor} both work {metro} pretty hard.

Here's the thing about referral sources. The gym points one direction. So does the realtor, the roofer, the guy who does everybody's plumbing. Whoever sets the deal up first owns that door, and the second one in gets a polite no.

Nobody in your market has done it yet. That's the only reason it's still open.

Want me to send the case study on how another {vertical} owner locked theirs up first?

FRAMEWORK 7: "Four Ways to Get Credit" (the tracking angle)

Angle: The operational proof that this is real and not a handshake. Referral programs die because partners don't trust the count. So every partner gets four attribution paths (link, QR, promo code, who-sent-you field on intake) all wired to one record, audited weekly. Owners who have been burned by "referral programs" need this one.

Pain pairing: #6 (no attribution means no management).

Subject line options: the code | who gets credit | the counter card

Structure:

{relevance: their front desk, intake, or booking flow, from research} {pain: partners quit when they think they got shorted on credit} {value prop: four ways to get credit, one record, audited weekly} {soft CTA: send-the-case-study ask, naming the business type}

Example:

Hey Nina,

Saw {company} runs the {neighborhood} location.

The reason most referral programs die is nobody trusts the count. Partner sends three clients, gets credited for one, says nothing, quietly quits.

So every partner gets four ways to get credit. Their own link. A QR card on their counter. A code your front desk types in. And a who-sent-you field on your intake. All four land on the same record, audited every week.

Want me to send the short version of that setup for {company}, plus the case study from another med spa owner?

FRAMEWORK 8: "The Handshake That Died" (we recruit your first 10)

Angle: Every owner has had the "let's send each other business" conversation. Both sides meant it. Three weeks later, nothing, because nobody owned it and there was nothing to own. The fix is that recruiting and onboarding are our job, not theirs. Ten partners handed over, already set up.

Pain pairing: #7 (the handshake dies in three weeks).

Subject line options: three weeks | first ten | we do the asking

Structure:

{relevance: years in business or a trade signal, from research} {pain: the let's-refer-each-other conversation that both sides meant and nobody owned} {value prop: we recruit, sign, and set up the first ten partners, they approve who's in} {soft CTA: send-the-case-study ask, naming the business type}

Example:

Hey Dave,

Saw {company} has been roofing {metro} since {year}.

You've had the conversation. Let's send each other business. Both of you meant it. Three weeks later nothing happened, because nobody owned it and there was nothing to actually own.

That part is ours. We go recruit them, sign them, set up the links and codes, and hand you ten partners already running. You approve who's in.

Want me to send the short version, plus the case study from another roofing company?

FRAMEWORK 9: "Only When It Books" (the commission angle)

Angle: The performance frame, said once, plainly. We take a flat commission on customers the program actually produces. Not impressions, not clicks, not leads. Which means we are the ones pushing partners to send, because that is how we get paid. Meta gets paid whether a customer shows up or not.

Pain pairing: #9 (rising ad prices, falling lead quality).

Subject line options: per customer | only when it books | how we get paid

Structure:

{relevance: their vertical and region, from research} {pain: paying more per lead for leads that shop harder and answer less} {value prop: a flat commission per customer the program produces, so the incentive sits on our side (ONE performance line, near the CTA)} {soft CTA: performance question}

Example:

Hey Luis,

Saw {company} runs routes across {region}.

What you pay per lead climbs every year and the leads shop harder, answer less, and show up already annoyed. Meanwhile a referred customer books in one call and never asks who else you compared to.

So we built the affiliate side and took a flat commission per customer it actually brings you. Not clicks. Customers. Which means we're the ones pushing the partners, because that's how we eat.

Worth a look if the money only moves when a customer does?

FRAMEWORK 10: "The Hire You Can't Make" (the dedicated person)

Angle: The reason this channel sits empty in every local market. A real affiliate manager is a full-time skill set: recruiting, relationship management, campaign production, attribution, payouts. No local business hires that role. We place the person and manage them. That is the part nobody else offers.

Pain pairing: #10 (you can't hire for this).

Subject line options: the hire | nobody's job | full time

Structure:

{relevance: their vertical and metro, from research} {pain: it's a full-time skill set, nobody local hires it, so it never gets done} {value prop: we place a dedicated person on the business and manage them} {soft CTA: send-the-case-study ask, naming the business type}

Example:

Hey Ken,

Saw {company} runs {vertical} out of {metro}.

A real affiliate manager is a full time job. Recruiting partners, keeping them warm, writing the campaigns they send out, tracking every code, running payouts. You're not hiring that in {metro}, and your office manager can't pick it up on a Tuesday.

That's exactly why this channel sits empty in every local market. We place the person and manage them for you.

Want me to send what that person actually does week to week, plus the case study from another {vertical} owner?

FRAMEWORK SELECTION LOGIC

Research Finding Best Framework
Heavy ad footprint: LSA, Meta ads, lead vendor logos, "financing available" pages #1 (The Rent You Already Pay)
Chamber, BNI, association badge, local event sponsorships on the site #2 (A Hundred Handshakes)
No "how did you hear about us" field anywhere; reviews mention neighbors sending people #3 (Who Sent You That Customer)
An obvious adjacent trade in their market, or a review that names a referrer #4 (He Sent You Six)
Owner is skeptical, sophisticated, or has been pitched hard; needs the model validated #5 (The Channel That Never Came Here)
Crowded metro, a named direct competitor, or a competitor already doing partner-shaped things #6 (One Relationship Away)
They have an existing refer-a-friend page or a dead referral program #7 (Four Ways to Get Credit)
Long-established, relationship-driven, a partner logo strip with nothing behind it #8 (The Handshake That Died)
Owner posting about lead prices, shared leads, or lead quality #9 (Only When It Books)
Small team, owner-operator, no marketing person on the about page #10 (The Hire You Can't Make)
No clear signal Default to #4 or #1

FOLLOW-UP SEQUENCE

Same rules as first touch. 50-100 words, zero em-dashes, no AI footprint, no links, one question at the end. Never attach the map. Never ask for the call until they reply.

Email 2 (Day 3) - Different Angle:

Hey {first_name}, sent a note the other day about {original pain}. Different thought. {one sentence pivot to another pain, e.g. "there's probably one person in your market who's sent you several customers and never got so much as a thank you note"}. That's the part I'd fix first, because it's already working and nobody's touching it. Is that showing up on your end?

Email 3 (Day 7) - The Short One:

Hey {first_name}, did my last note land? Wondering whether referred business is something you're building on purpose this year, or whether it's still whoever happens to send somebody?

Email 4 (Day 14) - The Breakup:

Hey {first_name}, last one from me. If building an actual affiliate program (the gyms, the realtors, the trades around you, each with their own link and a commission when somebody books) isn't a priority right now, no worries at all. This strategy came out of my years training under Jay Abraham, and it's the one channel local businesses own outright instead of renting. If it ever moves up the list, I'm around. Fair enough?

End of Cold Email Frameworks - The Affiliate Machine (Local Business) v1

LinkedIn Messaging Framework

AFFILIATE MACHINE — LINKEDIN MESSAGING FRAMEWORK (LOCAL BUSINESS)

The short flow: connect → one real question → the affiliate reframe → case study + the 20 minute game plan session

Not a script to read out loud. Four touches, most of them one paragraph. Owner to owner, plain, typed by a human. No em-dashes, no exclamation marks, no polish that smells like software wrote it.

The whole framework rests on one question the owner has never been asked: who sends you customers besides your ads, and does anyone track it?

Step 0 — The connection note (under 300 characters, one research detail, zero pitch)

One specific thing you actually saw. No offer, no link, no "I help businesses." If you cannot find a detail, skip the profile.

Hey {first name}, saw {company} has been running {solar} around {city} since {year}. I spend most of my time with local owners on the referral side of the business. No pitch, just like keeping track of people building something real here. Glad to connect.

Other openers that fit under the limit:

Rules for Step 0: one detail, one sentence about you, one line of reason. Never the word affiliate yet. Never a link. Never a calendar.

Step 1 — The opener after they accept (warm, one question)

Wait for the accept. Then one message, one question, and stop typing.

Hey {first name}, thanks for connecting.

Quick one since you are in it every day. Outside of your ads, who actually sends you customers? And when somebody does send you one, does anybody track it?

Variations of the engine question (pick one, never stack two):

What the answers tell you:

Step 2 — The mechanism (the affiliate reframe)

Send after any reply. Keep it under 120 words. This is the whole idea and it lands in one paragraph.

The reason I ask is this. Every business already touching your customers is a sales channel you are not using. The {barbershop, the gym, the BJJ gym} for you, the {roofers and realtors} for the solar guys. Right now that traffic is a favor. We turn it into an affiliate program: each one signs up as a partner, gets their own tracking link, QR code and promo code, and gets paid per customer that actually books. Big online brands have run their whole growth this way for twenty years. ClickBank, the supplement brands you see everywhere, most of that was partners, not ads. Nobody ever brought it to local business.

If they push back on the word affiliate, this is the follow up:

Not coupon sites or influencers with fake followers. Same mechanics, local address. The barbershop three blocks over with your exact customers in the chair, with a link and a reason to use it.

The costs angle (use when they said "all ads"):

You already pay a middleman a commission for customers. It is called Meta. Difference is you cannot build a relationship with an algorithm and it raises the rent every year. A partner sends you somebody pre-sold and you only pay when they book.

Step 3 — The close (case study, then the game plan session)

Once they engage with Step 2, do not ask permission to send anything. Send it and put the session next to it.

Sending you a short case study of how this ran for another {HVAC} shop so you can see the shape of it: {case study link}

Either way, the useful thing is 20 minutes. We build your affiliate map on the call. The actual businesses in {city} touching your customers, which ones to sign first, what to pay them, and what to hand them so they can send. It is yours whether you run it yourself or we run it for you. Here is my calendar: {booking link}

Rules for Step 3:

Who to connect with (targeting notes)

The framework only works on people who can say yes by themselves. Filter before you send.

Objection table (owner voice, DM length answers)

What they say What is actually underneath The reply
"I already get referrals." True, and it is unmeasured and uncompensated. "Good, that means the channel already works. Question is who sent the last five and what did they get for it. Right now the answer is nothing, which is why it never grows."
"Sounds like a lot of work." They picture themselves managing it. "It is, which is why nobody local does it. That is the part we take. You approve the partners and the payout. Somebody is placed on your business to run the rest of it."
"My partners wouldn't want money." Real in medical adjacent and some trades. "Some cannot take it, and that is normal. Those get a perk tier instead. Same link, same tracking, paid in trade. What kills partnerships is not the money, it is nobody keeping score."
"What's the catch?" They are waiting for the retainer trap. "No catch worth hiding. Build fee to start, monthly after that for the person running it, and a flat commission per customer the program actually brings you. We get paid when your partners produce. That is the whole incentive."
"Too busy right now." Usually true. "That is the argument for it. This runs whether or not you are in it. Take the 20 minutes, keep the map, run it in the slow season if that is better timing."
Silence, day 4 The message got buried, not rejected. "One thing I forgot to ask. Who is the one business in {city} you wish would send you customers and never has? That is usually the first name on the list."
Silence, day 10 Interest cooled, do not chase. "Closing the loop so I stop cluttering your inbox. If the referral side ever becomes the thing you want to fix, I am here. Good luck with {specific thing from their profile}."

Vertical swap table

Name the partner types out loud. Specificity is what makes an owner picture it.

Vertical Partner types to name in the DM The line that lands
Solar Roofers, electricians, HVAC contractors, realtors, property managers, pool builders, EV charger installers "The roofer is standing on the house six months before you ever get the lead."
HVAC Plumbers, electricians, home inspectors, realtors, property managers, insulation and attic crews, handymen "The home inspector knows the system is dying before the homeowner does."
Men's health clinic Barbershops, gyms, BJJ and MMA academies, supplement shops, chiropractors, golf clubs, physical therapists "Your exact customer is sitting in a barber chair right now talking about being tired."
Med spa Hair salons, nail and lash studios, boutique fitness, bridal and event planners, photographers, cosmetic dentists "The salon has your customer in the chair for 90 minutes with a mirror in front of them."
Gym Physical therapists, chiropractors, sports medicine clinics, supplement shops, youth sports clubs, HR at local employers "The PT clinic discharges somebody every week who was just told to keep moving."
Roofing Insurance agents, realtors, gutter and siding crews, painters, property managers, solar installers, tree services "The insurance agent hears about the storm damage before you do, every single time."

Perk tier note: for anything medical adjacent, lead with the perk tier, not cash. "Same link, same tracking, rewarded in trade." It removes the objection before they raise it.

Phrase bank for the mechanism (rotate, one per message, never two)

Rules

LinkedIn Headline & About

LINKEDIN PROFILE — THE AFFILIATE MACHINE (v3)

Headline · About · Banner spec · July 2026

The voice this version runs on: East 5th Avenue energy as the main inspiration — the deal-maker who makes partnerships easier and more profitable, warm, abundant, everybody-eats — with Jay Abraham as the copy philosophy underneath: preeminence. Be the advocate for the client's best interest before they're a client, teach openly, speak with certainty, fall in love with the client and not the product. Less flyer, more person. No audience callouts: small teams with big dreams, local or national, coaches and consultants welcome — implied, never listed as targeting.

HEADLINE OPTIONS (220 chars)

A. (Recommended — the deal-maker) I make referral relationships pay | We build your affiliate program, recruit your partners, run their promos, and cut the checks | Partnership marketing for everybody the industry forgot

B. (The advocate — most Jay) Your referral partners are your most undervalued asset. I'm their advocate. | Affiliate programs built, partners recruited, commissions paid | Deals > ads

C. (The E5A echo — warm and commercial) I make partnerships easier and more profitable | Your affiliate program built and run for you: partners, promos, tracking, payouts | Trained under Jay Abraham

D. (Shortest, boldest) Deals > ads. | I build affiliate programs and recruit the partners who send you customers | The checks clear, the relationships compound

The tagline: "Make your referrals pay." (alt: "Deals > ads." / "Partnership marketing, brought to Main Street.")

ABOUT SECTION

Last month, somewhere in America, a plumber opened an envelope with a commission check inside — because a homeowner he'd vouched for became somebody's customer. He'd been making referrals like that for years. This was the first time anyone tracked it, thanked him, and paid him.

He's going to do it again next week. That's the whole business, right there.

I'm in partnership marketing. It's the oldest deal in commerce — you have the trust, I have the offer, let's both eat — and the online world industrialized it years ago. The biggest brands on the internet grew on affiliate programs: partners with tracking links, commissions on results, leaderboards, dedicated managers whose entire job is recruiting partners and keeping them producing. There are firms that have placed hundreds of those managers and masterminds where million-dollar partnerships get struck over breakfast. I study that world closely. It works, it compounds, and it's one of the most joyful ways to grow a business, because every win pays two people.

Here's what I couldn't stop noticing: that entire machine was built for brands with big lists and bigger budgets. Everyone else — the small team with the big dream, the coach, the consultant, the company on the corner that's excellent at what it does — got left with chamber breakfasts and hope.

And they're the ones sitting on the richest untapped partnerships in the game. The businesses around them already have their customers. The goodwill already exists. Nobody ever built the rails.

So that's what we do. We build your affiliate program — the links, the codes, the portal, the leaderboard. We go recruit your partners ourselves, starting with ten. We write their promos and get on the phone to help them send. We audit the numbers weekly, always in the partner's favor, and we cut the checks. You own every piece of it: the program, the partners, the relationships.

The philosophy underneath comes from Jay Abraham, who I trained under: your job is to be the most valuable advocate your client — and your partner — ever had. Structure every deal so the other side wins first, and the money follows in both directions. Fifteen years of running my own shop and thirteen years of cold email taught me the rest: rented attention decays, relationships compound.

If you've ever said "most of our best customers come from referrals" — I believe you. Now let's find out who, thank them, pay them, and build the machine that makes it happen on purpose.

Message me and I'll map your partners for free — every business and voice that should be sending you customers. It's yours whether we ever work together or not. That's the advocate part.

BANNER (built: linkedin-banner-final.png)

Baseline: the alt-referral banner, upgraded. 1584×396, text in the left 62% safe zone, flyer color system.

FEATURED SECTION

  1. The Affiliate Machine one-pager · 2. A case study flyer · 3. The plumber-check post (write it — it's the About's opening scene as a standalone post) · 4. Newsletter signup

RULES

5. Content & Education

Newsletter Framework

AFFILIATE MACHINE — NEWSLETTER FRAMEWORK (EDUCATIONAL)

The teaching asset that sits under the offer · local business audience · July 2026

What this newsletter is

A weekly education letter that teaches local business owners how affiliate and partner programs actually work. Not a promo list. Not a drip sequence with a coat on. A real letter that takes one piece of the machine per issue and explains it well enough that the reader could go build it themselves on a Saturday.

That is the point. We give the method away. Affiliate marketing is a mature, proven channel that built a large slice of the online economy, and almost no local owner has ever had it explained to them in plain language. So we explain it. Some readers run it themselves, which is fine and makes them better prospects later. Most read four issues, realize the recruiting, the tracking, the campaigns, and the payouts are a full time job nobody local hires for, and reply asking who does this.

The positioning in one line: the channel that grew the online brands, brought down to Main Street.

What it is not: a company update, a case study dump, a place to announce our pricing. Value first, three issues out of four, no exceptions.

Name options (pick one)

Name Positioning line Who it is for
The Referral Channel Turning the referrals you already get into a channel you can actually measure. Owners who know word of mouth works and cannot prove what it produced. The safest, clearest name.
Main Street Affiliates The affiliate playbook that built the online brands, rebuilt for the business on the corner. Owners who have heard of affiliate marketing and assume it is not for them. Names the wedge directly.
Who Sent You Two words most local businesses never ask, and the whole growth channel hiding behind them. Front desk and owner-operator businesses. Best hook of the six, most memorable, weakest at explaining itself cold.
The Partner Program How to build the thing your competitor has not built yet: paid partners with links, numbers, and a reason to keep sending. Owners in competitive local markets. Sounds like a real business asset, not a marketing newsletter.
Borrowed Customers Other people already have your customers. Here is how to earn your way into the introduction. Owners tired of ad costs. Slightly provocative, best open rates, needs a soft first line so it does not read as poaching.
The Local Channel Ads are rented. Networking is hoping. This is the third option nobody built. Broadest of the six, works across every vertical, easiest to run vertical editions under (The Local Channel, HVAC Edition).

Recommendation if Justin wants one: The Referral Channel for the main list, because it starts inside a belief the owner already holds. Main Street Affiliates is the better name if we want the wedge doing the work in the subject line every week.

Cadence and format

The fixed skeleton

Every issue, same six beats, in this order. The skeleton is what makes it writable in 40 minutes.

  1. Hook scene. Two to four sentences of something that actually happened. A shop, a counter, a conversation. Never open with a statistic or a question.
  2. The teach. One mechanic explained all the way through. The reader can run it without us. This is the body and it is the reason they stay subscribed.
  3. The local example. Same mechanic dropped into a named vertical. Solar, HVAC, men's health, med spa, gym, roofing. Rotate so every reader sees their own trade about once a month.
  4. The proof or the number. One honest data point. Industry history, a public reference, or our own permissioned client result. Never invented, never borrowed and reworded as ours.
  5. One soft ask. Rotate: reply with your city, reply with your top three partner guesses, forward this to one owner, grab 20 minutes and we build your affiliate map on the call. One ask only.
  6. The P.S. Always. Personal note, a one line teaser for next week, or the honest scarcity note when it is true.

12 issue outlines

1. The ad platform is an affiliate program you don't own The one idea: you already pay a middleman a commission for customers. It is called Meta. The teach: walk the actual money path of a paid lead versus a referred customer. Cost per lead, show rate, close rate, price shopping. Then the part that matters: with the platform you rent the relationship and the rent goes up. With a partner you own it and the price is fixed at what you agreed to pay. Close on the question of who owns the customer list on each path.

2. What ClickBank knows that your town doesn't The one idea: affiliate marketing is not a gimmick, it is infrastructure, and it has been for decades. The teach: a plain history of the affiliate channel online. Networks, links, cookie windows, commissions, payouts, the affiliate manager role, why brands staff it as a real function. Then the wedge: every mechanic here works exactly the same when the partner is a barbershop instead of a website. Nobody built it locally because there was no software and no manager.

3. The gym owner who sent you six customers and never got a thank-you The one idea: referrals die from neglect, not from lack of goodwill. The teach: the lifecycle of an unmanaged referrer. Sends one, gets nothing, sends another, hears nothing, stops. Show the three cheap fixes: acknowledge within 48 hours, tell them what happened to the person they sent, give them something to hand out. Then the upgrade to a tracked link and an actual payout.

4. Why the handshake deal always dies in three weeks The one idea: both sides mean it and neither one owns it. The teach: anatomy of the "let's send each other business" coffee meeting. No assets, no cadence, no scorekeeping, no owner. Give the reader the four things that make it survive: a named owner on each side, a monthly touch, one piece of collateral, and a number both parties can see.

5. How to track a referral that never clicks a link The one idea: local attribution is a stack, not a link. The teach: the four paths. Unique link, QR code on a counter card, promo code the front desk types in, and a "who sent you" field on the intake form. Wire all four to the same partner record. Then the rule that keeps programs alive: audit weekly and resolve every ambiguous case in the partner's favor. Partners who distrust the numbers quit quietly.

6. What to pay a partner, and what to pay when they can't take cash The one idea: flat per customer beats a percentage, and a perk tier solves the rest. The teach: how to set the number backwards from your ticket size and close rate, why flat is simpler than percent of sale for cash businesses, and why you pay on a showed or closed event and never on a click. Then the perk tier for medical adjacent partners and anyone whose license or culture makes cash awkward. Same link, same tracking, rewarded in trade.

7. The counter card that outperformed a $3k ad month The one idea: the cheapest asset in the program is a piece of cardstock at a register. The teach: what actually goes on the card. The partner's name on it, not just yours. A specific perk for their customers. A QR that lands on a co-branded page. Where it sits, who restocks it, and how to know it worked. Include the honest caveat about which businesses this fails at and why.

8. Networking versus a channel The one idea: networking is hoping, a program is a system with numbers. The teach: side by side comparison of the chamber breakfast and the affiliate program. Who carries the message, what it costs, whether it is tracked, whether it compounds, who owns it. Not an attack on networking. Networking is how you meet the partner. The program is what happens after.

9. Your competitor is one conversation from locking up your best referral source The one idea: the gym only points one way. The teach: why partner relationships are close to winner take all at the local level. A partner who already has a paid, working relationship with one provider has no reason to add a second. Show the reader how to rank their own partner list by exclusivity risk and go get the top three first.

10. How the big supplement brands actually grew The one idea: most of that growth came from partners, not ads. The teach: the affiliate manager role explained. What that person does all day: recruiting, onboarding, campaign production, relationship maintenance, attribution, payouts. Why the role exists at real brands and why no local business has ever hired it. Land on the honest conclusion: the channel is empty locally because the job is empty locally.

11. The first payout changes everything The one idea: nothing recruits partner eleven like partner three getting paid. The teach: how to run the first payout on purpose. Pay fast, pay visibly, tell the partner exactly which customer it came from, and let the other partners see it. The leaderboard, the spotlight, the referral of referrers. This is the compounding mechanic and most programs never reach it because they never got clean numbers.

12. Who should be in your first ten The one idea: your first ten partners decide whether the program lives. The teach: the selection filter. Do they touch your customer within 30 days of the buying moment, do they have a list or a counter, is the relationship non-competitive, will they actually pick up the phone. Then a worked example in one vertical, ranked, with the opener you would use on number one.

Reserve bench for weeks 13 and up: the affiliate agreement in plain English · what to hand a partner who has no email list · the monthly co-promotion calendar · how to fire a partner without losing the relationship · what happens in month six when the leaderboard flattens.

Production rhythm

Same discipline as every other letter we run. The skeleton is doing the heavy lifting, so this fits in one working morning.

Segments

One issue, small swaps at the ask.

Repurposing (one issue, four assets)

Nothing gets written once. Each issue feeds the rest of the machine.

  1. LinkedIn post built from the hook scene and the single idea, ending on the teach, never on a link.
  2. A cold email angle. The best issues become the pain point at the top of a sequence, cut to four lines.
  3. A DM phrase. Any line from an issue that earned replies goes into the LinkedIn framework's phrase bank.
  4. The library. Twelve issues in, the archive is a real education asset we can point a prospect at during a sales call.

Growth: where subscribers come from

The ratio rule and what we measure

Three of four issues are pure value with a soft ask. The fourth carries a direct offer, and it still teaches something first. If a reader could not learn anything from an issue, that issue does not send.

Metrics that actually matter, in order:

  1. Reply rate. Replies are pipeline. A 500 person list with 12 replies an issue beats a 5,000 person list with two.
  2. Game plan sessions booked per issue. Tagged by source so we know which issue does the work.
  3. Forwards and new subscribers from forwards. Owner to owner forwarding is the strongest signal the teaching is real.
  4. Open trend over four weeks. The trend, never the single number.
  5. Unsubscribes. A spike means we pitched too much. Correct the ratio the next week.

Standing rules for every issue

LinkedIn Ads

LINKEDIN ADS — THE AFFILIATE MACHINE

Copy + creative, ready to paste into Campaign Manager · July 2026

Creative files in this folder: ad-a-who-sent, ad-b-rent, ad-c-proof — each in 1200x627 (feed) and 1080x1080 (square). Rendered at 2x for retina.

LinkedIn character limits to respect: intro text 150 chars before "see more" (600 max) · headline 70 chars (200 max, but 70 keeps it on one line) · description 70 chars (often not shown).

AD A — "Who sent you that customer?" (lead with this one)

Creative: ad-a-who-sent Headline (70): Who sent you that customer? Nobody knows. Intro text:

Pull up your last twenty customers. Now tell me which business sent each one.

Nobody can. That is the whole problem.

The gym, the roofer, the accountant down the street already have your customers and no reason to send them twice. We build you an affiliate program that fixes it: every partner gets their own tracking link, their own campaigns, and a commission when it works.

We recruit your first ten partners. You show up to the customers.

Description: Ten partners in 90 days, or we keep working free. CTA button: Learn more

AD B — "You already pay commission" (the reframe — best for cold, skeptical traffic)

Creative: ad-b-rent Headline (70): You already pay commission for customers. It is called Meta. Intro text:

You already pay a middleman a commission for every customer. It is called Meta, and the rent goes up every year.

The difference between that and an affiliate program is ownership. Same pay-for-results model, except the middleman is the gym or the roofer down the street, the customer arrives pre-sold, and the program belongs to you.

The big online brands have run this channel for twenty years. Nobody brought it to Main Street.

Description: The channel that built DTC, built for local business. CTA button: Learn more

AD C — "14 partners, $128,000" (proof-led — retarget people who touched A or B)

Creative: ad-c-proof Headline (70): 14 partners. $128,000 in referred installs. 90 days. Intro text:

A solar installer in Tucson was buying leads that had already been sold to four competitors, while the roofers standing in his customers' attics had no arrangement with him at all.

Ninety days later: fourteen partners signed, nine actively sending, twenty-six referred site surveys, six closed installs.

The line he keeps repeating: the roofer's one email did more than a month of ads.

We built the program, recruited the partners, and ran their campaigns for them.

Description: See the map of who should be sending you customers. CTA button: Learn more (Illustrative composite — keep that note on the landing page.)

The alternate headlines (swap-test these)

Targeting (Campaign Manager setup)

The landing page and the offer match

All three ads point at the free partner map / 20-minute game plan session — never the price. The price lives on the call. The landing page should carry the flyer's contrast table (ads vs networking vs an affiliate program) and end on the same ask: we build your full partner map before we ever talk, and it is yours either way.

What NOT to say in these ads

No dollar amounts for our fee. No "guaranteed" as a bare claim (state the structure: ten partners and double the build fee back, or we keep working free). No invented client results — Ad C is labeled a composite. No medical claims in the men's health variant. And never the phrase "affiliate marketing" without immediately grounding it: not the coupon-site kind, the barbershop three blocks from you.

6. Operations & SOPs

Affiliate Manager SOP (The Operations Manual)

AFFILIATE MACHINE — AFFILIATE MANAGER SOP

The operations manual for the placed Go-To-Market Affiliate Engineer / Affiliate Relationship Manager · read this before your first client account

This manual is written for YOU, the person we place on a client's business. You will hear two titles: Affiliate Engineer (the build and the tracking) and Affiliate Relationship Manager, or ARM (the people and the campaigns). At 1 to 3 accounts you wear both hats. Everything here maps to the build runbook phases: Phase 0 (sandbox), Phase 1 (per-client build, days 1 to 14), Phase 2 (the three streams), Phase 3 (the ongoing rhythm). If you ever wonder "where am I," find your phase.

1. THE JOB IN ONE PAGE

What an affiliate program is. A business pays other people a commission when they send it a paying customer. Each of those people is an "affiliate" or "partner." Each one gets a unique tracking link, a QR code, and a promo code, so the business can see exactly who sent what and pay them for it.

Why local businesses need one. A solar company, an HVAC shop, or a men's health clinic already has dozens of local businesses touching their exact customers every day. The barbershop, the gym, the BJJ academy, the roofer, the realtor. Those businesses already send referrals. Nobody tracks it, nobody thanks them, nobody pays them, so it never grows. Our client hires us to turn that into a real, tracked, managed channel. Big online brands have had affiliate managers for twenty years. Nobody brought it to Main Street. That is our job.

What success looks like. Not signatures. Activation. An affiliate who signed and never sent anything is worth zero. An affiliate who sends one campaign a month to their own customers is the whole business. Your job is to get partners ACTIVE and keep them active.

The four numbers you own. Report these every week. Know them without looking.

# Number Definition
1 Affiliates signed Agreement signed, record created in GoHighLevel (GHL), link issued
2 Affiliates active Sent something, or their QR/code produced a scan or use, in the last 30 days
3 Campaigns sent Kits that actually went out this month (not kits delivered, kits SENT)
4 Attributed customers Referred people who booked, showed, or closed, tied to an affiliate

The guarantee you are protecting: 10 signed affiliates and double the client's build fee back in attributed revenue inside 90 days. First 10 affiliates by day 30 to 35. That is your first deadline on every account.

2. THE DAILY RHYTHM

Work a 4-hour operating block per account, same order every day, so nothing rots.

Hour 1 — Recruitment pipeline (Stream A).

Hour 2 — Affiliate check-ins (relationship work).

Hour 3 — Campaign production (Stream C, plus Stream B when it is that week).

Hour 4 — Attribution and admin.

Weekly rhythm

Monthly rhythm

3. SOP 1 — AFFILIATE RECRUITING

Our cold email engine sends the invitations from our own infrastructure. Positive replies land in GHL automatically. You do not send the cold email. You work the replies and the phone.

Working the pipeline

Reply-handling script (adapt, never paste cold)

Hi {First}, thanks for coming back to me. Quick context so this is not a mystery: {Client} is putting together a small partner program for businesses around {Area} whose customers overlap with theirs. You get your own tracking link, your own QR code for the counter, and {commission} for every customer that comes through you. We do the work. We write the emails and texts for you with your link already in them, and we get on a quick call and help you send them.

Easiest next step is 15 minutes so I can show you the link and the numbers. Does {day} at {time} work, or is {alternative} better?

If they ask "what's the catch"

No catch and no cost. You only make money when someone you send actually becomes a customer. If you send nobody, you owe nothing and nothing happens.

If they cannot take a referral fee (medical adjacency, licensing rules, company policy)

Totally understood, that comes up. We have a Community Partner tier for exactly this. Same link, same tracking, same visibility, but the reward is in trade instead of cash. I can walk you through what that looks like on the call.

If they say "send me info"

Happy to. It lands better with 15 minutes because I can show you your actual link and what your commission would be, instead of a generic PDF. {Day} at {time}?

Booking the 15-minute onboarding call

The onboarding call, 15 minutes, in this order

  1. Two minutes on their business. Who are their customers, how many people do they touch a week
  2. Three minutes on the program. Their link, QR, promo code, the commission, when they get paid
  3. Three minutes on what WE do. "We write it and help you send it. You are not doing marketing homework"
  4. Three minutes on their reach. Email list? Text list? Social? Front counter? Write the answers down, this decides their kit
  5. Two minutes to close: send the agreement while on the call and ask them to sign now
  6. Two minutes to book the first assist call before they hang up

The agreement

Adding them and issuing their assets

4. SOP 2 — ONBOARDING A NEW AFFILIATE

Run this checklist within 48 hours of the agreement being signed. Copy it into a task per affiliate.

Rule: an affiliate is not onboarded until the assist call is on the calendar. Signed with no call booked is how affiliates go quiet in week two.

5. SOP 3 — THE MONTHLY CAMPAIGN KIT AND THE ASSIST CALL

What is in a kit: one email in THEIR voice for THEIR newsletter · two short SMS · two social posts with an image · a counter card with their QR · their co-branded landing page link · a one-paragraph "how to send this" note at the top. Every asset carries their link, QR, or code.

How to personalize it (15 minutes, not an hour)

The assist call (15 minutes, screen share)

Hi {First}, this will take about 15 minutes. I have your email and texts ready to go with your link already in them. All we are doing today is getting it out the door. Share your screen and we will drop it into your system together. You do not have to figure anything out, I will walk you through it.

The escalation ladder. Go down one step at a time. Never skip to the bottom.

Step What happens When to use
1 They send. We produce, they press send on the call Default, always try first
2 We operate their tool with them on the call. They watch, they approve, they are present They are willing but not confident with the tool
3 We send on their behalf. Requires written authorization and a documented consent confirmation that their list opted in They are willing but genuinely have no time. Get the authorization in writing first, in email or in GHL, and save it to their record
4 Passive only. Their landing page, QR, and counter cards do the work. Offer the upgrade: "we can run a simple monthly email for you," which lives under THEIR name with THEIR consented list, separate from the client's account They have no email or text system at all

Note: an affiliate who reaches step 4 and wants the upgrade has just become a lead for our own services. Flag them to Justin.

The never-do list. These are not guidelines. Breaking one of these ends a relationship or a domain.

6. SOP 4 — THE WEEKLY ATTRIBUTION AUDIT

30 minutes, same day every week. This is the program's life insurance. Affiliates who trust the numbers promote. Affiliates who do not, quit quietly and never tell you why.

The four attribution paths, reconciled against closed customers

Path Where it lives What to check
Link GHL Affiliate Manager conversions Clicks that became contacts, contacts that became bookings
QR Trigger link scans Scans by location, matched to counter cards you issued
Promo code Codes entered at checkout or front desk Ask the client for the week's code usage. Front desks forget
Intake "who sent you" Intake form dropdown Every submission with a name selected must land on that affiliate's record

The audit checklist

Anomalies to flag immediately

7. SOP 5 — PAYOUTS AND CELEBRATION

Nothing recruits affiliate #11 like affiliate #3 getting paid.

The payout run (monthly)

The "you got paid" message

{First}, your commission for {month} just went out: {amount} for {n} customers. Here is who they were: {short list or count}. You are currently {rank} on the partner board. Thank you for sending them our way. Next month's campaign is ready when you are, want to grab 15 minutes on {day}?

The public spotlight

Using payouts as a recruiting tool

8. SOP 6 — REACTIVATING A QUIET AFFILIATE

The 30-day no-send check. Every Monday, list every affiliate with zero sends and zero attributed activity in 30 days. Work that list before you do anything else that week.

The script

Hi {First}, checking in. Your link has been sitting quiet for about a month and I want to make sure that is on me and not on you. Two questions: did the counter cards ever make it out to your front desk, and is there anything about the last campaign that did not feel like you? I can rewrite it in your words, and I can get on 15 minutes and send it with you so it is off your plate. What works better, {day} or {day}?

The three reasons partners go quiet, and what to do about each

Reason How you spot it What you do
1. Too busy. They meant to send, life happened Friendly replies, no action, apologizes Move them down the escalation ladder. Offer step 2 (we operate their tool on the call). Make it a 15-minute calendar event, not a task on their list
2. It did not feel like them. The copy sounded like an ad, so they never sent it Went quiet after the kit landed, vague about why Rewrite it in their voice, shorter, from scratch if needed. Ask them to say out loud how they would describe the client, then write that down and use it
3. Nothing came back. They sent once, saw no commission, decided it does not work Sent one campaign, then stopped, may mention "nobody used it" Show them the actual numbers, including scans and clicks that did not close yet. Check the attribution is not broken. Consider a bonus or a co-promo so they get something visible back. If truly zero, be honest and change the play

9. ESCALATION RULES

You handle: scheduling, kit personalization, assist calls, check-ins, follow-ups, attribution audits, leaderboard, routine affiliate questions, counter card logistics, onboarding, reactivation.

Escalate to Justin (and the client where noted) immediately:

Situation Who How fast
Any question about money terms: commission amount, payout timing, a partner asking for a better rate, a partner asking for equity or exclusivity Justin Same day
Anything touching compliance or medical claims: a clinic kit that reads like a health promise, a partner writing their own claim, a licensing or kickback question Justin, stop the send Immediately, before anything goes out
An unhappy partner: threatening to leave, publicly complaining, saying they were treated unfairly Justin Same day, before you reply to them
An attribution dispute over $250 or more, or any dispute between two affiliates over the same customer Justin Same day. Do not decide it yourself
A partner asking to send to their list from the client's identity, or offering us their list Justin Immediately. The answer is no, but let Justin frame it
The client asking for something outside the program (ads, website, unrelated marketing) Justin Same day
Deliverability trouble: bounces, spam complaints, a domain warning Justin Immediately
Guarantee risk: day 20 with fewer than 5 signed, or day 45 with zero attributed customers Justin Immediately

How to escalate. One message with: what happened, who is involved, what you already did, the number if there is one, and what you recommend. Never forward a problem without a recommendation.

10. QUALITY STANDARDS AND TEMPLATES

Tone rules. You represent the CLIENT's brand to their partners, not our agency.

Template A — Recruit follow-up (no reply yet)

Hi {First}, following up on my note about {Client}'s partner program. Short version: your own tracking link, {commission} per customer that comes through you, and we write and help send the campaigns so it is not work for you. Worth 15 minutes to look at it? {Day} at {time} or {day} at {time}, whichever is easier.

Template B — Onboarding call confirmation

{First}, you are booked for {day} at {time}, 15 minutes, {link}. I will have your tracking link and your numbers on screen. Nothing to prepare. If something comes up, just reply here and I will move it.

Template C — Monthly kit delivery

{First}, here is {month}'s campaign, ready to go. One email, two texts, two social posts, and a fresh counter card. Your link and QR are already in everything, so anything that comes through gets credited to you automatically. Want me to hop on for 15 minutes and help you send it? {Day} or {day}?

Template D — Assist call booking

{First}, quickest way to get this out is together on a screen share. I will drop it into your system, you hit send, done in 15 minutes. {Day} at {time} work?

Template E — Quiet affiliate nudge

{First}, your link has been quiet for about a month and I want to fix that on my end. Did the counter cards make it out front, and did the last campaign sound like you? Happy to rewrite it in your words and get on 15 minutes to send it with you. {Day} or {day}?

Template F — Payout notice

{First}, your {month} commission just went out: {amount} for {n} customers. You are {rank} on the partner board. Thanks for sending them our way. {Month+1}'s campaign is ready when you are.

Template G — Client weekly report (internal, to the client)

{Client} weekly: {n} affiliates signed, {n} active this month, {n} campaigns sent, {n} referred customers ({n} booked, {n} showed, {n} closed). Top partner: {name}. This week: {one sentence}. Next week: {one sentence}. Needs you: {decision or nothing}.

Quality gates before anything leaves your hands

11. FIRST 30 DAYS — RAMP PLAN

Week 1 — Shadow.

Week 2 — Assist.

Week 3 — Own one account with review.

Week 4 — Full ownership.

Pass bar at day 30: account is on rhythm, four numbers are current and correct, no missed 4-hour reply SLA in the last two weeks, no never-do-list violations, client has not had to chase you for anything.

12. HIRING SCORECARD

Score each 1 to 5. Anything under 3 on English, warmth, or follow-up discipline is a no, regardless of the rest.

What we test Why it matters How to test it
Written English fluency They write in the client's brand voice to local business owners. Stiff or off-sounding English kills credibility instantly Give them a raw reply from a partner and 10 minutes to write a response. Look for natural phrasing, correct tone, no AI-sounding filler
Spoken English fluency They run 15-minute calls with American small business owners on video Live video call, unscripted. Can they be understood easily and understand an accent without asking twice
Relationship warmth Affiliates stay active because they like their manager. This is the actual product Ask them to tell you about a customer or colleague they kept a relationship with for years. Listen for genuine interest in people, not politeness
Follow-up discipline Cards rot, partners go quiet, and only relentless follow-up prevents it Ask how they tracked follow-ups in their last role. Look for a system, not "I remember." Bonus: did THEY follow up after the first interview, unprompted
Comfort on video calls Onboarding calls, assist calls, screen shares, all on camera Ask them to screen share something and walk you through it live. Watch for panic
Basic CRM literacy GHL pipelines, tasks, notes, tags, workflows Have they used a CRM (any). Give them a 10-minute GHL sandbox task: move a card, add a note, set a task. Can they figure it out with light guidance
Numbers comfort They own four numbers and run a weekly reconciliation Give them a small attribution puzzle: 3 customers, 4 paths, one ambiguous. Do they resolve it in the affiliate's favor without being told
Coachability The role changes as we grow Give one piece of critical feedback in the interview and see what happens next

Red flags: cannot give a specific example of following up with someone; goes vague on video; needs the script read to them twice; treats "resolve in the affiliate's favor" as a loophole rather than a principle; asks about hours before asking about the work.

Green flags: asks what happens when an affiliate goes quiet; asks how commissions are calculated; already worked a pipeline of any kind; brings up a time they fixed something for a customer nobody asked them to fix.

Logistics Game Plan (Build Runbook)

AFFILIATE MACHINE — LOGISTICS GAME PLAN

The executable build runbook · designed to be run against a fresh GHL account (you have the GHL MCP — this doubles as its task list) · July 2026

The commercial frame this serves: $4,000 to start (build + first month + dedicated GTM Affiliate Engineer placed) · $2,000/month after (engineer + campaigns + strategy + our oversight) · flat commission per attributed customer. First verticals: solar, HVAC, men's health clinics.

PHASE 0 — THE SANDBOX (do this once, before any client — this week, via your GHL MCP)

Build a model sub-account we clone for every client. Checklist:

Exit criteria: a dummy affiliate can be created, given a link/QR/code, "refer" a dummy customer through all four attribution paths (link, QR, code, intake dropdown), and the conversion lands on their record. When that works once, everything else is cloning.

PHASE 1 — PER-CLIENT BUILD (days 1–14 of the $4k · Engineer owns it)

Domains & sending identity (day 1–3):

Program config (day 3–7):

Assets (day 5–14, parallel):

PHASE 2 — THE THREE STREAMS, OPERATIONALLY

Stream A — Recruitment (cold engine → GHL) · target: first 10 affiliates by day 30–35

Daily sends from cold infra using the partner frameworks with the affiliate offer ("your own link, your own commission, we run the campaigns for you"). Positive reply → webhook → GHL "Affiliate Recruiting" pipeline → ARM works it: 15-min onboarding call, agreement signed in-GHL, kit personalized, welcome sequence fires. SLA: reply → onboarding call offered within 4 business hours. The Turby warm-call script works this pipeline by phone in parallel (small local lists love a phone call).

Stream B — Client's list (GHL + Sendivo) · first send week 3–4

Warm announcement ("we have a partner program; here's the perk your gym/barber/roofer gets you") + reactivation plays where the list is dormant. Email via client subdomain in GHL; SMS via Sendivo post-10DLC. Replies: email → GHL Conversations; SMS → per the Phase-0 Sendivo decision. Cadence: 2–4 sends/month, value-weighted (house doctrine ratios apply).

Stream C — Through the affiliates (the kits + assisted send) · first wave week 4–6

Monthly campaign calendar per affiliate, run by the ARM:

  1. Kit delivered (personalized, links embedded) → 2. The assist call: 15-minute screen-share, "we'll hop on and help you send it" — they press send in THEIR tool → 3. Escalation path when they stall: (a) we operate their tool live on the call with them, (b) written authorization + consent confirmation → we send on their behalf from their identity, (c) no tool at all → their page + QR + counter kit runs passively, and we offer to stand up a simple monthly email FOR them (their consented list, their named identity, separate from the client's account — and note: that affiliate just became a lead for our own services). Never: importing a partner's list into the client's account, sending to a partner's list from the client's identity, or any send without documented consent. That's the line that keeps every domain and relationship clean. Both-directions co-promos scheduled monthly (client's list features an affiliate; affiliate features the client).

The attribution audit (weekly, ARM, 30 minutes — the program's life insurance)

Reconcile the four paths (links, QR, codes, intake dropdown) against closed customers → fix misattributions in the affiliate's favor when ambiguous → leaderboard + "you got paid" notices out same day. Affiliates who trust the numbers promote; affiliates who don't, quit quietly.

PHASE 3 — RHYTHM (the $2k/month, visible)

Weekly: attribution audit · leaderboard · pipeline review (client sees it). Biweekly: new affiliate wave (recruitment never stops at 10 — 10 is the guarantee floor, not the ceiling). Monthly: campaign wave to all active affiliates · co-promo calendar · payout run (approved → paid → celebrated publicly) · client report: affiliates active, campaigns sent, referred customers, commission owed us (our invoice IS the proof of their revenue — the best invoice in the business). Quarterly: cull-and-replace the bottom of the leaderboard; spotlight the top in the client's newsletter.

ROLES (who owns what)

GTM Affiliate Engineer (placed, in the $4k/$2k) ARM function (ours, in oversight) Our agents
Owns Sub-account, domains, tracking, workflows, dashboards, integrations, payout mechanics Affiliate relationships: onboarding, assist calls, monthly kits, audits, co-promo calendar Research, partner map, copy, personalization, recruitment sends, reporting drafts

(One person can hold Engineer+ARM at 1–3 clients; split the hats as volume grows.)

THE 60-DAY MAP (what the $4k covers)

Days 1–14 build (Phase 1) · days 10–35 recruitment to first 10 (guarantee milestone #1) · week 3–4 Stream B announcement · weeks 4–6 first Stream C wave + first referred customers · weeks 6–8 second wave, first payout celebrated · day 60 review: attribution numbers vs. the 2× math, month-3 plan → the $2k/month rhythm is already visibly running, which is what renews it.

OPEN ITEMS (parked, per your call)

Guarantee fine print (recommendation stands: 2× the build fee in attributed revenue by day 90 or we work free) · Sendivo webhook result (Phase 0 answers it) · payout mechanics per vertical (the perk-tier handles the edge) · flat commission amounts per vertical (set at client intake from their ticket sizes).

7. Agency Beta Program

THE AFFILIATE MACHINE — AGENCY BETA PROGRAM

For marketing agencies & AI agencies · two-part deal: the partner program + the wholesale backend · July 2026

The idea in one line: agencies already have the trust of business owners — the exact buyer of the Affiliate Machine. Instead of selling around them, we make them the channel: they fold affiliate/partner programs into their own offers, promote to their own list, and we fulfill everything behind the curtain. Then we hand them a wholesale backend that fills their own pipeline. It's the Affiliate Machine philosophy applied to selling the Affiliate Machine.

PART 1 — THE BETA PARTNER PROGRAM (the front deal)

What the agency does

  1. Incorporates it into their offers. "Affiliate program build & management" becomes a line on their services page and a module in their proposals — powered by us, branded how they like (their brand, co-branded, or ours as the specialist partner).
  2. Runs one promo to their list. We write the campaign (email sequence + a piece of content in their voice); they send it to their clients and list. Their audience, their sender, their trust — the same custody rule we use everywhere.
  3. Brings it into conversations. When a client says "we need more customers," the affiliate program is now an answer they get paid on.

What we do

Everything else. The build, the partner recruitment, the campaign kits, the assist calls, the tracking, the audits, the payouts, the client reporting — the full runbook, with the agency looking brilliant in front of their client. The agency never has to learn the machinery.

The split (beta terms)

Why an agency says yes (the pitch to them)

Beta guardrails

The beta pitch flow

Existing performance-JV framework (agencies/coaches) opens the door → the game plan session shows THEIR partner map with this program as the featured play → beta agreement (one page: the splits, the cap, the promo commitment, 90-day beta window) → we write their list promo → launch.

PART 2 — THE WHOLESALE BACKEND (the retention deal)

Once an agency is in the beta, they unlock the backend: their own pipeline, run by us, at wholesale.

The offer

$1,000/month, wholesale, agencies-in-program only: a managed outbound engine for the agency's own growth —

Plus a commission on what they close from it (flat per closed client or small % of first-90-day contract value — set one number and keep it simple; same "we only eat when you do" DNA as everything else).

Why wholesale works for us

The rule that keeps it clean

Part 2 is never sold standalone during beta — it's the reward for being in Part 1. That keeps the wholesale price defensible ("this rate exists because you're a partner") and keeps the cohort motivated to actually run the promo.

THE COMBINED PICTURE (what a beta agency's P&L looks like)

Stream Their number
Setup splits (4 clients from one promo) $8,000
Ongoing splits $800/mo and growing
Their own new clients from the $1k backend 1–2/mo × their retainer
What they pay us $1,000/mo + the fulfillment their clients already funded

The agency makes money three ways, we fulfill everything, and every arrow points back to the machine.

LAUNCH CHECKLIST

  1. ⚠️ Confirm the two open terms: "10% of ongoing" interpretation + the backend commission number.
  2. One-page beta agreement (I can draft it).
  3. The agency-facing pitch one-pager (flyer-style, "get paid on the affiliate channel without building it").
  4. The list-promo campaign template (email sequence in the agency's voice).
  5. Recruit cohort: aim the performance-JV framework at the agency lists already built — the 25k fractional CMO pool includes plenty of small agencies.

8. Philosophical Foundations — Jay Abraham

The 33 Factors Framework for Partnership Ecosystems

Jay Abraham's 33 Factors Framework for Partnership Ecosystems

The Complete Guide to Building Strategic Alliances That Transform Customer Acquisition

Table of Contents

Introduction: The $13 Billion Partnership Secret Chapter 1: The Partnership Ecosystem Revolution Chapter 2: The Complete 33 Factors Framework Chapter 3: Industry-Specific Implementation Strategies Chapter 4: The Partnership Development Process Chapter 5: Advanced Strategic Alliance Techniques Chapter 6: Measuring and Optimizing Partnership Performance Chapter 7: Building Your Partnership Action Plan

Introduction: The $13 Billion Partnership Secret

Jay Abraham has generated over $13 billion in additional revenue for his clients using strategic partnerships and joint ventures. Russell Brunson built ClickFunnels to over $100 million annually primarily through strategic partnerships. The most successful businesses in every industry have discovered a fundamental truth that 97% of their competitors miss: sustainable growth doesn't come from expensive advertising—it comes from strategic partnership ecosystems.

This guide reveals Jay Abraham's complete 33 Factors Framework for building strategic alliances that create predictable customer acquisition channels, reduce dependence on expensive advertising, and build sustainable competitive advantages that compound over time.

Why Most Businesses Fail at Partnerships

Most businesses approach partnerships with a limited perspective. They see obvious referral sources, basic joint ventures, or simple cross-promotional opportunities. They might identify 10-20 potential partners and wonder why their partnership efforts produce inconsistent results.

The 33 Factors Framework reveals why this approach fails: every business exists within an ecosystem of 200-500 potential strategic partners. Most businesses only see 5% of their partnership opportunities because they lack a systematic framework for identifying, developing, and activating strategic alliances.

The Partnership Ecosystem Advantage

Your perfect customers don't exist in isolation. They interact with dozens of businesses throughout their journey—before they need your services, during their engagement with you, after they've worked with you, and in conjunction with your offerings. Each interaction point represents a strategic alliance opportunity that can become a consistent source of qualified leads and customers.

The businesses that understand this principle and implement the 33 Factors Framework systematically create multiple customer acquisition channels that provide warm introductions, established trust, and qualified prospects at a fraction of traditional marketing costs.

Chapter 1: The Partnership Ecosystem Revolution

The Fundamental Shift in Customer Acquisition

Traditional customer acquisition relies on interruption marketing—advertising that interrupts potential customers and attempts to capture their attention in crowded, expensive channels. This approach becomes more expensive and less effective over time as competition increases and advertising costs rise.

Strategic partnership ecosystems operate on a completely different principle: instead of interrupting potential customers, you tap into the existing relationships and trust that other businesses have already built with your ideal customers. This creates warm introductions, established credibility, and qualified prospects who are pre-disposed to trust your recommendations.

The Before, During, After, In Conjunction Principle

Jay Abraham's core insight is that every customer interacts with multiple businesses throughout their journey. The 33 Factors Framework systematically identifies and categorizes these interaction points:

BEFORE Partnerships: Businesses that serve your ideal customers before they need your services. These partners have already identified the pain points, built trust relationships, and established communication channels with your target market. When their customers are ready for your type of solution, these partners become natural referral sources.

DURING Partnerships: Businesses that serve your customers while they're actively using your services. These partners provide complementary solutions that enhance your offering, create integration opportunities, or serve adjacent needs that arise during your engagement.

AFTER Partnerships: Businesses that serve your customers after they've completed their initial engagement with you. These partners help with implementation, ongoing maintenance, advanced needs, or entirely new challenges that arise as a result of your successful work.

IN CONJUNCTION Partnerships: Businesses that serve your customers simultaneously with your services. They address parallel needs, provide supporting services, or serve the same customers in different capacities.

The Marketing Arbitrage Opportunity

Jay Abraham describes strategic partnerships as "marketing arbitrage"—the ability to see assets, opportunities, and connections that others miss. Most businesses focus on their direct competitors and obvious referral sources. The 33 Factors Framework reveals the hidden ecosystem of businesses that have access to your perfect customers but have never been approached for partnership opportunities.

This creates significant arbitrage opportunities because these potential partners often have:

The Relational Capital Advantage

Strategic partnerships create what Jay Abraham calls "relational capital"—the accumulated trust, credibility, and goodwill that exists between businesses and their customers. When you partner with businesses that have strong relational capital with your ideal customers, you inherit that trust and credibility through the partnership relationship.

This relational capital transfer is incredibly valuable because:

Chapter 2: The Complete 33 Factors Framework

Strategic Foundation Factors (1-8)

Factor 1: Partnership Ecosystem Mapping The foundation of successful strategic alliances is comprehensive ecosystem mapping. This involves identifying every business that touches your ideal customers throughout their complete journey. Most businesses identify 10-20 obvious partners. Systematic ecosystem mapping typically reveals 200-500 potential partnership opportunities.

The mapping process examines customer touchpoints across multiple dimensions:

Factor 2: Before/During/After/Conjunction Analysis This systematic analysis categorizes potential partners based on when they interact with your ideal customers relative to your service delivery. Each category requires different partnership approaches, value propositions, and relationship development strategies.

Before partnerships often involve consultants, advisors, and service providers who identify problems that your solution addresses. During partnerships typically include complementary service providers, technology platforms, and vendors who enhance your service delivery. After partnerships involve implementation specialists, ongoing support providers, and advanced service providers. In conjunction partnerships include parallel service providers, industry specialists, and businesses serving the same customers simultaneously.

Factor 3: Relational Capital Assessment Not all potential partners have equal relational capital with your ideal customers. This factor involves assessing the strength, depth, and quality of relationships that potential partners have with your target market.

High relational capital partners have:

Factor 4: Marketing Arbitrage Opportunities This factor identifies underutilized assets, undervalued opportunities, and hidden connections that can be leveraged for mutual benefit. Marketing arbitrage opportunities often exist where potential partners have valuable assets that aren't being fully monetized or optimized.

Common arbitrage opportunities include:

Factor 5: Revenue Sharing Structures Sustainable partnerships require mutually beneficial economic arrangements. This factor involves designing revenue sharing structures that align incentives, reward performance, and create long-term partnership sustainability.

Effective revenue sharing structures consider:

Factor 6: Risk Reduction Strategies Strategic partnerships involve various risks that must be identified and mitigated. This factor addresses legal, financial, operational, and reputational risks that could impact partnership success.

Key risk areas include:

Factor 7: Barrier Elimination Methods Many potential partnerships fail to develop because of perceived or actual barriers to collaboration. This factor identifies and addresses common barriers that prevent partnership development.

Common barriers include:

Factor 8: Value Creation Alignment Successful partnerships create value for all parties involved—you, your partner, and your shared customers. This factor ensures that partnership opportunities are structured to create clear, measurable value for each stakeholder.

Value creation alignment considers:

Partner Identification Factors (9-16)

Factor 9: Complementary Service Providers These are businesses that provide services that naturally complement your offerings without directly competing. They serve the same customers but address different needs, creating natural partnership opportunities for cross-referrals, joint solutions, and integrated service delivery.

For coaches, complementary service providers might include business consultants, financial advisors, HR specialists, and technology consultants. For marketing agencies, they might include web developers, graphic designers, copywriters, and business consultants. For SaaS companies, they might include implementation consultants, training providers, and integration specialists.

Factor 10: Industry Specialists and Experts Industry specialists have deep expertise and established relationships within specific market segments. They often serve as trusted advisors and influencers who can provide valuable introductions, endorsements, and collaborative opportunities.

These specialists might include industry consultants, trade association leaders, conference speakers, publication editors, and recognized thought leaders. They typically have extensive networks, regular communication with your target market, and influence over industry trends and decisions.

Factor 11: Technology and Platform Partners In today's digital economy, technology partnerships create significant opportunities for integration, data sharing, and enhanced customer value. These partnerships can provide competitive differentiation, improved customer experience, and expanded market reach.

Technology partnerships might include software integrations, API connections, data sharing agreements, white-label solutions, and platform partnerships. They often create network effects where the value of each partnership increases as the ecosystem grows.

Factor 12: Distribution Channel Partners Distribution partners provide access to new markets, customer segments, and geographic regions. They have established sales processes, customer relationships, and market presence that can accelerate your market penetration.

Distribution partnerships might include retail relationships, reseller agreements, affiliate programs, and channel partner networks. They typically involve revenue sharing arrangements and require ongoing relationship management and support.

Factor 13: Referral Source Networks Referral sources are businesses and individuals who regularly encounter your ideal customers and can provide warm introductions. They may not directly serve your customers but have regular interaction and influence within your target market.

Referral networks might include professional associations, networking groups, industry events, online communities, and informal business networks. Building systematic referral relationships requires ongoing relationship development and value creation.

Factor 14: Strategic Alliance Candidates Strategic alliances are formal, long-term partnerships that involve significant collaboration, resource sharing, and mutual commitment. These partnerships often involve joint product development, shared marketing initiatives, and integrated business operations.

Strategic alliance candidates typically have complementary strengths, shared target markets, aligned business objectives, and cultural compatibility. They require extensive due diligence, formal agreements, and ongoing relationship management.

Factor 15: Joint Venture Opportunities Joint ventures involve creating new business entities or initiatives that combine resources, expertise, and market access from multiple partners. They represent the highest level of partnership collaboration and commitment.

Joint venture opportunities might include new product development, market expansion initiatives, technology development projects, and shared service delivery platforms. They require significant planning, legal structure, and ongoing management.

Factor 16: Cross-Promotional Partners Cross-promotional partnerships involve mutual marketing and promotional activities that benefit all partners. These partnerships leverage shared audiences, complementary messaging, and coordinated marketing efforts.

Cross-promotional opportunities might include content collaboration, event partnerships, email list sharing, social media promotion, and joint advertising initiatives. They typically require minimal resource investment but can provide significant exposure and lead generation.

Relationship Development Factors (17-24)

Factor 17: Trust Building Strategies Trust is the foundation of all successful partnerships. This factor addresses systematic approaches for building trust with potential partners through consistent communication, demonstrated value, and reliable follow-through.

Trust building strategies include:

Factor 18: Mutual Benefit Creation Sustainable partnerships require clear benefits for all parties involved. This factor focuses on identifying and creating mutual benefits that justify ongoing partnership investment and commitment.

Mutual benefits might include:

Factor 19: Communication Systems Effective partnerships require systematic communication processes that ensure ongoing alignment, coordination, and relationship maintenance. This factor addresses communication frequency, channels, content, and feedback mechanisms.

Communication systems include:

Factor 20: Partnership Onboarding New partnerships require structured onboarding processes that ensure successful launch and early momentum. This factor addresses the critical first 90 days of partnership development when expectations are set and initial results are achieved.

Partnership onboarding includes:

Factor 21: Performance Tracking Successful partnerships require systematic performance measurement and optimization. This factor addresses key performance indicators, tracking systems, and optimization processes that ensure partnership success.

Performance tracking includes:

Factor 22: Relationship Maintenance Long-term partnerships require ongoing relationship maintenance that goes beyond transactional interactions. This factor addresses the human elements of partnership success including appreciation, recognition, and relationship deepening.

Relationship maintenance includes:

Factor 23: Conflict Resolution All partnerships experience challenges and conflicts that must be addressed constructively. This factor provides frameworks for identifying, addressing, and resolving partnership conflicts while maintaining relationship integrity.

Conflict resolution includes:

Factor 24: Partnership Evolution Successful partnerships evolve and grow over time as businesses change, markets shift, and opportunities emerge. This factor addresses how to systematically evolve partnerships to maintain relevance and maximize value creation.

Partnership evolution includes:

Revenue Generation Factors (25-33)

Factor 25: Lead Generation Systems Partnerships must generate consistent, qualified leads to justify ongoing investment. This factor addresses systematic approaches for generating leads through partnership channels including referral processes, joint marketing, and collaborative lead generation.

Lead generation systems include:

Factor 26: Customer Acquisition Channels Partnerships should create predictable customer acquisition channels that provide consistent results over time. This factor addresses how to systematically convert partnership opportunities into reliable customer acquisition systems.

Customer acquisition channels include:

Factor 27: Revenue Sharing Models Sustainable partnerships require fair and motivating revenue sharing arrangements. This factor addresses various revenue sharing models and how to select and implement the most appropriate approach for each partnership type.

Revenue sharing models include:

Factor 28: Performance Incentives Beyond basic revenue sharing, partnerships benefit from additional performance incentives that motivate exceptional results. This factor addresses incentive design and implementation that drives superior partnership performance.

Performance incentives include:

Factor 29: Scaling Mechanisms Successful partnerships must be scalable to accommodate growth and expansion. This factor addresses how to design partnership systems and processes that can handle increased volume, complexity, and geographic expansion.

Scaling mechanisms include:

Factor 30: Market Expansion Partnerships provide opportunities for geographic and demographic market expansion that would be difficult or expensive to achieve independently. This factor addresses how to leverage partnerships for systematic market expansion.

Market expansion includes:

Factor 31: Competitive Advantages Strategic partnerships create competitive advantages that are difficult for competitors to replicate. This factor addresses how to build and maintain competitive advantages through partnership ecosystems.

Competitive advantages include:

Factor 32: Long-term Sustainability Partnerships must be designed for long-term sustainability rather than short-term gains. This factor addresses how to build partnerships that become more valuable over time and create lasting competitive advantages.

Long-term sustainability includes:

Factor 33: Partnership Portfolio Management Successful businesses develop portfolios of strategic partnerships that work together to create comprehensive customer acquisition ecosystems. This factor addresses how to manage multiple partnerships for maximum synergy and results.

Partnership portfolio management includes:

Chapter 3: Industry-Specific Implementation Strategies

Coaches and Consultants: Building Referral Ecosystems

Business coaches and consultants have unique partnership opportunities because their clients typically need multiple types of professional services throughout their business development journey. The 33 Factors Framework reveals systematic approaches for building comprehensive referral ecosystems that generate 40-60% of new clients through warm introductions.

Before Partnerships for Coaches: Coaches can partner with businesses that identify potential coaching clients before they recognize their need for coaching services. These include business consultants who identify operational challenges, financial advisors who see cash flow problems, HR consultants who identify leadership issues, and technology consultants who observe productivity challenges.

The key is positioning coaching as the solution to problems that these partners regularly encounter but cannot directly address. For example, a financial advisor might regularly see businesses with cash flow problems that stem from poor sales processes or leadership challenges. A strategic partnership with a business coach creates a natural referral opportunity that benefits the client, provides additional value for the financial advisor, and generates qualified leads for the coach.

During Partnerships for Coaches: During partnerships involve service providers who work with coaching clients while they're actively engaged in the coaching process. These might include implementation specialists, technology providers, training companies, and other consultants who help execute the strategies developed during coaching.

These partnerships create opportunities for joint service delivery, integrated solutions, and enhanced client results. For example, a business coach might partner with a marketing consultant to provide comprehensive business development services, or with a technology consultant to implement systems and processes developed during coaching.

After Partnerships for Coaches: After partnerships serve coaching clients who have completed their initial coaching engagement and need ongoing support, advanced services, or specialized expertise. These might include industry specialists, advanced consultants, peer groups, and ongoing support providers.

These partnerships create opportunities for client retention, upselling, and long-term relationship development. They also provide natural referral sources as clients graduate from coaching and recommend the coach to others facing similar challenges.

In Conjunction Partnerships for Coaches: In conjunction partnerships serve coaching clients simultaneously with the coaching services. These might include accountants, lawyers, HR specialists, and other professional service providers who work with the same clients on parallel needs.

These partnerships create opportunities for cross-referrals, joint client meetings, and integrated service delivery that enhances the overall client experience and results.

Marketing Agencies: Strategic Alliance Development

Marketing agencies have extensive partnership opportunities because their clients typically need multiple types of business services beyond marketing. The 33 Factors Framework helps agencies build strategic alliances that reduce customer acquisition costs by 60-80% while providing additional value to clients.

Before Partnerships for Agencies: Agencies can partner with service providers who identify businesses that need marketing services before they start looking for an agency. These include business consultants who identify growth challenges, financial advisors who see revenue problems, technology consultants who observe lead generation issues, and industry specialists who understand market opportunities.

The key is positioning the agency as the solution to growth and revenue challenges that these partners regularly encounter. For example, a business consultant might regularly see companies with strong operations but poor marketing, creating natural referral opportunities for marketing agencies.

During Partnerships for Agencies: During partnerships involve service providers who work with agency clients while they're actively engaged with the agency. These might include web developers, graphic designers, copywriters, video producers, and technology providers who support marketing campaign execution.

These partnerships create opportunities for integrated service delivery, enhanced capabilities, and improved client results. They also provide cost efficiencies and quality improvements that benefit both the agency and its clients.

After Partnerships for Agencies: After partnerships serve agency clients who have achieved initial marketing success and need advanced services, ongoing optimization, or specialized expertise. These might include conversion optimization specialists, advanced analytics providers, marketing automation experts, and industry-specific consultants.

These partnerships create opportunities for client retention, service expansion, and long-term relationship development. They also provide natural referral sources as clients achieve success and recommend the agency to others.

In Conjunction Partnerships for Agencies: In conjunction partnerships serve agency clients simultaneously with marketing services. These might include sales consultants, customer service providers, operations consultants, and technology specialists who work with the same clients on parallel business functions.

These partnerships create opportunities for holistic business development, integrated solutions, and enhanced client results that differentiate the agency from competitors focused solely on marketing tactics.

SaaS Companies: Integration Partnership Ecosystems

Early-stage SaaS companies have unique partnership opportunities because software naturally integrates with other platforms and serves businesses that use multiple technology solutions. The 33 Factors Framework helps SaaS companies develop integration partnerships that reduce customer acquisition costs and create competitive differentiation.

Before Partnerships for SaaS: SaaS companies can partner with service providers and platforms that identify businesses needing software solutions before they start evaluating options. These include consultants who identify operational inefficiencies, system integrators who assess technology needs, and industry specialists who understand workflow challenges.

The key is positioning the SaaS solution as the answer to problems that these partners regularly encounter during their client engagements. For example, a business consultant might regularly see companies with manual processes that could be automated, creating natural referral opportunities for relevant SaaS solutions.

During Partnerships for SaaS: During partnerships involve service providers who work with SaaS clients during implementation and ongoing usage. These might include implementation consultants, training providers, system integrators, and complementary software platforms that enhance the core SaaS functionality.

These partnerships create opportunities for improved customer success, reduced churn, and enhanced product value. They also provide competitive differentiation through integrated solutions that are difficult for competitors to replicate.

After Partnerships for SaaS: After partnerships serve SaaS clients who have successfully implemented the software and need advanced features, additional modules, or complementary solutions. These might include advanced analytics providers, industry-specific add-ons, and enterprise-level service providers.

These partnerships create opportunities for customer expansion, upselling, and long-term retention. They also provide natural referral sources as successful customers recommend the SaaS solution to others in their industry or network.

In Conjunction Partnerships for SaaS: In conjunction partnerships involve platforms and services that work alongside the SaaS solution to serve the same customers. These might include complementary software platforms, data providers, and service providers who enhance the overall customer experience.

These partnerships create opportunities for platform integration, data sharing, and ecosystem development that increases customer value and competitive positioning.

E-Commerce and DTC Brands: Retail Partnership Networks

E-commerce and direct-to-consumer brands have extensive partnership opportunities because their customers interact with multiple retailers, service providers, and platforms throughout their purchasing journey. The 33 Factors Framework helps brands build retail partnership networks that expand market reach and reduce customer acquisition costs.

Before Partnerships for E-Commerce: E-commerce brands can partner with retailers, service providers, and platforms that interact with potential customers before they're ready to purchase. These might include content creators, influencers, educational platforms, and complementary brands that serve the same target market.

The key is positioning the brand as the solution to needs that these partners' audiences regularly express. For example, a fitness influencer might regularly discuss nutrition challenges, creating natural partnership opportunities for health food brands.

During Partnerships for E-Commerce: During partnerships involve service providers and platforms that enhance the customer experience during the purchasing and fulfillment process. These might include shipping providers, payment platforms, customer service providers, and complementary product brands.

These partnerships create opportunities for improved customer experience, operational efficiency, and cross-selling that increase customer lifetime value and satisfaction.

After Partnerships for E-Commerce: After partnerships serve customers who have purchased from the brand and need ongoing support, complementary products, or related services. These might include customer service providers, product education platforms, and brands offering complementary or upgrade products.

These partnerships create opportunities for customer retention, repeat purchases, and lifetime value optimization. They also provide natural referral sources as satisfied customers recommend the brand to others.

In Conjunction Partnerships for E-Commerce: In conjunction partnerships involve brands and service providers that serve the same customers simultaneously. These might include complementary product brands, lifestyle service providers, and platforms that enhance the overall customer experience.

These partnerships create opportunities for cross-promotion, bundle offerings, and ecosystem development that increases customer value and competitive differentiation.

Chapter 4: The Partnership Development Process

Phase 1: Partnership Ecosystem Discovery

The foundation of successful strategic alliances is comprehensive ecosystem discovery that identifies all potential partnership opportunities within your market. This phase typically takes 2-4 weeks and involves systematic research, analysis, and opportunity mapping.

Step 1: Customer Journey Mapping Begin by mapping your ideal customer's complete journey from initial problem recognition through solution implementation and ongoing success. Identify every touchpoint, decision point, and interaction that occurs throughout this journey.

For each touchpoint, ask:

Step 2: Ecosystem Stakeholder Identification Systematically identify all businesses and individuals who interact with your ideal customers throughout their journey. Use the Before/During/After/In Conjunction framework to categorize these stakeholders and understand their relationship to your customers.

Create comprehensive lists for each category:

Step 3: Relational Capital Assessment Evaluate the strength and quality of relationships that potential partners have with your ideal customers. Not all potential partners have equal influence or trust with your target market.

Assess each potential partner on:

Step 4: Partnership Opportunity Prioritization Rank potential partnership opportunities based on multiple criteria including market access, relationship strength, strategic alignment, and implementation feasibility.

Use a scoring system that considers:

Step 5: Initial Research and Intelligence Gathering Conduct detailed research on priority partnership candidates to understand their business model, customer base, challenges, and opportunities. This intelligence will inform your partnership approach and value proposition development.

Research should include:

Phase 2: Strategic Alliance Architecture

Once you've identified and prioritized partnership opportunities, the next phase involves designing strategic alliance architecture that creates compelling value propositions for potential partners. This phase typically takes 3-6 weeks and involves value proposition development, partnership structure design, and approach strategy creation.

Step 1: Value Proposition Development Create compelling value propositions that clearly articulate the benefits of partnership for each potential partner. These value propositions must address the partner's specific challenges, objectives, and customer needs.

Effective value propositions include:

Step 2: Partnership Structure Design Design partnership structures that align incentives, clarify roles and responsibilities, and create sustainable collaboration frameworks. Different types of partnerships require different structural approaches.

Partnership structures should address:

Step 3: Approach Strategy Development Develop systematic approaches for initiating partnership conversations that build trust, demonstrate value, and create momentum toward formal partnership agreements.

Approach strategies should include:

Step 4: Resource and Capability Assessment Evaluate your internal resources and capabilities to ensure you can successfully develop and manage the partnerships you're pursuing. Identify any gaps that need to be addressed before partnership development begins.

Assessment should include:

Step 5: Implementation Planning Create detailed implementation plans that outline the specific steps, timelines, and resources required to develop each priority partnership. These plans should be realistic, measurable, and adaptable based on partner feedback and market conditions.

Implementation plans should include:

Phase 3: Partnership Infrastructure Development

The third phase involves building the infrastructure and systems required to support successful partnership development and management. This phase typically takes 4-8 weeks and involves system development, process creation, and team preparation.

Step 1: Partnership Management Systems Implement systems for tracking partnership development progress, managing partner relationships, and measuring partnership performance. These systems should integrate with your existing CRM and business management platforms.

Partnership management systems should include:

Step 2: Communication and Collaboration Processes Develop standardized processes for partner communication, collaboration, and relationship management. These processes should ensure consistent, professional, and value-focused interactions with all partners.

Communication processes should include:

Step 3: Training and Education Materials Create training and education materials that help partners understand your business, products, services, and partnership processes. These materials should enable partners to effectively represent your value proposition and refer appropriate opportunities.

Training materials should include:

Step 4: Legal and Contractual Framework Develop legal and contractual frameworks that protect your interests while creating fair and attractive partnership terms. Work with legal counsel to ensure compliance with relevant regulations and industry standards.

Legal frameworks should include:

Step 5: Performance Measurement and Optimization Implement performance measurement systems that track partnership success and identify optimization opportunities. These systems should provide actionable insights that improve partnership performance over time.

Performance measurement should include:

Phase 4: Partnership Activation and Revenue Generation

The final phase involves activating partnerships and optimizing them for maximum revenue generation and long-term success. This phase is ongoing and involves continuous relationship management, performance optimization, and strategic evolution.

Step 1: Partnership Launch and Onboarding Execute systematic partnership launches that ensure successful activation and early momentum. The first 90 days of partnership development are critical for establishing expectations, building confidence, and achieving initial results.

Partnership launch should include:

Step 2: Relationship Development and Management Implement ongoing relationship development and management processes that deepen partnerships over time and maximize long-term value creation. Strong relationships are the foundation of successful strategic alliances.

Relationship management should include:

Step 3: Performance Optimization and Growth Continuously optimize partnership performance through systematic analysis, feedback, and improvement initiatives. Successful partnerships evolve and improve over time as partners learn and adapt.

Performance optimization should include:

Step 4: Partnership Portfolio Expansion Systematically expand your partnership portfolio by developing additional strategic alliances that complement and enhance your existing partnerships. Portfolio expansion should be strategic and aligned with your overall business objectives.

Portfolio expansion should include:

Step 5: Long-term Strategic Evolution Evolve your partnership strategy and portfolio over time to maintain relevance and maximize value creation as markets change and opportunities emerge. Strategic evolution ensures long-term partnership success and competitive advantage.

Strategic evolution should include:

Chapter 5: Advanced Strategic Alliance Techniques

Joint Venture Development

Joint ventures represent the highest level of strategic partnership collaboration, involving the creation of new business entities or initiatives that combine resources, expertise, and market access from multiple partners. These partnerships require significant planning, legal structure, and ongoing management but can create substantial competitive advantages and revenue opportunities.

Joint Venture Opportunity Identification Joint ventures work best when partners have complementary strengths that can be combined to create new value propositions or enter new markets. Look for opportunities where:

Joint Venture Structure Design Joint ventures require careful legal and operational structure design that protects all partners while enabling effective collaboration. Key structural considerations include:

Joint Venture Management Successful joint ventures require dedicated management and governance processes that ensure alignment, coordination, and performance optimization. Management considerations include:

Revenue Sharing Optimization

Revenue sharing arrangements are critical to partnership success and must be designed to align incentives, reward performance, and create sustainable collaboration. Advanced revenue sharing techniques can significantly improve partnership performance and longevity.

Performance-Based Revenue Sharing Instead of simple percentage-based commissions, consider performance-based revenue sharing that rewards partners for achieving specific outcomes and objectives. This approach aligns partner incentives with your business objectives and encourages high-quality referrals and collaboration.

Performance-based structures might include:

Value-Based Revenue Sharing Value-based revenue sharing ties partner compensation to the actual value created for customers and your business. This approach ensures that partners are rewarded for creating meaningful outcomes rather than just generating activity.

Value-based structures might include:

Dynamic Revenue Sharing Dynamic revenue sharing arrangements adapt over time based on partnership performance, market conditions, and strategic objectives. This approach ensures that revenue sharing remains fair and motivating as partnerships evolve.

Dynamic structures might include:

Partnership Portfolio Management

As your partnership ecosystem grows, portfolio management becomes critical for maximizing synergies, optimizing resource allocation, and maintaining strategic alignment. Advanced portfolio management techniques help ensure that your partnerships work together effectively.

Portfolio Strategy Development Develop comprehensive portfolio strategies that align your partnerships with your overall business objectives and create synergies between different partnership types. Portfolio strategies should consider:

Partnership Synergy Optimization Identify and develop synergies between different partnerships that create additional value for all parties involved. Synergy opportunities might include:

Portfolio Performance Management Implement portfolio-level performance management that tracks overall partnership ecosystem performance and identifies optimization opportunities. Portfolio performance management should include:

Technology Integration and Automation

Technology integration and automation can significantly enhance partnership effectiveness, reduce management overhead, and improve partner experience. Advanced technology techniques enable scalable partnership development and management.

Partnership Management Platforms Implement comprehensive partnership management platforms that automate routine tasks, provide real-time visibility into partnership performance, and enable efficient collaboration. These platforms should integrate with your existing business systems and provide partners with self-service capabilities.

Platform capabilities should include:

API Integration and Data Sharing Develop API integrations and data sharing capabilities that enable seamless collaboration between your systems and partner systems. This integration can improve customer experience, reduce manual work, and enable new partnership opportunities.

Integration capabilities might include:

Automated Communication and Marketing Implement automated communication and marketing systems that maintain partner engagement, provide ongoing education, and promote partnership opportunities. Automation can significantly reduce the overhead of partnership management while improving consistency and effectiveness.

Automation capabilities might include:

Chapter 6: Measuring and Optimizing Partnership Performance

Key Performance Indicators (KPIs)

Successful partnership ecosystems require comprehensive performance measurement that tracks both quantitative results and qualitative relationship health. The right KPIs provide actionable insights that drive continuous improvement and optimization.

Lead Generation and Conversion Metrics Track the quantity and quality of leads generated through partnership channels to understand partnership effectiveness and identify optimization opportunities.

Key metrics include:

Revenue Attribution and Growth Measure the direct and indirect revenue impact of partnerships to understand return on investment and justify continued partnership development.

Key metrics include:

Partner Engagement and Satisfaction Monitor partner engagement and satisfaction to ensure healthy relationships and identify potential issues before they impact performance.

Key metrics include:

Customer Experience and Satisfaction Track customer experience and satisfaction with partnership-referred customers to ensure partnerships enhance rather than detract from customer value.

Key metrics include:

Return on Investment (ROI) Calculate comprehensive ROI for partnership investments including development costs, management overhead, and revenue sharing expenses.

ROI calculations should include:

Performance Optimization Strategies

Regular performance optimization ensures that partnerships continue to improve over time and adapt to changing market conditions and business objectives.

Data-Driven Decision Making Use partnership performance data to make informed decisions about resource allocation, strategy adjustments, and optimization priorities. Data-driven approaches ensure that optimization efforts focus on areas with the greatest impact potential.

Data analysis should include:

Continuous Improvement Processes Implement systematic continuous improvement processes that regularly review partnership performance, identify optimization opportunities, and implement improvements.

Improvement processes should include:

A/B Testing and Experimentation Use A/B testing and experimentation to optimize partnership processes, communication, and value propositions. Systematic testing enables evidence-based optimization that improves results over time.

Testing opportunities include:

Benchmarking and Best Practices Compare your partnership performance against industry benchmarks and best practices to identify improvement opportunities and set realistic performance targets.

Benchmarking should include:

Partnership Lifecycle Management

Different partnerships require different management approaches based on their maturity, performance, and strategic importance. Effective lifecycle management ensures that each partnership receives appropriate attention and resources.

Partnership Development Stage New partnerships require intensive support and attention during the development stage to ensure successful launch and early momentum.

Development stage management includes:

Partnership Growth Stage Growing partnerships require optimization and expansion support to maximize their potential and achieve sustainable performance.

Growth stage management includes:

Partnership Maturity Stage Mature partnerships require maintenance and evolution support to ensure continued relevance and value creation.

Maturity stage management includes:

Partnership Renewal or Termination Partnerships that are underperforming or no longer strategically aligned may require renewal, restructuring, or termination.

Renewal/termination management includes:

Chapter 7: Building Your Partnership Action Plan

30-Day Quick Start Implementation

The first 30 days of partnership development are critical for building momentum and establishing the foundation for long-term success. This quick start plan provides specific actions and milestones for immediate implementation.

Week 1: Foundation and Planning

Day 1-2: Partnership Ecosystem Assessment

Day 3-4: Research and Intelligence Gathering

Day 5-7: Value Proposition Development

Week 2: Initial Outreach and Engagement

Day 8-10: First Contact Initiation

Day 11-12: Partnership Conversations

Day 13-14: Follow-up and Relationship Building

Week 3: Partnership Development and Negotiation

Day 15-17: Proposal Development

Day 18-19: Proposal Presentation and Negotiation

Day 20-21: Agreement Finalization

Week 4: Partnership Launch and Optimization

Day 22-24: Partnership Launch

Day 25-26: Early Performance Monitoring

Day 27-30: Optimization and Planning

90-Day Partnership Ecosystem Development

The first 90 days provide the foundation for building a comprehensive partnership ecosystem that generates consistent results and sustainable competitive advantages.

Month 1: Foundation and Initial Partnerships Focus on establishing the foundation for partnership development and launching your first strategic alliances.

Goals:

Key Activities:

Success Metrics:

Month 2: Expansion and Optimization Focus on expanding your partnership portfolio and optimizing initial partnerships for improved performance.

Goals:

Key Activities:

Success Metrics:

Month 3: Scaling and Strategic Development Focus on scaling your partnership ecosystem and developing advanced strategic alliances that create long-term competitive advantages.

Goals:

Key Activities:

Success Metrics:

Long-term Partnership Strategy Development

Building a sustainable partnership ecosystem requires long-term strategic thinking and systematic development that creates lasting competitive advantages.

Year 1: Partnership Ecosystem Foundation The first year focuses on building a comprehensive partnership ecosystem that provides multiple customer acquisition channels and sustainable competitive advantages.

Strategic Objectives:

Key Initiatives:

Success Targets:

Year 2-3: Partnership Ecosystem Optimization Years 2-3 focus on optimizing your partnership ecosystem for maximum performance and developing advanced strategic alliances that create market leadership.

Strategic Objectives:

Key Initiatives:

Success Targets:

Year 3+: Partnership Ecosystem Leadership Year 3 and beyond focus on maintaining partnership ecosystem leadership and creating new opportunities for growth and expansion.

Strategic Objectives:

Key Initiatives:

Success Targets:

Implementation Resources and Tools

Successful partnership development requires the right resources, tools, and support systems. This section provides recommendations for essential resources that support partnership ecosystem development.

Partnership Management Software Invest in partnership management software that automates routine tasks, provides performance visibility, and enables efficient collaboration.

Recommended features:

Legal and Contractual Support Develop relationships with legal professionals who understand partnership agreements and can provide ongoing support for contract development and negotiation.

Legal support needs:

Training and Education Resources Invest in ongoing training and education that develops your partnership development capabilities and keeps you current with best practices and trends.

Training areas:

Professional Networks and Communities Participate in professional networks and communities that provide learning opportunities, peer support, and partnership development opportunities.

Network opportunities:

Measurement and Analytics Tools Implement measurement and analytics tools that provide actionable insights into partnership performance and optimization opportunities.

Analytics capabilities:

Conclusion: Transforming Your Business Through Strategic Partnerships

Jay Abraham's 33 Factors Framework provides a comprehensive system for building strategic partnership ecosystems that transform customer acquisition, reduce dependence on expensive advertising, and create sustainable competitive advantages. The businesses that implement this framework systematically discover partnership opportunities they never knew existed and build customer acquisition channels that compound over time.

The key to success is systematic implementation that begins with comprehensive ecosystem mapping, develops compelling value propositions for potential partners, builds the infrastructure required for partnership management, and activates partnerships that generate consistent results. This is not about basic referral programs or simple joint ventures—it's about building comprehensive partnership ecosystems that become the foundation for sustainable business growth.

Whether you're a coach looking to build referral networks, an agency seeking strategic alliances, a SaaS company developing integration partnerships, or an e-commerce brand expanding through retail relationships, the 33 Factors Framework provides the systematic approach you need to build partnerships that transform your business.

The opportunity is significant: most businesses only identify 5-10% of their potential partnership opportunities because they lack a systematic framework for partnership development. The 33 Factors Framework reveals the other 90% of opportunities that create multiple customer acquisition channels, reduce marketing costs, and build competitive advantages that are nearly impossible for competitors to replicate.

Start with the 30-day quick start implementation plan, focus on your highest-priority partnership opportunities, and systematically build the partnership ecosystem that will transform your customer acquisition and business growth. The businesses that implement the 33 Factors Framework consistently achieve 40-60% of their customer acquisition through partnerships while reducing their customer acquisition costs by 50-70%.

Your partnership ecosystem is waiting to be discovered and developed. The 33 Factors Framework provides the roadmap for building strategic alliances that create predictable revenue growth and sustainable competitive advantages that compound over time.

About This Guide

This comprehensive guide to Jay Abraham's 33 Factors Framework represents the synthesis of proven partnership development principles, real-world implementation experience, and systematic approaches that have generated billions in additional revenue for businesses across every industry.

The framework is designed for immediate implementation by coaches, marketing agencies, SaaS companies, and e-commerce businesses ready to build partnership ecosystems that transform their customer acquisition and create sustainable competitive advantages.

For additional resources, implementation support, and partnership development services, visit [your website] or contact [your contact information].

Download Additional Resources:

Transform your business through strategic partnerships. Implement the 33 Factors Framework and build the partnership ecosystem that creates predictable revenue growth and sustainable competitive advantages.

Power Partnering Foundation — Lesson 1 (Transcript)

(Click here or anywhere on the picture to listen to the audio)

33 factors that you need to recognize about the power of partnership, strategic alliance, joint ventures, or revenue shared compensated or reciprocal endorsement.

by Jay Abraham

Statement of all the methodologies, strategies, technologies that have ever been known for mastering

Philosophy -you can’t appreciate but you can’t accurate yourself
-they exist but in any point a multitude of different company, organizations, media, influencers, who have already invested incredible time, effort, capital, demonstrable evidence to the market
for the best interest of the client, the same client that you want to reach.

If you think about conventional marketing, whether it’s advertising online, electronic, boot at a trade show, what you are really doing in that kind of setting is trying to establish the most outer periphery of a first stage TRUST it requires an enormous amount of gestation, migration, and penetration to be able to go to the point the people are compelled to commit time, effort, money to you.

If you align with people who have already extended all the effort, time, money
conduct to create, establish, maintain and fortified their trust with the same market segment you want to reach, you’ve shortcut your process by unimaginable amount of time depending on your typical sales timeline process is but more importantly, you’re gonna make more people trusting you many times faster and taking action because another individual, entity, organization, company, influencers, they trust that them those influencers, company, organization trusts you. So the concept starts with that.

But not complex, it Is a negative matter because once you establish trust with these entities, you can avail yourself not just of their direct access to your marketing but of different entities resource access themselves everything from salesforce, execution channel, storage, technology, warehousing, research development and you can get all of that on a partner basis where you pay a result or share an in DRAM stream you create together.

You have to understand the possibilities. Reflect and start identifying who, how, why, where what and why you want to avail yourself up and a plan.

9 major benefits of a strategic alliance, joint venture, power partnering, revenue sharing or reciprocal endorsement:

  1. Use to achieve advantages of scale or scope of speed -you could take advantage of other people’s infrastructure, existing week, resources that you couldn’t have access on your own because it will develop in no time, capital requirement, technological requirement, cost of small scale.

  2. You can increase market penetration -no matter what you want to do, you might be local but not really covering all of your state or your market, you can do it regionally, you can do it nationally, you could do it internationally either through one or multiple relationship, all without having to invest in your own offices or your staff, or sales people or relationship building

  3. You can enhance your competitiveness in local, national, international markets because now you are in association with somebody who has dominant existing and dominant forces in the different niches the day we’re present.
    Remember: you are looking for many different ways that other people or other companies, organizations, media forms or other influencers have direct trusted access to the same market, the same buying decision makers that you want to reach.

  4. You can enhance product development by licensing and packaging- you don’t have to sit there and try to develop new products on your own by yourself in a vacuum with limited resources or technical skills, you don’t have to try an allegate an unavailable portion to try to do a research and development and come up with breakthroughs and now you can just go out and buy other people, other company, other businesses who already done it. If you don’t know what to do with it or how to use or combine it in your application, you can put it through your distribution,you can get control of either the license or product itself that is being marketed or a different way of using the product. You can put your product and package them and distribute them to another organizations. It's a two way valve.

  5. You can develop new business opportunities for products and services -it’s a two way valve, you can take your product to many different other distribution channels, other sales forces, other brand dominant companies as you like, it can be publications, non-competitive complementary provider of product and services, people buy product before during after they buy your product, they can be the people who sell and trade product, because if they don’t sell someone then they have a viable lead that you could partner with, you can even go through competitive one.

    Go to competitors who have buyers who have bought, and ask to pass conservatively, offering those people your version. If it works and you share revenue on a generous basis, you might even have to share more revenue but who cares because incrementally it is new found money. It only adds to your bottom line.

  6. You can create new businesses -by understanding that you’re not just limited to your own company product. You can draw other people's distribution, you can draw different people’s products and services and you can be in the middle and put them together.

    The book “Cracking the Millionaire Code” -their premise is “How to teach you with no money, no knowledge, no products or service, how to make a million in no less with no risk and capital. Very wild aspiration.

    Find that he would call incongruence but arbitrage gaps which means to find a category with somebody written a really good book, but that person doesn’t have a training program or seminar or a home study product or find somebody that has a home study or training program but doesn’t have a book to start a relationship with or find somebody who has a book and or a training product but doesn't have an ongoing coaching or a group mastermind product get controlled by a various component and then put them all together with you getting a generous piece of each one.

    If you go to popular categories online, you're not gonna go with the first 5,8,10 listings because they'll probably be sophisticated with that and they’re successful and they’re relatively backed up. Instead, go to page 2 or 3 and start working with people who are quiet good angels that create books but did not market and sell.

    He taught this concept to 300 people in a $5,000 program. 299 did not believe him, they did nothing, one woman believed him and did exactly what he said and she made an excess of a $1 million doing variations of the same strategy and she made it in 6 and half months, so it works but it only works if you believe it works.

    You can use it in 3 ways:

  1. You can gain control of tangible and intangible assets that the organization didn’t know they possessed. A company that doesn’t even think about it might license you 00about their brand. They may be a niche company that has an incredible premier name to the buyer you want and by allowing you to use their brand name, you could instantly have CREDIBILITY. Or they may have distributors and license you to use them with or without their brand name, or they may have products that run their course to their market that could be very viable.

  2. You can use strategic alliances, joint ventures, and power partnering to sharply reduce costs and increase profits. They will have a consultation to the group of people that has a lead generating process with a sale of $22 product to service, and it costs them $180 to get a $22 fire. Over a short period of time, they make a huge profit on the back-end but because they go negative on the acquisition, bringing in $22 cost $180 so whatever it is, times negative, they can only grow at a certain rate.

    Go to another organization that has the same buyer profile, it doesn’t matter if you can pay them on a mostly differ basis as to when you get your back-end profit.
    They would have an unlimited budget, they would only pay it when they have money up above that and it changes their ability to grow.

  3. There’s a lot of elements that you cannot afford to have to do, to try, to offer, to add to your current business of your own because you have limited resources, capital, facilities, skills but if you join venture with the other people and you only pay in direct proportion that revenue comes in, you can acquire anything you want. You want expertise, you can have every expert that you have. Technology expert, Online marketing, funnel expert , cash flow management expert, accounts receivable expert, you don’t pay them their fee request, you pay them a more generous variable based on the savings of profit or you can even pay them double. Their fee request that can be converted to a percentage of the result that their expertise produces.

33 factors that you need to recognize about the power of partnership, strategic alliance, joint ventures or a revenue-share compensated or reciprocal endorsement.

  1. They only add to your own selling efforts -(power of Geometry) Jay is focused working on geometry of the business. If you can avail 100 or 101 partners that are bringing new found revenue either to you through their distribution or to you through getting equitable financial access to your products and brands that can give you an entire elevated level of geometric world that is unfathomable. It’s like having an unlimited revenue boosting business playground that only you have the key to go on.

  2. Using methodologies increases your sales massively and thus your profit.

  3. It lowers the barrier of entry -if you add a new market, new category, new marketing area, you’re gonna have a lot of resistance, but you don’t know the market, you have to go there hire sales people they cold calls, run ads, starts the prospects converting them, cutting cost money, take time. However, if you could partner with somebody who is already in the market, not only you are getting access to the best performing knowledge and producers, whether it’s advertising departments, online dept, sales department, trade show exhibit dept. All you gotta do is to wait on the back end and see the results.

  4. It boosts your market presence. You can do joint ventures,google ads, power partnering, etc. With tons of organizations and entities and tons of different segments or industries or business categories and you can be everywhere without adding any capital.

  5. It provides added value to your clients and buyers because they trust you. You can bring them other products or services that you didn’t offer before because you thought of yourself in a manner instead of thinking what other products or services do they buy or during after they buy, or instead what are their products and services create performance value, economic gain, proper enhancement, to what I offer.

  6. It contributes substantially to perceive clients' benefits. This is a two way valve, you can do it backwards into your own business, expand dramatically the lifetime value, transactional value, but by taking your products or services and partnering with other companies.

  7. You can add it and margin and margin market instantly - if there's a market you want to be in, it’s you, know your product or service or a new version of it reduce rapidly, all you do is find someone solemnly in trench in that market, it could be an alignment or just have the trust and confidence of the same buying influence that you want to reach. Highest level connection access to the most desirable category of decision-makers you want to reach.

  8. It expands your visions, horizons, goals, aspirations because now, you don’t have to say if only, you don’t have to say it someday, You like to say “When I got the profit”, “when my kids graduate from school, when I pay my student loans, all you have to say is “those got what I want or need and what kind of a strategic alliance or a power partnering relationship do I have to structure to make it work for both sides.

  9. You can your speed, your access to a wide variety of markets -think about you of your own being a business icon, say you want to penetrate a market in your product, a new geography, selling category, salesforce, online, paid shows and you want to do it in your own, you got a learning good, you got a testing to figure out a viable approach, you got part of you which compel and motivate the market to trust you and all the stages have trust conversion, all of that is eliminate including the owners one that’s the yolk of capital requirement that most of you haven’t made but you have to be generous on the variable side but it should matter that every dollar that you make is when you ______ it, you can give away half way orders as long as you continuously produce or provide the products or service.
    It's an infinite combination, your only limitation is your ability to envision, ability to make something happen, and ability to qualitatively fulfill.
    Start small, so you can validate the premise whom you can deliver and build reference models. Don’t go for $10M corporation or $1M company, go for something that is high probability to say yes and it will work and usually it is a private company.

  10. You can expand beyond geographic boundaries

  11. You can control other people’s market - somebody who is a competitor can think up arrogantly ____in a market that you are in or you are coolly representative but the moment that you strike a power partnering with a dominant company that has brand, currency, trust with the same market that doesn’t involve with your product and service you get them to let you put your product or service to their organization and their credibility. You catch your competitors totally off guard and they don’t know what hit them.

  12. If you got a competitive advantage which is totally self evident -you got answers to market, and you got a direct implied explicit endorsement from another organization and your competitors don’t.
    -->It shortens your selling cycle- it reduces because of access that enhances
    -->the response rate. That means you’re going to sound more, you’re going to
    sound faster, it cost you less and
    -->you and your partners are gonna make a lot
    more money.

  13. You can rapidly over power your competition - this is a somewhat a different variation of number 11. As long as there are different segment market or different decision-makers or different kinds of companies, you can strike different deals with 5, 10 or 20 different entities, organizations, media, outlets, journals, individual influencers in each one and just develop the market which gives you rapid overpowering dominance.

  14. You can do a different joint ventures of people and you should share the cost -Ex. A CPA, financial planner, a state attorney to all share the cost of marketing or putting out a book or doing online, or running ads because they all benefited and they complemented one another and in terms of a seminar or workshop, having 3 things integrated at all where standard elements of one unified interest that the prospect client have. Your ultimate goal is to get someone else to put up money, capital, assets they are already paying for however, you can also share.

  15. Joint selling a distribution -all you gotta do is to get the paper to work on a joint venture or strategic alliance or the power partnering and you're up and running as quickly as you can manage it. Do that move with too much hays because it’s not that easy to do if you can sell with what’s inside the credibility and ability of your preposition. But you may not be able to support it, if they entrust you with their most precious resource opportunity, their brands, clients, distribution channel and you grow it, you taking ____advantage unfairly and you also get a very bad reputation. So don’t move too fast structured deals, integrate them and initiate them at the phase you know you can qualitatively support.

  16. **You can collaborate on designing new products or combinations with other people….**using their resources, technology, laboratories, staff, researchers, support teams to have you lift things which you don’t have the infrastructure for or they specialize the people to you and share in the profits on the resulting evolve version of your product or service.

  17. You got total flexibility in the way you operate - 40-50 joint ventures going for his seminar business that they acquired billion dollars, and they only have is 2-3 coordinating all of it but they are deploying millions of other people’s buyers and their deploying millions of sales letters to their database, and they would not only mailing through their mailing house, they would let them use their buying ability and terms so that they won’t have to pay for 60 days even though the money were coming out in a matter of weeks. There’s numerous things that make you realize all of the different things possibilities.

  18. It’s obvious but it’s far less risky than the kind of growth activities and categories or pursuit you would do on your own. You don’t have to risk time, money, capital, marketing, analysis, testing, all kinds of these things and it still might not work. There are others that are already successful with people who already trust them, removes so much of the vitality, and so much of the resources.

  19. It requires less or no cash, you give away no equity either you downside risks is not a lean on your business. Or your bank account is nearly obligated to share revenue on results so much on sale., so much on dollars made, whatever kind of deal is made of a resource you partner with.

  20. You can acquire technology licenses for your application -

  21. You can get research and development done for free. You can even do a three way deal, somebody will do the research and development and they are not your direct partner, they use when they came up with to partner with all kinds of people and you give that company who did the research and development a royalty or a share of profits.

  22. You can access knowledge, expertise, talents, well beyond your company's current limitations or borders. You can access the top skill sets in any category, in any company that is right and only paid for itself. That company might have spent a million dollars on advanced training, That company might have spent $10 million for laboratories and research, testing, and whatever, you got to use it and only pay for results.

  23. It could strengthen your expertise in an industry as a result of a relationship in association, or you can get educated, you can add knowledge to this power when demonstrated and compared against somebody that doesn’t have it. If you crack this prominence and you’re going to be the most trusted advisor the ultimate resource, the only viable entity they turn to be able to render______ reason expert and very deeply insightful advice that is not superficial and that is not conjecture will allow your business and your representatives to stand out so much more powerfully dramatically than the competition. And you can get that knowledge freely from a Partner.

  24. It widens the scope of innovation -innovation and optimization are 2 totally contrarian, innovation is basically breaking the model and coming up to something totally new, optimization is taking what you’re doing and elevating it to sublime, making every facet perform its function, its profit, its job at the highest possible performance outcome.

  25. You can do both of these through partnerships. You can secure your position as the front runner in your market or any new niche or a different market you will address by basically aligning with somebody that is the 800lb gorilla that is not really dealing, selling, marketing your product or service, while they own access to decision makers you want to reach.

  26. You can provide marketing or selling or have someone else with marketing or selling, it double edge opportunity,

  27. You can pick up product or service to other people can’t sell and not do it as a representative, get the lion share share of a product with an option that if you sell a certain multiple bottom beyond with what they selling you will automatically earn equally up to 49-50% and the right to buy the business if it’s bigger.

  28. You can actually do and “earn in” with a profit and the performance you do, taking something to your resistance.

  29. You can establish powerful and rapid purchasing a supply relationship - you can do it yourself or with somebody or you can organize with people that are complementary or competitive by a category but not really by market and you could consolidate purchases in one qualified ruling department or technology, or shipping, or logistics. There are a lot of things that you either reduce your cost or you can reduce your own cost plus get a management to override.

  30. You can set up almost instant distribution networks in almost any category you want You start with your product or service and once you get proficient you can get control of distribution, get control of your product and services and put it through but not as a distributor that makes deals where it generates revenue that is significantly more than the business itself. You get permanent equity to all the distribution channels in the new market you set up forever. So that for every business sold you get a pro rata conversion of purchases.

  31. You can capitalize on all kinds of hidden assets, underperforming activities & hidden relationships in a multitude of industries. Business initially supports you because the product is congruent then put someone in place to run the deal. Create revenue streams galore.

  32. You can make much higher returns on investment, returns on effort, returns on resources, during alliances because your investment and effort is virtually zero, it’s almost infinite.

  33. You can get focus on your core business because you don’t have to hire or deploy or divert huge amounts of your limited team, or capital or management when you do this. You’re using other people’s management, other people’s company, other people’s offer because it’s not the highest level of a leverage you can get on the maximum spectrum of resources and opportunities, assets and access, it let’s you maximize and multiply and stretch outrages of your own management, economic, technical and operational resources.

9. Traditional Affiliate Marketing — Amber Spears & East 5th Avenue

Amber Spears and East 5th Avenue are leading voices in partnership marketing and affiliate program development. The philosophy: Deals > Ads. Partnership marketing is the most joyful way to grow a business because every win pays two people. Below are the key concepts and transcripts from her body of work.

Key Concepts

Full YouTube Transcripts

See Section 10 for all eight full transcripts covering launches, affiliate manager roles, partnership marketing philosophy, deal-making, ecosystem building, partner recruitment, and affiliate strategy.

10. YouTube Transcripts

Amber Spears — 8.8M Launch

Video ID: RDC5N7Jpqr4
URL: https://www.youtube.com/watch?v=RDC5N7Jpqr4
Length: 63485 characters · 643 snippets

uh 8.8 million and then almost 10 million  dollar launch in a six month period had a   whole phone for a team went from selling  75 a month to a thousand dollars a month   at the end of the day it's relationships  it's really fun making money with your   friends and heroes and mentors I feel very  blessed that I've just had this trajectory   I was not I was like I want to make  50 000 a year and maybe be a lawyer podcast we talked to business es who've used   to grow their businesses to a million  dollars a year or more how they did it   what worked what didn't welcome to the content  capitalists with your host Ken okazaki [Music]   hey welcome to another episode of the content  capitalist podcast where I have conversations   with people doing at least a million dollars in  their business many times a lot more today I've   got someone really special with me is somebody  who I met quite recently and the reason I knew   she was important to get in touch with is because  when I saw her it was at a party and about five or   six people who I respect and I've been following  and working with were surrounding her and she's   sitting there right in the middle so I knew I had  to approach her the more research I did the more   I realized I've got a ring around the show so  here she is you may have already heard of her   Amber Spears welcome to the content capitalist  podcast thanks Ken I'm really happy to be here   thanks for asking me to join you today absolutely  now Amber I we were just having a chat about some   big Life Changes you've had and I appreciate all  that but what my audience is especially interested   in and I think that a lot of people based on  what I've done research on you and found are   going to have already been affected by you  in one way or another through the product   and the the launches that you've been involved  in so before we jump into your backstory things   like that would you mind spending a minute or two  just giving a kind of a brief overview of some of   the maybe the higher profile projects you've  worked with or the clients you've worked with   and what you've done for them yeah of course um  I think you know what kind of put me on the map   was truth about cancer at that launch and you know  all I want to make it clear that any of the things   that I'm sharing it's not something that I did  by myself this is something that we did with the   team Jonathan hunsicker was the owner at the time  and he coined the docu-series model and invented   it and he's a genius he's a marketing genius now  I learned Organics and a couple other companies   so he's you know he thought of it he created  an amazing series amazing program and you know   because of that I think it had the success that  it had the novelty of it it was really like a   Summit that's a movie and that was kind of like  the first time that we had seen that and now   you know Justin Bieber has a docu-series right  so it's a really common thing and it was also   around a very intense topic which was cancer so  I think that also added to the virality of it   which was a unique thing around a very heavy  topic that if you have had that you've had a   cancer you know somebody that has had cancer or  passed from cancer it's going to be of interest   um you know there's also the fear of getting  it in the future right so it's a very intense   topic so I think what was unique about my role  in that is that you know they had talked to me   after the first one that they did so they did a  first launch I believe was around like 400 500   000 and then they did another launch where they  took the series from 11 episodes to nine it did   1.2 million and then they brought me in and  what's unique about me is that I have a very   extensive sales background I started door-to-door  um you know then I went into the phone rooms ran   phone rooms so like my experience I think is  really what what helped Propel that in a sales   perspective because it was now a proven model  that it worked for Affiliates and it you know   it had something there and then using my sales  background and just my tenacity on the phone   along with some other really good people around  me like Jamie materano and others that you know   were also working the phones also working leads it  was just this combination of things that that went   viral we did 8.8 million uh and then a 9.8 and  8.8 million and 9.9 million ish around almost 10   million launch in a six month period it's just  back to back relaunching it and continuing to   optimize which is another thing that I think  that a lot of docq series summit's launches   failed to do is continue to optimize that series  or optimize what they're doing you know they just   kind of recycle the same email swipes the same  you know look of it they they don't do what they   were willing to do which was spend a lot of money  and time in between the launches doing it and and   really making it better in terms of the customer  experience and the affiliate experience so   um that was what really put me on the map  and after that you know we did Mark Hyman's   launch which should um you know almost six million  dollars that was the first time that anybody did a   docu-series launch with a supplement added to it  and again you have all these things that matter   you have an amazing team you have Mark who's  already in a 10-time New York Times bestselling   author you know Drew who was the CEO who is  a genius a really amazing content team around   them his credibility and then we did Broken brain  which is all about the brain about a big portion   of that was Alzheimer's people who are afraid of  getting dementia and Alzheimer's it was a big big   push again so when I look at the trends of what a  lot of these series do and I've worked on over 50   either we push them ourselves or we consulted on  them the trend that I keep seeing from these is   um for it to really get the attention and  the virality and the sales and the reach   it needs to be over a topic  that is really really compelling   um cancer does amazingly well Alzheimer's  does amazingly well covid does amazingly   well conspiracy you know Jeff Hayes a dear friend  of mine he's worked and exposed so many things in   the industry that you know he can't do paid media  at all for a lot of his a lot of his series but   there is this virality to it in terms of it's  scary it's scary to believe that the government   is you know potentially putting you in danger  for you know things like covid or vaccines or   you know what have you that there isn't you  know or cryptocurrency was another one that   crushed it with these different documentaries  like Nate Hopkins or him so the ones that I've   seen not do great diabetes um General kind  of Health stuff like paleo you know people   a bunch of people jumped on the bathwagon and  try to do it but there wasn't that dangerous   element there wasn't that fear-based thing or  like I have to know because it's an emerging   Trend type thing so across the board those are  some of the learnings that we've had and we've   worked with you know we got our foothold and  with docu-series launches and then we've gone   on to work with so many people like clickbank's  been a client for years Agora has been a client   for years I've worked with almost every subsidiary  inside of Agora Chile pad beekeepers Naturals like   um you know you've named it we've worked with them  in in the space where we've trained their teams or   been their affiliate managers or in their agency  of record like you know we've been very fortunate   to work with with some amazing people and I think  the golden thread throughout everything is like I   am a salesperson through and through that is what  I'm good at I'm good at building relationships   Point period the end I'm not somebody who's just  good at talking and then I do nothing with it I'm   good at talking I get to know you I figure out  how I can help you where my gifts and talents   will support you and then I implement it right and  so I think that that's a big difference between a   lot of the affiliate marketers out there either  their takers and they want something from you   and they're only talking to you because they  want access to your list you know access to   your audience you know they want something from  you they want you to promote their offers and or   they're just really nice people that love talking  and love hanging out at traffic and conversion and   drinking at the bars and enjoying themselves but  they can't close the door to save their life so   this is a big thing that I think we kind of step  into that Gap where like we're amazing people   we're nice people but we're also here to grow grow  the businesses grow the companies we work with uh   and work with companies that have good products  and services and we believe they should own more   market share so we're going to be aggressive and  persistent and and making sure that that message   gets out there wow thank you for that you gave so  much more information than I was expecting on this   first one it's perfect and I'm trying to take keep  as many mental notes as possible one thing stood   out to me though is that uh when you got started  well I'm not sure if it was your first one but   docuseries seems to be something that you've done  repeatedly I'm trying to understand the a bit of   the model behind that and what I'm going to do is  I'm going to circle back to that in a second but   when you listed the people you're working with uh  names that I think everybody's heard of uh or most   about least who are in any type of internet  marketing space or online business I'd like   to take us back to uh before you approach these  brands or work with them you mentioned that you   started in sales could you tell us about the very  first time you had anything to do with affiliate   marketing or working with some of these bigger  names how did you transition from you know trading   time for money or or commissions maybe one-on-one  to actually organizing yourself into a business   working with bigger companies and and kind of the  first step to get to where you are now yeah so   um I started on my sales career selling search  engine optimization door-to-door to companies   that did not want them about 15 years ago when  they were paying decks and yellow pages and they   thought that Google was just something that  you'd use for your kids research paper so   you're working directly with the search engines  or did was there uh some some agency yeah I was   representing an agency so um at the time we  were in the first SEO companies and agencies   you know that actually scaled to that size  I was the first employee of that company so   um yeah that's where I got my teeth my business  partner in East Fifth was actually my boss then   so she knew that I was a Rainmaker yeah  so let me let this is so interesting to   me there's that movie the interns yeah you know  what those guys go work at Google and then they   get sent to go door-to-door selling uh exactly  what you're talking about I have no idea what a   conversation that like that would look like could  you like let's say I'm I have a shoe shop right   or and you're trying to sell me on search engine  optimization like what's their approach could you   just like literally knock knock and here I am  like what are you gonna say to me like I'm not   expecting you right yeah no they definitely  [ __ ] did not want me in there oops sorry I   forget sometimes uh you're good uh they didn't  want me in there first and foremost it's funny   that you asked me that because the way I didn't  sell anything about commission for three months   I got to the point where like I I was like still  a senior in college and I couldn't pay my rent   because I had like believed the reason why I even  started doing essay on the first place because I'm   a first generation uh college student first person  in my family on both sides to go to college and so   I was fully funded um I was a McNair scholar Doran  scholar and um I was also an Eller College of   Business a person I was one of the first people  of the political sign major non-business major   allowed into the program primarily because I was  a McNair and Doran scholar so while I was there   um one of our adjunct teachers who had sold  his company to Oracle for like almost a billion   dollars he told us that the next thing if he  had to pick would be search engine optimization   because he believed that Google was going to be  the future and so I remembered that and when I   was looking for jobs in between studying for it  what I wanted to become a lawyer so I was going   to study for the LSAT because I was homeschooled  before that I didn't know math I still don't know   math I know money math I'm good at that like  everything else you know I don't know how to   do anything I didn't learn science so I knew  I'd need to spend time studying for the LSAT   and um I saw an ad in Craigslist that said  we cracked Google's algorithm and I remember   my Adjunct professor saying anybody who can  crack Google's algorithm will will win and   so I applied I was our first employee and  went off from that and so if I walked into   a business you know basically what I do is as  I drive up to a complex park my car get out   and I'd walk around walk in and I'd start chatting  with them they did not want to chat with me   what I learned after three months is on the  State of Arizona there's a law that if you   ask for water in certain times of the year they  have to give it to you which and that this time   was in the summer time so I'd come in and ask for  Water by law they have to give it to you so when   I'm in there I'm very Charming I can make my way  in and I learned really quickly you know who was   the boss I'd ask who's in charge I'd see what  direction they'd look in if they didn't look as   usually them I look for watch so you're doing an  Espionage work here yeah I look for watches I want there's a Feeling not many door  knocking do you just pick it up tonality   um and then I started asking like you know great  business you have here you know how do you grow it   um sometimes if I thought it would be a good  client I'd call you know loner or Mike and be like   this is the company can you do a little research  oh I see they're on decks and on Yellow Pages   they're doing this we kind of have an idea because  we priced out decks and Yellow Pages how much that   would cost so I kind of had an idea of how much  they'd be paying per year I'd be asking them   how's that working for you is it continued to be  effective for you which I knew it wasn't you know   like are you doing other types of are you doing  Google ads are you doing you know what kind of   things are you doing to generate business flyers  and so from there we just kind of you know work   it backwards and we started selling 75 a month SEO  packages and we had called tracking on it so once   we started getting those going I started getting  a lot of confidence I was like man for 75 bucks a   month dude my clients are getting like 300 calls  a month like it's insane because we had cracked   the algorithm like we would like we would crush it  you attorney Tucson we'd be number one in like two   weeks you know it was like insane Vet Tucson you  know it didn't matter we're just like slaying it   I think we had probably like 400 League builders  in India by that time like it was insane right so   it's like I started getting more confidence and  that's like a golden thread in my career is like   I can't sell for something I don't feel excited  about or that it's not useful I like lose all   energy for it and I've tried it you know I worked  with Ripoff Report like I've worked with so many   people in my background started I have to have  a feeling that this is important and I felt that   way about truth about cancer I felt like this was  an important thing for people to know about that   you don't have to just cut and burn everything out  when you're treating cancer there also has to be   another approach that we can also we can cut and  we can burn things out and we can do chemo but we   should also be looking at alternative methods  that even can support that type of thing like   changing your eating and making sure that you're  gluten free or your anti-inflammatory foods or   whatever right so that's a golden thread for  my career and so once I started getting that   confidence you know I'd come in and I'd be like  listen dude I know you're spending 20K a month   and I promise you the reason why your friend over  here is eating you alive right now is because I'm   working with him and look at the call list look  at the freaking call list dude we're killing it   for him right you want to beat him he's paying 10  grand a month you need to pay us 20. why not Dex   is dying whether you want to believe it or not not  that's the end like you're still clinging on to it   and so let's move forward into the future let me  walk you in here and let's help you right so we   come in we do audits that's always been very  useful we did at our agency it's always been   good it's like doing audits what everyone else did  you have to be careful not to [ __ ] on everything   that their past people are doing right because  they're a business just like ours and I don't   want to come in and win just because I can poke  holes anyone can poke holes in my business too   um you know that that is what it is so to me  it's about what's useful to them and like what   are they not doing that's leaving money on the  table or that's weak that I can come in and I   know for certain that we can do better that will  move the needle for them so that's basically how   we how we started and then ended up opening  uh three offices with them in two states and   I ran their Phoenix office open and for them had  a whole phone for our team went from selling 75   a month to a thousand dollars a month that blew my  mind then went to a thousand and ten what year was   this because 2009 okay 2009. so and at this point  like you said you're going to college three months   no sales finally got a couple the success helped  you to gain more confidence change your approach   to selling now you're rocking three offices now  what was this time span from when you started the   job to when you got put in charge of these offices  like less like two years maybe okay so you started   in 2007 then right 2007 was College started and  then 2009 you got these offices yeah yeah 2009   2010 yeah because I was a fifth year senior so I  had started doing it when I was a senior and then   I was a fifth year senior and then eventually  I had to drop out oh so you dropped that that's   the question I was leading to is oh sorry now  I have to drop out of doing other s doing I got I was also a nightclub for whatever I made my  own nightclub entertainment business if you look   it up it was set Out Loud Entertainment it'll  still come up through these big parties so yeah   I stopped doing that I dropped up doing that and  then um went full time into marketing the other   reason too is I I realized in that course of time  I had many many attorney clients and at the time   I was still selling them and working with them  until I became a manager kind of dropped my book   of business other people and I asked them like  are you happy with being a lawyer would you do   it again and literally only one said yes the rest  of them were like I'm miserable man don't do it   and I was like wow well meanwhile I'm having a lot  of fun doing marketing you know like I I was like   having so much fun I mean my clients like love me  we'd go out I go out in their boats we're going to   like strip clubs you know we're like we're having  I'm having a ball dude like I was working really   hard but like I also also started making you know  good money to the point where I was like wow like   I could go back to law school and work my tail off  for and go like 200 Grand in a debt to make like   150 Grand a year which was kind of what I was  making there which at the time was like insane   I remember you know I was being I was young  and I was like if I could just make 50 000   a year that's more than anybody I knew made like  that would be insane right like and now I'm here   and I'm like young and I'm like wow dude like you  know it's like I feel very blessed that I've just   had this trajectory it doesn't it's not something  that I ever was like I want to be an entrepreneur   I want to be a marketer that was not I was like I  want to make 50 000 a year and maybe be a lawyer   like you know very interesting to be in the place  where I'm at so we're all the way up to 2009 right   now you got a bit of success re managing a few  offices what was the next pivotal moment for you   I hated being a manager I'd high five you right  now if I could reach through this screen yeah   uh I love my managers and my team so much  because I know that I don't want them to   ever drop the ball and make me have to step  back into that it's it's something I hate   I'll tell you I'm not a great manager you  know I think that's the other thing is I have   so much respect and admiration for people  whose brain's working that way mine don't   um and that sort of really burning me out I didn't  last very long as a manager I think I lasted two   years and in that time I just really started  hungering for freedom I found um Simon blacks uh   newsletter his Sovereign newsletter and I started  dreaming about you know getting a second pass for   it awesome and then from there I found early  to rise and I started learning about money and   um then I was going through a really hard breakup  I was tired of being a manager I went back to Mike   alone and I was like dude I need to go back into  sales and they're like great you can't get your   existing book of business you have to start all  over again I was like what that sucks right and so   I felt kind of Trapped and um and hindsight found  out that they were going through divorce so in   their mind it would have been the worst thing ever  if I had left as a manager so like I didn't know   all this stuff was going on but I think it was  all designed to get me to apply to early to rise   Mark Ford had just sold it Mark fortagora  just sold it to Craig Valentine Matt Smith   so I was one of the first employees that  they hired so I applied from a long-form   sales letter it worked on me and moved my  life from Phoenix to Denver in two weeks   um to essentially like get my whole thing you know  get my whole life started learning the World's   Greatest Secret which was copywriting and uh I did  that for almost a year and in that time I was like   wow I love to write don't want to be a copywriter  I don't get to talk to anybody like this sucks and   like I wasn't making good money I think I think  my base if I recall was like 22 500 a year plus   commission but I was getting any commissions I  wasn't a senior copywriter so I burned through   all my savings and I finally came to them and I  was like dude I am struggling like I need help uh   I don't like doing coffee either and they're like  well we have this thing called affiliate marketing   uh if you want to take over our program no one's  taking it over you can do it and so I did and I   blew it up like like I just started working the  phone that did what I knew I just started working   the phones and trying to meet people in person  and people were like everyone just Skypes me   or sends me emails like why are you calling me I  called Mike Geary I had no idea who he was I was   like this guy makes this a lot of money I'm like  hi I'm like this guy Jeff radich makes this long   way too I'm gonna call him like I just started  and they were like why are you calling yeah so   you're just like when you're calling them you're  just letting them know hey I've got the civilia   program these are the commissions do you want you  know like you should get in yeah like like you   just just calling people up getting them to sign  up to affiliate programs and to promote that's   that's pretty much it right yeah it was like it  was like hey Mike like you know I know you have a   lot of respect for Craig you guys are good friends  he has a new offer that he's coming out with we've   tested it internally it looks good you've made  X map money yeah that company's affiliate things   it wasn't like an affiliate management agency it  was just their own stuff right no I was managing   theirs and they had it was stagnant so it went  from like you know this was a long time ago but   my recollection of it was like we were doing  like 10 000 a month and I went we did it 300   000 a month within three months like it just  me working like you know it was just working   the phones well no wonder they could only pay you  twenty thousand a year right well they were making   money from like paid traffic and like their  newsletters their subscriptions like you know   they bought a good business and they're smart they  just affiliate wasn't like the affiliate program   wasn't something that they had ever made a lot  of money on um that's something that Agora hired   me for they like their affiliate programs are are  they have good offers they just didn't have a lot   of attention to that because they're much better  at paid media so you know that wasn't a wasn't a   focus so it was just you've probably run through  and seen a lot of different affiliate programs   right now uh probably hundreds maybe thousands  what do you see as the biggest difference between   the ones that succeed and don't is it the offer  is it the team is it the the timing is it the the   systems and the automations involved like there's  a lot of things involved but what do you think is   the and I'm gonna I know it's gonna be a bit of  everything but what's the biggest that's the first   thing you're going to go to and start shifting  to move the needle in the opposite direction   if it's failing yeah well I think it's always  two things um it's the structure in the people as like a table you know if it's two legs on  the table you know if it's wobbly we need to   look at both things what is the structure of  it and the structure of it I mean you know how   well is the offer converting um you know what what  is actually happening in terms of the commission   amounts like are you in Industry best practice  are you below industry standard are you above   it like you know how how is the program itself  structured is it motivating and attractive to   affiliate Partners right so that's the that's  the part that most people are going to look at   first because it's very data driven and then the  other side of it is always a people which is the   people running the program itself what I find  most times is the people running the program   they usually are not trained sales people they're  just good with people so a huge huge area of   improvement there they can either be trained  up and learn how to do that they need to have   negotiating skills they need to really understand  numbers in terms of like what's really happening   with the Affiliates how do you push them how do  you motivate them to get psychology in there the   other thing is like the people that are part of  their affiliate programming and their Affiliates   themselves what is your relationship with them  like right when's the last time you talked to them   when's the last time that you promoted that when's  the last time you referred them to somebody you   know how are you treating them because they have  thousands of different options to promote from   including their own offers so how are you you know  how are you jumping ahead of the pack how are you   treating these people how quickly are you paying  them how much right so it's just the two things I   always come and look at so if I see an affiliate  program that's struggling the first thing I'm   going to do is like do an audit you know how is  everything performing how's it been performing   over time how was it last here how is it this year  like you know really looking at that whole how how   much are you paying compared to everybody else  that's in your Niche is it under over you know   how quickly like you know are you do you have a  good track record of paying you know if you're   on ClickBank you know you get paid every two  weeks but if you're not you know what's your pay   structure like I see so many people that I come  in and work with like oh yeah we have a 60-day   pay period it's just like dude like why you know  your refunds are one percent like that's stupid   you know what I mean like why like immediately no  you know like this the structure of this is not   competitive so it needs to change right so just  kind of like but part of that is like they don't   know right so they need somebody like me to come  in that's looked at thousands of these and tell   them right so it's like I think that's another  thing it's like there don't be hard on yourself   a lot of times you just don't know you can do  research you know and kind of figure that out   but uh the other part is a team and like frankly  if you have all the structure in the world and   you don't have a hungry motivated competent sales  person in that role it's just not going to grow   and I hear so many people like oh my affiliate  program's like a roller coaster I'm like that's   interesting because that's your problem a lot of  my other clients are not having that experience   they're doing a million dollars or more a month  on that because they have a great offer great team   and they have you know really competent people in  that driver's seat and they are killing it right   like so I know some people are doing 10 million  a month right like that's an outlier but like   that's like that's what can happen if you have  the structure of the people that are balanced   right and of course within all that comes kpis and  scorecards and roles and like eventually you can't   have one person doing everything you want the The  Rainmaker to be on the phone going to conferences   closing deals and then you want somebody who's a  project manager to be handling that some people   add a growth manager in that's just responsible  for farming that relationship they're just mining   the data and talking to that personal regular base  oh hey you promoted this offer well we have a new   offer that's very similar to that so perhaps you  should try this be one of the first people to try   it we'll give you an increased commission or CPA  to try it right so it's just like eventually you   want to grow into a department and I think  that's the other thing that most people fail   at is they're like oh well I'm making money  with my friends it's an algorithm just like   anything else right if you're learning YouTube  you wouldn't just half-ass if you're like I'm   sure you'd be reading books on it you'd be like  studying it you would be making sure that you   have the best people to work with to Mentor you  like you know you buy your stuff right so you can   look good on camera like you'd invest in it what  most people do is they come in like man making   money my friends and I'll just use my paid media  funnel and it's it didn't work it doesn't work   it's not gonna work for my company you move on  and you're like wow dude you're leaving so much   money on the table because you're not respecting  it and you're not you're not building it out and   learning the algorithm that this is because it  has its own language Cadence Tempo you know and   so that's really what I see when I come in and  what I try to train my clients on is like is   looking at the two sides I hear you saying a few  a few times train my clients consult my clients   help my clients could you talk a bit about what  is your range of services do you have a situation   where you actually like Place staff for them  or contractors or like or just training only   information only there must be a wide gamut tell  me what's the most popular thing that people jump   on when they hear like this is how I work with you  yeah I would say um we just rolled out um well not   just we've been doing it quietly for like the last  year where we find and recruit and train affiliate   managers so it's a very very it's been it's gone  so well because you have someone like me who's a   trained salesperson you have Alona my business  partner who's had multiple companies have been   very successful her whole thing is kpi is quoted  as structures operations who who does think the   Outreach and does everything right especially  she's been working with me for many years I am   her archetype for like that ideal person so she's  she's put me through every single thing through   the ringer she's I've done Myers-Briggs I've been  calling it and everything and then we before we   started the service we went out and found a  hundred different affiliate managers that we   considered to be some of the best performing worst  performing in the industry and we got a really   clear outline also by testing them of what type of  candidates are ideal for these different roles so   we come armed with a ton of knowledge we can find  yeah and and train affiliate managers so even if   you're coming in with a ton of of knowledge  let's say we hire a really experienced uh   affiliate manager there's still a lot of training  that they could benefit from you know like I know   somebody that came into the program at 22 years  of experience with doing affiliate marketing since   the days of porn and she's still learned a ton  right so it's like they still need support sorry   did you say days of porn yeah doing like porn  sites and stuff that was like really we're kind of   the first affiliate started wait so there's they  had affiliate programs too no way you know here's   something interesting and I interviewed a few  people who tell me how porn got them into internet   marketing and what the thing I'm realizing is  that porn drives so much technology afford it's   camera technology it's a streaming speeds right  it's it's video platforms it's Payment Systems   it's it's now I'm finding affiliate marketing  continuity yeah continuity there you go upsells   uh exit pop-up sales I mean what do they say they  say they should click funnels is probably based   off of like something important site started right  the whole concept of building a funnel and wow I   think the only thing they don't do well I wouldn't  know actually because I've never subscribed uh but   they probably the only thing they don't do is like  tons of email marketing because nobody wants their   inbox filled with porn stuff totally dude totally  100 but I've never gotten why you don't start   selling dildos and like stuff to them you know I  mean like based on their search preferences like   why are you not selling flashlight fleshlights  and like all that stuff like and I mean I'm not   subscribed to Pornhub or anything but like I think  that that would make sense I don't think they do   email marketing for that reason because you don't  want your wife or somebody looking and being like   what is this email from but like I just don't  understand why they don't sell additional Services   maybe because they're making so much money on ads  um and you know continuity they don't need to but   certainly I think they leave a lot of money on the  table and the model really flipped too and I I'm   just thinking about this for the first time time  you know how people used to be like you know if   you want to watch my super secret course then you  got to pay right and that's how porn was like if   you want to see this video you got to pay but now  it's from what I understand pretty much everything   there's tons of free sites and they make all  their money from just traffic people see ads   and that's a lot of how information is being sold  nowadays do people give away the information for   free and then they sell access to their list they  sell affiliate programs like what you're talking   about they sell Banner space uh and they do still  sell their their paid courses but the majority of   people that see the content at least you know  like short form what's going on social media is   100 free and the quality is not worse necessarily  it's just more curated for a wider audience   that is interesting I'm seeing so many parallels  now now it's going back to only fans though you   know I mean like the things I remember when I  first started it was like long form was a thing   and then it was like vsls were the only way that  you can compete and then now it's like a hybrid   you know hybrid page like it's just it kind of and  then the bsls came back with the Vengeance right   so it's just like I think a pendulum just means  because you're going back to paid content with the   only fan stuff and patreon and sub stack and you  know what I mean so you're kind of going back to   that kind of curated tribal you know very curated  content type thing so it's it's interesting I've   been in it long enough now or I'm starting to see  the patterns and the Ebbs and flows which is nice   because for years I was like I'm a chicken with my  head cut off like you know what I mean like yeah   that's interesting yeah sometimes I feel like  you know I have conversations and the kind of   stuff we talk about I feel old because there's  some people I bring on here and they're just   like like what's Skype just like in my mind I'm  thinking like icq you know and do you remember   that I don't know what that is oh no no now I've  done it again it's it's like the original chat   in like social chat platform it looks like a like  a daisy butterfly not of daisy flower that's the   logo well in your defense I was homeschooled my  dad was a fundamentally style Baptist preacher who   did not allow us to watch TV certainly we're not  allowed to use internet I remember dial-up but I   could not use that I couldn't listen to the radio  I could do nothing until I went to high school so   I've missed a lot of things that a lot of other  people they like MTV was so new foreign to me and   like everyone's like Michael Jackson you know so I  didn't know so you're you but you might be I grew   up similar though it was actually similar and and  uh that'll be another episode while I'll unpack   you know some of that stuff but it was really  similar to what you described there and the thing   that actually turned my life around and realized  that I wanted to do something a bit more you   know what my parents would say worldly was when I  discovered the internet I realized hey this is not   normal and I want to do other stuff too but that's  a totally different story this one's about you I'd   love to hear a little bit from you about uh your  experience with content creation and I know that   you've mentioned copywriting which is a form of  content creation but can you give me kind of the   gamut of what's worked for you what you've seen  work for your clients when it comes to anything on   social media paid media things like that because  you've been involved in a lot of a variety of   businesses what are you seeing working what are  the mistakes you're seeing in content creation answering someone I answer that for a minute  I remember when John and Mark first came to me   um asking me to help them you know do the launch  I was very skeptical because I was like what why   would we give them free access to this and then  ask them to buy a leader right that doesn't   make sense and I think they really nailed it on  the head where it's that feeling of reciprocity   right like that feeling of you gave me all this  incredibly valuable information I'm not seeing   anywhere else and on top of that they gave so  much content that it was impossible to watch all   these episodes and do all those things so you you  want more they gave their best up up front they   really did and I think that's what I keep seeing  consistently working now like it still works right   like when you're talking about the tick tock short  you know the tick tock shorts and all these other   things like they're giving away really valuable  content for free and there's that feeling of   reciprocity where you're like okay like you know  this guy is going to give me this type of content   for free and I'm going to learn it implement it  make some money in my mind I've already like kind   of owe him right for this because he's helped me  grow my business or grow my mind or like improve   my squat or whatever it is for absolutely free  and the rise of like the personal brand I think   is just so important I think before and that's  something that I'm really focused on for 2023   um is you know I hired those Jermain we're  gonna be working together for YouTube   um a little Silva and Josh you know just bought  affiliatemarketing.com I'm going to be doing a   ton of content for them I filmed a course for  kajabi that's gonna be released next year I'm   in talks with doing a course with founder um you  know just spending a ton of money building my own   personal brand and my own audience because that's  what I'm seeing Time After Time After Time it's   like what's working for my clients is continuing  to give away great content for free and to grow   their personal Brands right and like there is  some importance of drawing like the business   brand but I just think the rise of personal  Brands is just so so so important and it's   something that I'm doubling down on next year and  I I think that I really understood it when I saw   what truth about cancer did right because I was  like wow this works right and it's just continued   to work whatever format you know you're you're  doubling down on whether it's you know Instagram   reels or tick tocks or you're doing everything  so you want to be omnipresent across all the   channels I think omnipresence is important  but what I'm seeing for my clients is like   usually they try to do everything all at once  and there is an algorithm to each one of these   platforms so I think it's really important to  pick one thing and to really focus on I know   every entrepreneur listening to this like ah like  that's not what I want to hear but if you want to   know what's working and you want to know what's  working that's what's working what's working is   the people that are scaling is they're picking  one format that one algorithm one platform that   they're doubling down and are committing to  learning and then once you've really start to   get scale there then if you want to edit and put  stuff other places you can you're just not going   to get the growth but you are going to get a lot  of experience you're going to see what's working   on these different platforms and like you're going  to start getting signals of what could work on the   other ones and then you start bringing now you  have the money to bring in a team let's say you   started with YouTube now you have the money to  build a team that's really proficient at Tick   Tock right so you start learning that algorithm  what I'm seeing is like I think omnipresence is   important I think that you should be on all  channels but I don't think in my opinion in   looking at the backs of my clients and the  back ends of what's really working is they   found one channel dominated it grew it and then  they started adding all the other ones and like   they and I saw a lot of them do it all at once  too they were doing it all at once and they just   weren't getting you know they were seeing their  friends like oh my God Kelly and petrucci's video   just got a million views why not mine I'm like  well dude because you have no idea why she got   a million views you don't know you don't know  you have no idea because you don't really know   this algorithm like the back of your hand and  it's impossible to know them all at once right   but all the same time so you know that's what I  think is really working and I'm doubling down on   my personal brand I'll be doing YouTube That's the  format that I'm choosing that's that's amazing and   YouTube is the gorilla in the room like they've  been around from they weren't the first but   they've been around for longer than anyone they  got the backing of Google they're not going away   period and also they've proven recently they're  very Nimble still launching YouTube shorts off the   back of you know Tick Tock success right so that's  uh that that is interesting Tick Tock is you know   they're they're a funny thing they've they used  to be uh musically right and then and then they   got bought and it's just gone up and down and and  then now there's the whole China thing so I think   you know good for you if you're on Tick Tock and  you're crushing it also you're going to want to   you know put a few more legs in that in that mod  it's not really a business model to just get leads   from Tick Tock it's a it's a trend I believe and  it may or may not stick around I want to ask you   a question uh now everything I've heard from you  is like gold and I've I'm recording this I'm going   to watch it again and take a bunch of notes on  it but if you don't mind I want to hear what   are some of the mistakes that you made along the  way when building your businesses because we all   have them and I think everybody's Instagram and  Facebook and Linkedin looks like uh you know like   the trailer the the what do you call it the high  material from a football game right I want to see   a couple fumbles if you don't mind so that people  in the audience can learn from those as well I got   out of this question I have so many um so first  and foremost my companies both of them have been   built on all referral which is a beautiful  thing because it shows that we do good work   um unfortunately it means that we haven't scaled  to the point that we want to scale marketing has   always been our weakness and people are always  like Amber like if I don't get it you're a   marketing company that's not true I'm a sales  company I'm a sales training company my other   company is a mastermind so what I'm really great  at at the end of the day more than anything is   relationships that's the reason why I get great  referrals I have longevity in the space and our   clients get amazing results so that in itself  is why we get referrals if I could do it again I   would have done what I'm doing now which is hiring  a CMO which we've never had we'd never have right   um for both of my companies and really getting  a lot more serious around getting better at   marketing because our sales our closing ratio for  sales isn't is insane our retention is insane we   have a monthly membership group for people that  are committed to Growing uh they're reaching their   revenue with affiliate marketing we launched it  in April 2020 because I felt like we did not know   at that time and what was going to happen with our  economy and so I built it clients haven't asked me   for years like can you just do something that's a  little lower ticket where more of us can be in it   so we launch it and we have a 1.3 attrition rate  per month which is insane for a monthly program   that's 9.97 a month or you know we give a really  good deal for annual it's like six grand for the   year which includes a ticket to our live event  called deal making live so like our results speak   for themselves or testimonials are insane but  like we never really got good at marketing and   that's something that I'm committing to solving  this year because it's done to the growth of   our company tremendously um so I would say that's  mistake number one I think the other mistake that   um I've made especially with clients is um you  know not quite understanding or giving myself   time in terms of their offers so you know a  client would come to me because they're based   on referral and I love their products and I love  them but their marketing just wasn't up to par so   it makes it really difficult to get it to scale  with Affiliates because you know that the offer   has to convert at the end of the day you know  conversion is King and if you can't convert   well and you can't pay Affiliates enough to make  it worth their their time you have two types of   Affiliates you have Mission based Affiliates and  you have money based Affiliates right because   we're not in the business of charity so if you  have Mission based that's only about 10 of the   market you're promoting me because you like me  you think I'm great you think my products are   great and you promote me anyways because we're  buddies or whatever you care about me and if you   make enough money great if not it is what it is  you'll try it again next year and then there's   some money Affiliates where like they have very  specific metrics where if they're going to promote   your offer by default it better be a good product  right because they don't want to get in trouble   with FTC and they care about their lists et cetera  et cetera but it's got to convert well it has to   make sense so they're not going to keep promoting  unless it does and so I didn't really understand   that very early on in my career and I took on  clients that in hindsight should have spent money   on marketing instead of sent money on me right  because I great at pouring gasoline on fire and   blowing it up and so now if we do take on a client  we shut out the agency about two years ago because   um you know candidly I was we were killing it on  the agency side but I was really tired and I was   ready for a change and so we rolled out our own  products quietly partnered with Brad Howard who's   like Midas Touch and we started doing well and  then my former partner not my business partner   but my partner took her own life and it like  shattered my world so I took time to like do   all these other things she died in November 2019  and that's why you know I started staying at home   and then Cove had hit and I was like wow no I  need to find a different way to lead Jennifer   our company other than referrals or me speaking  on stage 30 to 40 times a year and um you know it   was just such a realization in in doing all this  that like sometimes money would have been better   spent with another person than me no matter how  much we tried and really getting clear one of the   things we added in is like if a client does want  us to take them on as an agency because we do that   very quietly now we will work with a few people  the numbers have to back out so if they come to   me and like Amber these are our numbers are crazy  insane I used to believe it and now I'm like okay   well if the numbers are that good then you know  give us a budget we'll go out and we'll test it   with our affiliate Partners we will do prepaid  drops essentially prepaid promotions and if the   numbers back out like you say they will then we'll  consider going into relationship with you not on   a retainer because I also don't want to be tied  to you you know where we have this relationship   I want your numbers to speak for themselves I know  I will speak for my myself my team will push it to   the Limit but if your offer is not backing out or  you're really difficult and horrible to work with   um I want to have the ability to walk away  you know without this this being an issue so   I think that's the other thing is like if you're  listening you know is income a client's coming   to you a potential client like am I the next best  decision for them because if you're looking at it   you're like actually your you know your numbers  just aren't where we need them to be and I see   this happen all the time especially with eight  media buyers we're like oh yeah totally bro we   can blow it up for you dude like 100 and then you  give them all this money and they're like actually   your offer just doesn't back out the way we need  it to be it's like then you're not the next best   thing that I should have spent money on right I  should have spent money on a better copyright or   a conversion rate expert you know whatever right  we should have spent the money there and so that's   something that I've just learned over time is  like really thinking to myself and that's why I   think I've had longevity in the space is really  looking at my clients money and saying am I the   next best decision and then if I am the next  best decision am I really the right person to   be supporting you in this or is there somebody  better and if I'm going to be taking you on as   an agency client do your numbers do what you say  you're going to do because a lot of people come   in with these numbers and it looks super inflated  and they've only tested it on their own internal   list and so actually that's not really you didn't  really test it right and so yeah I'm taking on the   risk of bringing it to my affiliate Partners so  these are just things that I've learned over time   that have been big mistakes of mine now there  is a question in my mind right now and I think   that uh as you know when I met you we were doing  the launch event for my new product right and I   do believe I'm going to want to get in touch with  you and learn about this once we build out a few   more of the systems it's a brand new company  but uh if anybody has listened this far then   there is something about what you said that's  obviously captivated them obviously they're   going to want to know more about you what's the  best way for people to find out about either your   masterminds uh your one-on-ones like your agency  Services which uh quiet maybe I just blew it up   by saying it here but how should what's the  what's the Gateway for people to learn more   about Amber Spears yeah man listen I always tell  people like you can always email me like I'm an   open book like uh amber East Fifth avenue.com  he spelled out five th Avenue fully spelled out   um that's my affiliate marketing agency education  company we have everything from um finding you a   rock star a level Talent affiliate manager they'll  be generating six to seven figures a month for you   um you can find that person hire train recruit  them for you we can also do Consulting we take   equity in certain projects very very quietly my  strength really is in health Wellness educational   and financial offers that's like where I have  the biggest Rolodex we have over 5 000 affiliate   partners that we can do some people come to us  because they have a really successful affiliate   program they just need more production so we have  an introduction service matchmaking service that   we can do um you know so to me it's like really  what you need we also have like I mentioned our   membership which is you know 250 companies active  right now and growing every single month maybe   twice a month pitch our offers get traffic for  each other do best practice training so if you're   interested in that you know that's another really  amazing component we can train your affiliate   managers for you that's another thing that we  do and we've been doing it for six years we've   trained hundreds of affiliate managers now if you  have someone new or inexperienced it's a great one   even if you have experienced affiliate managers to  create one and then of course my Mastermind which   is you know where I think you see a lot of people  that you know like in respect Perry JJ Virgin   um you know anyone you you can think of has been  a part of my Mastermind or has spoken at it or is   in it that's what most of Mastermind um we've had  that for seven years so it's kind of like my Elite   like you know it's 150 of my mentors and Heroes  and friends are in that East Fifth Avenue surgery   500 750 clients a year on that side you know  but it's varying levels a minimum of six figures   um all the way up to you know we have nine figure  plus companies in there so just kind of depends on   how much you need we may not be the team for you  we may not be the people to help but certainly if   you hit our characteristics and you're in that  wheelhouse and you have those specific needs   we're a really good option for you to look at and  we really care about our clients and we really   deeply care about their results so it's another  reason why we're not I've never been interested   in working with 100 people at a time you know like  I can't affect 100 people at a time the level that   I want to do so that's another reason I'm really  excited about getting our marketing going because   I'm going to be able to not just do referrals  or people seeing me from stage it's going to   be people are going to be hearing me talking on  things like this and they're going to be like okay   I'm the one I want to work with her that's never  even been to affiliate Summit East or trafficking   version or you know anything else so I'm excited  for that but if you have questions you can always   email me like I'm like email me dude I I really  do have a passion about helping people increase   their reach in their revenue with Partnerships  because at the end of the day it's relationships   it's really fun making money with your friends  and heroes and mentors it really is and it can   be a very stable really really amazing source  of revenue for your business that no algorithm   will ever take away from you like if you have a  good relationship with your Affiliates you pay   them well you take care of them you take care of  their customers this is something that will last   the rest of your business right and then into the  next business that you do and the next business   that you do which is my favorite part of it Amber  you have opened my eyes in so many ways uh that   I've always thought of Affiliates as like as like  a little side thing for a little cash injection   here and there maybe uh the way you describe it  completely flip that thought on its head and I   will definitely be in touch with you for my own  business oh yeah dude I'd love to yes thank you   thank you now you you dropped a tiny bomb earlier  about launching a YouTube channel is that live yet   and if not when will it be live and how can people  find that uh I'm at Liz Germaine's on me right now   I'm in the research phase with her she's like  I want you watching all kinds of YouTube videos   and people that you admire and then you need to  make your channel and make an admin so it's not up   yet but if they they want to learn more about me  another thing that I I give people that that take   the time to actually listen is if you go to East  Fifth avenue.com gift we have a 19-point checklist   that I run a lot of my clients through to kind of  see like where you're at right like are you are   you like a hundred thousand a month or less what  are the next best things you should be doing are   you a million or more just kind of it's a really  juicy checklist it's not just one of those stinky   free e-book things that I freaking hate doing like  watching other people do or I'm just like that's   not valuable it's actually really valuable some  good stuff so if they want to opt in that you know   they can and then I'm going to be doing a personal  brand YouTube so you can eventually just search by   name and find it um so yeah that's I'm I'm early  too dude I'm learning too which is cool you know   like I told you that's when I saw yourself I was  like I need to talk to Ken because I want I want   his setup it's so good like it's like it solves  it for someone like me you know thank you yeah   I want to be your affiliate I I absolutely want  to work with you too and uh let off we will have   this conversation uh that event by the way was  was ridiculously successful for us uh it was a   market test event when we met uh but this is about  you what I want to do just so you know I heard so   much about it thank you so yeah yeah everybody's  talking about it right it was crazy yeah dude yeah   it was great uh guys if you're watching this on  YouTube check the description down below all the   links we talked about her email uh getting that  checklist uh everything else we're gonna put   that below if you're listening on the podcast then  that's going to be in the show notes Amber thank   you so much I personally enjoyed this a lot you're  very different from most of the other people who I   bring on here who capitalize on social media and  do a little bit of other things you're doing you   went really deep into affiliate marketing and uh  my mind is is kind of blown about what's possible   when you have the right team and the right systems  in place so thank you for that any last words of   advice you want to close with um yeah I mean  I just I hope I hope that people try it I   just I think that we have especially as business  owners there's a feeling that we're in it alone   and there's just something so rewarding about  growing your business and and growing it with   other entrepreneurs that serve your same target  audience and about rowing together about knowing   that you know if tomorrow your ad account gets  suspended or shut down you can still make money   and pay your team in a way that is actually very  congruent with somebody who's walking through the   fire with you and it's just something that I  recommend that people try when they have the   ability to focus on it and give it a good go  especially if you have the structure like if   your offers are already working on paid it's a  really great channel to add on and if you just   add on you know one really good trained person to  take on the things that you're already doing and   bringing them to affiliate Partners especially  people that you know like in respect or want to   do business with in the future like it's a really  beautiful thing to add and you know Jay Abraham   said this in 2020 right when the pandemic started  he said someone asked him you know like what would   be something you'd be doing right now and he  said I'd be doing affiliate marketing because   it's a recession-proof revenue stream and it  really is you know like typically if we have   a traditional affiliate relationship you're  going to send customers to me clients to me   eyeballs to meet opt-ins to me and then I'm going  to collect the money and then I'll pay you it's   very different than if you're just running your  credit card on Google or YouTube ads or Facebook   ads or what have you trying to just get views  and getting them translated so that takes a   lot of risk off of you and also you have a much  better idea of targeting because if you know who   they're serving as a customer you're not trying to  warm up your pixel and you know do all the other   stuff it's just it's a smart thing to add for any  business especially going into a time of great   uncertainty and I recommend that you look at it  and I'd be happy to help people if I'm the right   fit to support them in that perfect thank you  so much for that again links below do check out   Amber Spears and I appreciate this time together  and for everybody else I will see you next time

Amber Spears — Affiliate Manager Role

Video ID: cGqbBSJnqBQ
URL: https://www.youtube.com/watch?v=cGqbBSJnqBQ
Length: 67808 characters · 1802 snippets

[Music] welcome to seven-figure entrepreneur podcast the number one podcast for bringing you behind the scenes with real online earners we got no fake gurus here and today our guest amber Spears welcome welcome thank you so much welcome to podcast podcast so we were we just had to like rush in to start recording because amber was going through this like killer story about her mastermind called most most a mastermind she just like justify it's not all drinky and I was like well it really sounds like story so can you like redo that story about how I got started because it's actually pretty funny yeah so let me preface it by saying I actually have another coming is my main company this is like my hobby business um so I just I feel like it's important to say that yeah so most came about four or five years ago at Affiliate Summit East I was with Brad Howard if any of you guys know him he's like a prolific partier good friend of mine we're business partners and I fit a keto cookbooks now that's done very well we just did a little under 10 million on that in 2018 so he's drinking things be very lucrative so it was me and Brad we shut down a gentlemen's club until 8:00 in the morning and I had meetings at nine ten eleven two all the way to like an it was like five or six pm and I called my business partner now in the most of Brett Farrell on my way he was my first one at 9:00 a.m. and I was like dude I'm just like way too hungover to function like I can't be in the hotel I need I need you to move across the street to the diner any carbs I mean you know alcohol yeah I think is going for this long day of meetings like I've been there I've been there yes you know yes why did I why did I blow my load the first night I was wrong approach fine as long as you buy me you know beverages like I don't care like whatever you so we went to the diner we had a great like meeting you know refresh with mimosas and then my next meeting was at 9:00 a.m. with Jaime Morano and Katerina and so he was like I've wanted to meet them can I stay sure so then there was a four of us which balloon into 27 of us by 6 p.m. so we just like all hung out and we all kept doing our meetings there all kept calling people over and we looked at that track record and we all collectively made our client for ourselves around five million dollars like 4.7 million like that we could track from that day a big drink he makes money you can make money take note that the fortunes in the follow-up not necessarily you know in the past you got to keep it going so the next like it was like a knock this is like August of that year and then the next like six months was like can't see and so someone joking he was like hey we should do another mimosa mastermind like did it again and it was like so successful again and then clickbait came to us and was like you should make this a real thing like this is actually very valuable all the people we want to meet at can see are here and I was like I'll do it if you guys pay money to do it we get to do it in Cabo and the one thing I think is very different why I joke about the chicks I think it's funny but um nothing idea is without ROI like I'm obsessed with with an ROI for my clients or when I work with and so I was like okay what I want to do is I want to take an event where you work with people like Perry Belcher who came to our first one it's coming to our next one hopefully and Chris Guerrero like my business coach and mentor and like all these amazing people and I want them to get off stage and I want them to work with my people one-on-one oh that's awesome yeah so in my events they do that so all of our experts we do full intakes we figure out you know what they're missing what they're struggling with and then when you come to my event you get it a minimum of three usually up to six one-on-ones with people that you normally don't get to spend any of that time with and the experts you know get to review your [ __ ] and you know if you're media buyer you to like poke around their Google Adwords or their you know the face limit counseling those specific instructions and we have an 80 percent return rate for attendees and almost a nine percent for experts so it's it's like I said it's it's funny right the name is funny we definitely drink it's an all-inclusive resort in Cabo so we do enjoy but we are there to make money back yeah doesn't like Mexico but I'll go okay you know like Mexico and I just like like I've never been to Mexico first off at I know you're lucky you've never been like tacos like I just want to clarify I know my way around a taco let's just say the most PG podcast on the first episode yeah you know what's so funny is it usually the chicks you take it to the next level yeah yeah it's like the dudes are pretty like chill and stuff the podcast how many how many people are at how many people are members in your mimosa podcast now roughly we have about 150 people that come every year yes good sized group but we don't do like one of the main reasons why it's not like a it's called a master mentor thing is very misleading because it's really just like I always wanted to have some like a group that I didn't live off of because I've helped other people build their like groups their mastermind groups of what I've seen is like it's so political like you're like you have a media buyer in there let's say you have a native ad buyer who paid 25 grand to be in your group or four-year whatever are you now and then you have another person in the group that comes up to use like hey look I would really like to work with the media by like you think and in your head you probably know like yeah this guy's a great media buyer for like financial but he is not like a great media buyer for health but goddamn you get this back is ROI you know what I mean like you know and then it just it just I've seen it happen so often that I'm like nah that's why East 5th Avenue is like my main business that's where you like see me speaking most of the time from stage and like all that because like I want I wanted to keep it diff like separate I think people can feel that difference like I'm not going to when you come to my event the next thing I'm gonna sell you is like come to the next one next year yeah like but I'm not gonna be like oh I'm gonna you know this one time only five thousand off year $25,000 investment you know it's just not that there's anything wrong with that because so no like I'm in a lot of those groups like I am I'm in mine share you know JJ like I work with Joe polish a lot like I'm in a lot of these groups and I think they're great investment but I think that for me politically I already have two I'm gonna put this in a more PC version moaning okay well then I'll say it's like owning an affiliate management company sometimes can feel like virtual dick sucking yeah oh you know I'm already having to play the political game and juggle all the stuff yeah how add in a big company on top of it where it's like more of that more politics um I kind of build something that's a great Community Builder and great ROI and and I want to have another business that doesn't rely on non that functionality because whether it's come on yeah well there's a purpose of my my personality or what but it's worked out very well for us yeah that's awesome it's funny too because there's so many affiliate companies that if they like don't suck a mean dick you're just like beat it like I don't care Thanks like we were talking like I'm like as soon as she said that I was like [ __ ] that makes sense because I'm dealing with some dead offers right now and this guy's like all of your pixels not fire whatever and I'm like dude [ __ ] figure it out good job yeah thank you money here's a good BJ there answer a hundred percent women [Laughter] yeah yeah you can most beautiful suits are tough though man like they don't [ __ ] her punch you in the face angry I'm exhausted because they make me do so much more work than I would do but it's like you're gonna do more work than me my own company like no I'm gonna stay up I'm gonna do it with you you know so let's talk about 5th Avenue and what it is sure for know understand because I don't fully understand either it's an incredibly generic name on purpose we did pick to be generic so my business partner and I now Ilona I was her first employee 12 years ago so I started yeah I started selling SEO door-to-door to like chiropractors and dentists and [ __ ] on their door get the keeper that whole thing rejection then yeah and honestly I prefer hiring people that work door to door I'm just reason but yeah I was her first employee 12 years ago chip took the company and our first year to well over seven figures and opened up three offices for them in two states and ran the whole thing for five years and I got really burnt out and I answered this direct response ad from Craig Valentine saying like I'm gonna teach my greatest secret and then like you know move to Denver did all did all that so so I've been in marketing for well over a decade and then about almost three years ago Alona came back to me was like hey like we miss our Rainmaker like come back and come beneath the fold and like let's do this again and I was like [ __ ] now like I will never work for anyone again but I will start a new company with you and I've been doing this affiliate stuff so I helped truth about cancer launch their eight point eight million nine point eight million dollar docu-series launches and then I did the thyroid secret with Michael as well once and and I started to get like traction I'd work with everyone for activation products to Venus factor and you know everybody's more informational products do yeah it's definitely informational products and and I wanted a new health stuff cuz I'm really interested in health and so we agreed to start this agency and then we did you know a bunch more docu-series and then we started running other evergreen client offers so in doing that I basically have two branches of my business these fit this like the top part on one side we have the agency where we do it for you so we act as your sales team we run off you know your affiliate offers we do launches contests everything for you but we only take six clients a year on that side and and so I had a long waiting list and my business mentor Chris Guerrero who you guys should definitely have on this podcast I'll plug him he's a genius mom he was like you should start a training program where you teach other affiliate managers to do what you do and I was like that's ridiculous no one would ever pay for that so I did it and people got tremendous results from them in like insane like eugenics as a client of mine they there's stuff in the company when I first started working with them they were doing less than a hundred thousand dollars a month and all I did was tweak some of their systems and you know half of its getting through the breakthroughs and they've had I think 17 or 18 consecutive months of over 2 million a month um it's like different tweaks like that so we I did it informally or I was just like kind of coaching people for 10 20 thousand dollar at a time like hey I'll come and work with you for two days and I'll do you know I'll be you know every week a phone call and we'll see there is also I've gotten great results with that tapping solution of Bob Inglis and like all these guys have gone through it privately with me and then we officially launched an academy last year and we've had 62 companies go through it and they've generated over 300 million dollars from our met so it's been it's been cool to see that you know it could be like wow that's what your [ __ ] works yeah that's been same girls yeah and I think part of it why I think I I think I'm polarizing in space for a few reasons um number one I think most affiliate managers are just not suited for the role like they are someone's sisters brothers mother's boyfriends son likes really great with people and you know everyone likes in but like this is a selling position primarily and this is a high ticket sale primarily if you're paying attention like every you know interaction with an affiliate partner can make you conscious not millions of dollars of the course of your time together and you have a high ticket sellers mentality and you also need systems processes KPIs and quotas like any other high ticket sales for some hat and so I built that whole system in and my team runs on it and so now we're training people like you know a core financial know I've worked with them for the last six months we've seen you with them talking to other divisions we added on Isla Vista I'm working Market House so you know there's 35 in tagore put their affiliate program on pause for a minute there they did and their current affiliate program is so I can give you some insight because I work with them um so they are the first people in our space to get sued really in a big way around what behavior their affiliates and so I give them a lot of credit for you know looking at and being like let's take a look at what we're doing right and what we're doing wrong let's also make sure that as one of the large there's people in the space that you know we're spending the money and the time with Venerable in these other places to to figure out what's really happening in in the law and so what they did is they immediately went out and shut their program down for all new people right so no no people could get vetted further and then they went through and they removed all the bad actors so people who weren't willing to sign you know things like hey I'm going to get friendly friends approved or I'm going to have an on subscribe link if they wouldn't do that they were booted out of the program which makes sense so now what they're doing is they still work with affiliates every day that's still part of their program but if you're in the program and you're currently making money it's because you're compliant then they've really ratcheted up those systems at the same time they're now creating new betting processes for the new affiliates that are coming through oh very cool and and I get to be you know I get to get behind-the-scenes look at that and I really respect them for doing that and as an affiliate manager you know working with their teams all of them like ah so frustrated you know like it's just it's so hard to get any of these deals approved I'm like listen the fact the matter is that there's a lot of meat on the bone with the current people you're working with I know for a fact that everyone's always like oh my god the neck super affiliate if I just had that one super affiliate make so much money you're not doing the basics of the current ones that you have like you're not book double you're not booking all your offers at once you're not print booking deals you're not prepaying for deals you're not getting in there autoresponders you're not getting into Thank You pages you're not doing a ton of [ __ ] with them right now that could be making you my you're leaking money right now so why don't we focus on that at the very unpopular opinion which is not doing a good job with the current ones that you have yeah they didn't use system of outreach and figure out how to bring these new people in and and that's what we're we've been doing with them and that's why does it Allman yeah it's it you know again it's an on popular opinion yeah no but it makes sense yeah yeah you know it's uh what is that saying it's it's common knowledge it's not common practice yeah very true that's super cool though and just to like you know there's a lot of people in this podcast are very familiar with affiliate networks and affiliate managers and stuff like that for people that aren't basically what an affiliate manager is to say Gabe wants to sell like we'll say heart pills to get off the top of your dick pills he could go and basically go out there put his product out there and have other people promote it those would be affiliates and someone like you would like more or less broker that transaction yes yes and I think too it's um there's a there's a lot of people be like all influencer marketing like I want to work with the influencers yeah I think that's a segment of the affiliate world yeah I think a lot of these quote-unquote influencers don't know how to monetize well they currently have on social this is separate your gonna separate react for another time but I do think that the best part about affiliate stuff is that relationships with human beings don't change algorithms do so I have a ton of people I work with that you know they start out as affiliate marketers and then they got a hit offer that convert a lot Kol then they flipped everything to Google and and Facebook in their way pow oh yes it's 25 it's 10 percent of my business I don't care right like and it'll happen algorithm change they're VSL is no longer compliant the bottom fell out and now they're coming back and be like oh my gosh homie they're like I ignore it and I just like bring all my reciprocals for you and let you know burned all those videos like let's talk and it's like well you know I believe you can have it all I think that you you know just like a table you're cold media should be certain table legs and then you have your affiliate program your most other stuff but if you get your affiliate program right of course there's a cap on it because there's only a certain amount of affiliates and email marketers and all it's tough but you know if you can keep your your revenue consistently growing month after month instead of being a roller coaster on your affiliate program like that can pay for all your overhead that can pay for your ads that can pay for you know a ton of your stuff you're manufacturing like you can have that as a core part of your business and then the other stuff is just a lot safer and you know that's again and on and on popular opinion but it works it doesn't matter if it's unpopular and it's not sexy right everybody's like oh just never you you know you own an affiliate management company just like introduce me like Josh you know and like wellness mom and bio trust and Joe like that's all I need I just see that one you know one crack hit like that the big guys like you know ma you know pull back the kimono let me see them it's like dude like the [ __ ] like what value do you bring to them yeah you know what I mean like number one and number two like you are not maximizing the current offer that you have you're not trying to increase the average cart value you're not bringing out Ukraine is you're not like you know you're not servicing me like a high ticket sales person would you and like you know this is I think that's a problem with yeah yeah I think a good question to segue into you what do you think separates the higher-end advertisers a more proper ones from the ones that are struggling the high-end like email know the advertisers the ones that are like doing it right in your opinion okay yeah well I will say that I will not stray into like the media buying side cuz it's not my forte I don't do that yeah tell you what I mean like the product owners oh yeah we call an advertiser's in cpa okay cool so same thing different terminology got it is that in my opinion the people that do the best in our space are people that have figured out how to make their offer convert I always say like I'm not a [ __ ] salmon I'm not a traffic salmon I don't like swimming upstream on a broken low converting offer okay so before you start talking to me about like I that's great that your product solves a core issue for a person I'm very happy that you created a beautiful protocol or like a beautiful supplement or like whatever that you created but your marketing has to work because you know it's never negative scene so first and foremost people who focus on you know high converting offer and their copy and the tech stack and you know being being willing to do things for the large affiliates like increasing their commission giving them faster payouts you know there are people that think smart and they're like okay well I will you know I know also that I can monetize this customer so I might break even on day one or you know go maybe a little in the hole but I have a continuity program to help me back it out you know and my offer is converting so it's stealing away the space right whether it's Google or whether it's on Facebook I'm sucking the oxygen out of the room because my offers converting better than everybody else and I can afford to spend more or I'm paying out more to affiliates on top of having a very high converting offer and I'm willing to cut deals with them that no one else is gonna do like you know ACH someone their money every 24 hours or paid $250 CPA on a you know $50 product like I'm willing to do it because I know my numbers and I'm focusing on high converting and then the people who stay that way are people that continue to maintain their top relationships and continue to optimize their offer they I see so many people that had like a superhot offer you know they're killing it for a whole year and then it's like the next year they're like all you see is on on Instagram and they're like net jetting and they're like doing all [ __ ] and it's like I haven't seen their email creatives or the landing pages change in a year yeah man it's gonna just like tank like you you know it's not gonna last forever and I think to just a step further and you know we talked about a girl before you know one of the things that they are really good at doing us back in monetization which means that they have a good relationship with their customer you know yeah we heard that come up multiple times on how to have successful offers it's just all back-end it's all back in you can over you know you can outspend everybody else you know and making sure that your offer and the front end converts well enough that you know bring the customers in so you know for me I always tell people like I just am NOT a traffic salmon to do that you're just packing tons of like random quotes over there alright good sound bytes but I could rant about it all day because you know I think that we are very fortunate to be in a time in place where like we have an ATM the sky which is here and we have more and more people getting online and at the same time we have these companies tightening the noose of compliance and what's actually scalable and what you can actually say because they're protecting the consumer and if we don't start paying attention to that this ATM is gonna stop pumping up money for all of us totally yeah and that's like I don't want to be gloom and doom but like at the same time hey how many times have we seen that - like something good going away just because like the compliance is out of whack every six months like just when you get your footing underneath you like that reminder you you know so that is why I like is ruin everything oh yes it's true they take anything good just destroy it sure I mean I can't you know I think I think also like I wouldn't want to be anything else yeah have you always been this much of a hustler yeah yeah no I yeah I mean I talk about it now like more in the last six months but like I started selling at four years old my dad's a missionary and he's like one of those crazy people like that talks on bullhorns at like street corners I'm like really fetuses you know you like changing hair like that's my dad yeah and I was I haven't talked to him in years but I was four years old when I first started you know converting people to Christ with my dad right like Ansel it's like you know like the egg is near I was humbled so I like can do everything with my parents and like you know it was just me basically moving I moved 27 times across their team's it was like you're selling yourself every time you hit a new place and then I started selling glow sticks and then I started selling you know door-to-door SEO and like all this I also have been selling my whole life but you know I think the principles are pretty similar for anything that you do like yeah you're like people pay me for this my phone right it's my connection contact keeping those strong and then fundamental selling principles like pulling the objections out of the sale you know talking about them figure out women figuring out what happens if something goes wrong most people only want to talk about the upswing they don't want to talk about [ __ ] getting [ __ ] up but what happened chameleon goes wrong where you know if our partnership dissolves whatever figuring that hole out mapping it out setting the table for expectations and then doing the follow-through and then you know continuing to optimize that process with your client or your customer your affiliate partner it's just it's very simple nuts and bolts that most people feel like they can set and forget or that they have the hottest offers they can dictate all the terms and everyone else is just opinion but you know I think that that's that's the same in any position that you're in in terms of selling for sure that makes sense that's crazy were you on the street corner when you were four doing that I was hustling with those like little pamphlets like talk to my dad I don't know how many people are actually converted a Chrysler wasn't that interested in it yeah you know it was my dad certainly still is and it's really interesting to like to watch that you know to grow up and to be a pastor's kid um you know probably got rid of your fear of speaking to people oh it definitely did and watching people like yell at my dad like we're tailgate party just doesn't take breaks [Laughter] love everywhere he's everywhere religion such a funny thing switching over to affiliate partners compared to advertisers how different do you think they really are because I find like we're actually because we've always done the CPA space and so we have an affiliate manager hit us up connected to offers but we've been getting more working with advertisers direct and we found it like super beneficial but we also found like the way they think in the way affiliates think are like can be pretty different at the same time yeah I agree um you know I think part of the difference between advertisers and affiliate partners is like the difference between business of the capital be in business with a small B so like you know Apple is not going to make a handshake agreement with you over tequila's in the in the pool on Cabo and then continue to do multi-million dollar deals to the across the year without a signed contract without clarity and that's the capital B I think you know if you're working with an advertiser usually gonna get like a line of credit application and like all US other [ __ ] like agreements looks clean you know being exclusive or whatever whatever you whatever they do it's it's all documents it's all catalog but the affiliate partners in my experience they believe that I'm gonna see you ten times a year whatever we're in this masterminds like we're homies everything to be great and there's no clear expectation around the deal there's no structure to the deal and so that's one of the reasons why you know I think we've all felt it like if you've ever done a lunch you had a big top quote-unquote Philly per to be like yeah I'm gonna support you and then you're waiting anxiously for them to mail and then they mail it's like 200 clicks you know like yeah you know what happened and it's like oh well they didn't tell you that it's gonna be a PS and their newsletter buried at the bottom of whatever the future or they're only sending to their in actives and on opens or they're only supporting on social right so like for us for example I think a good concrete example would be we don't do a launch for any client unless we have three hundred fifty thousand clicks pre-booked yeah crazy it's what like the minimum and that's what yeah because I'm not here to [ __ ] around and how do you get the three hundred fifty thousand clicks minimum you have them sign in DocuSign you have them agreed upon here's one here's what I expand here's how I expect you to mail which is the other thing I like about advertisers is like when you prepay for them you can say these are my creatives this is the best performing subject line please run it as is but if you're like doing email drops or whatever you know with affiliate partners you're like begging for mailings and you're telling them hey you know this is my comment on my funnel it's best for you to mail this time you know and then do this and they're kind of like yeah okay and then they just like mail it whenever they feel like it like an open spot and they're like bitching well because I told you you know like how it works you just like didn't pay attention sorry my little speakers but I think like that's that's one of the main things it's like they don't structure their deals they don't treat it like a real business they treat it like we're friends and and that's you know how friends make money together and I think that's one of the reasons why you know advertisers so much easier to work with because it's so clear the terms of expectations and they're mercenaries it's like the people with the best converting offer but the highest payoffs that pay the fastest wing and there is that same application to the affiliate partners if you have a high converting offer you pay them fast you know the fastest and you work with them the most you optimize you work on your offer you work on the creative you work on the copy like Cedric said are you do all that stuff you will win two on that side but you know the missing bridge that I see is the lack of actual sophisticated deal-making negotiation you know pivoting through the nose like figuring out how we create a long-term partnership not just like one-off millings when I feel like it like really setting down sitting down with your partners and why not map out the entire year together instead of like let's talk about what we're gonna do together inmate no let's talk about what we're gonna do every month of the year together where I'm gonna do live shoes with you where I'm gonna do podcasts where I'm getting your autoresponders where I'm doing a thing to engage me do Co reg maybe you know what I mean like that that's the way that our company has been able to grow so exponentially in for our clients and why our caddy students grow so much because it's those fundamental selling principles where you know there's structure around it and I I get frustrated watching other people do you sucks I'm like man do you like I don't want to work with you like you you know you don't have a vision of like how we're gonna do this together in a deeper way when I can work with other partners that are willing to send me traffic across entire year at terms up for me that's [ __ ] that's awesome that makes total sense I like that that's funny we've never heard this perspective before so it's like it totally makes sense but love is kind of like new information but like you said it's so foundational yeah it is it's really foundational and I think I think people just kind of stray away from it but you know I think I think if anybody watching this like has an affiliate program even trying that even going back to their affiliate partners and ask them really simple things like I need hardly ever hear someone besides my coaching students or my team if you're setting up a deal an affiliate partner simply asking the question like hey now that we've agreed to the terms or whatever we're doing like what's a good mailing for you yeah what is your expectation around this mailing mm-hmm like and most people are like oh I know I'm asking that before well I let's just throw it out there I would like to make you know $10,000 every time I mail it their party offer you're like [ __ ] phenomenal now I know I'm gonna keep that somewhere my CRM right I'm gonna make sure that I refer back to it and then I'm gonna use that as my anchor point for you know being better for you so for example if you mailed it and it did 12 grand the first thing that I would want you to do is to go back some immediately be like wow you said you want to make ten you made twelve you should really send on opens or send to opens and here's an you creative that I would use and like you know here's your list of opt-ins who didn't buy you know all this like free structuring it so you can cure you'll or on the other side if it came in at two grand now this is a very different conversation where you're coming to them you're like ouch so I know you want to make ten you need to is there something going on are you testing it like is that why I'm seeing the you just kind of roll out segments or or did this thing bomb for you because they don't want you to go am ia on me like that's not oh stop answering my emails I want to acknowledge that for whatever reason if it's not a testing thing if you did a full mailing like you agreed to and bomb I want to acknowledge that and I want to figure out how we can make this right what else can we do you know and also say like let's not stop the conversation here and let's keep you know repair relationship like some things always go right in business yeah right I might be greedy to somebody that is a better match or whatever right we might we might do something else but like that is such a just even something that simple like that's apart from everybody else but like if you don't know now you're guessing like they went mi a are they busy or they [ __ ] hate your offer Yeah right what what is it and I think you know looking at all the current deals that you have right now and saying you know who out of this group will feel like I'm working with could I convince like if they're sending me ten thousand clicks a month could they do 15 and if they did 15 can we increase our CK by $10 a month and then use the lever to crank them back down if they hit under 15 so now I have Ivers going both ways to increase of traffic or to decrease it and you have punishments in between and everything is in writing I love it that is next level I can see where you guys only take on like six a year cuz it's very hands-on yeah yes like a relationship like relationship that's cool it is and and I think to your our coaching students that go to the Academy you know they start trying these things and they start seeing the results and like oh it's it is actually no one likes building systems yeah nobody knows no one knows but you know and I think it is I think it's like because you have to put mental energy to it I think that's the problem people are lazy yeah but if you have the system you only have to build it once and then you can kind of keep refining it and it's just like without a system assistants [ __ ] chaos and that's exhausting - yeah it sounds like you're very systemized yeah it sounds pretty comprehensive like all the different pizzas like you're saying the co reg the Thank You pages all that stuff cuz you're right all that is opportunity for selling every piece of it yeah this is your personal life is systemized as your business life the only reason why our business systematize like this is because of Valona my business partner this is her Yassir Fiske um fifth company so in my like my role this is from stage to do podcast to you know lead the team sales lives and it our sales goals contain my chaos and to turn it into something that work so um make no mistake this is not a function of me I teach the principles and then we we have that whole thing but you know I think that's that's a really important know is that you know I want to play the song I want to play it I'm gonna have to play every instrument and I know what I'm good at and it's the same thing with your affiliate managers like as you grow I think that you know you have to take a look at who's in that role so like a lot of times when I see a affiliate partners revenue your clients like this I'm like okay let's take a look at what the affiliate manager is doing every day and percent of their time is spent pulling reports plank commissions placing pixels sending out email created so if half the time that you're spending is on admin work how can expect to grow your sales total so first thing I recommend is to start breaking people into roles your affiliate manager needs to be doing only one thing which is booking your offer point peer to the end and then you have like a growth manager who lives for reporting and systems and keeping things on track and doing the accounting and all that they should be supporting the affiliate managers ability to sell and like you know that is like so important it's like looking at the different roles because I'm not good at creating systems I'm great at living in them and I'm great at you know figuring out ways to break the system's because that's the product and personality yeah I was a terrible employee of Alana's that's why when she came to me was like let's just get the band back together I was like why their sales team that I helped build so it was like ya need you back you are like about the affiliate manager in the growth manager is I imagine those are two very different personalities - oh my gosh I'm so glad that you said there's a hot button issue for us yeah we were like struggling to figure out like you know you can explain the person that it should be but we actually asked our coaching students and the top-performing affiliate managers in the space and the lowest-performing so I'm not gonna say who is who what was what and we did full Kobe scores on them and so we came back with a very good there's a Kobe on all them yeah we did all over 50 of them and we came back and were like holy cannoli dude like there is some very clear characteristics you're like one thing I will tell you is like the affiliate managers that performed the best of the highest level the ones that bring in the most sales are very high quick starts right interesting your people that are the best the Grove manager are very low quickstarts you know when you start to look at them you might say oh wow well so-and-so was my affiliate manager is great with people and she's a very low quick start which is why she's not great at pivoting through objections and like bookie deals on the fly like networking she's she's good at with people but she her brain doesn't function in such a way that have enabled her to be creative you know making right and so that was a huge takeaway for us and we have like that full map that the whole thing is mapped out on the course and we work with corporate clients on it but like it was enlightening and that was Alona like a product of Alona being like why like what is the difference between your brain everybody else's brain our team everybody else's brain and I think you know it's important to put people in a place where they succeed one in a role there you didn't and then to you know the frame around which they operate in so our whole team has scorecards for each individual role KPIs for each individual role we talk to them every single day we go over our numbers every single morning you know and then every month we do a full review of how they're doing and treat it like a real sales team because if you're not measuring it you're not tracking it then you have no idea where you're at and this is why you feel like this revenue rollercoaster I'd rather realize you know we track very simply I want to know your written outreach are you doing bulk emails are you doing individual outreach how many verbal phone calls did you have this today did you on skype video or did you do it on a phone did you chat with someone on skype you Facebook messaging it down to the granular because if you're not we're gonna look at it we're gonna say why am i honey just [ __ ] month this month like what's going on and then if you're if you look into your data you're gonna be like oh well because my lead affiliate manager hasn't done any [ __ ] calls not one she sent out a newsletter and has spent all her time you know doing whatever admin [ __ ] that doesn't make me money and I can now better prepare so the next time I see is happening and I see the phone calls going down be like you better get you asking as you're describing those like you're like video chat audio chat facebook Messenger like would you find to be the most effective for outreach for me I'm best at selling phone yeah like audio or video uh either one for me I'd rather have video if we're if we haven't seen each other in a while because I think it's best for building rapport yeah I you know I think that's another thing that's so tough about affiliate managers is most them are not willing to get on the phone they're only listen you know or they're gonna bother you on skype and Facebook mister well I'm great at ignoring all three of those phone call from an affiliate manager right yeah I think the reason why we've got that granular is because when we originally started it was just written and verbal outreach but then we started seeing even in our own team and our clients the slippage that happens which is like oh so you sent out 183 emails today did you like wow that's a lot emails well what kind of emails were they and it's a go I sent it to a mass class 183 affiliates right yeah you wanting a customized email to a large affiliate which is where we make the most money is deepening that relationship so when you started breaking it apart that's when you're like oh like yes you need all those such points because everybody kind of communicates differently but you know we want their cell phone we want to go see them and in fact one of the things that we're gonna kick off in the next couple months is a five city affiliate tour so me and my chief affiliate manager and probably one more person we're gonna go to five cities over you know three weeks and we're gonna stick in and we're gonna meet with their top affiliate partners and just take them out to dinner hang out with them and their families go to beach of them do whatever because that's just important to us it's like getting to know them better and instead of going to an event you know you have to go to you have to go to certain events you don't have to go to Ole Miss and you have to have a networking scorecard and you have to have you know ROI down to the penny of where you're going you're not going back to the [ __ ] event I'm sorry you know I'm not here to pay for my Philip managed to get wasted at events I don't pay for that all day long if they bring it that's not the point but the point is I mean ROI you know system and then deepening your relationship and showing them that you really care because you know I started doing this four or five years ago and I keep doing it where it's like you know I know what their kids look like I I know you know what you know what their home looks like I've been there and broken bread with them I have a much deeper and I care about them I have a much better relationship with them and I think people just you know you stick to email and to Skype it's a death sentence it's totally you know it's funny one of my friends he owns a pharmaceutical company and he has like thousands of reps and mean him always have discussions about like sales and stuff like that and like if you could boil it down to one word that makes the total difference between your top performers and like everyone else he's like the word care he's like cuz if you care you follow up if you care you like go the extra mile he's like that's the only thing I can tell you man I just look for the people that care the most and that's like pretty much what you're saying damn yeah that's a different it's a total different reframe but yeah I mean like I think it's a really great reframe what I because yeah I mean it's because we care like we we we understand the value of going to events but we understand what's more valuable is actually sitting down and curating a relationship with them and getting to know them and also have those conversations that are can be hard which is you know what works really well about our relationship and what doesn't what do we do that that isn't working for you and if we changed it we would it increase the volume that we're doing together and what other possibilities we have to work more deeply with each other oh you don't like the answer but um a lot of times you know they're not gonna tell you that ya know and or over email or whatever they'll tell you when you're sitting down with them face-to-face and you know you you care about them so I think a big difference I would do that if you haven't if you haven't done like a an affiliate tour to visit your top you know ten affiliates and meet them in person I would definitely do that because it shows a whole different level of respect outside of the event yeah yes yes outside of event yes if you can afford it and that's something that you know you want to do you know certainly I think we can all agree or you know top 10 affiliates usually driving the vast majority of our revenue anyways on the tour yeah yeah that's cool very cool man there's some damn good insights here yes at what point would you recommend like an advertiser's start bringing on an affiliate manager yeah that's a good question so I think every company is different um you know I I don't like bringing on anyone unless they can 3x like their base pay gotcha um first and foremost if you don't have an affiliate manager or you don't have an affiliate program because I see a lot of owners like you know they'll have an affiliate program with a B affiliate manager themselves or they already okay so business and they're thinking about doing an affiliate program like don't start it unless you really understand your numbers and you really understand what this person's gonna be doing day to day and you have a very clear idea of you know here's hitting out of the park for me here's what's acceptable here's what's not acceptable right every key category and here's here's what our program is doing right now here's how I expected to increase based in reality it wasn't you know that I work with with owners about like I remember working with someone recently and I was like okay like what do you you know what do you want to do for your affiliate program she's like well I want to do you know 100 opt-ins month I'm like okay well your list size is 45,000 and it's been that size for the last year so we also need to route it in reality right that's that's a lot but I think it's it's like but you also want to push people right this is why you exceptional here's what's performing here's what's underperforming here are the thing the five things I need you to do every single day they need to be money generating and you need to pay for your [ __ ] stuff because like eternity right like I expect to win and I'm gonna compensate you very well for it but what I see most people doing is like oh I'm the owner and I'm just gonna hire an affiliate manager they're gonna know exactly what to do man they're just gonna run with it or I'm thinking about having an affiliate program so all I'm gonna do is take what I'm currently doing and I'm gonna make a little affiliate page on you know on my website or put it on Clickbank and then everyone just gonna come to me because I have a mess you know so it's like how are you going to sent avise affiliates how are you gonna create structure around your program you know and then also like how are you gonna make sure what numbers you need to hit to get that ROI and I also think that anybody who's doing you know over five million a year and online sales of their affiliate program must have an in-house affiliate manager Kerry might be like if you're doing that much volume you need someone who's gonna focus on you and only you every single day like I'm an agency owner and you know I think again it's very unpopular for any other affiliate agencies listening or whatever like we're doing our clients a disservice if we don't let them grow to the point where they bring these people in-house very cool yeah we can't folk we can't focus on their business full-time we can bring them an influx of new you know new affiliate partners and create structure we're happy but like every business deserves a chance to have someone work on stuff on only their stuff when they worries just a little success that's awesome I like that damn very unpopular opinion for sure I feel like she sees it over at the mimosa mastermind so yeah but you guys do you go sorryy on your coach did you train them how to be affiliates - yeah it's a four-month program for $10,000 and basically what you get is you get like all these video modules of me and my team teaching where we're you know we're giving you different you know here's how you negotiate here's you know what's how to have no objections here's a people with no experience in the industry to begin with it can be both we have two tracks we've people with no experience and then they get additional weeks included in the price the price hasn't changed it just get additional weeks and then it's fast tracks experience if you like manager I've got affiliate managers that have been doing this for 15 years go through my program and they've seen up swings I get its it does and they get group coaching they get you know four five group coaching calls a month they also get one-on-ones with my team every lead affiliate manager that we work with has led a multi-million dollar launcher as multi-million or every three months so they're all prepared um and you know I have corporate clients that pay me significantly more than that come out work with their teams along but um everything that we do from any launcher or any outreach to the client scene that works we just dump it right back into the program so it's like always current it's always working and you know I think coaching is just so important for any sales position like for anything yeah yes a current and I love to see you know when we have people go through the program and they just start crushing it even harder than my own team I'm like yeah yeah yeah good for you dude for like using what I did and like uploading it and now it motivates us it shows us what's possible how we can stuff so there's no scarcity mentality I think that's another polarizing thing about me I'm not there is no scarcity like it when we've had grown a client to this big and they you know they go off and they you know usually end up becoming corporate clients of ours because we take good care of them but there's a whole crop of new people popping up that help and so yeah and you know I trained others they're gonna refer you on for sure dude yes and by the way I've trained other affiliate management companies so these systems that were using I've used on other affiliate management yeah yeah like do you like the training part of it or do you like the managing affiliate side more of it I like probably the teaching yeah it's like put money on that that was my guess yeah that's my guess too it's self-fulfilling right yeah it is it's yeah it's fine you know I do miss the interaction with affiliates so that's one of the reasons why we're doing you know like the tour and like stuff so we can do that but no the teaching part is fun yeah totally people helping people that's right yeah however how long do you normally see it takes to train someone like brand new completely no experience in the industry to get them up to speed where they're actually performing it's a good question I think it depends on if you've had a selling experience in the past if you've had some sort of selling experience in the past i I think ninety days is like when you start to really roi and like you know make you know make money back right away from that investment then it's and it'll go even faster if you have existing structure around the role and and also the other thing is that you have time to work with them because a lot of people are just like I'm gonna hire you but I'm so busy I don't have any time to talk to you so you figured [ __ ] out right like also need to invest time into that person I think if you're a brand new person to sales like it's different it's usually six months to nine months where you really start to see you know that upswing but you can usually get those people much cheaper right so it's it's a give-and-take and then I think for someone really experienced in this industry like you're you're usually paying a premium price and it's usually not worth it to bring it like a really good affiliate matter with with big connections you know is like 100 to 150 thousand our base you know and so you better get your ROI from them [ __ ] day one because you know it's they should be able deliver day one if they're that good yeah exactly exactly and so um you know not all I mean we hired someone recently who has you know we took six months to vet her and she comes with a ton of experience and has made a tremendous impact on our agency you know day one but we hired other people that we didn't that is thoroughly and I made that mistake oh my god you you're in a space of course everyone knows you're gonna be amazing and you hire them you're like - where's your work ethic what the [ __ ] like I'd rather train I'm from Craigslist put them through a kolbe score know that they're you know good fit for my culture and that they're a good fit for the role and train them and give them all the support that they need and then watch the next questions by the way onboarding new people that you think would be good to affiliate manager how do you go about that what does that look like yeah so we have very specific ads that we've run and clients have run to find like the right people we've run it everywhere from you know Craigslist to Facebook to LinkedIn to everything it depends again on the role we have a very specific onboarding process for us in terms of hiring so it's like the specific ad and then they do a video and the video and the cover letter have to hit certain things so we know that they're detail-oriented and then from there my entire team needs with them like our executive team to make sure their one-on-one or agree both so depending on who they're according to right so they're reporting to operations they're gonna meet with the operations team and then individually with the Director of Operations I'm staying with the sales will eventually come up you know - chief affiliate manager which is Christine and then you know I'll get the final say just kind of take like a final look through but you know part of that was because of my character my personality like I like vibrant outgoing charismatic people are not always the best fit for my company and my team's much better at like okay let's put them through the process and then once they're in we have that very clear SOP we're like every week they have to hit these specific numbers and it's a 90 days a you know basically a 90-day trial for us to work together we're not mission on that 90 day like they're getting a good enough base and then you know if you make it to the 90 days then you get you know the increased Commission and you kind of sore from there but like we had to do it through trial and error you know that's so cool I love all the yeah communication you guys have do you find the Colemans going to be pretty accurate um it's been more accurate than anything else we've tried certainly I think that um you know it's it's like your horoscope in a lot of ways like you're in Aries so okay you know yeah you know like yes and you know you add that extra layer protection where it's like and it's only when it's very drastic like if I see them super-high quickstart I'm like okay like this person is probably to be a good fit for this and then you add in you know do they have experience signing yes I have experience and you know are they fine with the Commission structure and you know like yeah yeah yeah but I think it's probably more accurate than a horoscope but yeah I read mine daily it's always right I don't know the last time I read a frickin horoscope they just like they kind of make you believe that like oh yeah that is my lucky number one thing I'm kind of curious wise you're talking what do you think is more important some of these desire or someone with experience experience I think some would desire yeah better than someone with experience yeah cuz I burnt out affiliate managers yeah gotcha makes sense Tyler's just like working through his hiring process right now that's what I look for someone was strong driving I recently probably about a year ago I hired him and it was a non tech person and part of his role was tech base and for the first three months I'm like oh [ __ ] like this was a miss hired now he's turned into like one most valuable people we have Romano oh yeah it's simply because his desire outweigh his an experience in something but he was so [ __ ] dedicated to learning that he did and how he's a master of it yeah yes yeah you just can't you just can't teach that to people though like that desire to win you know going through excuses pushing through like he probably worked extremely long hours to begin with yeah like most people aren't willing to put in an extra time to learn [ __ ] like that and so any you know someone doing that be like am i off you know my off hours I read this book and and here's how we can improve things in our agency I'm like [ __ ] good for you we're gonna put you like you know leadership on purpose for some reason like that was my next question man woman no I so I have 17 women on a team Wow we have one male and the males only with this one kind of contract he's great we love him it has like business he's gonna be like returning to you pretty Santis is nothing to do with me like hating men t-shirt gave it away oh this is a yacht club t-shirt I'm joking favorite bar endemic but I think it's you know I think we just attract a certain type of personality like we're all like a Type A personality all one win you know and sometimes I can see how it'd be jarring there's some nice to come in and kind of be like more like relaxed for whatever reason I think you know we we aren't getting the right like fit in the male's that we've hired but I'm still wanting to get more guys in there because like that balance is so important like I can go off the rails like quickly with emotions and like you know you know so our business coaches Chris Guerrero and he's like very email strong like influence on alone and I and so that kind of like carries down but yeah if any guys or apply for that me please do please know what you're getting into you look this empty women yeah seventy women all beautiful awesome like a lot of money together but you have to have fortitude right to do so me my application now that's crazy I love the I love the power chicks man that's awesome I always have such a good time on podcast that we have women on here and it's like yeah first it was hard to find any but now we're like we're stacking them up we're getting there I think there it is you know all these people is either is Todd lamb he's the one I got me on this one we're tight with Todd like Todd Todd's our boy he's he's he's amazing hot dad hot dad Todd yeah my God he's so hot I love time yeah wasted with you just freaking he came to Cabo in October he's gonna be a cop and he is the most fun to drink with yes yes we witnessed it many times he's a bit of a legend I don't want to go anywhere without it yeah well if you want more women on let me know I've got good yeah ladies that would be a Emily's hilarious oh she already done it yeah she was so much fun Emily and Ernest yeah we're great Emily was a lot of fun at T and C as well yeah so fun she's so fun Hodson know she'd be good yeah oh god you're Ellis where you at T and C at that rooftop party that was my rooftop party how come it said Britney Spears ah though Amber's fear so East Fifth Avenue's our party with Vitara so me Emily large Britney Watkins Alona and Chad Tackett we put that party on so that was our party with all the glow lights and stuff I remember yeah because Emily but we know Emily was like trying to make us take over a booth she's like this band is here and they're not very good and they took over my booth you guys should kick some house oh she had me do that and I kept kicking them out and they kept coming back and I was like I'm putting out fires like I think to do um no I was like running all around so I spoke at EMC this year and we did that party service and any sponsors there's like a really busy listen dude I'm still tired did you get the TC flu yeah actually I didn't know I was energized from cheesy because we like we left rainy Vancouver to sunny San Diego it's perfect it's cool I just didn't I didn't know it's gloomy in the summer it's great oh great beautiful but the summers two months and yeah yeah well you can always come visit alone and I always from the beach I can actually see it from here where do you let me go we live in Del Mar nice oh yes I knew that you said that sorry my bad yeah no worries yeah you guys are more than welcome to come and I'll make sure to invite you to our next rooftop party and I know who you who you guys are because you guys are super [ __ ] cool yeah that's cool we're gonna do it again I would she be good yeah we should see if Britney Watkins will be on this she's [ __ ] really interesting - you like her cool it's awesome we're all entrepreneurs have been so different from the male entrepreneurs yeah we just like the way they think and they approach stuff and like some of the just some of the advice they give in also I would say like a lot of their business is you've seen the scale happen a lot more rapidly in a lot of respects and I think it's maybe because they get their ducks in a row and they focus on what's important yeah and I couldn't you generalization but like the way Emily grew the way Meredith grew like you know compare that with other people they grow every year but Li Emily Meredith group's record fast dude it's been unbelievable to watch them like I'm just so like grateful like to be a small part of that dream did Emily tell you how she kind of first got her offers going she talked about a house she would like right out sales letters and stuff yeah so she did and tnc last year uh also Affiliate Summit West last year and I was hanging out I think Rick Baker yeah could hang out the Clickbank like platinum party and I see this like tall white woman following me around from place to place is this like if she kept like hovering over my conversation yeah she like interrupts you know like you're just like Midwestern like interruption she says - oh she was going for it and I was like and she gave me her card Emily lark back to life and I was like okay cool well and she was like I heard you do the most mash my and you're doing it she like can I please like comment I was like in my head I'm like I don't know you it's like very but perhaps you know kept a guard and then she started texting me non-stop and so right before T&C she was texting me she text in his long thing and it was like again it's Emily Larco do anything for a hot seat I'd you know clean your car I'd wash your house and do your dishes like anything that you need no-one's mailed for me yet and like I really don't have a hot offer and like please do please please please put me in the front of the room and so I the room I read out her text because I know my group I know my group needs the help and so I wanted a position her in a way that like she could actually succeed and it was a little embarrassing she took like a boss yeah sure and then she had venus factor mike geary's team like everyone in that room committed to nailing for her and she was [ __ ] how to how offer and it just like took off it was like first people she got bail for her which is like why is he's drawing people to get mailing yeah dude like and she was persistent dude I love that about her like unsuspecting to like you wouldn't be like this girl hustles hard all the fundamental principles man like right now like we're just talking to her the other day and she's like yeah I like you know she memorizes all her speech for social media world she like rewrote rewrote all her scripts by hands like she's just like she does work and she doesn't answer anyone she just doesn't stop dance amazing yeah my favorite you will you'll see it ever most accomplished she's being most Ecology really I feel like she's a really good day drinker too I just get that at the feeling she's the best drinker at any situation oh love it yeah the drunk puppy story that was the one that really got me when she said she got [ __ ] a ball was gonna buy a puppy or something I was like on the podcaster after the podcast I think that was after I wasn't gonna share that but since that genius on the bottle you're gonna go you say anything on here like it's it's free like everyone needs to know because it's [ __ ] free game man this has been awesome last question for advertisers wine to bring on affiliate manager what would be like two simple tips that you would kind of throw about to begin with so they want to bring on when they never had on before correct yeah so there's two hot button yeah for sure having your for sure read the book who and create a scorecard for the role I think that's what we base our most of our business on and then you know be be willing to invest a time into anyone that you hire you know don't hire them when you're at the height of a speaking gig tour and you go spend any time answering their phone their phone calls or anything I think you know I think those two things it's like the structure and the time investment I think people very underestimate like what they need to do like you know people need consist of training and affirmations and especially a sales job like this is primarily your affiliate manager is primarily a selling position again unpopular thing right though my manager has two reports well no your affiliate manager needs to make you money like pulling reports I'm sorry does not make you money correct okay so you can outsource that to an hourly VA and the Philippines for significantly cheaper than you'd be paying somebody like this but it requires a time investment to teach both of them the difference and to keep course correcting and it takes refinement of your system and processes but I I can promise anyone that's thinking about doing that that's well worth the time um you know and getting clarity on that for sure that's cool damn all right yeah this was awesome thanks for being on knowledge more knowledge I wish you lived in Denver that I have another friend to hang out with I know dude you let me know when you're in town yeah well I'll be back in June but for sure any time either one of you guys are in town please let me know and I'd love to send you an invite to come to mimosa like this was really fun you got to be a great fit for our group yeah awesome it sounds like a lot of fun plus I excel at a drinking thing and I've never been to Mexico so get your password oh I got it I'm good we're ready we're ready all right thanks everyone for listening today for everyone watching please do not to forget to subscribe to our youtube and for everyone listening please give us a five-star review on iTunes Spotify or stitcher thank you again and we'll see on the next one [Music]

Amber Spears — Partnership Marketing

Video ID: hu2LMSD3dXM
URL: https://www.youtube.com/watch?v=hu2LMSD3dXM
Length: 71078 characters · 1890 snippets

[Music] how do you respond when your entire world just changed I'm serious think about it for a moment weeks ago you weren't even thinking about social distancing or practicing isolation now how do we network how do we grow our business how do we stay connected furthermore how can we be of service during this time join our host Tony Gregg Meyer and today's guests as they share their best practices and insights to help you navigate the waters ahead welcome to networking remote alright ladies and gentlemen I guess we're streaming in Facebook land and we're using some technology called zoom behind the scenes my name is Tony Gregg Meyer welcome to networking remote 20/20 you know just a few weeks ago so many of us were gearing up for one of the biggest networking events of the year and I was personally planning our own networking dinner over a hundred and some-odd people coming to it preparing our new networking magazine dedicated to sharing how to make the most of events and networking fast forward all that got put on pause and so I don't know many people that are out and about running around the world right now most people are stuck in their home they're isolating they are social distancing they're making the most of their business and their life and I thought to myself what could I do with the connections that I have but bring great content and great people together so my name is Tony Grubb Mayer and today we are joined by the CEO of fully accountable Vinnie Fisher also amber Spears the founder of East Fifth Avenue affiliate marketing and Thomas McMahon senior Business Development Manager at Clickbank thank you all for joining us awesome so I've been doing this on our morning calls Monday Wednesday and Friday with our teams we just literally scream I'm doing alright and it just puts us in a place of like hey you know what if you're not doing alright I'll notice you didn't scream so on the count of three we're just gonna go scream I'm doing alright one two three I'm doing alright alright so welcome thank you so much for being here and and I think the real purpose for this is for anybody listening and it's trying to figure out how to navigate the waters that we've all been thrown in to kind of like feel like we've all been put in a life raft for most of us and we're just trying to either a look at the life raft and make sure there's no holes in it or know that we're going in a direction so at first I think my question is to Amber how are you doing and Quarantine from just your level of like what you think Corden team's been like so far oh that's a great question um on a professional level um I've really appreciated the slowdown I didn't realize you know how how challenging my schedule was until I wasn't in the grind of it like wasn't getting crushed by it you know I was looking at my schedule and I was like oh my god how did I pack so much in you know I was coming Aiki noted Affiliate Summit in in Vegas and before that I was in Boise I was in Baltimore you know isn't it but that wasn't honest you know I was going all around then after that I was going to be in Cambodia Vietnam Laos Australia for me oh and then we were gonna do we're gonna come back to Baltimore it was just crazy all the way up until mimosa and then T&C and then afterwards I had you know I was talking paleo effects and it was just it was crazy like I was gonna be on the road again this year another like 200 days so I realized how one how unsustainable that is and how I've been in it for the last five years and really examining does it make sense I don't think so I don't think so after looking at it all I'm not going to be travelling as extensively as I was I do certainly miss so many people and that's a huge part of my business in fact one of my two businesses is an in-person event right so you know it just made me look at it again say do I need to go to you know Affiliate Summit West every year or can I go every other year does it make sense for me to keep going to the event circuit or does it make more sense for me to fly to Austin and spend time there when there's not a conference happening with some of my closest friends and clients and deepening the relationships there so it's really caused me to kind of examine a lot of my travel schedule and get some clarity on it and also be really grateful for the space that I have like we're rolling out a new project actually tomorrow that I've been wanting to roll out for five years and we finally have the time to do it and I'm excited about that and on a personal level like staying sane you know I'm working out and I'm snapping constantly so there is a layer stress underneath all this so I'm not gonna lie like I'm definitely gonna have the quarantine 15 on the upswing for sure ah but you know it's it's like yeah I stay in habits and rituals that have served me for the last decade meditation exercise walks journaling you know just all the things that make me feel sane and I think that because I have those practice and rituals that's been helpful and you know just looking at the status like the status of my business both businesses and really having time to look at it with clarity instead of you know oh I'm home for three days so it's a sprint to finish all this stuff and answer all these emails and I'm back on the road and it's like when I'm there I have to be present and then I get back to my hotel and I'm like trying to frantically answer emails and like kick the can down the road like that's not there anymore and I'm incredibly grateful well thank you I think what you just shared was like a really simple way of looking at like we can get really really busy doing things that make us happy but then also when we get a chance to reflect and come back to it we realized wow like maybe I could make some pivots and adjust a little bit a few points in my schedule to kind of find some more clarity so thank you very very much for that Thomas the same question for you you know house quarantine been for you how's Penelope how's it how's your wife how's life for you in Boise it's been a settlement an adjustment it hasn't been the easiest pivot to like work from home life that I hope that would have been something like it's a there's definitely been some tension with Kylie and I are it in a relationship just trying to figure out you can stuck at home all the time I kinda stress around every all the bad news going around stuff like that so the first week and a half I'd say it was rough that was just like weird funk we were both kind of in we seem to be in a better spot now I'm kind of kind of figuring some things out the plus-size riders a ton of time with Penelope she turns one and a few weeks so no she's an awesome time of her life I'm just going to spend way more time with her which is amazing right I can just pop upstairs at 5:00 is her cooking dinner and we just our evening schedule is just so much better in that regard and luckily I'm like I'm actually losing weight through this run more I can go and runs with Penelope and walks up Snell be all the time so we're kind of we can just pop the door and kind of get exercise that way pretty easily but it's weird like I was like I know works since I've got actually been like less engaged from a personal level like networking and stuff like that online which surprised me I thought it'd be more there's just been a kind of a weird shift to try figure out how to work from home I'm very like in it I'm kinda just on the couch working and then I'm out of it and then it's kind of try to figure out what's you know I'm home so there's not that really that chance that kind of like float online and network as much as I've been doing in the past I was getting a lot of momentum on LinkedIn and Facebook and stuff like that that's gonna Coast it down I don't know why I was kind of one of those weird things I was thinking about before Japan on here yeah appreciate the transparency you know and I know our next person Vinny's you know he's got a house filled with kids and you know the one thing that I will say for myself and I learned this from Vinny which has been super helpful for me was to start looking at my travel and start making sure that I am staying home more so I've been taking your advice Vinny I've been home for the last like month every single day so it's been really helpful so thank you for the reminders of making sure that I spend more quality time and home my wife really appreciates you so next up is Vinny welcome Thanks I actually wanted to jump on both two things amber and Thomas said and kind of run through the filter of what's going on for me personally you know for the Tomas part of it like our home life if we just took a micro bubble of the fissures in the early days postcode Brown but before teenagers with homeschooled our kids so for us this is like kind of doing that all over again and so also I'm a big advocate of kind of having another work space beyond just the office and so I I've got both of those so our discipline of home is very similar the stress of and the burden in the word lament that's going on for everything around the bubble of the internet community is where the heaviness of my heart sits but interestingly amber made an amazing comment and I love both Thomas in the amber than my friends and so I'm so thankful that he picked this group for me to be with because I'm with my friends and I I was thinking about what she said about going into events and I'm an event hoe I love I just love doing it I actually know that I can be more effective being home and purposeful I just love people I get energy of people and I I i travelled for some reasons that may not be even roi measurable and so when she said it I'm like oh and then I thought for a few minutes and I wrote down that the highs and lows of business are real all the time and that when I'm off and running I'm probably hiding some of those highs and lows in the busyness of what's going on but while I've been home the highs and lows are still happening and now I actually have been given the opportunity to have to confront those and so one of them was like this morning I woke up in this unusual feeling of like like I wouldn't say frozen but almost like quicksand because like I found myself a little bit frozen to dream outside of the quarantine like I wonder the hard time thinking beyond like what happens May for May 17th like and I thought myself stuck right here like oh oh I actually have to deal with that I don't get to jump on a plane to go to an event and hi from that emotion I actually have to address that like right now because that's a real thing that's gonna continue and so I'm thankful that like that's like because working on your business stuff that we all talk about I think this time is requiring us to work on things like finding out inefficiencies in the in the model and we run a service company that you run to and we're gonna work on those inefficiencies but also me addressing some of the highs and lows of a high hard-charging a player type person who runs the business so I really appreciate it amber saying because I think that's going on more than I would have ever dealt with that but for being required because we're in this environment lots of times because we just want to be but I can leave it any time I want to literally tomorrow I will have been only out of our house once in the last two weeks which is not what an extreme extrovert would ever do like I get energy off of people and only so much if it comes off of video I get it but I'm like Thomas I've got to be around humans and suck the energy thanks I also think Thomas just I hear like I'm just picking up something from you talking like I wanted knowledge that it's really stressful to be a new father and to be home thrown into an environment working alongside your wife I'm sure you're both talking on the phone right so you're you're you're fighting for space literally and also to acknowledge like I'm very fortunate that my businesses you know we basically at the beginning of last year are sorry of 2018 we decided that we were gonna start shifting to all virtual so my team has a ton of experience in fact all of their the recent hires have only ever worked virtually so it's a you know it's it's a ritual and a habit that we're used to and I remember when I first started working virtually like I literally almost got fired and it's just because I'm a type-a personality like Vinnie and the rest of us on the call that I was like oh my god I better get my life together because I was like messing around like I was like watching Netflix and taking my dogs on three-hour walks and like ending my day or like I just couldn't get a routine and a rhythm down and then it was and this was like eight years ago but like you know it took me I think six months for me to like settle into something that worked and part of it was getting a space in house I was working from like a small section in my living room and I had to enforce very strict hours you know I'm like what I was gonna be doing it took a while again the rhythm and then for the last few years I've had like you know an office that's important to have but I remember when I was living with my partner um you know before I moved like she was also on the phone all the time and it was direct like it was literally one of the reasons why we were like I can't do this anymore like you're talking and I'm talking and I don't want to hear your voice I had to hear all day I don't want to do it you know it was like a lot of clashing and like I just want to acknowledge like what you're going through is it's a lot number one and number two like it takes a while to get into the rhythm just like you're getting the rhythm taking Penelope out and all that like it's gonna take a while to get into the rhythm of your work and get into the rhythm of your new relationship and like give yourself some grace for that because it takes an adjustment it's not gonna it's just all collapse on top of you at once right and it's gonna take some time to adjust and all actually I think that's wonderful advice all I can add this just about in time when you get used to it really has been a blessing to be with them so much kind of thing I have a question for you Thomas and yeah we'll move along this is something that just came to me and and in something that I got the other day from David Gonzalez when we did our first networking remote we were kind of preparing for it he says that him and his wife they sat for five minutes non-sexual just looking at each other just just being with each other and just talking like with their their kind of energy not their body or anything else so she's letting their energy flow and tries trying to get connected because it is difficult it's huge engine it's not that it's amazing but my freshman kid we cleaned out his dorm or my wife and they did like a month ago and now he's living in my basement right so I know I have a 18 year old kid that I said we're empty nesting and I guess we're now practicing preparing for it again he's in our basement what'd you say need to put clothes back on yeah it's just been interesting yeah the nudist colony had to come to an end so um but you know it's been one of these things that I've learned and so I amber and I have been finding our points to connect and it's difficult it's not that you know she came in the other day and she sat at the edge of my desk our dining room table and she says I'm bored and I'm like so I go into fix-it mode I'm like lonely fixed yeah Oh what do you need I want to go build something and I'm like all right and then she tells me and then at first I'm like oh really you want to build that I'm like if I showed you and I could bring it in she builds an amazing swinging like daybed outside that's just gonna be it's she went online found some plans and built it in like two and a half days and what I realized was watching my wife is that she has an outlet I'm just been thrown back in to run my business I'm just I'm like so it changed scenery but I'm still running my business running a team and making sure I have all these things going so it's really really important that we have little projects together so last night what did I do I clean the toilets and it made me realize that I still have the ability to do the little things that make everything work right in our house and it just helped and then I loved it I thought you shared something really poetic which is it's not been easy it's been a little difficult and it's been uncomfortable and that's a reminder for us as we walk through some of these questions today is that that's the stuff that other people who are watching right now it's not been easy for them and either and I wanted your counsel today to come and to help a person sitting on the edge maybe trying to figure out like you know I don't have a lot of money coming in my my my bank account is depleting and I don't know if I'm gonna go back to work and you know do I qualify first checks and stimulus and this and that and they're just concerned and and you know you've been part of courses or you run courses and you know people buy these things and they think hey you know I got this course is gonna help me get out of debt it's gonna help me turn my my idea into the next dream but the reality is for everybody right now there's some form of isolation going internally for every single person and what would you say to somebody right now who maybe is stuck who's isolating a little bit and not doing the things that they should be doing you know Vinny let's start with you and then we'll go to Amber and we'll go to Thomas you know I think you can all be guilty of this like you start getting into two things one a small story where you feel trapped in your isolation and one of the first things that happens for me is something I hear you talk about all the time and it's probably the basis of some of the stuff you're doing is one of the one of the little things so that being caught up in all the things that are seem against you what are little things you're grateful for what are the actual things that really are working and I start meditating and saying those things out loud well that will quickly remove me out of this really small trap and then I do something very little right now i text probably 15 to 20 different people a day and if you have if you're listening and you haven't been one of those yet I apologize and and I don't know I just feel like I think in order to be a friend you have in order to have when you got a be one in order to not be trapped you got to do things to not be trapped so what are some little steps you can take but I noticed when I'm grateful I'm I feel like empowered to go take some of those steps I love that last week we shared for anybody interested knowing we shared Sean Stephenson had when life works list you put 14 things down when your life is working you know pick four of them five of them from the list and make sure you work on those and that helped to really Center people and help myself to remind myself exercise like amber is talking you know meditation eating right doing the things that you know that work you should you keep doing those things don't stop that's gonna be the negative spiral if you stop so thank you for sharing that Vinny amber what would you say oh I think first for me it's like acknowledging that a lot of the feeling of isolation and anxiety comes from the collective unconscious and like like all of us right like so many are so freaked out and stressed out but sometimes that you need to sort your own emotions from what's going on because where we feel deeply each other like no matter whether we're in the same room or not this is a worldwide conversation and so I think the first thing is to like tap in it's like am i picking up and and holding and carrying the feelings of anxiety and stress from the collective number one or is this something that's affecting me primarily like is it is it my anxiety and in fear right because I've had to sort through this I feel like you know in general I struggle with depression anxiety I'm really open about that and the reason why I have bulletproof routines is because I I don't take antidepressants right it's not like a badge of honor they just didn't work for me they didn't work well so what does work well is therapy and moving my body and like having a supportive group and you know people that are close to me know like hey you're going into a blue season right which means like I'm withdrawing I'm isolating you know I'm snapping like I'm having a lot of fear I'm spinning and I'm spiraling so I have unfortunate that this is my i time like I am a great leader in a crisis because I come from a lot of trauma so like this type of thing I'm very good at and I acknowledge that and I step into leadership and to serving like we're doing more trainings for free than we've ever done we're having hundreds of people show up or giving value and when I'm done with those I'm exhausted and I need to self Eisley and just like recharge because I'm giving but like it feels good to give and I think it's just tapping and constantly like am I am i picking up my clients fear am i picking up my family's fear and which one of this is mine and then remembering that like you know action beats meditation right like actions gonna beat everything else it beats stagnation and then being really clear on like what actions to take because I think as entrepreneurs our immediate instinct like I'm just gonna go do this I'm just gonna be able to build work work work work on my stuff and it's like okay well what all this makes the most sense to actually work on that's going to increase your leadership increase your reach increase like your confidence increase the revenue the business and it's just not work so it's a roundabout way of saying like first hop in when I feel isolated am I really you know when is the last time I talked to the people that I care about have I been doing my routines am i isolating for myself because I've been taking care of myself ask for help if you need it mentors family etc like this is not the time to self isolate unless you really need it unless you really feel like that's what's gonna bring you more joy more peace and then to examine like what you're doing you know because I think a lot of anxiety comes from to like just feeling like you're spinning your wheels and not really getting you know momentum and anything that doesn't feel good for anybody so really examining what you're doing with intention I think is really important at this time it's something I'm working hard to do every single day with myself and my team well that's that's a lot to unpack there's I'm gonna come back and share some collective thoughts Wow Thomas yes I'm you know I follow a lot of like different like sales entrepreneurship forums subreddits kind of different groups online and stuff and there's this hustle and grind mentality that's always in those right and that seems to be and that seems to be doubling down or tripling down right now I'm right where it's like hey if you're not working on your side hustle if you're not building your next new thing learning a new skill it's like it's almost a shame thing or it's like you didn't like the time you just lack the discipline of the focus and it to me that's really toxic right because I mean it's especially right now when there's all this stress going around and punishing people losing jobs and income and you know even family members right if as asked warranting and Spira spreads right it's just take care of yourself first and stay healthy right it's kind of Maslow hierarchy of needs right if you don't have your baseline your foundation set it's really built from you can't build the next thing it's gonna take care of yourself like a hammer or something right mentally emotionally physically right do what you can to show it best for yourself first and then you can kind of work on the next thing whatever that is you'll be a lot more line for it right so I think it's that kind of like acknowledging like I'm excited oh this is a very stressful time and it's hard to go through right now right and it's that's okay to knowledge that and kind of feel that and if you can't do that next big thing right now you're not failing you're just taking care of yourself and kind of getting through this really weird time that we don't have a guide for right I mean I'm only 30 and I haven't been through something like this and people and there are 60s and 70s and 80s have never been through something like this right this is completely unparalleled two world wars or you know terrorist attacks and stuff like that it's completely different so give yourself some grace yeah and I think you know amber mentioned that word and you just said that word and I know Vinny talks about that a lot too is it's okay to not be okay it's just not okay not to do something about it right you know feel deep down inside like you're just not yourself and your routines wrong like one of the questions you know I'd love to connect with and anybody who knows me you may you may say new to voicemail or you may decline me is I'm somebody who needs to see you so hearing your voice is awesome but seeing your face it's totally a different environment for me it brings what I need and my one of my love language is connection writing contributions that's how I show up to the world those are the things that are really really important for me so when I am disconnected my knee-jerk reaction is to pick up a phone and FaceTime with somebody just to connect just so I feel somewhat normal cake because I have not done well in isolation right amber still asked where you going Starbucks and likewise you need to drive why do you need to drive it like I I'm part of my routine is off right I'm still riding my bike everyday you know taking walks but then it snowed yesterday and you know it's like I can make these things up in my head but the reality is I need to offer myself grace and remind myself just like what the stewardess or airline person comes over the loudspeaker says you know put on your oxygen mask first before you give it to others well I'm really good at saying yeah hey baby you want it hey amber you want it Thomas you want it I'm over you know rod oh man and I need the air so I'm just reminded of the importance of making sure that I'm giving myself grace to be okay with not everything being perfect and that is for me as an introvert extrovert kind of entrepreneur I can still go in the tunnel the tunnel in between my two ears and I can get locked there so I'm grateful that I've built a network that has helped me to reach out that checks and on me says hey how are you doing I'm good and here's a question that I'd love to share with both of all of you today what is your initial reaction when you ask somebody a question like how are you doing and they give you like their knee-jerk response like I'm good like everything's great what's what's your initial feedback Thomas when someone says to you or you ask the question how are you doing they say good what is your initial kind of feedback like what is the thing that you kind of process in your head well means I mean that's the go-to right everyone just says even before all this I'm good right I like to ask a more specific question so just how you're doing right and like getting them to think about right now like how are you doing through this how are you doing this morning how are you doing you know where how is this thing going in your life or business to get a little more specific to get a better answer from them than just that default good but the next thing is just like ask a follow-up right if they're just oh good nice so your family's healthy everything's okay right you can just like kind of go light a layer deeper or just you know whatever that might be or that you know or just that's the were able to get outside still kind of stay sane that way and you know really yeah you can you can't connect on some sort of deeper little level there that's not just the default I'm good yeah the funny thing I mean I haven't found that a lot people respond good right now everyone wants to talk about their insanity it's this weird collective thing it's like probably the Beatles or you know blowing up everyone related to that or now everyone in truth can relate to this you can connect on it so I haven't been getting that answer a whole lot to be honest right now it's everyone wants to share kind of like what's happening right on what their locality is doing and how crazy the grocery store is and what their mayor did kind of think it was stupid or something like that Thank You amber I think it's a great question because III go Thomas's response which design grateful that this is happening because I think people are starting to open up a lot more you know and when you first said that my initial thought was I don't dig for everyone like there are many people that when they tell me that they're good before this happened right so there's pre quarantine and then you know there's this which is before if someone told me I'm good there are some people that I will poke at because I know I want to deepen that connection I know they're capable of going deeper and there's some people that are not and so it's also a part of understanding humans that like some people you're never gonna get through and those very same people that just normally we're gonna hit that I'm good like they're not going to share they're not gonna open up you know they're the people you only ever see their wins you never hear about their failures right like those people are starting to open up I'm starting to give real real glimpses of who they are that we've been all craving to see and understand and connect more deeply and so I think this is one of the things I'm so grateful for about what's happened like today's a good day for me this you know this has been since this happened like I said I thrive in times of chaos because my upbringing but there are times where like you know it really affects me in it it brings me down and I know who I can turn to you with this like type of fear in general but now I feel like my pool of people I can talk to you about my feelings has really opened up tremendously because of this and I think we're just I think we're all just like painting with new emotions on our emotion palette because we're able to like access them better right now well before it was like oh we had like I'm good I'm fine I'm you know I'm thriving like oh I'm stressed the blessed right we had these little like things we could color with and now we're like we're coloring with a lot more emotions and I think that's just such a blessing for all of us thank you vini Thomas said I thought of a couple things while they were they were talking so it's good that you went with the smarter people first I always have to have a note-taker on my show I realized last week I had Jeremy this week I've got you so it's really important to have a note-taker and let him let him ponder all the thoughts - thank you very I think a big theme that I've noticed with friends clients is we should take away from this we need to go deeper not wider in in our marketing practices and our relationships but when I heard that question the first thing that jumped out at me is when someone says they're good for a long time I used to be bothered by their lack of transparency but if I'm gonna be honest I have to evaluate my level of investment because if I if I really want to know more I was asked more questions but if I'm willing to just accept their first answer then is my investment really in to model transparency and help that person learn how to use their words and put some category of language around feelings maybe they don't know how to do it but if I just accept they're good it's really more of an indictment of my level of investment in the relationship than it is theirs and so I love what amber was saying that you know people have added language what I've noticed interesting though is probably more of me because I can pay attention to the responses this way is how people are compartmentalizing their answers are saying you know I'm like I'm good at home or work is going like this like I found very compartmentalized answers more now than ever because usually it's just I'm good now it's I'm good like I'm still working but and that means like there's permission asks a question of where they're not good like it's an interesting thing but I would encourage everyone to look at your own level of investment like are you actually going deeper with the next question or did you really just ask the service question you weren't looking to go deeper with somebody that's the least what I have to ask myself because I think I'm guilty of going wider or not deeper often no I appreciate you three all answering I think it's it's a super important thing because you know most people right now picking phone and they're calling somebody they care about on the scale for you what's the longest distance phone call you've made I was on a call this morning with a guy from all these days run together when you're working like this yesterday morning with a guy from Thailand so I guess it was night time for him and it was morning for me that's awesome what what's the quarantine been like for him oh that's a great question I was on his show it sounded like the same like I think we're all going through the same stuff just in different places it did make me think about how appreciative I was a of our health care system and our responsibilities here even though we can sit and have concerns about our level of our system when you hear someone in a different system I get a really appreciative of how quickly accessible we are to the stuff we have interesting amber or do you thought my father's phone calls probably my clients from Singapore you know so they've they started battling this before we did on that side of the world and and you know just hearing how how they're doing you know I I'm talking to some of my friends that live in Barcelona and places like that too that you know are in the midst of a lockdown it's just interesting to see how you know everyone's taking it and especially interesting to interact with like my friends who are completely alone right like they're in apartments or and houses and they're single you know they have no one in their like their mind frame is just so different they really stick out to me so if you're you know if you're listening to this and you know someone's self isolating alone like I would highly recommend you should reach out to them because I've noticed that their mental health and anxiety seems much high as well as it is to be around other people whole you know and by quarters and that like you still have that human interaction and I just noticed that they seem the most distressed to me mentally and emotionally no thank you um I've realized that a lot that yeah we're all we're all going through it but then you brought up a good point we're all just going through a little differently everybody everybody's not the same right so our friends in Italy do you guys remember when if when you first noticed what was going on the memes that were being shared like on social media and Facebook like I'm not gonna get this is crazy and then mm-hmm but the more the news has played into it and the more I mean I just saw like one maybe Vinny knows a little bit about this too like some preacher you know who preached like three weeks ago open his doors his whole congregation came in like he died fast from it and then his wife now is covered she's saying I mean I was not teasing a friend of ours up Harry Belcher I don't know if you guys remember the day that Governor Mike DeWine from Ohio came out it was like one of the first guys to kind of restaurants and everything and I did a social post about that kind of I was looking general Shaak and I don't know why it sticks out to me but since he's our mutual friend all of us tease him nationally here he never put that big post Vegas is never gonna close right and I was like I was thinking about it when I was teasing him just the other day about this like it's funny how we came out with these big position statements and now people are are happening to acknowledge where they were at that moment as we keep unraveling this very interesting time in our lives no it definitely Thomas you got the same question the the furthest distance phone call you've made or FaceTime from similar places Australia it's probably in that part of the world in Ireland Barcelona oh there was there's one a little bit ago it's probably little bit before this kicked off but around that time is like Ukraine canna area I was gonna kick it off but yeah I mean everyone's the funny part about all this is that people are a lot more accessible call you're like ya left on read kind of thing on the text okay I guess you really understood but I got totally shamed the other day for that answer it cause I wanted like town hall these were bunch of companies and the guys like fight can't take it back exactly no I've had to like I know Tony you tried to call me last week it's like you know I couldn't pick up the phone and say hey I'll be down for a nap and I had to like tell them why you know it's like hey yeah I'm not just ignoring you because I know you know I'm home but not too justified now why we gotta do something right yeah it's not just like oh I'm probably just busy yeah I I just want to say thank you we got some time left but I just want to say thank you for the transparency I really love when people are deep and the connection is like I don't Benny knows this about me and I think Thomas and amber hopefully you'll learn this well for I don't live in the weeds I live in the soil deep down inside and that's really where my heart lives and that's where I come to understand people and realize that you know I got a mother-in-law who is by herself in an apartment just down the road I have my in-laws my wife's dad and stepmom living in a place it's completely locked down from visitors coming basically i when when I hear their story they have good amenities but it's like they get their food they have like three meals at once delivered and I kind of feel like prison right like that's what I hear I like you were doing this my mom and her husband were having trouble trying to they were gonna go back to the UK here in a couple weeks and now they're staying stagnant in Las Vegas and they're telling me about what they're doing and how they're they're adjusting so I think the question that I really have on my mind is how how is your family outside of your current situation dealing with what everybody's going through like how was your family doing sitting you know it's mixed like you know I think if you ran down Deb's family in mine I think what you said earlier is really true I think we in order to really have I think a balanced version of compassion empathy you have to recognize that we're all on this spectrum in a different place like there are some people who are just in gridlock panic and then there are other people who have some version of the tinfoil hat on and there's everything in-between and depending on you know whether I'm trying to advance my agenda or just love somebody with what thereat I'm gonna be careful of that so some of our family's members are in like you know put themselves in a bubble whether or not they're immune compromised they're just afraid and other family members are our immune compromised and not acting like they have some concern so both of those are real in my life and I have to lovingly work with both of those situations don't you amber thankfully my family's healthy you know my sisters my mom my new dad my grandma everyone's healthy and everyone's like still employed we've been keeping my grandma and my grandfather in quarantine basically you know since like March 12 in Arizona I like we're just like listen like you guys are in your 80s and I'd really appreciate it if you just stayed home like my grandma's the light of my life so like I'm more concerned about her than anybody else and anyone who knows me knows that she's like the most of mascot she comes all the vent she's like the cutest so that was like my primary concern is like how's grandma how's she doing and then just stepping into more of a leadership role of my family like you know walking them through things you know letting them know everything's gonna be okay like our business is changing but our business is stable and we're able to make decisions not out of panic and as the primary one of the prime my mother and I really you know support our family in a huge way like no it's a huge blessing and it's a huge responsibility and we're just making the best decisions that we can and then you know I consider our community our extended family and our you know some like Vinny saying some of them are in extreme panic mode some of them are you know head-in-the-sand this is not going to change anything I don't need to change my marketing I don't need to change anything that I'm doing and then you have everything in between so just kind of having conversations and supporting you know where I can and also recognizing and reminding people about like this is something we've never seen before yeah I agree and also there are similarities in this to what happens in normal business which is there are cycles to everything so like right now there are some people like especially people who rely entirely on live events I was talking to Christy Herald she was like someone in unicorn club she has you know her entire business is attend adults sport and social League so you know that revenue stream had like they no one's outside playing sports and so that's let's change her whole business model right so some of us are deeply affected about with this right away and then others of us you know are not we're making like new decisions and I think that's like you know tapping into what's really going on and saying do we need to change things do we need to support people and just like stepping in and looking at our family and and giving them what support we can you know because we're gonna get through this together and to recognize that their cycles to this like you know there are I don't know a single nutraceutical company that's not crushing it right now and I've known that Preppers and survival offers and those people have been suffering and struggling for the last three four years their business is booming right now it's just like New Year's Eve what what happens around New Year's Eve weight loss you know does really well and PD and mindset starts to soar right like this is a cycle and yes it's going to I do think looking at the amount of unemployed people and what's happening like this is gonna be a cycle probably unlike we have seen but also understanding and every cycle and every you know and in every massive panic recession or depression that there's ethical opportunities that you can you know capitalize on and you can lead through and the word of the day like pivot right like I think all of us are pivoting in some way but like which pivots really make sense which pivots are in alignment with your DNA your company of yourself which pivots are really going to serve your community and that's kind of what I'm looking at and also recognizing like this global pandemic yes is not anything like we've ever seen and there are a lot of similarities that we can talk to our mentors about like my mentor Chris Ferraro he's been through what four recessions right now and like he's dieting and leading and turning to people who you know about this stuff like that's kind of what I'm doing for like my extended family it's like checking in and seeing and reminding them like their ethical opportunities in here and you know for the people who are in dire need of help because their business models that I've ended they're gonna get more support and it's the same thing with my family right in the ecosystem my family there are people that are spinning or thriving or you know concerned and it's just about like being as clear-headed as possible and then removing myself when I'm not clear-headed anymore because it's easy to get to take on that weight and that pressure I'll tell you I think yeah but one of the things that's interesting about that is like you know each of the people on this panel today we're like thought leaders and leaders in our particular world of what we do and people look to us and watch our behavior and look to us for an opinion in times where you're not like closed in you you might take some of that for granted you know there's a lot of sheep out there right now we need some Shepherds who are talking about progress and helping people through panic and all these things but your words our words matter in your words and like that happens inside your family you notice how like what happens in your community in the in our world of leadership even our families like so what do you think I get this question like so what do you think is gonna come out of the Economic Council next like somehow Steve minuchin and I I'm supposed to know the answer to that question but I think it's a it's a it's a glimpse into how we should be aware and read into the fact that people are always you know watching our actions and our words and so with much is given much is expected this is a time where I'm hoping that the the circle of leadership goes up and people recognize the burden that comes along with that and it can embrace it right like what you're talking about like do it get out of the way let's some of that happen but at the same time don't get too far out of the way because they need us leaving I love ya Thomas I'll let you wrap and then we're gonna rapid-fire some questions for the last ten minutes today you know we've been lucky that all our family is doing pretty well so far like my middle sister Claire she's in San Francisco which has been hit pretty hard so she's just been in full lockdown kind of quarantine her in her apartment for a while and she had just started a new job so that's been weird just to join a new job and then just be first day it was like first they have locked down so she's been full remote just yeah my parents and younger sister they're open North rural North Idaho stare really easy they've got like nine acres on the mountain up there so they're right here yeah so they're just fine staying remote up there trying to figure out how to pick up groceries you know from online checkout so I'm going into the store trying to figure out that big pivot and stuff like that it's been good my mom's a bit I mean compromise his stuff so she's just you know being careful and kind of staying at home but she makes a lot of soap and I'm fun and go on hikes and terrible state you know they were moved and then Kylie's family's doing well they're uh we're eight we kinda had to convince my mother-in-law not to travel on a plane it was like right before everything really kicked off is a lot of uncertainty like in luckily she was visiting her nephews in Indiana and luckily she didn't get on the plane but they drove instead and just gonna like powered through and didn't stop anywhere and just got there without seeing anybody into the same coming back so they've been being careful with that and they were they were really remote out there too so they've all been able to kind of stay pretty hunkered down and safe so wasn't very grateful for that so far I really want to say you know amber made a comment about like you know there's similarities you're the interesting thing is like Antonis really old so I'm only kind of old but you know having Zend crew cycles like this are some similarities this one's interesting can you have a question you know this economic impact is going to happen first shot within like 45 days most other real economic impacts roll in over a period of time and roll back out because like notice the temperature people because it's happened in such a shock basis that there's still a group of people who are like you know next week we're gonna route and like crunch and like all these amazing things and like oh this looks gonna happen like it's funny how I think I don't know some of that I'm like how do you think that's gonna go go let me watch the president's thing today and if he melts down again I'll let you know but I'm not exactly sure it's a funny thing this has got a different flavor to it it's weird yeah this is we're like watching the market surge one like another three million people you know file for job you know for unemployment and stuff and sits like this is weird disconnect sometimes on what's pushing the economy and what's what's actually happening yeah that's not hard for me too I say all the news that you're watching there's like a 40 hour 48 hour delay right yeah what's really going on in the world hey so what I want to do for the last 10 minutes to give everybody some just valid just impactful information that they can apply right now to their life no matter what I want to say thanks to amber she gave us the questions today so amber you talked about pivot opportunity connection cycle grace and Mentors so once you one again just want you two guys to pull three from here and just kind of share about maybe something that you've done in your business about pivoting the opportunity maybe that you see right now for your business how reaching out to people has brought you closer to people in connection the cycle that we're in like it's gonna it's in my program we always talk about this too shall pass nothing lasts forever however it's still this cycle that we're in it's it's we're all dealing with it grace how do you give yourself grace and show it to others and then you know who are you leaning on mentors coaches to help you so Vinnie looks like he's taken amazing notes or any run first year on the clock for three minutes you get an answer however you'd like pick three or so and go from there so what are the other ones go ahead okay cool so I'm gonna throw a pivot you know in basketball that means to keep one foot in place and turn around while you're in place because everything else looks like traveling and so what I'm afraid of in the idea of pivot is that for some of us including myself pivot might look like a different perspective turning around while foots in place and so for example on our marketing team I said this morning that maybe we need to shine a light on our higher level of our services and not try to shine a light by making the lower level stuff we do better and so that's a pivot as opposed to a travel would be like we're gonna get out of the fractional CFO business and so I think some people need to travel if they're so to speak in the live event business they might need to do something different than pivot they might need to start a whole new something or hold still and hunker down but I'm afraid that the word pivot is used quite often to mean travel when in reality pivot might just be a different perspective so for us looking at our business this has given us time to shine a light on parts of our company that otherwise we wouldn't have when we were so busy and kind of abundant acquisition mode so that's when I start there on grace you know what's funny is I don't know many people who move as fast as I do and I get annoyed with my kids when they don't listen at the first cadence of my ask him to do something I sometimes give that wonderful expression of love to my wife which isn't so great then I found myself doing that same thing with team and during this time because we're electronically being I feel like I'm working more then when I wasn't electronic and so this has given me an opportunity to to maybe be practicing a little bit more grace with others and recognizing that maybe my expectation of return should be properly measured because you know grace is really unfavored Meredith right it's getting married for something you don't actually deserve and so if that's a true definition of grace then maybe I should practice some more of giving people some benefit of doubt and so I'm good thankful for that and mentors you know I here's what jumped out when he said that word all of us should have them and I had a chip on my shoulder for so long not having them I was the poor kid who wanted to prove I can come out of the dust and so I'm thankful that but if you don't really know what that looks like I'd encourage you to go onto your iPhone I haven't I'm the Facebook I was looking to see you saying but go on who are your like speed-dial favorites are they not getting most of your attention if not why not because those people are the closer to that circle of what a mentor would look like to you the people who are supposed to be in that tightest part of your circle so for me you know my my tightest circle should be getting the most of my attention and instead of the outer rings of right now and that to me is closer to this idea of what mentors look like and then the last part of that is you know it's sometimes nice to get perspective from somebody who's a few steps ahead but with the journey you're on and if you don't have someone on there then with great humility ask raise your hand and see if you can find somebody who can place you with a perspective that's just a little bit ahead of where you're at thank you that is Vinny Fischer from fully accountable a great company and a dear friend so thanks so much for coming on amber you are up I you you said them so you can choose three and go for it share so thanks actually three words pivot amplification and grace because I think those are really resonating with me right now I think what you said many about pivoting for the basketball analogy is true so I can tell you what we're doing in our business historically our business has been a high-ticket business you know on our agency side were I like to say we're not expensive or the most expensive because we get the best results right so we don't take on very many clients in the agency side in fact we started downsizing it to take external clients and just doing partnership offers and our own offers this year and you know I've always want choose more entrepreneurs always I've always wanted to reach more people and our you know our first offers a $10,000 offer where we train other affiliate managers or you know help companies add affiliate and manner you know partnership marketing as a revenue stream into their business ten thousand dollars for three months fifty thousand dollars hobbits come into two day intensive one hundred and fifty thousand dollars to work with us for the year right so our our historically our offers are on a table for many businesses right so I've been wanting to do something different I've been wanting and the reason I've been resistant to is cuz I'm like there's no way I can give so much value to people hmm if I'm not in there if I'm not working hard on them if I don't have my hands on them right and I realize in this you know when I just started jumping on lives and doing webinars and calling people that like have never been clients or people that used to be paying clients and are no longer I ain't tell them all the time my dedication she does not end because you stopped paying me my dedication to you is here forever so like I'm calling you to check in what's going on how can I help you and even people that you know have never been clients hey I was thinking about you I thought about this I saw your marketing maybe you should think about trying this or I want to introduce you to this person and you know I realize like you know we need to pivot and serve more people because affiliate marketing is a recession-proof revenue stream it's not based on algorithms it's based on relationships so how can we help people amplify that has been a big one which you guys will see tomorrow we're gonna unveil something that we've been working on for the last few months I'm really excited about it I'm excited right it's a pivot that we're making that's in addition to our high ticket stuff right and we're gonna keep serving that market and keep serving that market very well while knowing that you know there's another part that we can bring in that it that brings a lot of joy to my heart it's really excited about that and then the other thing is amplification when we were talking I was like man this just keeps coming up for me this word which is we keep amplifying the bad behaviors in our industry and ourselves during this crisis just as we amplify the good things and what I mean by that is when people give you know historically I'm terrible when I reach a certain point you know I get hundreds of text messages Skype slacks PMS a day I reach a point because of my anxiety that I'm done I don't care who you are if you're my grandma it doesn't matter if you're a client I'm done I cannot I have nothing left to give and so I'm not going to answer because I need to refill my cup this thing has been you know for someone like me in a sense like difficult because everyone expects you in general to be around all the time and now because you're quarantined like you're something more available I'm sorry but I'm working more than I've ever worked because I'm rolling out new stuff I'm going the extra mile with old clients current clients past client it doesn't matter who you are I'm getting on the phone with you don't care what size business you are if you need my help I'm gonna do it so you know I think we've in this hustle mentality hustling I'm still I'm still closing clients and full and like you know all this like this hustle thing like it's a bad behavior in our industry and I'm seeing it amplified and I'm also seeing the good ones right the the core amplification of our best values of our community of us coming together of us being transparent of us helping each other like I'm seeing that amplification to I'm seeing you know sides and people I've never known like how they lead as parents you know how they lead in the in a disaster or a pandemic right like we're seeing all this stuff so I think amplification is important to look at and see what's serving me and what's not like I my my busyness behavior was amplified when it was removed because I'm like oh I'm like dying to go to the next thing the next event and that's removed right so just that idea of amplification like what's really working and what's and what's not serving us anymore it's becoming more and more clear and then as far as um you know grace I think that's the other part is like recognizing that you know we we're gonna probably you know more more of selfish than ever because we're so worried about our own selves and like you know things leaked right things leaked out like I do have anxiety and like I might be on it with business but there are certain times where I'm just so overwhelmed and you know someone close to me need something or says something and I'm just like what what did you say you know what I mean I can't you see me really oh my god you know I've reached my endpoint here where I can be and this is what I need to remove myself you know and just like apologize and recognize like you know these things happen and people might not answer my phone call because they physically cannot talk anymore they're emotionally oh they're overwhelmed their business is failing they're they're getting driven insane by their spouse right there's just a ton of reasons and just giving people grace through this and yourself just as much I think is really important thank you so much amber Spears founder of the East Fifth Avenue affiliate marketing company and I just want to say it's awesome I've gotten a chance to see you last year at the click I'll just say this watching you stand up on stage and do your thing and just seeing who you are a clickbank's event in Mexico I think Vinny was there Thomas was there we just couldn't see you in your element you just try I love it thank you so much for being here the thing that I'm reminded of as we transition is the 95 year old lady somewhere in the East who put up a sign outside of her door basically window saying I need beer and I'm getting grace from I think it was Coors Light dropped off like 150 cans and then the next sign she's like thank you basically you know so 95 year old woman I made you think about Thomas because he's going I just know during these times if you need something say something and I think that was part of the message that I got from Amber's like you know this is the time where you we get a rise up Andy talked about leadership like we all have the ability to lead and even if you realize that you're like I don't have anybody to leave them like you have yourself and I never want you to forget that Bob Proctor said it best you know this is the time where you need to stop being an extra in your own movie and take the lead and it's really really powerful and I want to finish today with Thomas and I before we do that I just say thank you for giving us an hour tons of comments so please after this is over if you don't mind just jumping through the Facebook comments and just message people took their time to watch and it's been nice to have each and every one of you on so Thomas last question for you pick some out of that category that amber threw out she even added a new one so if you want to go down the road and you want to put gratefulness for your wife cut net big was good yeah you can see the back it still need some work got a moly girl it's just yeah there's not really a fade at all so all just one length yeah that's interesting I mean pivoting is the big one I think for a lot of people right now and same for me and Clickbank I've been really impressed with how well Clickbank has pivoted to be fully remote I mean people are surprised to learn that Clickbank isn't remote you know that we're all in-house in the office in Boise no nine-to-five kind of thing and it's always they've you know clipping a sorta has been really resistant to kind of remote work and all that kind of stuff but we've pivoted really well Kelly's Kelly household Oh CEO that you all know these are done a great job at communicating with the company really upping his communication across different channels from slack to zoom calls to kind of weekly email updates some really cool things I've done to write like it was cliff bank's birthday you know a couple weeks ago and they usually it's a big party all together obviously we gonna do that so they had a local Creamery deliver ice cream a couple pints of ice cream to everybody's house right and it's little things like that that reminds you that you're part of a team and a family and a culture still even if you're at home interesting engagement on slack channels and stuff has been really up and some pretty cool to see I've been pivoting personally just online a little more of taking the downtime I do have that I would normally be like playing volleyball or like golfing or something and I've been building out like a personal site and kind of building that out so getting which I've been kicking around for ages now so actually implementing that and getting it live isn't a lot of fun and feeling rewarding and feeling like I'm still have momentum as well as all like the day-to-day stuff that we're still doing and then trying to keep stay mindful of pivoting to get the new opportunities that are there from this but also keep being a focus on the long term effect of those opportunities has been big a lot of people pivot right into the more dangerous marketing claims and stuff which right is pretty risky you see the FTC issuing warning letters like crazy right now so it's kind of not just picking up the low-hanging fruit but the best fruit which might not be low-hanging still so that's been important for us that I'm cycle excited to do other one in cycle all right which kind of is similar to pivot in my mind but right it's kind of keep and that ties into that right it's kind of being mindful where this is gonna go potentially and how can we still add value in the short-term and have something there and build and keep building that foundation for me personally too it's getting back I'm like I've done a terrible job my sleep cycle has been way out of whack with this it may mean it seems like she got the other way without having to commute and stuff but I'm up till midnight or 1:00 a.m. every night doing stuff and waking up and getting to work let's yeah it's been terrible I'm trying to do a better job even last night still so that's that's been big for me the other one is kind of a mentorship side and this is more of a personal accountability thing for me too I'm sure a lot of people listening could probably relate where you might I've always felt like des for like I need a mentor right but I don't want to burden someone which is weird like Dex position to be in I hate to be a burden to people I just want to add value and I feel like if someone's mentoring me they're giving and I'm not really giving back in turn right I was taking which is hard for me to relate to and it's tough like right when Vinnie and I sat down for dinner he's a great mentor for me and stuff like that that's always hard for me to like text him for things and like ask him for stuff like I've been trying to do it a little more late phul and you've been very responsive and super helpful that kind of stuff but in general just stuff so I don't know what advice I have for people around that other than to acknowledge I may be and just like be transfer one of in transparent with people around that people are super forthcoming and willing to help still I just have to know who to be tactical with whom asking not favors for but help with right so explain to people strengths and not just trying to dump everything on one person am I getting mentorship from different things from different people no givers can sometimes be bad receivers I became a better giver actually some one of my mentors calling me out of being a bad receiver and then the other thing is is like you don't always have to be a mentor to like Andrew Carnegie like there's a thing in your town that needs your mentorship like like there's a there's an ability to stop and mentor like someone very local and help and you'll be amazed how that will open up the idea what really like kind of pay it forward mentality looks like I want to say thank you to Thomas senior business development manager at Clickbank I want to be honorable of all of your time I just wanted to come with a couple closing thoughts today you know I'm better to spend this last hour with you you know that's the one thing that I realized that sometimes David talked about it last week you know sometimes you go to an event and you know I see Thomas and I give him a quick hug I'm like hey dude let's catch up later you know so awesome spending time with you and you know you go off and run your way you do your thing amber the same thing you know we're coming we were super excited to be a part of everything that you got going on and like Vinnie I'm like dude we usually do stuff together and it's like okay so guess what we created we created one hour or so of connection we were able to add a ton of value to the world and give insight as thought leaders to help people today maybe going through whatever it is that they're going through how they're going through it and you were able to drop wisdom and hopefully you were able to take some wisdom from each guest today and hopefully unpack that into deeper connection in a further your relationship you know I only try only saw this as an opportunity to connect I only saw this as an opportunity to come together zero hit an initiative put out some content of the world instead of sit idle use the talents that I have and that's the thing that I want to remind anybody listening today like you've got god-given talents and you're either leaning on those or running from them and to find your voice and that's what I put today instead of surviving figure out what you can do to start thriving not to take away from what's going on in the world but if you if you realize that today was your last day you choose to live it how would you live it would you live it feeling so sorry or would you pick up the phone and call somebody day that you haven't talked to and I love Vinny's analogy of just looking at your favorites pick somebody off of your favorites today they probably need a phone call from you I loved amber saying hey you know what my cups cups full you know the beginning of the day and at the end of the day it's empty and I loved what you were talking about meditation and recenter yourself and making sure you give yourself grace and I love that and you know Thomas you kick the show off today with I think open heart and realizing that it's not all perfect it's not all peaches and cream is one of my good friends always calls it you know it's it's a sour sometimes it's not what you thought it would be but the reality is is if you keep moving forward with Community Connection we'll all get through this together because I know that we're better for this and so I just want to say thank you to each and every one of you Thomas said look to old people like you for guidance I know he was using you because you're actually ordered actually reached the 500 mark but I did want a promo and if you have any insight you can share John ruling from gift ology coming up Thursday talks about you know how to how to give without needing it to be a transactional thing Sammy shoebox Moses has been just repetitive in groups playing music and trying to do his part without getting shut down for playing music on social media and then Ron Lynch who out of the Blues just got together and created telehealth and just put a bunch of angels together and really making an impact in the world so that's coming up on Thursday that thing went way bigger than he even imagined it what you know what's amazing is I think long after this we have the ability to keep doing what he created I think it's I'm so proud of him he jumped on and everyone just followed suit because he's made total sense really cool thank you I really appreciate it there isn't this amazing end to the show other than we got to go in another edition of networking remote 20/20 my name is Tony Greg Mayer on behalf of any fish here amber Spears and Thomas no matter where you go no matter what you do today choose to make today the absolute best day of your life thanks for listening to the networking remote remember you are not alone stay connected

Amber Spears — Deals over Ads

Video ID: 2sV7ooMcLI4
URL: https://www.youtube.com/watch?v=2sV7ooMcLI4
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If you are running a a mastermind group or if you do live events already, it's going to give you some really huge unlocks in terms of being around other community leaders who are doing the same thing. Um, I think that's a really important thing that we can mind share together and collaborate and talk about like what vendors are good, what vendors aren't, what's really working in terms of filling your events, what's not. Um, so that's very very useful. But if you're just starting or thinking about doing event, I think that this is a really powerful community as well. Because you know, for me, I wasted hundreds of thousands of dollars over the last like 8 years doing the wrong things. And even simple things like contract negotiations, you know, it's a big investment to be in a mastermind like that. The savings that you're going to get is going to be 100x, especially if you're just starting. Hi, my name is Amber Spears and I am the founder of Four Rooms Mastermind. I wanted to speak at Event Profit Engine because I've worked with Alex personally for the last four years at my mastermind events. So, he's been basically my offer enrollment coach. Um, and I just love anything that Alex does and always happy to support him and I think he has a really wonderful community. So, I wanted to come share Alex's impact on me and also be able to serve any of his community members as well. The main way that I usually acquire clients is through speaking on stages. So, I think speaking on any stage is always a huge honor. Um, and it's a great way to grow your brand, your reputation, and a great way to attract the right clients. Um, cuz in the energy of a live event, you can kind of see who's really resonating with you and who's not. So, I think that, you know, being on any stage is, like I said, not only just an honor, but it's a a very uh unique and intimate way of client acquisition.

Amber Spears — East 5th Avenue

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URL: https://www.youtube.com/watch?v=plDWg25kAsA
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what's the most important resource that you have if you really thought about this deeply I think you come to the same conclusion that Joey and I did it's time in our newest book what's without Wall Street the three steps to Financial Freedom through passive income we talk about how are we tracking that time what what is the thing that we can do to get more of that time back that's right if you've ever been listening to our podcast and thought man it would be amazing if I could take all the things that you guys have learned over the last 10 years and just summarize them put them in some way to easily digest them and take action that's what this book is all about you're not going to want to miss it go to wealth without W street.com newbook and get your copy today wel without Wall Street tribe I'm so grateful to have Amber Spears joining us in the studio today Amber so glad to have you thanks for having me I've been excited and looking forward to this for a couple months now so thank you for having me on it's our pleasure we we've had a lot of fun before President to record and try expect nothing less than the next 30 to 40 minutes to to blow your mind so a your gift is being a a master connector a chief connecting officer if you will what does that even mean what is a chief connection officer it's a great question uh for me the way I look at it is I'm the person that can help you find the O So You Know Dan Sullivan talks a lot about that which is you want to have achieve big things the first thing you should be thinking of is not the how am I going to do it it's the who do I need on board to make that idea come to life and that's something that I've done my entire career is I've been very fortunate to have a really large roex of people that know I can trust me and I know I can trust them and if I don't know somebody I'm one degree away and I help people find those people that's my gift like I can I can find the food for you and pretty much any circumstance do you feel like that's just it you were born with that or is that something that for instance Joey could learn how to do because I've been really get involved here is that something I mean is there is there hope for some of the you know potentially hypothetically Joey to learn that gift or do you believe that you just have to have it it's a great question I had to learn it my dad was um struggling entrepreneur a missionary a pastor and you know was a very domineering abusive person and so I grew up afraid to even really speak until you I was homeschooled and mov around so much because my dad couldn't keep down a job and so I was just really afraid of other kids I was really afraid of other people and it wasn't until you know I actually got to go to school for the first time when I was a freshman in high school that I was just super awkward like I didn't have the social skills you know that's why you why do you get puppies and start socializing them right like you want them to be good at talking to other people I wasn't I think I was always a very bright child uh certainly always but from a social perspective extremely awkward and it's something that I had to really force myself to do but I think innately to me I absolutely love people so uh that's not something I think that can be taught so Joey if you don't like people then I don't know if I can help you there but if you do certainly it's something that can be learned because I learned it well I have the awkward part down so can that's launching pad I'm and you're winning I'm right there um perfect then I have hope for you and I'll train you put you through Amber's uh socialization training school well so Amber in light of being a connector uh you can we can make assumptions about how does that benefit you how does that help the person who's listening right now about how they're going to build passive income but help me connect the dots of how your gift of connection can help somebody become a passive investor some way to create passive income yeah I think at the core of connection is trust um I have trust in a lot of people because I have a long history with them not necessarily that you know I'm just a connector and I fire off intros all day that's not really what I do I spend time understanding people getting to know them getting to other families getting to other their dreams uh getting to know their problems and uh their opportunities and and that helps me so um if you're talking about like passive income and and kind of growing your business like that's why people will come to me it's just a really tactical thing if you're trying to launch you know a program or grow like a product let's say you're like hey I've got a supplement company I've got a a mastermind and I want to grow it who can I partner with right the who part is important who can I partner with to accelerate that growth and you'd come to somebody like me and I would take a look at what you have and then I would immediately be able to spot the opportunity strength and weaknesses inside of what you have and figure out how we can bring the right people to the table to shore up those weaknesses here's a really quick example so let's say that you have a supplement company right um let's say it's a weight loss supplement company maybe you have keto gummies or you have um blood sugar or something like that uh the way that you could increase your aov let's you're having aob Ito your average order value is too low so you're having problems scaling it because it's just not high enough for Affiliates to be interested in running your offer and you're struggling to really get it to scale on Facebook as well because if you don't have enough money to spend then you're kind of Trapped so I would look at your offer and I would say wow great product great company great founder great honorship you're having trouble around the aov here's a few quick people and brands that I recommend that you partner with to get that up the first one would be uh let's say it's my buddy Chad tacket from committed coaches he's got 160 coaches on staff they're all certified fitness professionals and nutritionists and they would come in and what they would do for the first 60 to 90 days is they would just talk to your customers so upon point of purchase they buy a supplement Chad's team calls them and starts talking to them about what their goals are creates custom macro plans for them you just talks them every single week so not only does that help you drop chargebacks of refunds it starts increasing your iob later down the road because at the end of that 60 to 90 days they invite them into a $5,000 High ticket weight loss coaching program as a really good success so you have basically n you know 60 to 90 days of free personalized support from True experts they're literally giving them free recipe plans they're ask answering questions about the supplements but at the end of that they're going to make an invitation to those people that they buil trust with on half of your brand to buy $5,000 weight loss offer now why is that important because that brand would get 50% of that so their average order value after that 60 to 90 days is going to jump by $2,500 right so it's a huge way of increasing average order value and lifetime customer value down the road right so the LTV that we're looking at but you can spend a lot more on Facebook if you know you're going to have this money coming in later right so all just that's the kind of stuff that I look at it's like okay so you're having problems here uh this would be something I recommend for someone who has a lot of chargebacks and refunds is a lot of times you're having that because there's no trust with the consumer so if we can get somebody like chaden to talk to the consumer with regularity and then give them something that they need because if you're going through weight loss supplements usually not going cured you usually need more support so it's great for the End customer as well um and that's something that we look at and then also i' look at your AO and be like okay what if for example we partnered with somebody that has a really great complimentary offer and we put it on your thank you page so that every time a customer purchases your products they're able to opt in for let's say a free band stret like a free like those like um I see them all times on my on my mind but you know those like stretch bands those Fitness bands those are really really great for a thank you page on top of a blood sugar offer or weight loss offer so now they might offer you you know another 20 bucks per a customer so now your average order rate just jumped up too right so those are all Partnerships that you can do so if someone comes to me and gives me that I'm going to look at it be like okay not only do you need more Affiliates for this but also to bring it to Affiliates there's structural weaknesses inside of your program that we need to fix so we can fix that with other people right so now you don't have to have a high ticket coaching offer that you act you have you run you have a phone for you have all this no no no you just Outsource it to the right people that helps increase your lifetime customer value means that you can spend more on Facebook you can give more to Affiliates now we also have that thank you page on there as well so now it's bumping all those orders so that's what I mean like it's not just me introducing you to other people it's me looking at your business and being like where are the opportunities lie here and who can help you solve those issues you you see the biggest opportunity and the biggest problems that most businesses have which is getting new customers right that's the once you solve that then it's like okay now now I can start working on all these other things but most of the things that keep people up at night is not having enough new customers or wor they won't have enough new customers in the future and by the way Tri if you don't own a business right now this isn't the moment to turn this off because in a second A's going to talk about how you could be one of those connectors how you could be the person that helps other businesses do this and I you and and waits for you to get paid that's why we wanted you to come on am so we think that not only as business owners right we have to create brand the the the brand that will will attract people who are connect who can put us in front of lots of customers talk about the person that has never even considered an affiliate offer like maybe some examples of some ways that you've seen a brand that was just focused on doing their own thing what what components did they have to put in to make an affiliate offer yeah it's good question so when people come to me and want to put an affiliate offer into their business business it's a couple different things one it's they're seeing their friends make money from it and they want to do it too right so that's that's usually one way they come the other way that they come is that they are worried because they have put all their aches in a basket that's an algorithmic based basket meaning all of their business is coming from Facebook or all of their business is coming from Amazon and that keeps them up at night because and it would keep me up at night too because at the end of the day these algorithms are not designed for anybody spending money on that right meaning paid advertising they care about the end user so they're going to change their mind and change their algorithms at any point in time and they will never tell you the advertiser why or suddenly you'll be out of compliance when you've been doing really well it happened to a friend of mine who was a NF figure business uh it was a national supplement company and in March of 2020 they got kicked off of Facebook they huge staff like 200 plus employees that was their number one way to part customers and they got kicked off now given how much money they were spending on Facebook which was millions of dollars a month you would think that they get back on relatively quickly they didn't get back on for three years for three years and so they had to do massive layoffs and it was through no fault of their own it's a very clean brand and I can't tell you what happened because it's private but I'll tell you when I found out what it was I was like that's all it was it wasn't something they said it wasn't something they did it was just somebody at Facebook flagged it and the algorithm changed and now they could never get back on platform three years for three years right so once you've had that happen to you that tends to be another reason why people wouldn't come to me so if you're a brand and you're like man my number W Iron customers is all based on algorithms I would definitely consider adding an affiliate channel into your business because that's built on your relationships it's not built based on algorithms now is it ever going to be as big as you being able spend money on Facebook or you know just ring your credit card no because that has infinitely more scalability if you have money but at the same time my clients are doing on the low end six figures a year average multi a lot of them eight some of them nine figures a year with just affiliate Partners just Affiliates no algorithms so I know it can be done I see it every single day in my career and if I could protect those business owners right now that are thinking about that like holy canoli I'm really weighted really heavily weighted on algorithms I want to add something new on here they would be an ideal candidate somebody who's already growing their business online already has funnels already has you know data on those points and they just want to add this in they would be an ideal candidate for me if you've listen to our show for any length of time you've heard us talk about infinite Banking and how we were able to use that concept to create over $5,000 a month in passive income but it's just not that easy to figure out how does this all Connect into my own personal system stallion that's why we created the passive income operating system bro it shows you how to turn active income into passive income it makes all the steps come together if you would like to get access to it as a podcast listener we've never given this away in public before go to ww wallstreet.com Pio there was nothing worse than walking into class when you're in school and the teacher saying P qu day why because you were unprepared are you unprepared though for Financial Freedom don't be find out how close you are by taking our 30 second quiz at wealthall street.com quiz we know as business owners we we there's three ways to to grow traffic right it's organic it's paid ads and then there's the referrals and most of the time I think we think of referrals as just our existing customers but what you're saying is that there's a way to create even a paid referral right the affiliate channel is in Ence nothing more than a strategic partnership that is referring business to you and they're getting paid to do it they're unpaid salespeople until they actually send you somebody which is a beautiful thing too like a lot of times we spend money in marketing paid ads and there's not a guarantee that that paid ad actually produces a customer but in a referral relationship somebody actually is coming to us whether we're paying for the lead or we're paying for the actual once they become a customer now we pay that way what are some some um you know best tips on creating an offer like I want to I I I have this business I want to create an affiliate marketing channel for my business how do I know what are the best ways to do it because there's different ways as I just mentioned there's you can pay for Le you can pay for the result in your opinion how do I craft this the best way what have you seen work maybe share an example or two yeah it's funny that you say that because you're exactly right about um you can spend a lot of money on your credit card on PID ads and never get a a sale right you might get some options but never get a sale that's why J Abraham talks about affiliate marketing as a Recession Proof Revenue stream because typically you are going to pay after you acquire that customer and get their money into your account and then you pay out the affiliate partner right so that's another way of diversifying risk inside of your business now if you're like looking to establish an affiliate program into your business depending on your business size right so let's just say that I'm a local flower shop company and I want to grow you would look at it as growing it with partners and I like to think of things through the power of eight I learned this from JJ Virgin who did this with Brendon brashard and Mark kman like years and years ago like 14 15 years ago these guys before they were New York Times bestselling authors before they were like you know huge the eight of them there was eight of them I think gab me burnsy might have been one of them uh essentially they got together and they said hey for an entire year I will refer you business I will promote you I will get on your podcast I will go to your Live Events I will promote you uh and you do the same for me so like if one of them went on a podcast seven of the other ones would get recommended for that podcast and one of them had a live event the other seven would show up they would speak they would promote it right and so that's how they grew together but what I think everyone misses from that is the ideal client outar so why did that work it worked because they all serve the same Avatar usually women over 45 right so if you're trying to get um you know physically healthy you're also probably also trying to get mentally healthy spiritually healthy right so just looking at your avatar as a 360 person now if I was a wedding you know if I was a flower shop who would I look to I would look to who else serves my ideal Avatar so wedding dress uh would be a partner of mine videographer would be a partner of mine right wedding photographer would be a partner of mine a DJ comp would be a partner of mine of then he would be a partner of mine so now I'm cooking with gas now I've got you know seven other businesses that all serve the same ideal Avatar and we all promote each other you track it is important and you kick them out if they don't perform right so setting really clear parameters of hey for an entire year six months I'm going to send you every single leap that comes through my flow shop if they're you know buying for a wedding I'm going to ask them if they have this list of other seven people they get a discount or they get an extra bonus maybe they get you know 50 additional edited pictures from our videographer they hire my referral right and then this is how much we're all paying each other you track all the referral sources and at the end of six months or a year you say all right who did a good job how much to to regenerate who didn't perform and they're out and a new one is going to come in right so from a very basic level you can do that with a brick and morar right like I just mapped it out for you so if you go all the way up to somebody like you what i' be looking at is like who else serves entrepreneurs or people wanting to have freedom financially so regardless people right so really looking at that and when you're at when you're doing what you're doing you need to look at at your level or above because the halo effect is going to be really important so let's say that you get $65,000 a month you want somebody who's around $65,000 or higher to be partnered with you not below you because it needs to be peers right obviously we're just going to assume that they do good work and they take care of their clients that's a given because you obviously this is a relationship it's business I don't want to partner with somebody who's good at acquiring customers but terrible at taking care of them right so just kind of thinking through that but like that's a really easy start is like do I have seven other people seven other brands right like if I'm a snack company is there other snap company I can partner with or other you know face cream companies or like whatever it is that serve my ideal client Avatar and can we send business to each other which is going to drop the cost of acquiring that customer as you start to zoom out right because if you're spending less of your money on PID now the cost to acquires them start to drop because you have seven other partners that are promoting you and you're on each other's newsletter you're sponsoring each other podcast you're like you know you're doing live streams with them showing up on stages with them like there are ways to do this at at any level the most important thing though is to pay them well so I always see people being like Oh yeah it cost me $1,000 to acquire a customer on Facebook but I want to pay my Affiliates 50 you're like dude why would you why would you pay Z $1,000 and you're happy about that but you're not going to pay your friend a thousand like that doesn't make any sense to me and on average it's a trust transfer why does this work at the core of it works because it's a transfer trust so you guys have on this call we've worked together for months we've had great conversations now here so you guys trust me you do a good job right so you guys have built this amazing reputation you're not taking that reputation you're transferring that trust to me right so now people are hearing they're like okay Amber knows she's too a she's a good job when I put you on a stage or I recommend you to people I'm taking my Goodwill bank account my trust and I'm transferring it to you it's a same thing if you look at it on scale like why does it work when creators and influencers recommend a product because there's a transfer of trust they trust that person to be a subject matter expert in Fitness or financial or whatever and then they're recommending this other brand it's just merely a trust transfer and it's a referral so just like high level that's kind of how I think about it and break it down yeah no there's no doubt about what you're saying I mean trust is the currency of of today and it's easy to to not put as much value on that when you think about buying media and all that stuff like like there's a way around it but the best possible way is to have a reputation that then as you mentioned you're able to trade pa um that trust over to others before we get into becoming an affiliate of brands that you already know like in trust I think that's a huge strategy one uh we're talking about all the good things about like building this affiliate program but I'll tell you one of the biggest challenges for Russ and I why we put it off for years was this idea of how are we going to implement this right there's a lot lot of back office type stuff that has to take place to your point you have to pay them well well what if you're the entrepreneur who is super busy and you're like hey I really do want to pay this person but I don't have the systems I don't have the processes I don't have the back office support to make sure that all the eyes are dotted and the te's are crossed so that this is consistent to those Partnerships that we build like help that person who's sitting there saying I'd love to do this ah but it just seems like a whole another job that I don't have time for right yeah and I mean listen it's I think wanting you to be a passive and easy income stream is possible if you are an affiliate and we'll break down what that is when you're asking other people to promote you as a brand or your products and and Services I always tell people I'm like you know you you put one foot in and one foot out and you're going to get half ass results that's just the truth so you have to make a commitment to doing it and I wish I could tell you you know it's an e answer but it's true because if I don't tell you the truth then I'm not doing you do I'm not doing you the right service and that to me matters a lot so I don't want you looking at being like Oh it's autopilot thing it's not but you already have a lot of the pieces that you need like if you have a business that's that's working right now you already have a lot of pieces right you you're acquiring customers somewhere from somehow right so let's just say you built your business on referral what I'd be doing is looking at that person who's sending me referrals and looking to find how do I find 10 more like them really easy how do I find 10 more people like this how do they build their business where are they getting Lea flow from what's going on how do I find those people and if you just start looking for how do I find more like joies right then things start to become a little bit easier and you can track it all as simply as on a spreadsheet but you have to have trust to be able to do that right you have to have trust if you're going to be just transing especially if it like involves a fun call so if it's like tracking to sell like you know my my course that's easy because you should have some easy tracking things on there like an everflow or tune or um post affiliate Pro or impact whatever those are all tracking softwares that you can put on your hes or your pages to track that and it will automatically calculate things like sales tax and it'll tell you the conversion rate and do all stuff you have to have that if you're doing anything in scale is there a way to is there a way to hire that out though like I just say that what all of that stuff just make makes me start to go oh I'm not g to do it because I just I don't want to stop to take time how EAS the easiest part dude there you can go on to upw work you can do whatever and you just hire that person to do it for you right it's easy easy peasy like it shouldn't cost that much setup and everything should be like 500 to 1,500 bucks for you to pay developer or somebody to do it into your current system it's not that hard or if you're not doing much volume let's say you're doing like 30 referrals a month just track it on a spreadsheet and you know give them some sort of code on the other side like for example uh one of my clients is A1 Garage stores and absolutely love them incredible company they're like $200 million a year they want to launch on affiliate program and you know one of the things we're thinking through is like how do we get them from Impact to service Titan that's one kind of transfer of tech so they have Tech Team doing it's working but then how do we make sure that for anybody when they're on the phone call we're tracking it back to the referral partner well let's give them something so like if you go through me then you'll also get a free garage store clicker if you go through like an additional one right so you can add those things on if you're manually tracking which is like another added benefit so like let's say that they came to you um you were promote like you were an affiliate for somebody else you also want to give them something juicy from W about Wall Street to ensure that if somehow that man ual tracking gets loss they're still going to go back and be like well I came from the wealth of Wall Street guys and if I came from them I got 250 off right or I get you know their free ebook or whatever too that way you have that kind of additional support for your referral if you don't have good tracking setup I love that all right let's let's talk about how to become a an affiliate right because some of us maybe not don't own a business and don't intend to own a business but we would love to start building in some sort of side Hustle income something that we can do maybe we do um have a following right like we' we've been successful in one of the social media channels and and now people are following us how can we become an affiliate of others what's involved and how should we seek those relationships out it's a great question but and then you nailed it which is if you have an audience right if you're just coming up the street and you have no business connections no business Acumen no audience like nothing this is not what I'd start doing I'd start doing sales because then that's how you're gonna make money right so I'd love to tell everyone that they can be a connector it's not true you need to connect people and have value like have a reason to connect them and connect people together that you can help solve their problems and that requires time and if you're hurting for money that's not what I would do but if you have an audience and I see this all the time it's like if you have an audience what a gift because right now the most important thing is attention that's probably one of the most valuable currencies that you have and you have trust so would absolutely find people like yourselves to promote right so maybe I promote your courses whatever but it again boiling down to who do I serve in my audience so what I don't want you to do is be you know Homestead stay-at-home mom promoting stuff that doesn't make sense to your branch to promote it right I want you to become an affiliate and it's very lucrative let's say that you have aund you know 100,000 uh people on your email list right you collected it over years last 10 years you're you've been sending out your blog to 100,000 people if you partner with somebody like me um and people that I work with that are really good at email marketing we could be making you anywhere between 75,000 to $100,000 a month especially if it's like a like maybe they buyer courses or something right if they're buyers even more so that's if we're being really aggressive so I'm just going to copy with this you might be hearing be like how how do I make that money well you're going to send a lot more than you're comfortable with that's how you monetize it okay doesn't mean that you have to send stuff that you don't that's not an alignment or an Integrity for you but it does mean that you're going to have to send more than you're comfortable with so that being said I'm sure everyone here would love to have you know make a dollar per name on their email list for month I see it every single day it can be de uh if you are somebody that has an audience right so that's like one thing to know is that's your your potential that's your gift for spending time many years building the trust with that audience if you're a brand it's much easier right because it's really easy to just flip the lights on on an affiliate program and just add that into your business particularly if you're already generating Sales Online like it's easy uh there's so many places you can go to find affiliate Partners there's appy stash and there's social snowball and there's grin and there's all these different types of places where you can go find affiliate Partners to work with you just need somebody in there that you can hire to do it yourself or or to do it for you or you can do it yourself if you're a busy business owner but like I always just want people to know like do it now before you're forced to do it now put it in before you come to me and you want me to save your life and your business because I don't like being a savior I like being somebody who can help you with time with confidence and still in your business because what I can guarantee you is that the outre will change without notice and you're going to spend time trying to figure out how to get back on top on your search rankings or you know how to get your your pixel going again on Facebook and now it's shut down or you're overspending like it will happen no matter what so you might as well put this into your business to add another staple Lake to diversify your customer acquisition well Ember there's no doubt somebody who's listening to you today they know that you know what you're talking about you are the chief connection officer as you have on the screen today and East Fifth Avenue is your agency uh We've set up a page for people to go and learn War at East avenue.com [Music] wwws for wealth without Wall Street for those that want to learn more about all the things that you talked about today what are some things that they can get access to on that page yeah so such a great question so we put together a really good guide I like to put together stuff that's valuable not just something I can put together scrape your email list or your email and hit you up relentlessly for salees so just know that's not what's going to happen uh what I put together is something that is great for people who are just beginning all the way up to advance because I never know who's going to hear about us on a podcast or something I want to serve that whole target market so we have something that's a calculator so you can actually punch in like hey you know here's my conversion rate here's the optin rate for you know my Landers like here's what here are my stats and then it'll spit out what we think you should be paying in commission uh so that's a really useful tool because a lot of people are like I want to do an affiliate progr program but I don't know how much of pay people so we really wanted to help them solve that so we created a calculator we also have an assessment where you go through and you fill out you know a bunch of different questions and then we'll come back and tell you you know you are at industry standard above industry standard below industry standard here's some recommendations that we have for you to improve your affiliate program or ways to supercharge it and the last thing is we have h a checklist so it's just a simple checklist we can go through if you're like hey I want to know if I have everything I need to start an affiliate program you know we're going to go through and be like do you have a you know privacy policy check do you have a bided brand Term Policy check so just like going through that to make sure that you're structurally sound all of that is included in that guide tribe if you're if you're running a business right now and you're not already taking advantage of referral Partnerships even if it's in a very small way you're missing an opportunity to really scale your business and help those around you right like people need to know more about what you do and the number one reason people don't do business with you they don't know you exist and if you have built an audience if you've been serving a a large audience say amber Shear you can become an affiliate you can become an affiliate of weth about Wall Street like there's a process for that as well and we we hope that this sort of idea is just another strategy another arrow in your quiver that you can use on ways to not only grow your own personal business but also to potentially create some level of reoccurring revenue from doing this as an affiliate Emperor thank you so much for coming in this is such a it's so so interesting as as fascinated as I hope it was to the person listening but we appreciate you so much thank you for being here thank you for having me trbe have an amazing day H take time to rate review the show share this with somebody who needs to hear it and see you in the next episode this has been the wealth without Wall Street podcast don't forget to subscribe to the show to break free of the Wall Street mindset and begin Building Wealth on your own terms in places you understand so that your wealth will never run dry see you next episode

Amber Spears — Affiliate Ecosystem

Video ID: VNQ_nordcW0
URL: https://www.youtube.com/watch?v=VNQ_nordcW0
Length: 6596 characters · 213 snippets

[Music] i had a really tough childhood i moved around a ton i had a really difficult and abusive father my mom's a mexican immigrant it was hard because i moved around so much because i had such little community i craved it so much like i just wanted to deeply connect with people i started doing sales around the time that i was in college like truly and i really enjoyed it and i realized that my selling style was a very relational selling style like i really want to get to know the person and that's why selling feels easy to me because it feels like i'm just making money with a friend i then realized that i still deeply craved community so much and connections so much at a bigger level that i've created now businesses that are based on connecting deeply with people and building true relationships with them and yes we've generated a multi-seven-figure business and all this stuff from it but it really still feels like i'm just making money with my friends our community is vibrant and it's thriving because it's based on that deep-seated desire that i had to truly and deeply connect and be seen and like be known and be understood at a at a level that i never had like growing up and it's just so fulfilling it makes me like emotional i love these people i get invited to the weddings like i get face times when they you know hit their record sales months like i know that they're going to take their wives on vacation i know what their kids names are like i i love these people these are like my my people to stay right unlike in my childhood where like i never knew what city i was gonna be in next or if we were gonna have to move in the middle of the night or whatever right there was just so much uncertainty it's game changing like i'm really being seen in every way like i i show up in ways in this community that i never would have imagined that a foster kid homeless abused queer kid would find a home like my dad's a pastor i was ostracized from the church every single place even in my own home i was ostracized when i first started working in marketing i had like fake acrylic nails on i had heels like my like had the push-up bra i had like i just i looked so different because that's what i thought people wanted from me i never talked about my sexuality i never talked about my background i never talked about my pain i just stuffed it down and hit it and like conformed and now i show up on calls wearing you know a shaman hat that i got from peru playing you know fleetwood mac and talking about things that really matter to me like to show up as me and to not have to hide that i don't have to do that with this community anybody who's looking for a place of genuine people that want to help them that want to share their gifts with them that want to open doors for them that want to see other people succeed if you're looking for a genuine place like that where you can truly be yourself you can come join me because i'm in my fullest expression and in that fullest expression it allows other people to be in theirs and also you know by leading with true heart and true transparency like it allows and encourages other people to show up in that way too i think people have a misconception that being a salesperson they have like that used car salesperson mentality i just want people to know like when you have something really good that's going to change people's lives it's your responsibility to really get up and sell it every day and there's a way to do it in an ethical and non-icky and disgusting way a big part of that is through relationship-based selling and really building a community of referral partners of people who know like and trust you affiliate marketing is high ticket selling your affiliates can generate hundreds of thousands of millions of dollars for you a year for you and all that that one person that generates hundreds of thousand dollars for you what are they they're a high ticket relationship so when we came in this space i saw that there was nothing really like that people that had had success they were like teaching stuff but it wasn't sophisticated it wasn't replicatable you couldn't take their system process and put it into any any business i came in and i was like okay i have a system for this follow-up system referral system kpis i know how to motivate sales people i know how they think because i am one you combine that and we've just elevated the space our people are getting insane results because it's replicable it doesn't matter we have them in finance we have in health we have a wellness we have an mpd we have them in ecom it doesn't matter where they are they're implementing our systems and they're getting a lot better which means that they're making a lot more money business things are great and we have you know a lot of accolades and a lot of wins and i think the the other thing that i feel so inspired by and excited about in building traffic tribe and our actual community is this is a group of people that you can truly rely on no matter what our clients by and large have had their best months ever in history and it's not just because we specialize in direct response and a direct consumer anything like that that plays a part of it and it plays a large part but if you look at their numbers 90 or more of their revenue is coming from their other affiliate partners so the world might shake but like from a brand perspective you have this entire community of people that you can tap into we all come together someone's getting married we're like celebrating someone has a baby we're celebrating as a community that's the kind of thing that we we do for each other having a community of people that you can actually truly count on that are going to be there for you whether you're huge or whether you're small or whether you were at the top of the totem pole and now you're falling or whether you're growing like we all still support each other it's it's not about where you are in the process it's just that you're in the process with us we welcome you and want you there and want to support you and want to open doors and and we're going to be there with you through all of that and that's something that you can you can take that to the bank so i took my family background and morning connection and i built it into a business with alona and this community is here to stay we're going to be here through it all and we really want to welcome anybody who's looking for that reassurance that that stability that community that true partnership and friendship for life that's what we have here you

Amber Spears — Partner Recruitment

Video ID: Z9_-3f012FY
URL: https://www.youtube.com/watch?v=Z9_-3f012FY
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really three ways to acquire customers. Who has the experience to do it? Not just some kid who took course online of how to spin up your own AI agency. Like, you know, I have the best olive oil in the market. And it's like, okay, well, prove it to me. Everybody that I know wants to meet JJ. Everybody wants to meet her. Take away that kind of roller coaster effect in the revenue so that it's steady growth. Take notes. Listen to it again. This is how I've scaled to multiple seven figures is by doing exactly what Amber's talking about. Hey everyone, welcome to today's episode of Pivot to Profit. We have the amazing Amber Spears here today to share all things people and networking and connections. What's up, girl? >> What's up? Thank you for having me. I'm excited to be here. >> I am so pumped to have you. Let me officially introduce you. Amber Spears is recognized in the industry as a thought leader in the affiliate marketing arena as a coach and speaker. She is the co-founder of East 4th Avenue, a world-class affiliate management education and marketing company, and the founder of Four Rooms Mastermind. What's up, girl? Let's do it. >> What's up? I'm excited. >> I am so excited. You and I crossed paths probably about a year and a half ago and then um this year I joined for rooms as a member. So, super excited to have you here to share your story because uh you are definitely a super connector and you know everybody in this world. So, super amazing. But before we dive into all of that, Amber, my first question is what did you want to be when you grew up as like seven-year-old Amber? What were her dreams and hopes? I wanted to be a veterinarian is because I love animals. That was my dream. And uh I was homeschooled so I never learned math or science. I know money math. Um so that definitely wasn't going to work for me um going to school. And I also realized too like um if you're a vet a lot of times you're going to be seeing animals in distress, >> which is something that like I knew would hurt my heart. So that was not my path in this lifetime for sure. So little Amber was like, "I want to help the animals." And then at grown-up Amber was like, "Um, I don't want to see a hurting animal." This is >> Exactly. 100%. And I don't think I'd have enough like acumen to actually pass um all the medical stuff. >> Well, we'll see. We'll see. >> Yeah. >> All right. So then the next question is, you grew up um in a homeschool environment. Dad was an entrepreneur, also pastor. Like what were you taught about money? What was Amber taught? Is money good, evil, bad? Do you want it? Do you not want it? All of those things. >> Well, my dad uh to say he's an entrepreneur, a successful one is a stretch. He definitely wasn't a successful I think he's successful now. Um but certainly when I was growing up that wasn't the case. He's very he was struggling. Um so, you know, also just like one of those fundamentalist style Christians that money is the root of all evil. Um making money is hard. I heard that a lot growing up. Money was very scarce. Um, so that's definitely the background that I come from and definitely it's one of the things I've had to work on so hard as an entrepreneur is like my relationship with money and you know the idea that money is an exchange of value and energy as opposed to something that's like really scarce and you know learning to be a good steward of money because I certainly didn't see that you know when I was young. Um, so it's one of my favorite things about having four rooms mastermind and being around all these successful entrepreneurs like you cuz then I have an opportunity to see other windows into other people's beliefs, right? And to see that um there are some people who like don't believe that, you know, and they it's a they have a very different relationship with money and that's also possible for me and anybody else that's listening. >> Yeah. I love it. And it is amazing how what we're taught about money as a kid shapes our mindset as entrepreneurs and shapes our business and our relationship with money and what we think we can become. And a lot of entrepreneurs still haven't done the work. And those that have, you can tell, you can tell they overcame those beliefs or those thought processes that were put in them, you know, not by their choice to realize, no, it is energy. It it it brings impact. It brings freedom. and it doesn't control you. It's not good or bad. >> Yeah, I definitely think that whole thing money doesn't buy happiness is not true. Um it definitely buys peace of mind um in a huge way. And um I' I'd much rather have money than not have money. I grew up really really poor and I do think um a lot of the things that you know a lot of people unfortunately stress about when you have a certain level of success you don't have that and that stress makes you unhappy you know and um it's a very very powerful tool. >> I love it. So, let's talk about your journey, Amber. Um, you know, a lot of big names. How did you It's not like your name is in neon on, you know, Times Square, but a lot of people whose name is know you, right? So, you're you're kind of, I don't know, the magician behind the curtain kind of situation being making all the connections. So, like, how did you become that person? How did you start your entrepreneurial journey where you know these big names and have these people in your rolodex do or cell phone to be able to call and reach out and have this influence? How did you just obviously you don't wake up one day and be able to call these types of people? So, how did you create those connections and start that journey? >> It's a good question. Um, I think probably two things that come to mind. One is I'm really good at spotting talent and trends. So, I'd find a lot of these people that are very wellknown now. um and just really believed in them and could see that they had something that I didn't see in the market or they had a vision that I didn't see. One person I can think of of many um was one of my friends Ari Whitten who's now one of the leading kind of like biohacking uh minds in the space um you know or Dr. or Gabrielle Lion or you know any of these people that I met very early. I could just tell that they were marketkedly different and and really really smart. Um but even before that I got my career in kind of entrepreneurship and selling uh around search engine optimization like I was a first generation low-inccome college student and I was a McNair scholar and a Dorne scholar and I was the first non-b businessiness major admitted to the other college of business. Now so many non-b businessiness majors are admitted but I remember my professor who he was an adjunct professor had sold his company for you know hundreds of millions of dollars and um someone asked him like if you you know you've already sold your company you've already had your success like if you were starting from scratch starting from today what would you be doing and he said like I do SEO and no one knew what he was talking about and he was like you know right now you guys are using Map Quest to like you you know find if you remember this right Map Quest to find you know directions, which is better than a map that you used to use. Um, you know, but like, you know, right now you guys are using Google to use your research papers. That's just the tip of the spear. I think you're going to be using Google for so many things. Restaurants to find restaurants to get driving directions. Um, and it's an algorithm. And so, if you can figure out how to hack into that algorithm or manipulate the algorithm or work with the algorithm through SEO, like I think that's the future of business and marketing. Um, and I was like, "Oh, that's a trend that I understand." And I could see that like decks and yellow pages were already pretty antiquated, right? Like who's driving around with, you know, as a salesperson, you're driving around trying to find business from this. Um, and so I jumped on that trend very, very, very, very early. Um, and started selling search engine optimization doortodoor for $75 an hour to businesses that did not want it and did not understand really what I was talking about. Um, so that's been like a trend my whole career is like identifying trends and people that I feel like are special, unique, important, have an important voice and I'm very comfortable being like a number two uh cheerleader and advocate. I have no problems like once I believe in the mission being an evangelist like in that sense. Um, and you know, I made them a lot of money and all my clients, you know, for the most part. Um, I didn't have a 100% success rating, but um, a better rating than most because I could identify, you know, trends very early. Like energy is going to be a really important topic. You know, you know, muscle building is going to be a very important topic in health. Um, you know, Bitcoin is going to be an important topic. like very early on kind of identifying what types of things and people I wanted to back and I choose to back, you know, really like as healthy as possible that are good people, right? I think that's the other thing is really important to me is if I'm going to spend my time advocating and evangelizing for somebody that they're >> a really good person. Um, and so just been very fortunate and also putting myself in the right rooms like I met, you know, Gabrielle who's a friend, she's my doctor. um met her through JJ Virgin. I also met Ari Whitten through JJ Virgin. I met Dave Asprey through JJ Virgin. Like I met so many of my top health clients through her and um you know really understanding that you put yourself in a room and you're valuable to them. >> Yeah. >> You know and and that's like the main thing that's served me really really well my whole career. >> From SEO door to door to East Fifth Avenue and four rooms. Was that a quick transition? Was there 50,000 versions of Amber in there? What did that look like? >> So many. That's such a good question. So, I was employee number one at that SEO company. >> Mhm. >> Um, and then started rain making there and eventually they promoted me to manager. Quick tip for most business owners. Most sales people are not going to be good managers. I certainly wasn't one and I hated it. >> Yes. I like the, you know, I like the freedom that came from u being able to kind of set my own schedule as all commission and then being in an office every single day, learning how to manage people. It's a whole totally different skill set and it burnt me out. Um, and so after like a, you know, a couple years, you know, eventually we were selling packages for hundreds of thousands of dollars a month. You know, it grew very quickly, but I was like, I need something different. um asked them to let me step down as a manager and get my old book of business and they said no. So, I was like, well, I got to do something else. I am not starting from scratch, you know. I ended up finding a long form sales page that talks about they're going to teach me the greatest secret. It's early to rise and uh ended up moving my whole life from from Phoenix to Denver to take that opportunity. And it was a I was learning how to be a copywriter is really what it was. Started learning copy, started learning marketing, and wasn't very good at it. I mean, I'm a good writer, but I like talking to people. So, again, it's just like trying things. cuz I think when you're young, you try things and and you really should. >> Um, and I realized very quickly that wasn't the right role for me at that company. But now here I am stuck in Denver, Colorado. Um, making way less money than I ever made. You know, I was used to making multiple six figures a year as a salesperson to I had a $22,500 base plus commission. I was not making any commission. I blew through all that money very quickly. Um, and they said, "Hey, we have an affiliate program here. You have a lot of background in sales. Do you want to take it over?" Um, and I did and I exploded it. And so I, it made sense to me though because, you know, partnerships to me, we've talked about this before, but like when you talk about affiliate marketing or partnership marketing or strategic partnerships or anything like that, I think they're really valuable because uh, for two reasons. You know, there's really three ways to acquire customers. You know, there's paid media, you know, running Facebook ads, like running, you know, YouTube ads, running whatever it is. So you're you're paying the algorithm to ding the credit card, right? So that's one way of acquiring a customer. Second way is earn media. Um, you know, your PR, press releases, your organic reach, like you know, all that. And the third way is is strategic partnerships. And I think that's a very firm uh table leg to put into the business. Most business owners overlook it. Um, and it's just really, really powerful way of acquiring customers because you're typically not paying for it upfront. You're paying for it after you collect the money or you're, you know, taking the trust that someone else has built with their audience and you're you're receiving that trust transfer from them. Um, but I think at the core of it, uh, it's really solving problems. It's most people's problems are usually not a what problem. It's a who, you know, even like looking at this stuff with AI that's happening right now. Everyone's talking about it, right? And you might know what I need to do is implement AI into my business. But like what you really need is who can implement it into my business. Like who's trustworthy? Who's actually going to understand the market? who understands the current tech stack that I'm working with, you know, who's actually credible to put this in, who has the experience to do it, not just some kid who took a, you know, a course online of how to spin up your own AI agency. Like, you really need a true expert. And so, you know, that's what I've done my whole career is like finding, you know, whether it's like we have this huge product launch who can help us get it to market. Okay, I can identify who those people are that have the audiences that have the reach that serve the same similar target avatar. That's what I can do. Or even inside of four rooms mastermind, it's like who can help this particular client that's struggling with their meta ads or you know that's struggling with um you know a bad hire like who in this community can I connect them with and match them with to help them solve those problems? And I think that at the core is what I've based my whole career on. >> People is your heart. Yeah, it's it's definitely not ever the what. I think everyone gets to focus on the what. It's actually a who issue, you know? It's like if you can sol if you can find the who, then the the how and the, you know, everything else, the what goes away cuz they already have that genius inside of them and they can solve it. I love it. I love it. How do you measure the value or the ROI of those relationships? And how do you when you're approaching clients explain that that leg of the stool and as a business owner that is my strongest leg like my referral partners and my the partnerships and affiliates that I have are our strongest source of revenue but how do you explain that in dollars and cents to people? >> Such a good question because I think everyone tries to dollar and censor relationships right and it's it's tangible and it's intangible. I think what's cool is what you just said shows how how good your product is and how good you are at what you do because you wouldn't be getting a high volume of referrals and partnerships unless you are actually good at that, right? And for me, that's always one of the biggest indicators if I'm going to work with a client. It's like they can tell me into their blue in the face, oh, you know, I have the best olive oil in the market. And it's like, okay, well, prove it to me. Show me how many people are reordering. You know, I'll look into their back end. and I'll be like, "Wow, you have customers that have reordered 57 times, 11 times, 14 times, 28 times. Like, you have a good product, right?" Or you can go on the back end of somebody and be like, "They cancel after a month, they cancel after two months, they cancel after 3 months." Like, this obviously is not working um when it comes to your customer acquisition or or retention. So, I love to hear that you have that because that's the most important thing and that is one way that you can tangibly like quantify it, right? Like you can quantify it by we got x number of referrals that have turned into x number of clients that's led to x number of lifetime customer value. So that that's one way to to quantify it. But I think that's like the end outcome of all the work that you've done. You know, I always tell people like people come to me almost every single day. Hey, Amber, can you connect me to like so and so? Um, I'll give you like 10% commission. And I'm like, no, no, because I don't know anything about you. >> I know nothing about you. How is this a net positive for the person that you want to be introduced to? Like, just to put into perspective, yes, I could fire off an email and because it's coming from me, it's probably going to be answered, okay? But like the way that you need to qu qu qu qu qu qu qu qu qu qu qu qu qu qu qu qu qu qu qu qu qu qu qu qu qu qu qu qu qu qu qu qu qu qu qu qu qu qu qu qu quantifantify it is I've spent 10 years paying let's say JJ version is the person they want to meet everybody that I know wants to meet JJ right everybody wants to meet her cuz they know I'm friends with her and they know how valuable she is in her network and I'm like okay but I sponsored her event three years in a row at the highest level brought all my team out there right like I was a I think it was a $50,000 sponsorship three years in a row plus all my team tickets plus flights plus everything. Um, I have been in her community for 10 plus years. I paid for a ticket, $5,000 ticket every year outside the sponsorship years, which I paid even more for. Um, I've been, you know, I've gone traveled with her to different events. Like, I I go to dinners with her. She's a friend of mine. Like, I'm very protective of her. Like, if you just look at the time I've invested in this relationship, like, you get to shortcut all of that because I'm giving you that connection. Like, you don't understand like what you're asking for. And that's a big >> Yeah. And then you screw it up and now that puts my relationship with her at risk because I'm giving you the trust transfer. So I think you you kind of have to look at it like both tangibly in terms of like here's the revenue we're getting from referral partners, but the intangible stuff is the hours that you spent cultivating a relationship, the access that you've paid for to be in the rooms, like you know, all that stuff is like really important that I think people tend to forget. And it's like they so many people are like I want to have these great connections but I I'm not willing to like plant the seed of the relationship and water it and tend to it. It's like I need my immediate ROI. And it's like well that's not how good relationships are built. Like we all know that if you go on a date with somebody like this is a very common thing for men. It's like do you think just because you paid for dinner for me that I'm going to go home and sleep with you? Like what are we talking about here? Like that's very similar to what I see in the entrepreneur community is like they're like, you know, I paid to be in this mastermind or I paid to come to this event or I paid for this particular thing and I just want, you know, I want the results right away. And it's like, dude, good relationships take time. And also, it's not just time of knowing you. It's like a little bit of trust. Like I'm going to send you this referral. We'll see how it goes. You know, like >> cuz this is my word um you know, my trust transfer here. So, I kind of need to understand like is this also a good referral partner for you? Because not every single person that I have in my rolodex going to be a fit for you, you know? So, just kind of really understanding it takes time to to really get to know someone. It's just like an advertising agency, you know? There's so many and they're like, "We do Tik Tok, we do YouTube, we do SEO, we do whatever." And then you peel back the layers and you're like, "Actually, you're only really good at SEO." >> Yeah. >> So, like, you should just do SEO. Like, yes, you can do all these other things, but you're a C minus at everything else and you're an A+ at this, so it's irresponsible of me to recommend my clients to you for TikTok. Like, love you. You're a friend, but like, let's be honest about what we're good at, what we're actually like really qualified to do. And, you know, it takes a while to kind of to understand that. >> Yeah. And that's where the relationships and the in-person time matters so much. And that's the power of four rooms and other masterminds is in these groups when you walk in, if you come in and say, "Okay, great. I'm going to sell the room." You're going to fail. >> Yeah. >> You need to come in and bring value, connect with people, be vetted, make sure that because I've been in groups where people come in and immediately they're just like, "Landing page, you know, scan this, get on my sales call. It's $10,000, $10,000." And it's like, "Dude, I don't even >> I don't even know you, >> right? Like, do you have a dog? Like, do you have a drink? like let me understand who you are as a person and we can build those relationships. That's where the affiliate marketing piece and the referrals come in because I know and like and trust you. Therefore, I have no problem >> recommending you and it's the call before you walk. Like I'm not you're not just going to give out JJ's cell phone number of somebody like >> No, I won't I won't sure that it's worth everyone's going to win in it. >> Yeah. And I think too like a practical thing it's like people want to know like oh how do you build these relationships? I'm very very careful with them like I'll give you an example. I had someone this morning reach out to me and they're like hey I'm putting on this event in Bali. It's 3,000 people. It's like such a great opportunity. I know you have sponsors at your event. Do you think your sponsors would be interested in this? And I'm like I don't know. Like tell me more about who's there. Oh there's going to be these people. I'm like is there e-commerce people there? because maybe some of my, you know, my fulfillment companies that work with e-commerce companies could be interested. They're always looking to sponsor new events. And she's like, "Great. Will you connect me?" I'm like, "No, >> send me the sponsor deck. Let me look at it." Right? I look at it and I see that even at the top level sponsorship, it's like a $100,000 sponsorship and there's literally zero speaking opportunities. And I'm like, why would someone pay $100,000 to be on the screens at your event and like get a shout out from stage? Like that's that that's not like I wouldn't personally recommend that my person goes to that, you know? It doesn't make sense, you know, just from an investment perspective. Like this is not a good ROI for me to bring to somebody, you know, whereas like most people like, oh, happy to connect you like bam, send it off. And I I'm like I'm constantly like no, like let's think through this. It's like I understand that you have a product or a service that's like a perfect fit for this person, but like you know so many examples like even for some of my health and wellness clients it's like someone wants to meet let's say it's Ari who used to be a client right and it's like oh we have this amazing you know red light therapy and he talks about energy and it's like okay well I could connect you to him but I know him well enough to know that he's going to roll out his own red light or he's going to roll out his own probiotic so this isn't actually a good fit um for him right out and like that's why you need to ask questions. And once you see that and you kind of vet out each side, I think the next thing is like if they wanted to meet JJ or they wanted to meet Ari, my next thing would be like I understand what you're wanting and what you're paying, what you're willing to do, and I know them well enough to tell you they will or will not do that. But then I have to go get consent on the other side. I need to get consent from JJ. I need to get consent from Ari before I ever make an introduction. And my introduction is going to be detailed and I'm going to have consent on both sides and it's going to be a very clear opportunity. And if I'm getting a cut for brokering a deal, that's also going to be included in there. It's going to be very clear so that like that's understood. And if I'm taking a bunch of my time to talk to you on the phone to ask all these questions to make sure that you say it's as good as you said it is, cuz most of the time I'm going to look at the back end. I'm going to try the product myself. I'm going to watch whatever thing, you know, I'm going to experience it myself and then I go and talk to this person, make sure it's good. I've done my duos. I've done my homework and then I do it. Like, it's going to be a much higher success rating. But I never just fire off an intro and like start that cuz like I think that's where people screw up all the time. Like they think like a deal is a deal is a deal. I'm connecting them so it's going to be a great introduction. It's like people are busy, dude. like like if you need to make sure this is some an opportunity that people want on that side and that's why people trust me is so if I'm bringing something to them they're like okay I know Amber's vetted it I know she's tried it I know she's looked into it I know she's done her research I she knows my business she sees that it's an opportunity that's going to help me and I'm willing to get on a you know on a phone call with them because she's vetted it out and that I'm just really cautious that way. >> Yeah. No, I love it. All right. So, say there's an entrepreneur who's relying heavily on paid ads and they want to start leveraging affiliate marketing. Where do they start and referral partners and all of that, where's a baseline to go to figure out how to do this? Because just shooting off emails be like, "Hey, can you introduce me to JJ?" is not going to work. No. >> So, what do business owners need to do to start building a foundation for these referral and affiliate relationships? >> Such a good question. And I mean I think a very easy easy thing is like don't reinvent the wheel. Like how much are you uh you know paying to acquire a customer on Facebook wherever you're doing it and then that will be what you pay out your affiliates. What most people do a huge rookie mistake is they're like I'm paying Facebook too much. I'm paying Facebook $100 a lead. So I want to give my affiliate partners $25 a lead. And it's like what are you doing? Like you're literally willing to pay a face like Zuckerberg $100 and the person that you're going to see at mastermind events and have dinner with, you're going to pay them 25 when they probably paid Zuckerberg a h 100red to acquire that customer to send to you. Like how does the math's not mathing, right? So, it's like I think first and foremost, people who have a good paid media strategy are actually very well positioned to do really well on affiliate marketing because they already know their numbers and they have good marketing uh as it is. So, I actually think they're the some of my favorite people to work with because they have funnels. They usually have tracking, you know, and so they kind of understand like what they're willing to pay to acquire a customer and and they have a good flow and they have like good automations and they have like a good process. So, they're really good candidates. They're also some of the people that make me the most nervous because if they're 100% reliant on an algorithm, what I know for 100% certainty is that the algorithm will change. And then they come to me and they're like, "Please save me." And it's like, "Well, this is something that you should have started." Like the best time to start it was five years ago and now the best time to start it is today, but like it's going to take you months to build the relationship because you know what most people don't know because they're not on the back end of big affiliate programs, but I I've been on the back end of like over 2500 of them is the top people that you want to work with. Let's say that there's 30 days in a calendar month that they could promote you on. It's going to be filled at least half of it if not more on internal promotions because they're they want to sell their customers more of their own products, right? Or more of their own services. So, that's going to be filled. >> And then the next slot is people that they've worked with for years. They're trusted referral partners. So, like how like how quickly do you think this person is going to jump at the opportunity to work with you? You're going to have to stand in line, right? And so you got to have a proven program that's competitive first and foremost. Not like what what little amount you want to pay, but what's the max amount that you'd be willing to pay to acquire a customer. The conversion rates usually going to be significantly higher than your Facebook ads because you're getting that trust transfer. Uh your lifetime customer value is usually going to be a little bit better too because you have that trust transfer. So you should feel confident at least giving what you're currently giving to Facebook um or YouTube. And then you know the second part is the people because when you're dealing with people you know internally you need to have a team that can actually move things forward and have customer service conversations and externally you need to pick carefully what people are going to be a part of your affiliate program and your referral program because you might not have the right program and the right assets to work with them. And the last part is the process. You know I see a lot of people like I'm very competitive my payouts. I have a high converting offer. uh I have a team of you know whoever virtual assistants or an affiliate manager but like it's not moving and it's like okay well if all that is true um then it's usually a process issue where you don't have good process of retaining the top affiliate partners good communication a good recruitment strategy of you know bringing in more partners that you don't have good uh creative um that you're rolling out on a regular basis right like there's all kinds of things that happen around the process and so for me I usually ship down to what's the program, how competitive is it, are we designing it to attract the right type of people into our program, secondly, do we have people internally and externally that make sense for the program? And third, do we have good process to, you know, take away that kind of roller coaster effect in the revenue so that it's steady growth, you know, month after month, year after year. Gold, girl, that is gold. Look, brilliance. All right. So, last question is if a business owner follows those steps, has the process, has a competitive amount, where do they look for referral partners? So, for example, in my world, some of my best referral partners are other business consultants because they want to be doing the sales or the branding or the marketing or the operations and they don't want to touch the money. And so those are the people that get thousands of dollars from me a month because they're doing the sales and the ops. And so they're like, "Here, Pam, you and your team, go do the numbers." So for me, that's how I found referral partners. But where do you how do you explain to people where to start? Because a lot of people when I started said, "Oh, go to bankers and um lawyers and they'll be great." No, bankers and lawyers are not great referral partners for me. >> Yeah. I'm sure a certain type of banker and lawyer would be, but not the vast majority of them, right? Um, and I think that's I think when you really start to think through it, it's like, do we serve the same customer avatar first and foremost? So, I think kind of really understanding who is the customer that I serve and then what other products, services or vendors or, you know, teams are they working with because that's kind of going to be the sweet spot. So just really spending time doing market research and talking to your current clients I think is really smart and just being like hey what you know who are you working with? What kind of coaches do you work with? You know what kind of marketing teams do you work with? Like what kind of marketing are you doing? Like you know just really kind of understand what kind of conferences do you go to? Like kind of walk me through that. I I really kind of want to get a good picture and then you'll start to see trends of like who they're using and like what they're doing. And those would be the people that I'd start looking into because the main thing when you're working with referral partners is like, is a juice worth the squeeze? Because if someone can send you one referral a year, I don't know, unless it's a huge amount of money for me. Whereas, if there's somebody else who can send me, you know, 10 referrals a month, that's probably going to be a better use of my time. And I always tell people, I'm like, why don't you just fly to where they are? Like, that was what made me really successful in my career. Granted, I don't have kids, so I'm going to preface it with I don't have that. So, I could do a lot more of that when I was younger. I don't do it as much anymore because, you know, I have them come to my events, right? >> Um, so I have a built-in community for that. But, like, you know, when I was younger, I'd just be like, "Yo, um, there's someone I wanted to meet. Your name kept coming up. I'm going to be in the area. Um, thinking about being there, you know, between July 13th through the 31st. Are you going to be home at all at that time? I'd love to take you to lunch." And like that will get you farther than any Zoom meeting ever will. >> Um or having that warm referral from your client if you've done a good job. I would ask my clients all the time, hey, are you willing to like make a referral for me, an intro? I'd really love to know this person. Their name keeps coming up. Seems like they did good work for you. And then once you talk to them, it's like really figuring out like like I have a complimentary service to yours. It's not competitive. and here's how I see us working together and why don't we do a couple test runs and you know you can see how I work and I'm willing to pay this and you know really figuring out like have you ever had a relationship like this before you know how was it what were the problems with it were the things that you liked about it cuz some people have horror stories you know with partnerships and so just really understanding like okay why did it go wrong or what happened here um you know and what were they paying and what did you not like about it like cuz I see this issue all the time especially in service providers like they're trying to hedge their risk so much and they're like, "Well, we pay every 90 days." And it's like, "Why would you pay somebody every 90 days when you're cash collecting every 30?" >> Like, I don't understand that. Like, speed of money is so valuable. So, if I'm going to get paid every 90 days from you and there's somebody who does just as good of service as you that's going to pay me every 30 days, like, why would I pick you? Like, that doesn't make any sense, right? like or like oh we love working with Pam but her assistant is horrible and so hard to talk to and you know and you're like okay well we don't have that problem you know I have two assistants or whatever you can always get a hold of me or like oh we refer to this marketing company and you know the head of their business is everywhere on every stage doing everything and then when we sign with them they send us to this junior associate okay well we don't do that at our company you know we're a boutique firm right so like just really kind of understanding like what's going on in the landscape or sometimes they've never done it before. They've never done a partnership before so they don't understand like what being a good partner looks like. And I think that's kind of a training you have to do on your side where it's like, "Hey, the best referral clients of ours operate like this." You know, when they're doing a call with a client and they're consulting with a client and this comes up, like this is what they say and we give them pre-written scripts, pre-written emails, and this is the outcome that we're looking for and this is the type of client that we're looking for. or they're doing this amount of revenue, they're doing this, and then you have to train them on what you're actually looking for. I think a lot of people mess that up, too, because they're, you know, they're like, "A referral is a referral is a referral is a referral." And it's like, "Okay, well, this is a lot of times I didn't work for you because you're like, I was on a bunch of sales calls with people that, you know, weren't my target market or weren't my ideal client." It's like, well, did you tell them what your ideal client is? Did you make it easy for them to introduce you? Uh, do you have a good system to onboard them and bring them forward? Like, you know, like what what's happening here? and usually they don't, right? So, I think that's the other part of like really painting that picture. >> I love it. I love it. Such good information and I agree 100%. The starting point is make sure your house is in order for affiliates. And then the second thing is ask your clients who else they're dealing with. Yeah. >> Because their vendors can be your referral partners. if they have a marketing, IT, tech, SEO, whatever firm, they're going to be working with other typical clients and then educating them on as a referral partner who you're looking for. Because I've had referral partners send me bogus clients. I'm like, just so you know, let me like I'm really quick to jump on a call and be like, let me clarify the our target client so that we can make sure that it's worth your time to make introductions cuz nobody wants to be sending over a referral and and then the person receiving it is like, "Oh, that I can't help them. That's not that doesn't help the relationship at all." >> Yeah, 100%. And you can make them so easy for them, too, where like you create a whole like SOP. It's like, "Hey, here's what we're looking for. or we're looking for business owners that are doing over $5 million in revenue in these specific industries. These are the ones that we have the most success with um that might be struggling with, you know, back payments to the IRS or might be struggling with this. This is kind of like our ideal client avatar. um should you find somebody in this, you know, kind of area, then here's a pre-written email that you can just plug and play into your system, um send it over to us. We'll take it from here. And every month, you're going to get an updated, you know, Google doc or whatever. If you're a service provider, it's easy to do this. And if you're like an e-commerce company with tons of products going, but every month, you're going to get a breakdown of all of our current clients that we're working with from your referral, all the ones that are currently in conversation and pending. um you know what your payouts are, here's how often we pay, you know, like this. We're going to be doing the work on our side. Because here's the thing, like those are the people I love working with the most. They're proactively every single month like, "Hey, here's all the referrals that you've given us. Here's the lifetime payments that we've done. Here's who we're talking to right now. Here are the ones that are qualified, not qualified. You know, here's why it wasn't a fit for here's why." You know, and like even just recording like a something quick directed camera like, "Hey, I'm Pam. Uh you know, I'm really excited to meet you. you've been working with XYZ partners for many years. We've sa helped, you know, over the last 5 years, we've helped them save, you know, $5.2 million in taxes. I'm really, you know, wellversed in your business, you know, industry, blah, blah, blah. Here's a little bit about me, you know, like we're really excited to connect with you. You just build these things out so that it's just like plugandplay for them and you teach them like here's what I'm looking for. So when they're they're talking to someone like, "Okay, well they're only doing 600K a year. So maybe we need somebody else that's not Pam to recommend to work with them as an adviser, but anybody that's at this level, we're going to get really good at clocking them." Then you're a top of mind every month. Like, hey, here's a breakdown of how it's going, uh, what we're doing, who we're working with. Here's some success stories that we've had, you know, over the last six months with some of your client referrals. Like that's how you really build these relationships where they're excited to keep giving you referrals because you continue to stay top of mind and you make it easy for them. >> I love it. I love it. Look, listeners, take notes. Listen to it again. This is fantastic. This is how I've scaled to multiple seven figures is by doing exactly what Amber's talking about. People are always asking like, "Well, how did you get where you were going?" This referral, partnerships, affiliates, this is how I've grown >> and doing good work though because they wouldn't send you more clients if you didn't do good work. I mean, I think that's the ultimate test is do you get referrals? Do you get repeat clients? Do you have good retention? Because if you don't, affiliate marketing, partnership marketing, referral marketing might not be great for you until you fix that, right? Um maybe and or maybe you don't like people. There are some people who just don't like people. Just figure it out. Be an algorithm queen, you know? >> Work on getting your paid media in place so you don't have to talk to anybody. But like this is a a people business. Um, and you have to like people and you have to have good good products. You have to do what you say you're going to do. >> Yeah, I love it. Amber, thank you so much for sharing all of this wisdom with us. Where can people connect with you? >> Uh, I always like to just give my email address. I love hearing from people. It's amberroomsmastermind.com. If you're a sevenfigure plus business owner and you want to be around a community of other vetted entrepreneurs that uh want to be successful in business and in life, hit us up for roomsmastermind.com. Pam's one of our new crown jewels in our mastermind and very honored to have her and uh yeah, always looking for like-minded people to share resources with. Amazing. Amazing. Amber, this has been phenomenal. Amazing information that you're sharing. Everyone, thank you so much for being here. Make sure you like, subscribe. If you need help understanding your financials, just go to pamjordan.com to book a call with my team. And remember, it's not what you make that matters.

Amber Spears — Affiliate Strategy

Video ID: 4EL1P4trej8
URL: https://www.youtube.com/watch?v=4EL1P4trej8
Length: 67341 characters · 1772 snippets

boom-boom-boom-boom what's up everybody you're listening to the flow chart podcast when you boys mount wolf and jet fear what's up everyone welcome back to the hustle and flow chart podcast so you've done adjusting your mic stand over there and then I'm working on it I think I'm good now okay cool hey how you doing everyone I'm doing good how are you doing I said everyone because it's you the dogs here and the listener yeah so hey everyone hey everyone yeah yeah man all right imagines hits like the record button without even telling me like I was literally mid oh we get such awesome intro so I just press record instead of talking shows like oh [ __ ] we're going it is hey keeps me on my toes alright so today we're gonna learn all about affiliates marketing management some cool sales stuff just just crazy great not crazy but very tactical systematic ways of doing affiliate marketing and raising all this attention for your product or if you I guess we want to do this as a service you probably learn a lot that way too mm-hm and yeah we're talking to Amber Spears today and she is going to be a San Diego and very soon yeah well actually get it out in the show but she is a badass in the affiliate marketing world to get affiliates onboard she's been involved with some of the biggest launches that huge massive online internet launches for some of the biggest names in the industry a lot of the doc you series the truth about cancer she's just sort of world renowned at getting these donkeys series launched and getting a lot a lot a lot of people behind them and promoting them so really really excited to talk to her yeah you know a couple of my favorite topics from this episode she had this really killer strategy for actually getting affiliates to agree to be on the show and it was something I literally have never heard before as I've heard of the concept but never used in the way to get affiliates so I'm gonna open that loop there yeah we're not gonna go any deeper but yeah she had this strategy to get affiliates excited to promote your product launch and just blew me away yeah yeah and her approach and this is it should be so obvious but she she's amazing at structuring deals and being extremely clear with these deals and expectations up front with her partner's affiliate partners and there's a you'll you'll see she actually outlines very specific details of what she includes in these deals and that it's like an 80/20 approach it's like if you can solve this your launch not gonna guarantee sales but you're gonna guarantee happy it feel affiliates mm-hm and really the longevity of any promotions you do together yeah and it all starts with that really yeah that structure and agreements yeah and and sales she's all about sales she was like harping on that she's she was saying how you know a lot of you say yeah okay got all the loops this intro I'm to guard just one give this intro is all about opening loops so that people go I need to know what they're talking about so fun conversations and yeah you're gonna you're gonna be basically become a badass at structuring sales and gathering affiliates and selling a crap-ton yeah so it's fun and she makes it fun too yes she does news so where do we go from here mister Matt where do we go I think we go talk to her right after we tell her about tell people about how to get better traffic to their websites you get better traffic well this actually is a good timing because I'm good at you know bringing stuff together like these I don't know what you were squeezing between your hands as you were doing that thing but you're like bringing these things you can't see it but it looks like he's kind of and every won't go there no no no I'm holding a cup is what I'm doing okay so uh no I'm actually holding a pin I'm just trying to confuse everybody know so the idea here is with affiliate traffic you're gonna get a crap ton of traffic it's pretty much warm qualified traffic it's endorsed well if you have some simple traffic strategies built out like retargeting and all these buckets set in place to capture that audience so you they don't just bounce and go away forever then you're basically gonna sell a lot more you'll be seen everywhere and all that fun stuff yep so we line all that out where Matthew at our traffic booked our free traffic book evergreen profits calm slash traffic book stop squeezing that everything promised not book that's I'm just squeezing a pen cabin closed evergreen profits calm slash traffic book he makes things so weird should we just go jump into the interview let's do that okay let's go tawdry hey amber welcome to the show oh thank you so much it's really awesome to be here yeah so we got a connected just the other let last well I guess TNC was a couple weeks ago a few weeks ago now and yeah it was like a no-brainer once we saw what you do and you said you spoke at T & C so it's like okay well got the same kind of crowd a lot of this a lot of the TNC speakers have been on the show in the past we're like okay cool you got some good stuff I'm sure that's pretty much our only strategy now is we just figure out who's speaking at TNC and bring them on the show they keep it easy angel Hartman how shout-out to you if you listenin for making the connection super cool so thank you for one and yeah you're coming to San Diego soon we're chatting about prior to recording you're gonna be a San Diego and pretty soon you've always wanted to be oh I know Delmar and just a little beach areas so cool let's dig into it though let's just let's just cut right into it and and get to know you your company kind of what got to this point here sure um so I own East 5th Avenue which is an affiliate marketing agency and affiliate training academy is we have two branches of our business and then I also co-founded the most omastar manner and a very silly name for her a really fun at that company we'd get a lot of work done we take about 150 entrepreneurs to Cabo every year so I I love what I do I really enjoy it and I love the clients that we get an opportunity to work with and I think I get almost as excited about everything that they're doing as they are that's a good sign so so how did you get into this this business you know what what were you doing before this and what attracted you to the the sort of affiliate marketing world oh my god there's a good car so I am the first person my family to go to college and graduate from college and I was fully funded and got the Dorn scholarship and then I ended up getting the Ronald E McNair scholarship he's the first black astronaut and that scholarship funded me through my PhD or a law degree of whatever I wanted to do so once I graduated I was like I'm gonna take a year off study for the LSAT and then while I'm doing that I'm going to just apply to different jobs and I took a job with an SEO company that claimed to hack those algorithms was 12 years ago and I certainly did they had like 300 link builders in India and we could get on the first page of Google for any keyword term in three days that was a fun day because I started selling door SEO door-to-door was her first employee and ended up opening three offices in five states and during that time our sorry three offices in two states and during that time I had a lot of lawyers as clients and I wanted to be a lawyer so they go do a year and I asked over 50 of my own clients that were lawyers if they wanted to be a lawyer if they could change it every single one of them said being a lawyer sucks I'm pretty good at selling things so I did that for five or six years and then I left to work for Craig Valentine at the time he had just purchased early to rise here in Denver and that was kind of the beginning of me kind of being in the direct-response marketing world and very soon I was starving like I I had these big delusions of grandeur that I was gonna come out and be this like amazing copywriter and I spent the first six months just like handwriting copy and like sales pages and I was making like 28 thousand a year going from making six figures and I could like barely afford to put gas in my car so I came to Craig and I was like Craig yo like I really need to make more money and he was like there's this thing called affiliate marketing and if you want to you know take it over you can and we'll pay you 10% of anything you brought in so I was like yes definitely gonna do that and ended up really succeeding and thriving in that because it's a selling position and from there I ended up leaving Craig and I've worked with a ton of different people like activation products and Venus factor and ended up getting my name kind of well known from working with the truth about cancer I helped with their nine point eight and eight point eight million dollar launch and then from there just kind of [ __ ] all at once the docu-series world just kind of brought me in and I've done a lot of the bigger ones like broken brain and the truth about cancer and Chris work and all these other ones and so out of that we created an actual agency my boss who became my best friend at the first SEO company is not my business partner now who I'm gonna be living with in Delray and Del Mar so I'm really decided on that move yeah excited about what we're doing you know it's it's exciting and I kept doing affiliate marketing because I really loved it and now I get to not only do it for people in the agency but I also get to train clients on how to improve that their methods and what they're doing on the Academy side that's so cool yeah there's a lot to unpack there do you know Travis and joy Houston by chance I thought you would because they're yeah they're good buddies of ours both have been on the show yeah so I just thought that connection I was like I'm pretty sure you know them yeah we just had lunch with Travis yesterday action hmm he just came to my mimosa mastermind at tea and see - oh nice okay cool yeah so that's good yeah I mean they're just brilliant and that's the whole thing it's like I know they just hang it with brilliant people one thing we've learned about this podcast is that our world gets smaller and smaller with each episode always such a small world yeah I wanted to hit on that whole selling thing because you said that prior to recording you said that here and you know when you heard the 10% opportunity and you're like well I can sell Oh go deeper on that and how that's so important yeah so I think affiliate management and affiliate marketing has a really bad rap for whatever reasons and I think part of that is because people don't structure their deals and their agreements properly I think where they're setting out expectations or putting things in writing I think a lot of times when you have like an affiliate manager what I see most often is that they you know just kind of owe it they're good with people right so we're just gonna like drop them in here and make them responsible for this revenue stream and a lot of times being good with people just doesn't mean that you are a professional salesperson you don't know a professional follow up and you don't know how to pivot through objections you know you're not quick thinking on your feet and so I think that for me and the reason why my team we eat everybody else for lunch it's because we are professional salespeople with systems and processes around it and we get continuous coaching and training because to be a really good salesperson you still need you know coaching and I think that you know you look at like LeBron James he has a coaching that doesn't listen and a lot of other people write the best in the world have coaches I speak a lot and I have a speaking coach I just I think that to really succeed in to thrive as an affiliate manager in your position you really need to be a salesperson not just good with people and the other thing is that a lot of the affiliate managers that I see spend so much of their time doing admin work so they're spending you know fifty to seventy-five percent of their time pulling reports sending out links you know just doing all this admin stuff that's not money generating activities and that's one of the reasons and one of the biggest reasons that I see people having very inconsistent revenue in their affiliate programs is because their people are not trained salespeople they're they might be good with people or they're spending the vast majority admin so they're not getting the results that the owners looking for ya know it's I could I can relate to that I know Matt you've been in that role before just you know through the evolutions of us in business for the last 12 years we've definitely experienced that in different ways like like I feel like I'm a really good with people but when it comes to all the monotonous work the admin and the tedious follow-ups it's not me you know yeah I could see why something you guys bring to the table with this great system amazing team that you would crush you need everybody for lunch yeah so just just to clarify it in my mind I'm kind of I'm curious about how the your business works now are you actually are you an affiliate for products and you're out there I'm actually promoting things or are you sort of the broker like the affiliate manager in between can you just kind of clarify what what the business looks like just because I'm not a hundred percent sure of course yeah no totally I know it's definitely confusing so both so we have an agency where we take between six and ten clients a year and we do it for them so we act as their sales team so that you know basically means going out and like booking their deals getting them on podcast you know we have to hit monthly revenue goals all that stuff so we we do it for them underneath that umbrella we also have our own product so we decided last year we're like hey we've been making people millions of dollars a year why don't we try doing it for ourselves and I have a whole new level of respect for her offer owners now because I've been through it's very painful but you know we're very fortunate we partnered with somebody that I used to work for into late 2017 and we did some we were like let's try keto cookbook so it's this this is trending let's try it so from December of 2017 until December 2018 we sold over 500,000 copies of that keto cookbooks we did just under $10 selling those we have our own offers yes we're also rolling out with some health offers right now that we're going to own exclusively so we have our own we also do it for clients and then we have an affiliate training academy called the affiliate accelerator and that is where we take about a hundred students a year 100 companies a year and we put them through our system so we teach them you know basic selling techniques like we roleplay with them we help them you know overcome objections we are looking at the deals that they're making we're auditing them and they were also giving them our outreach scripts or templates you know all that they get group coaching one-on-one coaching and we really try to figure out you know what do they need to do every single day to meet or exceed their owners objections and what is underperforming and how do we fix that hmm that is so cool so for one it seems like a perfect natural evolution because I know we've been through this and a lot of folks we talked to in the podcast is yeah you do it for other people and then you see how good you are how dialed and your systems are then you're like [ __ ] I can make a lot more money if I just did for myself huge difference like we take between five and ten percent of what we're pushing for the clients plus a monthly retainer but then with up with our stuff it's like we're taking 50% because we're giving 50 way to affiliates on average there's significantly more money but still I think that you know it having both having the agency and Academy on one side and then having our own offers gives us a lot of stability and the ability to kind of grow the team and it also enables us to learn a lot about what the clients are doing and like best practices and what's currently working that we can put into our own offers 100% I remember we had Billie Jean on the show and he said the exact same thing he's like yeah we make a lot of money but I'm always gonna have an agency element because it constantly forces me to learn yeah yeah an experiment almost like using other people's money to experiment obviously getting them results I mean we did this kind of not thinking about ourself as a content marketing agency and then we realized hey we can make a lot more money with affiliate stuff and let's just create more content ourselves well what I love about what you were saying to is it sounds like you've kind of almost created this a little bit of like a closed system where you're out there and you're you're helping clients get more affiliates on board but you're also training new affiliates which helps feed both sides of the business so that you've got this like really cool like closed loop element yeah I didn't think about that before and it's true and the other thing that's really beneficial from it is people know who's gone through my program and and we get a lot more business done they they feel the difference even if they had worked with them before once they've gone through my program because you know for example like we don't like a part of it is called like structured Deal or No Deal you know to me this idea of like these verbal agreements and these kind of handshake deals is just not the proper way to do business its business with a small B not a capital B I was compared to Apple it's like Apple is not gonna make an agreement with the vendor and they're just gonna do it over a handshake there's gonna be a lot of contracts and that's a big part of what we do is like if you want to have a successful launch you need to have of you know for example for us we don't do a launch unless we have three hundred fifty thousand clicks booked minimum minimum so that is the deal and how do we get there well we have to go out we have to talk to the person that we're gonna be working with right it's like here's what I'm gonna mail for you here's when you're gonna mail for me here's how many times you're gonna mail here are the things you're gonna mail to here's what we expect you to make because we test everything even when we're doing scaled launches we have done a beta test before here's what happens if it fails right and it's all in writing and it's all very clearly mapped out and then it's in DocuSign so when people start working with us they're like holy smokes now the guy I've never had this sort of like agreement like before with anybody normally these are just my friends and my peers and it's like yeah but how many of us have had a really bad affiliate deal yeah yeah if we had gotten this thing in writing right and really mapped everything out and it's like if we had that then we would have something to refer to because people you know I think it's true like the idea that like people's memories are short but how they feel about you go long and I want to prevent people feeling like oh they're just always asking for things or they don't do what they say they're gonna do or you know all that stuff I want to eliminate as much as possible by creating very structured deals and including things like what happens if this goes wrong what if you know for me and you crush it in then I trigger a mail for you and your offer just bombs for me and I you like 10,000 clicks you know like do I keep mailing and do I break the trust of my subscribers because I clearly don't like it or do I do something else and what is this something else what is gonna make you whole and really having those agreements up front our deals close faster they close a lot more than everybody else's deals and that's part of it is like having an actual conversation and not being afraid to get on the phone and do it that's another thing if everybody spends so much time on email and on skype like it's like dude get off of that have a conversation on the phone and then follow up with with something in writing that's how we're really gonna accelerate our results that is very true yeah no you're right and I it's like instant rapport too if you have this agreement it's very clear the expectations there's exit clauses or you know alternative ways to make the agreement you know an amazing experience for both parties I could see just that one element alone the first touch just like holy [ __ ] these guys are really good yeah and then it's a win from there it's setting up the expectations yeah like all these affiliate managers that we've trained and that we all speak the same language yeah I like that so then yeah it's very replicatable you know duplicatable it is what would you recommend so someone with their own product out there and they're looking to add affiliate you know affiliates to help them with their promotions what are some criteria I know you have your own criteria for the company but just you know the folks listening with the product or service of their own what do you think are the necessary foundational elements they should have before bringing an affiliate or an affiliate manager even yeah that's a good question so I think if they have I gonna offer right now and they've been running it on cold media you know and they haven't quite done an affiliate program before you know one of the main things is the person with the highest converting offer makes a deal term and you spending the vast majority of your time making sure that your offer converts because I always say I'm not a salmon I don't like swimming upstream and what I mean by that is I don't like booking offers that don't make anybody money going for those offers right so the first thing you need to do is number called traffic and warm traffic and I think warm traffic is affiliate traffic they don't convert the same so just because your offer converted really well on Facebook or Google does not mean it's gonna convert as well on one email traffic so don't make that assumption it is a good assumption but it doesn't always translate so making sure that you have a high converting offer super super super important obviously you have all the basics right you have the ability to make sure that you can track it you have the banners you have the email swipe copy you have everything so you need that to set that up very foundationally but then the other thing is like making sure that you have so much faith in your offer that you're willing to prepay or guarantee something for people to start testing it that's another thing that I see people lacking is a they're just like oh well you're my bro you know you're my friend like why don't you test my offer and it's like dude this is hell feed my family right this offer has to convert so if you want me to do it sure I can do a test of a couple hundred clicks or I can do a test of thousands of clicks if you can guarantee me like twenty five hundred bucks or you know a dollar per click or whatever and be willing to back yourself and say okay yeah I will I will back that right I will pay that and then once you have that test data then you can say okay great now I'm here's all the test data now I want to bring it out to the rest of the Phillip Carter's because I have proof that this offer converts and it converts well based on these you know affiliates who have tested it and I think so many people don't do that they just like pull it out and they expect everyone to mail for them just because they've they're friends with them I think that's a big mistake the other thing that that I would say is if you are currently an owner who acts as the affiliate manager I'm another polarizing thing about me is that I really don't think you should be doing that I think owners should be doing we're only owners can do great like whatever their specific skillset is in the business that's what they should be doing I'm not saying you give up your relationships because you're a peer have peer to peer conversations get on podcast like this one do live streams you know create like create co-branded products like whatever you want to do that keep that relationship but also you should be having an affiliate manager who's a sales professional in that role driving that every single day that's the one thing that they do and that's the reason why affiliate revenue a lot of times is all over the place when the owner is in that driver's seat because they have ten thousand other things to do we're like nodding so aggressively that's my next starting the herd so there's a couple things I want to touch on there so the first thing you said about the basically when we write sales letters and we're out there you know pitching our products you know in in copywriting and stuff we have what's called a risk reversal right you always try to take some of the risk out of it for the customer to actually buy your product and it sounds like what you're doing is you're applying that same sort of risk reversal methodology to get an affiliate to say yes about promoting so I I love that and it seems so obvious actually now that you're kind of saying it and I'm repeating it out loud as far as the affiliate manager thing now isn't there sort of an element of if I am an owner and I have built a big network I have a few more doors open to me than if I was to go find and hire an affiliate manager who maybe doesn't have the same relationships a hundred percent and this is something that I work with my my owner clients with a lot you know it's like you should only be coming in to a deal you should be like the air force right coming in when a deal is going south or they're not answering your affiliate manager because you have that connection right and there are still some people that like my team never speaks with like I don't do the day-to-day with my team anymore I do the strategy I look at their numbers every single morning like half of what I do is is pushing my team and my clients do their mental blocks selling is hard you know it's a lonely thing so half of what I do is that and I think that you know there are maybe five people that are like my best contacts that they just don't talk to my team you know they they only talk to me I set the deal up with them and then I flip them to my team and I'm like hey you know this is what you know this is what Joel polish agreed to do Joe's my buddy Joel's about Joe's eval you contact so here's the deal that we discussed you know please finish it please finalize it and get everything going but the the rest of everybody else you know my team talks you and I make it very clear like whenever someone reaches out to me or to my clients I train them on this when we do it for them it's like I get it people want to talk on or the owner I understand that but you can talk owner to owner about other stuff like flip them to us it's like hey you know I'm so glad that you reached out about having me promote your stuff I'm going to loop in my team to make sure that they're getting this done because if it's on my plate it's gonna slow down and it's not gonna get done with excellence and I really care about this relationship so I'm going to work with them on it to approve it or to get this done but please you know work directly with my team because these are the people that that's what they do every single day for me so so basically as the owners it's okay to in a conversation with people in our network sort of make the ask about promoting but once they've sort of said yes then you kind of flip it off to the affiliate manager to take it from that point yeah and here you're touching on something that's really important which is when you flip it to your affiliate manager to make the deal right and it's here's where people get really messed up that I see it's like well you promote for me yes okay great I'm so happy like you know let's get the deal done but to me that's not a deal to me the deal is when are we promoting how many clicks are being exchanged what's your expectation for success how much money do you need to make for you to feel like this is a good mailing what are other things that I need to be aware of right if this deal goes south what happens who's my you know who's my contact person like can we and if it works well the first time especially if it's evergreen can we make a commitment to each other that we can get this going together there every six weeks at least so map out the entire year together right that's another thing that I see so many these affiliate manager struggling with is they're like you know it's April 1st and they need a book for April 1st well why why didn't you start booking for April in January and every single month up for your offers and get your whole you know content or your whole you know calendar map go ya know that's a that's always been the experience or for the most part I can't say always but most launches last minute most affiliate promotions last minute know and it's and then you have this undue pressure and it's not needed with a little simple planning it's all it takes and yet I think that that's what takes people away from because we've been doing this a long time and you see so many different iterations and yeah you get almost like you know like I don't want to do affiliate stuff because it's just it just seems like a stressor and I'm just gonna do my own thing so I think a lot of people are you know averse to affiliate marketing because of what you just described yeah and I think it's because you know their expectations too it's like you know how I'm I'm sure people listening to this have experienced I don't know if you have but how many times have you had like your biggest affiliate in the space confirm that they were gonna do a launch or do a promotion for you and you get like so excited right you're like this right we're gonna make millions of dollars I can't wait and then they mail and it's like 10 clicks you're like what happens don't follow through at all you know not good for the word as well where people sort of sign up to promote and we get really really excited about this person being on board and we pushed them to go promote when they say they're gonna promote and then crickets yeah that's that's the most disappointing thing and and part of that is because you did not discuss upfront what the expectation was gonna be because in some people's mind it's like I'll promote you I'm gonna put you at the PS at the bottom my newsletter if I would have known that I would have known to temper my expectations right and I would have also known to push be like really bro you're gonna put me on the PS like look at these stats like look how much money people have been making like in your avatar right like this is a perfect thing for your list like if you don't know you can't push and you can't push to the obstacles and kind of get around things you know it's like getting that information is so important so critical and that's that's what I see a lot of my clients facing is they're like man you know this could be the best launch ever I can't wait all these people are mailing and the first thing I do is I'm like great so they're all mailing Nayla said yes yeah they did I look so excited great well how many clicks are they sending are they sending multiple times oh they send all their lists are they sending to Leeds and buyers or they segmenting it out are they sending to social as well are they jumping on a podcast with you I don't know okay then we that you don't have a watch right you have a theory that this thing is gonna go well like these things need to be nailed down to the ground so that we can then project you know everything around it how much tech do we need how much customer service do we need you know how many like physical order you know physical products so we need to pre-order like all this stuff and I think this is why the affiliate space has so much like you know chaos because you're not getting those expectations up front even something as simple as every single person goes to my program and my and my team before you do a mailing with an affiliate partner even if you've been working with them for a long time you've never asked do this and especially new people you should be asking them how much money do you want to be making from this mailing because I want to smash that for you I want to make sure that we're getting close or smashing it we're taking care of you right and so let's say they said $5,000 so I'm gonna look at their mailing and let's say that they made 7500 from that the first thing that I'm gonna say is like dude you crushed it you said you want to make 5,000 you made 7,500 can we get a Centon opens right because this thing is crushing it on the Eclipse IDE if they want to make $5,000 and they made a thousand that's a very different conversation now I'm coming and be like oh damn that that did not do well can you give me some feedback on what happened are you testing it is that why it looked like that you know are you having some email deliverability did you have do you have low opening low click-through rates like what happened but not having that information up front you know you're kind of shooting in the dark and that's why I think a lot of times affiliate just go am i a they're like oh test your offer you know I want to make five thousand I made a thousand I'm not gonna bother writing these people back but if you know ahead of time you can push hard or you can pivot yeah and I guess you know in the same way we say when we're getting this big affiliate on board we're really excited about this because they're gonna push they're gonna drive all this traffic I guess you want that affiliate to have that same level excitement and if both sides are very excited about the potential and both sides kind of have those expectations set then you know you're you set up for success a little bit better yes yes and it's in writing which is expectations yeah mm-hmm yeah and you said the thing I think the failure part or you know failure because I feel like yeah and you said the word it's feedback in the fact that you're asking for feedback is immensely better than just nothing or ignoring the fact that you didn't hit your goals because yeah you have this affiliate that feels like well [ __ ] I didn't get what I was feeling I was gonna you know receive from this deal and the fact that you're asking for feedback and you're giving them potential solutions I'm sure that the most affiliates if they maybe didn't make enough money they're still feeling like okay well they got my back they're thinking they're trying to help me out here they're coming up with potential solutions yeah and I think you know I think that's part of being a salesperson you know is being a good salesperson is that customer service aspect and really knowing who your customer is our customers are our affiliate partners and we want to delight them and we want to be able to anticipate their needs which is one of the reasons why I hammer people so hard I'm like knowing what that number is and their affiliates head so that you can you can treat them with you know the respect that they deserve and be able to fluidly ask for more if it did well or you know really not kind of apologize but also try to brainstorm on how to keep that relationship going because maybe that one offer bomb to their list but you might have a lot more that will do well later and you don't want to like you don't want to mess that up just by not knowing or on the flip side only having a small bit of information like one of the things that drives me crazy too is when people are like oh my god my hot new offer it's converting at ten dollar earning per click it's amazing you know and you're like okay cool but um a lot of times and you look at it that's just that's just one part of the equation like maybe they did get a ten dollar earning per click but the open rate and the click-through rate was abysmal so the affiliate actually didn't make the money that they're hoping and now you're going around harping that they have these huge e pcs because that's the only metric that you had and you didn't ask right and your affiliate partners like yeah I was attending a PC but I normally send 10,000 clicks and I sent 500 like you know you have to get all you have to get all the information on the table right yeah and then it could have been the quality of traffic and yeah I'm not specifying it was a cold or was that just a you know your own list so you you teach you teach people how to be better affiliates as well too right that's part of the training course that you do yes yeah so the training course is designed for affiliate managers marketing managers and owners it's a six month program basically what they do is they start very foundationally so we do you know we ask them to do an audit of every one that they're working with look for opportunities to increase the volume with their current affiliates because there's this obsession in the space with like any more new affiliates like if I just have more super affiliates I'm gonna make more money it's not true you're not taking care of and note without a doubt I mean I consult with everybody from Agora is probably my largest client 1.7 billion dollar company you know all the way down to kind of people are just starting out they're not crafting and structuring their deals solidly with the people that they have they have so much money left on the table so shore up those leaks and then go get new affiliates so we do very foundational kind of where are you at how can we improve you know and then we go up to negotiation techniques customer service you know really trying to get them to understand that this is a selling role primarily and getting them off the email and the you know the Skype chat like drug like it's just a drug like it's so easy to ignore you on those and I teach them it's like hey this person's not responding to me okay what do you do with them oh we email them okay I want you to email them I want you to Skype chat them I want you to call them want you to text them I want you to send them a lengthy message I want you to find their Facebook I want you to send them a message there I want you to find out like their home phone number if they still have that like what like someone on their team will respond you if they don't then you're gonna go find someone else in their team and you're gonna get that that is your job your job is to get the get the traffic right and so really pushing people out of their comfort zones to do that so that's definitely what I trained trained them on and the owners a lot of owners go through my program because they don't have established systems and processes and KPIs and quotas they have it all living in their head and they're frustrated with their results they're frustrated with the results of their affiliate manager and part of that is because you know their affiliate managers not a mind-reader and you need to remind them every single day like hey I need to be making you know I want you to be generating a hundred thousand dollars a month well what does that look like broken down day by day how many phone calls how many clicks you need to book to get that right and just continuously looking over their numbers salespeople need constant training and reinforcement you know they're not robots right so making sure that you have the ability to do that it's really gonna help you get the results that you're looking for in your affiliate program mmm that is powerful because I mean yeah if you know your numbers that solves probably 80% of the all of your issues so they know what to focus on but I loved what you said about just being persistent and also you know feeding the salespeople or the the affiliate manager the you know the angles or the different options they can do for follow-ups like it might have sounded like to some listeners like oh my god they're just like berating them with messages but like no at the end of the day the intention is good it's a win-win and it's you know obviously you're doing that for a reason because they agreed or or they had interest at one time but fell off for some reason well than just knowing how to give up right there just knowing how you and I operate Joe we definitely have preferred mediums that we communicate on and then mediums where we completely ignore like if you were to find my skype and my facebook Messenger and my email and my phone number you probably wouldn't get a response from me on skype or facebook Messenger and if you tried to call me unless you left a voicemail you're probably not gonna get an answer but if you hit me an email I pretty much clear out my inbox every single day so everybody kind of has their preferred medium so although it sounds like you're bodging them with like 10 different contact points the likelihood is they're gonna see it in two of them you know you're exactly right and I that's one of the fundamental principles of what we teach it's like you also have a responsibility to know your affiliate partners through and through and know what their preferred medium of communication is and that's one of the first things that we ask them we start working at that was like do you know how people respond best to you because for me email is a black hole my probably ten thousand honored messages in there the best way is always a text me right and anybody who knows me knows that and that's you know that's it is it and I get this pushback a lot right this is one of the reasons why I am a bit polarizing in the space because people here and they're like oh my god you're gonna hit them up on all these different mediums like I don't want to do that there's a way to do it elegantly it doesn't have to be the same message and you can even say things like hey I know I'm like hitting you up a lot haha also I'm doing that because you asked me to do this so you can tell me to like you know take a hike or do you want to make this money together because like you said that's what you wanted and I want to make sure that I'm taking care of you it's part of my character and part of my integrity to make sure that I do what we committed to right and you can you can craft that message in a very elegant way but people you know the squeaky wheel gets oiled that's the reason why my team and my clients anybody that goes to the program like they get better results because they know like it's the people that keep pushing and keep pushing and you don't have to be a jerk about it you can do it in a high-end concierge selling way but you have to get through it's super true because I'm just thinking of just any any you know silence that I've ever experienced and work you know if it's you know going after a deal like you've said or even just trying to collect back in the agency days on money it's like how know the squeaky wheel always gets paid or you know and you don't have to be a jerk about it like like exactly what you said that's how I would approach it that in I always got paid well we're marketers so I'm not averse at all to trying to hit people in multiple places that's literally our job like when this when this episode goes live once this goes live I'm gonna mail our list I'm gonna do a mini chat broadcast to our Facebook broadcast list I'm gonna share it to our Facebook group our Facebook fan page our twitter account our linkedin account you know the list goes on and on and on this this episode is gonna go to every marketing channel i could possibly think of and all that with every single episode I'll text amber instead of email her so she knows it goes live yeah no it's multi-channel marketing and that applies to everything out there yeah and it's foundational selling principles you know and I think that that we have a responsibility to do better and and that is the reason why I built this Academy because I couldn't service all the people I wanted to work with and we just didn't have the bandwidth we want to stay as a boutique agency and I felt like you know there's just so many people out there that needed better training and like I said half of it is systems and knowing your numbers and having the personality for it and then the other half is you know your mental breakthroughs you know being told no all the time or going having people ghost on you and all this other stuff it's hard and also being responsible for numbers you know it's hard and that is you know that is the reason why I designed this and why I think that anyone who goes to the programmer works with us feels like we know them feels like we care about them and also they know when we reach out we're here to get this money and we're here to make these money together yeah now how do you recommend people go and find new affiliates for their products if I'm getting ready to launch a product and let's say for example I'm a I'm a JV manager and I need to go and find affiliates to promote my clients product what what are some of the like kind of early easy recommendations that somebody can do to go and get affiliates on board yeah my favorite way is referrals I think that's the best way to do things and the best way to accelerate that is running a second tier referral contest that's one of my favorite things so let me get really specific here before people start running off and doing it the most important thing is to structure the deal which is basically for us it's like hey we're gonna launch this thing in three months from now that should be the minimum amount of time before you start recruiting I like to do six months in advance to start recruiting it's like hey we're have this launch coming up in three months I would like you guys to introduce me to people that I don't know yet I will give you a second tier Commission on top of it and you also eligible to win let's say $5,000 for the first prize $2,000 for the second prize you know thousand for the third prize whatever but here are here's what I need for you to qualify for this I need people who have an email list in health who are willing to mail third party offers and that can you know send me 10,000 clicks or more and that's gonna be the type of person that I'm interested in meeting and you need to introduce them to me via email right or through text message or whatever this is what I'm looking for right so to qualify on this this is what they need you can even take it a step further and say you know we'll give this money at the end of the launch because those people also have to mail for the launch right so just getting really tight around like your agreement and like what you're looking for so the reason why we started doing that is because the first time I ran a second tier contest referral contest was for the thyroid secret they had 82 affiliates when I first started working with them they've been doing it for like three years they had a email list size of like a hundred and fifty thousand and so we decided to run a second tier referral contest and we didn't have those kinds of restrictions and we ballooned it from eighty-two affiliates of 1,400 so I spent all that time trying to figure out like who's who who was a minnow who's a whale you know all this other stuff but we had an amazing launch we ended up adding five hundred eighty nine thousand names to the list additionally you know we did a multi seven-figure launch to put them number one of the New York Times from that list they sold like 48,000 books from that docu-series list that we did and so it was really good but I was like mired in like I didn't know who was who and out of that 1,400 new people only about 40 of them were affiliates of any real size that could send real volume so we were like drowning in it and so after that every single second tier of 400 contests that we do we want make sure that we have very specific requirements for what type of introductions that we want make sense and I'm sure the quality goes much higher the messaging because it's that and that is what gets a little scarier if you don't have these roadblock is immuno when you sign up new affiliates I mean who knows how they're promoting it or what they're saying yeah because you kind of lose touch a little bit with everyone right yeah but that is I mean if you want to dramatically accelerate the pool of people that you're working with like a your referral contest is the way to go that's awesome yeah I've never even heard of that actually and and second tier is essentially is is essentially you know someone bring it in their network and then becoming an affiliate and then they're getting paid for that referral just so listeners can I know what's going on there that's cool yeah it's it it's one of my favorite things to do and it's how we've scaled these launches in a really huge way mmm interesting yeah we keep staring at your we're under your website and you have these like three quadrants the launch promote grow and it's it's really I think everyone can go over there to your website and essentially just check this out and you can see how much is actually involved with you know becoming an affiliate manager or just doing your own thing you know to try to get affiliates and it's a lot of work I mean that's because we tried doing it ourself for a while this is not sustainable as an owner like I think it's selling me is like meant someone else you're just handle yeah like you said you know the owner you have so many things going on and this just adds a whole nother layer of it's like a new business you know you try to do it yourself it is and I think you know I the other part of affiliate you know revenue is I always talk about it as it should be the most stable part of your revenue because you know algorithms are fickle creatures you know 12 years ago I could get on the first page of Google for any keyword that you think of in three days right and that has changed you can't hack into it and do that anymore right same thing with Facebook and Google like it's something that you were making a ton of money a funnel that was crushing it a vesl all of a sudden falls out of favor and so now you're stuck trying to figure out how to make that work again whereas affiliates you know you're not pre paying them to have eyeballs coming to your your site or your page typically right so if you can figure out a way to make that stable that should be the most consistent part of your business now it's never going to scale like come--as is and I would never say that but I will say that when people figure this out they're like okay great so I know I could be making a couple million a year on autopilot basically if I take care of my affiliates my structure my deals and I have a trained sales person or not position which is going to pay for my overhead my employees my you know pretty much everything and then everything else will build off of that mm-hmm and I get a little excited at cuz Matt and I are you know pede pede ads guy and do a lot of lot of retargeting all that fun stuff so it's like the input of all this new traffic that is warm traffic you know it's endorsed and then if you can back that up with some simple kind of follow-up mechanisms of course email and all that stuff but then you have retargeting going which should also help your affiliates sell more yeah it's another win-win all right that's what that's what gets me all giddy I'm curious when you do launches these days what's what's the the sort of main launch model that you're using so I know for a long time there was the the Jeff Walker product launch formula you know three videos and then a launch and and then for a long time a lot everybody's wet launches were webinars and it seems like lately the docu-series stuff has been really good and I know you're really involved with the docu-series stuff is that kind of the route that you take for most of the launches that you work with now yeah certainly for health that is something that I'm pretty well known for like we've done some of the bigger ones and we have a docu-series like training course and you know we have all that but I will say that you know like anything I can sense that things are shifting right like these big docu-series are not happening with the frequency that they used to and I think part of that is because the consumer is getting way more familiar with it and you have a bunch of these filmmakers that are going on just like shotgunning all these different types of docu-series and what we've seen from it is you know what matters a lot is the topic in terms of how it can scale so for example everyone's afraid of cancer so cancer by itself and a cancer documentary is gonna crush and people are aware of it they're aware of cancer they're aware of diabetes they're aware of Alzheimer's very different than when you're trying to create an awareness product like thyroid disease or autoimmune you're teaching as you're kind of doing it and so that's one big takeaway that we've had it's like if you really want something that's gonna scale it has to be something that consumers are familiar with and then the other thing is you know on average when we run these things we get around 300,000 leads on average we've gone way higher gompa million but on average between 300 and 350 thousand leads that we do per launch and what's happening is you know these emails are not being delivered anymore and that's critical because the way that you're pushing people to watch is through email they opt-in and then you're like hey episode one's going live well if they're throttling us and Infusionsoft and they're following us everywhere else they're not gonna get that email for more than 24 hours and now if via one expired and they're pissed off and so like it's really important to focus on the quality the customer experience testing it and making sure that you know to really kind of educate you can have your own spin on how to prevent cancer or treat cancer or beat cancer but it's a topic that people are familiar with and that's gonna enable you to scale it much bigger do you have any ideas of where you think the markets headed with these launches for you yeah I mean I think that I think we probably have another year or two for these docu-series to be as big as they are before we're gonna start the pendulum is gonna start swinging back to I think like VSL you know the whole long-form landing page like all that stuff I don't I don't think that this particular model is going to be this strong for very long mm-hmm yeah and I mean you see it now sprinkling into all these other industries and because the health space because I did a lot of stuff in there for a while a couple your clients like paid room I think the last name it's been years but I know yeah yeah he mean there's just so many people doing that and they've done it very well and it has been going for a while so yeah the market kind of serves picking up on stuff and then you have to shift yeah they do you know you you the first time a consumer saw like you get all these nine episodes for free it's like wow you know and that's it we're taking it down and that's like we play weekend you know there's a good car clubs like they're getting used to this and they know this now so we have to shake it up a little bit and certainly docu-series is where I got a lot of my you know support in the industry and I've made my name I'm very grateful for them I work with Pedram and Jeff Hayes and all these guys a lot and they're amazing filmmakers but I do think that we're gonna have to start changing what we're doing to stay in front of the consumer and to still delight the consumer you know to still give them a ton of value ya know so with with your your East 5th Avenue that that's the the agency side right yeah so Eastern avenues like the almost like the umbrella that everything lives under so East Fifth Avenue is the main company and then we have the agency which is and then we have the Academy which is accelerate affiliate accelerator and then my corporate clients work with me under Spears method that's like that's where they get a lot of my time so like under the affiliate accelerator you work primarily with my team you'll only talk to me once a month on group calls but I personally look at every single accountability report that's submitted and I give specific feedback because that's one of my favorite things to do but the corporate clients they get a lot more of my time and I can accelerate their results a lot but it all lives under the East Fifth Avenue umbrella god yeah so for the the agency side of things what what does a company look like that's ready for your agency like where does somebody have to be before they can reach out to you and say hey I want to I want to retain you guys to do all this for me yeah it's a good question so again high converting offer we're not Salmons so that's that's gonna be the first thing that I'm gonna look at is you know does this offer have legs can i scale it and can i scale it in different niches you know can I bring a health offer to beauty or you know to to any other type of niche to PD like what kind of offer is this does it have the ability to really scale it and then the other thing is easier to product that we feel good about just pushing to the absolute limit you know cuz there's a lot of high converting offers that are trash products and that's not gonna make me feel good at the end of the day and then the last thing is is this somebody that we want to be married to right because our personalities we're where there's 17 women on our team and one man and we're just like type hey like going for it you know purpose it's just that's what we've attracted in and we continue to grow and you know we also want to feel like the people that we're working with are people that we want to you know be in a contract with for six months to a year and then every time we're resigning so high-converting offer the offer has to be something that is valuable to the world and we have to really enjoy them and their team and they have to have truly like a like a team to like there's only been a few clients that we work with that are just like a one-man show because if we're gonna be taking these offers out in a huge way like the email copy gets fatigued you know the landing pages needs continue to be optimized like they need a project manager like you know that's another component of it that's really important yeah so is there like a specific sales volume that you like to see before you know okay this is a high converting offer yeah I mean we will spend honestly two to three weeks diving into their numbers like the newest person I've ever taken on is somebody who tested their offer on 50,000 clicks and it did really really well and I personally called every single person that they ran with and asked them hey I saw that you you know you ran this offer did it do as good as he said it did did you like working with him did you have refunds what was the feedback on your list before we brought him on most of the time and they've probably done at least half a million dollars in sales on their offer at least before we're gonna take them on as a client mm-hmm that makes sense okay yes it's like nice season offer there yeah just to kind of because we're yeah we've oh man there's a lot of stuff that we've covered up this is good stuff yeah what I'm kind of curious cuz you have a lot going on and they do a lot of speaking you're currently almost gonna be moving around pretty soon what's your typical day-to-day look like maybe in a span of a week or so I've never had anyone ask you this question before a lot I'm on like I probably do 9 a 12 calls a day then practicing when I'm preaching right like I'm talking to some of our biggest affiliate partners I'm talking to corporate clients I am you know talking to my team and making sure that things are moving I'm looking at their numbers every single day so I'm I'm on the phone a lot talking to clients or affiliate partner so that's a big part of my day and then once the day is over I'm trying to get through as much emails I can get through so my days are pretty long but I'm usually speaking a minimum of 1 to 2 times a month on stage and I'm also traveling to like Baltimore to train with my corporate clients or I'm you know traveling to do some other sort of training live and in person so I'm on the road the last three years I've been on the road around 220 to 250 days on average which is a lot yeah and I'm really trying to slow that down which is why I'm excited to go to San Diego because that's gonna take a big chunk out because I'm there so often with clients imagine yeah that's pretty much what my day looks like basically being glued to the phone yeah it sounds like it's where you should be though you know for for your skill set and the company I run it yeah I enjoy it I love talking to people I genuinely really enjoy them so it's fun for me that's awesome cool so the so we do have a couple little just wrap up questions that we ask everybody do you have any books that you recommend to people often or that you find yourself referring back to often is a good reference for your business or I guess it doesn't even have to be business we you have a great some development mindset whatever it is yeah yeah just any sort of book that you reference a lot yeah actually my one of my favorite books has never split the difference mmm I think it's one of the best books to read if you're selling or you're doing any sort of negotiation I think everyone should read it because I think you're being you're either being sold to or you're selling and every conversation that you're having you know even as something as simple as like negotiating rent like that is that book I think is like just amazing I recommend that every single person reads it it's are you familiar with it that's Chris fauces book right yeah I've heard his interviews and I have not read it and Roland was weird in a mastermind yesterday Roald Fraser and he was like that book is so amazing and he used it for uses it for his negotiations and then selling so I need to get it now I know a lot of the concepts and they're freaking powerful yeah it's great and I love essentialism that's another really good book that's helped me a lot that's that's another one of my new favorites yeah and I'm into like although there's kind of self-help like a return to love and like all the other stuff I think I read a lot but I certainly think anybody who is in a doing any sort of selling should definitely read never split the difference yeah what's your do you like to listen like audible or read so I like to I like to listen to fiction I have to read nonfiction and like business books because I don't retain listening as much for me so I'm starting to find always experiment and I think that's what I was into doing it just like audible that sounds great and like damn it just talking a lot of numbers and a lot of lists and I'm like I just gotta figure when you're using audible you're like I mean for me I'm out walking I listen to podcast when I walk the dog but you know most people are out driving or something and if you want to take notes or highlight you just can also I can definitely see it for sure very cool awesome well where should we direct folks you know now that they listen yeah and either they love you or they hate you what do you want the lovers to go to yeah I mean they're more than welcome to go to our East Fifth Avenue comm site and then we're gonna have a new page up for a phillyd accelerator but for now it's Spears method calm that they can check out and of course you know if they want to come hang out with us in Cabo mimosa mastermind calm is like that's kind of like my fun kind of hobby business but I get a lot out of it I put my heart and soul and so like making a community and our events are very different like people like Perry Belcher and chris guerrero and all these people they come to our events and what's different about ours is these people get off stage and they work with you one-on-one so we do like a full intake and figure out what your needs are and then we pair you with the experts that you need to meet and they actually spend between 30 minutes to an hour looking at your numbers giving you a very specific feedback and then we hand select where you're sitting every single day and we pair you with the people that you need to meet you put the ROI a lot on our own shoulders instead of being like paid thousands of dollars or code in my event and then you get the ROI you figure it out I mean I even know down to like what like what hotel room they're staying at and I put them on the same floor as people that they need to run into on the elevator so if they're if people are interested in health and wellness or PD or EECOM the most omastar mind is like one of the better events not just because I put it on but just from the feedback that we get we have a 79 percent return rate for people that come because they really really enjoy it so that would probably be a really good place to check out to the fact that you have your you know use Fifth Avenue is so dialed in it seems like the mastermind would be just as dialed in and you know a lot of fun too oh yeah it's it's a lot of fun goofy name we definitely do a lot of work but we have a ton of fun too and there's a lot of them this is being drank for sure yeah should be all about whole link all that stuff in the show notes when does that event happen October so it's October 25th through the 29th this year in Cabo um I'd love to have you guys come out you guys you guys could come out and be podcast experts because we get a lot of people asking you know how do I start my own podcast or like I have one and I don't I don't know quite know how to scale it and you know I don't know how to monetize it and not be really cool to have you guys come out it sounds epic that's the space we're operating in these days is the teaching podcasting to marketers basically yeah sure I'd love to keep that conversation going with you guys about how do you guys come out as experts acaba would be awesome right on thank you ever follow up and uh yeah we'll let you go get back on the phone and just kidding take a break damnit really appreciate this this was awesome thanks everybody for listening to this episode of the hustle which flow chart podcast before taking the time to listen we want to give you something a little bit special every single episode that we do we actually have somebody on our team take notes we basically have a Cliff's Notes version of every episode where you can go and find all of the tips and tactics that they laid out all of the resources that they laid out all the good stuff from this episode we actually have a nice simple Notes version that you can find on our website so go to evergreen profits comm find this episode that you just listened to and give us your email address and we'll send you the notes thanks for listening Ricky

Appendix: Quick Reference

The Offer (Memorize This Block)

$4,000 to start — the build, your first month, and a dedicated go-to-market affiliate engineer placed on your business. $2,000/month after — that engineer, the campaigns, the strategy, and our management of all of it. Plus a flat commission per customer the program sends you. We only win when your partners produce. The promise: ten signed affiliates and double your build fee back in attributed revenue inside 90 days, or we keep working free until you have it. You keep the program, the partners, and the tracking either way.

The Four-Step Story

  1. We build it — program, links, QR codes, promo codes, portal, leaderboard. Two weeks.
  2. We recruit — your first ten affiliates, by us, from the map of everyone already touching your customers.
  3. We run the campaigns — written for each partner with their links already in them, and we hop on and help them send it.
  4. You get customers — referred, pre-sold, and tracked to the partner who sent them.

The Contrast Table

Ads Networking An affiliate program
Who carries your message A platform, to strangers You, one handshake at a time Trusted local businesses, to their own customers
What it costs Rising monthly, regardless Your time and breakfasts A commission on results
Tracked Yes, but rented Not at all Every link, code, and customer
Compounds No Rarely Yes, partners recruit partners
Who owns it The platform Nobody You

The Brand Voice Rules

  1. Owner-to-owner, never marketer-to-prospect.
  2. Concrete nouns beat abstractions. Not "strategic partnerships" — the roofer, the barbershop, the gym down the street.
  3. The industry does the persuading. Say what the big brands do, then say nobody brought it here.
  4. Numbers over adjectives. "Ten partners, ninety days" beats "explosive growth."
  5. Warm contrarian. The villain is rented attention and unmeasured goodwill, never the owner.

Banned Words

unlock · 10x · synergy · leverage (verb) · transform · game-changer · disrupt · revolutionize · "scale your" · guaranteed (as a bare adjective)

The One-Liners (Pick By Context)

# The Affiliate Machine — Strategic Knowledge Base

> **Purpose:** The complete brainchild, mindset, and strategic approach behind the Affiliate Machine.  
> **Use case:** Onboard new clients. Brief an agent. Build an affiliate campaign from scratch.  
> **Published:** July 2026

---

## Table of Contents

1. [Core Philosophy & Positioning](#1-core-philosophy--positioning)
2. [The Offer & Pricing](#2-the-offer--pricing)
3. [Case Studies](#3-case-studies)
4. [Outreach Frameworks](#4-outreach-frameworks)
5. [Content & Education](#5-content--education)
6. [Operations & SOPs](#6-operations--sops)
7. [Agency Beta Program](#7-agency-beta-program)
8. [Philosophical Foundations — Jay Abraham](#8-philosophical-foundations--jay-abraham)
9. [Traditional Affiliate Marketing — Amber Spears](#9-traditional-affiliate-marketing--amber-spears)
10. [YouTube Transcripts](#10-youtube-transcripts)

---

## 1. Core Philosophy & Positioning

### Brand Voice & Copy Base

# AFFILIATE MACHINE — BRAND VOICE & COPY BASE
**The source of truth every flyer, email, DM, page, and issue pulls from · July 2026**

---

## 1. THE POSITIONING WEDGE (the whole business in one paragraph)

Affiliate marketing built the online economy. ClickBank, Agora, the supplement brands you see everywhere: most of their growth came from partners sending customers, not from ads. There are agencies whose entire business is placing trained affiliate managers inside those brands, and they've been doing it for over a decade. It works.

**But all of it was built for national brands selling online. Nobody brought it to Main Street.**

The solar company has roofers and electricians in the same houses. The HVAC shop has plumbers and realtors touching the same homeowners. The men's health clinic has gyms and barbershops with its exact patients sitting in the chair. Same opportunity the big DTC brands industrialized years ago. Zero infrastructure to capture it.

That's the business: **affiliate marketing, brought to local business.**

## 2. THE ONE-LINERS (pick by context)

- **The flag:** "We build you an affiliate machine."
- **The plain version:** "Every business in your town that already serves your customers becomes a paid referral partner — with their own tracking link, and someone whose whole job is keeping them selling for you."
- **The wedge:** "The big brands have run affiliate programs for twenty years. Your competitor down the street doesn't have one. Neither do you. That's the opportunity."
- **The reframe:** "You already pay commission for customers. It's called Meta. The difference is you can't build a relationship with an algorithm."
- **The proof-flip:** "Nobody sold them. Somebody told them."
- **The close:** "You own the program, the partners, and the tracking. Forever."

## 3. THE VOICE (five rules)

1. **Owner-to-owner, never marketer-to-prospect.** Fifteen years of running a business talking to someone running one now. "Here's what I'd do," never "unlock growth."
2. **Concrete nouns beat abstractions.** Not "strategic partnerships" — *the roofer, the barbershop, the gym down the street.* Not "attribution infrastructure" — *a QR code on the counter and a promo code the front desk types in.* If an owner can't picture it, rewrite it.
3. **The industry does the persuading.** We're not inventing a gimmick; we're porting a proven channel. Say what the big brands do, then say nobody brought it here. That's the argument.
4. **Numbers over adjectives.** "Ten partners, ninety days" beats "explosive growth." Every claim we make is either their number or our structure — never an invented result.
5. **Warm contrarian.** The villain is rented attention and unmeasured goodwill, never the owner. Ads aren't stupid; they're just the expensive default. Networking isn't dumb; it's just not a channel.

## 4. WORDS THAT LAND / WORDS THAT KILL

| LAND | KILL |
|---|---|
| affiliate program · the channel · partners | strategic alliances · JV · synergy |
| tracking link, QR code, promo code | attribution infrastructure |
| who sent you that customer? | referral source analytics |
| the gym, the roofer, the barbershop | complementary local businesses |
| they get paid when it works | performance-based compensation model |
| your first ten | initial partner cohort |
| the leaderboard | partner performance dashboard |
| we hop on and help them send it | campaign enablement support |
| you own it | you'll have access to |
| affiliate manager, placed on your business | fractional resource allocation |

**Banned everywhere:** unlock · 10x · synergy · leverage (verb) · transform · game-changer · disrupt · revolutionize · "scale your" · guaranteed (as a bare adjective — state the structure instead). **No em-dashes in outbound copy** (email, DM, SMS). **No medical claims** in health verticals: consults booked and memberships started, never outcomes.

## 5. HANDLING THE WORD "AFFILIATE" (the one objection baked into the name)

Some owners hear "affiliate" and think coupon sites, spam links, and influencers with fake followers. Address it in one line, then move:

> "Not the coupon-site kind. The barbershop three blocks from you with your exact customers in the chair, with a link that tracks what he sends and a check when it works."

If they still resist the word: call it **the partner program** or **the referral channel** in that account's materials. The mechanism is what matters; the label is a preference. (This is also why the newsletter has six name options.)

## 6. THE PROOF STACK (what we may and may not say)

**May say:** the affiliate channel is decades old and enormous for online brands · ClickBank, Agora, and the big supplement brands grew on partners more than ads · entire agencies exist to place and train affiliate managers inside those brands · this model is proven, just never localized · our own structure (10 partners in 90 days, 2× the build fee, or we keep working free) · anything a client of ours actually produces, with permission.

**Never say:** another company's client results as if they were ours · any specific brand as "our client" unless they are · invented percentages, invented averages, "clients typically…" · medical outcomes.

**The honest sentence that does the work:** *"There are agencies who do nothing but build affiliate programs for national brands, and they've been at it for over a decade. Not one of them is calling the HVAC company in your town."*

## 7. THE OFFER, STATED CONSISTENTLY (memorize this block)

**$4,000 to start** — the build, your first month, and a dedicated go-to-market affiliate engineer placed on your business.
**$2,000/month after** — that engineer, the campaigns, the strategy, and our management of all of it.
**Plus a flat commission per customer** the program sends you. We only win when your partners produce.
**The promise:** ten signed affiliates and double your build fee back in attributed revenue inside 90 days, or we keep working free until you have it. You keep the program, the partners, and the tracking either way.

## 8. THE FOUR-STEP STORY (the spine of every asset)

1. **We build it** — program, links, QR codes, promo codes, portal, leaderboard. Two weeks.
2. **We recruit** — your first ten affiliates, by us, from the map of everyone already touching your customers.
3. **We run the campaigns** — written for each partner with their links already in them, and we hop on and help them send it.
4. **You get customers** — referred, pre-sold, and tracked to the partner who sent them.

## 9. THE CONTRAST TABLE (the clarifying device — use it often)

| | Ads | Networking | An affiliate program |
|---|---|---|---|
| Who carries your message | A platform, to strangers | You, one handshake at a time | Trusted local businesses, to their own customers |
| What it costs | Rising monthly, regardless | Your time and breakfasts | A commission on results |
| Tracked | Yes, but rented | Not at all | Every link, code, and customer |
| Compounds | No | Rarely | Yes, partners recruit partners |
| Who owns it | The platform | Nobody | **You** |

## 10. THE VERTICAL SWAP (one file, many markets)

Public copy says **"local business."** Each vertical gets its own edition where we swap: the partner types, their word for a customer, and one industry-specific pain.

| Vertical | Partner types | Their word | The pain that lands |
|---|---|---|---|
| **Solar** | roofers, electricians, realtors, remodelers, pool builders, HVAC | install, site survey | shared leads sold five times, brutal CPL |
| **HVAC** | plumbers, roofers, realtors, home inspectors, property managers, insurance agents | job, replacement | lead platforms, seasonal swings |
| **Men's health** | gyms, BJJ academies, barbershops, chiropractors, med spas, golf clubs | consult, membership | ad accounts flagged, everyone selling the same thing |
| **Med spa** | salons, boutiques, gyms, wedding vendors, dentists | appointment, package | discount-hunters from ads |
| **Gym / fitness** | chiros, physios, nutritionists, sports shops, employers | member | churn, February cliff |
| **Roofing** | insurance agents, realtors, gutter/siding, property managers | job | storm-chaser competition |

## 11. THE ASSETS THIS BASE FEEDS

Flyer (one-page, vertical editions) · the deeper one-pager (two-page) · cold email framework (10 angles) · LinkedIn messaging framework · newsletter framework (6 name options, 12 issues) · three case studies (solar, HVAC, men's health) · the VA/affiliate-manager SOP · the logistics runbook · the offer plan. Every one of them pulls its language from this file. **When something reads off, fix it here first, then push it down.**


### The Positioning Wedge

Affiliate marketing built the online economy. ClickBank, Agora, the supplement brands you see everywhere: most of their growth came from partners sending customers, not from ads. There are agencies whose entire business is placing trained affiliate managers inside those brands, and they've been doing it for over a decade. It works.

**But all of it was built for national brands selling online. Nobody brought it to Main Street.**

## 2. The Offer & Pricing

# The Affiliate Machine

### Affiliate marketing, brought to local business.

**The channel that built the online economy, run for the business on the corner.**

---

## The opportunity nobody in your town has taken

For twenty years, the biggest online brands have grown the same way. Not ads. **Partners.** ClickBank, Agora, the supplement companies whose names you see everywhere: most of their growth came from other people sending them customers and getting paid when it worked. The channel is so established that entire agencies exist for nothing but placing trained affiliate managers inside those brands. Hundreds of them have been placed. Programs have gone from a hundred thousand a month to millions.

All of it was built for national brands selling online.

**Not one of those agencies is calling the HVAC company in your town.**

Which is strange, because the local opportunity is more obvious. The solar company and the roofer are standing in the same houses. The clinic and the gym are serving the same men. The med spa and the bridal boutique are talking to the same woman about the same wedding. Everyone can see it. Nobody has the infrastructure to capture it, so it stays a handshake that dies in three weeks.

That is the entire business. We bring the affiliate channel to Main Street.

## Three ways to get a customer

| | Ads | Networking | An affiliate program |
|---|---|---|---|
| Who carries your message | A platform, to strangers | You, one handshake at a time | Trusted local businesses, to their own customers |
| What it costs | Rising monthly, regardless of results | Your time and a lot of breakfasts | A commission, only on results |
| Tracked | Yes, but you are renting it | Not at all | Every link, code and customer |
| Compounds over time | No | Rarely | Yes. Partners recruit partners |
| Who owns it | The platform | Nobody | **You** |

Ads are rented attention. Networking is hoping. An affiliate program is the third option: a system, with names in it, with numbers on it, that you own.

## What we actually build

**01 · The program.** Your affiliate program stood up in two weeks: tracking links for every partner, QR codes for counter cards, promo codes the front desk can type, a "who sent you" field on your intake form, a partner portal, and a live leaderboard. Four ways to catch a referral, because the barbershop referral does not always click a link.

**02 · The first ten partners.** We map every business in your market already touching your customers, score them, and go recruit. Not a list handed to you. Signed, onboarded partners with their links in hand. That is the guarantee, not the goal.

**03 · The campaigns.** Every month, every active partner gets a kit: email written for their list, texts written for their phone, social posts, counter cards, all with their tracking already in them. Then the part that makes it work: **we hop on and help them send it.** Most local businesses will never get around to it alone. We do not let that be the reason your program stalls.

**04 · The management.** A dedicated go-to-market affiliate engineer is placed on your business. They recruit, onboard, produce the campaigns, audit the attribution every week, run the payouts, and keep every partner warm. This is a real job in national brands. Nobody hires it locally, which is exactly why the channel sits empty in your market.

## What it costs

**$4,000 to start.** The build, your first month, and the placement of your dedicated affiliate engineer.
**$2,000 per month after.** That engineer, the campaigns, the strategy, and our management of all of it. Their salary is inside that number.
**Plus a flat commission per customer** the program sends you. We only win when your partners actually produce, which is the point.

## The promise

**Ten signed affiliates and double your build fee back in attributed revenue inside 90 days, or we keep working free until you have it.**

You keep the program, the partners, and the tracking either way. It is your asset. If we walked away at day 91, it would still be sending you customers.

## Why partners say yes

They already send people your way for free. What they have never been offered is a reason to do it on purpose: a commission when it works, or a perk when they cannot take a fee, plus assets that make them look good to their own customers and a number that shows what they produced. Recruiting gets easier every month, because nothing recruits partner number eleven like partner number three getting paid.

## The first 90 days

**Weeks 1 to 2:** the build. Program, tracking, portal, leaderboard, the partner map for your market.
**Weeks 2 to 5:** recruitment. Ten partners signed and onboarded.
**Weeks 4 to 8:** the first campaign wave, the first referred customers, the first payout run.
**Weeks 8 to 12:** the second wave, co-promotions in both directions, the leaderboard doing its work. By day 90 you are looking at attributed revenue against the guarantee, and a channel that keeps compounding.

## Who this is for

Local businesses with a real customer base and a market full of adjacent businesses: solar, HVAC and home services, men's health and med spas, gyms, roofing, pest control, landscaping. Owners who can handle more customers and would rather have them arrive pre-sold by someone they trust than shop them on price from an ad.

**Not for:** anyone wanting ads managed, anyone who cannot take on more work, or the direct competitor of a business we already run a program for. We only build one program per category, per market. The gym only points one direction.

---

### Want to see your map first?

Book twenty minutes. Before we ever talk, we build the full map of the businesses in your market who should be sending you customers, and we walk it with you on the call. Run it yourself or have us run it. It is yours either way.

**justin@usingaitoscale.com · usingaitoscale.com**

*Owned Audience · Using AI to Scale*


### The One-Pager Flyer Text

FOR LOCAL BUSINESS OWNERS


We build you an
affiliate machine.
The big online brands have grown on affiliate partners for twenty years. Nobody ever brought it to
Main Street. We build you the program, recruit your first ten partners, and run their campaigns for
them.



T H R E E W AY S T O G E T A C U S T O M E R
                                 ADS                             NETWORKING                       AN AFFILIATE PROGRAM
 Who carries your message        A platform, to strangers        You, one handshake at a time     Trusted local businesses, to their own customers
 What it costs                   Rising monthly, regardless      Your time and breakfasts         A commission on results
 Tracked                         Yes, but rented                 Not at all                       Every link, code and customer
 Who owns it                     The platform                    Nobody                           You


HOW IT WORKS


  01                                      02                                     03                                     04
  We build it                             We recruit                             We run the campaigns                   You get customers
  Your affiliate program, tracking        We go get your first 10 affiliates     Emails and texts written for each      Referred, pre-sold, tracked to
  links, QR codes, promo codes,           ourselves. The gyms, the               partner with their links already in    the partner who sent them.
  partner portal and dashboard.           barbershops, the roofers, the          them. We hop on and help them          Every sale attributed. Nothing
  Live in two weeks.                      advisors already sitting on your       send it.                               left to guesswork.
                                          customers.



What you actually get
→ A dedicated go-to-market affiliate engineer placed on your
                                                                                      Simple pricing
  business
→ The full partner map for your market, scored and prioritized                        $4,000 to start
→ Your first 10 affiliates recruited, signed and onboarded                            The build, your first month, and the placement of your dedicated
→ Monthly campaigns built and sent for every partner                                  affiliate engineer.
→ Link, QR, promo code and front-desk tracking on every referral
→ A live leaderboard your partners compete on                                         $2,000 per month after
→ Payouts handled, audited weekly, and celebrated
                                                                                      Your engineer, the campaigns, the strategy, and us managing all
Their salary, the campaigns, the strategy and our oversight are all                   of it.
included.

                                                                                      Plus a flat commission per customer the program sends
                                                                                      you. We only win when your partners actually produce.




                                       Ten signed affiliates and double your build fee back in attributed revenue inside 90 days —
       10 partners.                    or we keep working free until you have it. You keep the program, the partners and the tracking
       90 days.                        either way.




                                                                                                                        justin@usingaitoscale.com
Want to see your partner map first?                                                                                               usingaitoscale.com
Book 20 minutes. We'll build the full map of who should be sending you customers before we ever talk, and it's           Owned Audience · Using AI to
yours either way.                                                                                                                                    Scale


## 3. Case Studies

### Men's Health Clinic

T H E 9 0 - D AY P I C T U R E · M E N ' S H E A LT H C L I N I C


15 partners.
58 showed consults, 24 memberships.
Stonebridge Men's Health · Charlotte, NC · TRT, peptide and hormone programs, cash-pay membership, 2
providers, 6 years in business. Every gym, barbershop and BJJ academy within three miles had his exact patient in
the chair, and he had no relationship with a single one.



9 0 D AY S L AT E R


           15                           10                           19                           58                            24                     ~$27.6k
      partners signed                  actively                    campaigns                 attributed showed              memberships                   first-90-day
     (12 cash, 3 perk)                 sending                       sent                          consults                   started                  revenue, recurring



Where they started
                                                                                         What we built
His best members came in warm, somebody at the gym or a guy at the
barbershop, and that channel was completely unmanaged. Nobody                            ✓ A named engineer placed on the account, not a ticket queue
tracked, nobody thanked, nobody compensated, and the front desk had                      ✓ Tracking link, QR code, front-desk promo code and a "who sent you"
no field to write it in. The referrals that built the practice were the only               field on intake
ones he could not count.
                                                                                         ✓ A perk tier for partners who cannot take a cash commission
Ads got worse every quarter: higher cost per consult, more no-shows.                     ✓ The first ten partners recruited, signed and onboarded
Three gym-owner lunches produced warm handshakes and nothing
                                                                                         ✓ Monthly campaign kits per partner, with the assist call
else, because there was nothing to hand them.
                                                                                         ✓ Weekly attribution audit and the payout run



W H AT A C T U A L LY M O V E D T H E N E E D L E

→ Recruiting is the whole first month, and it is not the owner's job. Ten signed partners in 33 days happened because someone was paid to do
  nothing else.
→ A partner's message to his own people beats his public post every time. 17 consults from one member email; 9 clicks and nothing from the story.
→ The perk tier is not a workaround, it is a requirement. Three good partners, including a chiropractor with weekly access to exactly the right men,
  would never have signed a cash agreement.
→ The first payout is the best recruiting tool in the program. Partner #11 signed four days after partner #3 got paid and talked about it.



    Every guy who ever walked in here warm came from somebody, a gym, a buddy, his barber, and I could not have told you which one, ever.
    Now fifteen of them have a link with their name on it. The gym owner's one email brought in more members than a month of ads,
    and he was thrilled to get a check for it. What I keep thinking about is that the guy across town cannot have any of them now.
    Dr. Omar Haddad, Stonebridge Men's Health



                                            Ten signed partners and double the build fee back in attributed revenue inside 90 days, or we keep
    $4,000 to start                         working free. That cleared in week six, and the membership model means the first 90 days understate it. He
    then $2,000/mo + commission
                                            keeps the program either way.




Want to see your partner map first?                                                                                                       justin@usingaitoscale.com
Book 20 minutes. We build the full map of who should be sending you customers before we                                                          usingaitoscale.com
ever talk, and it is yours either way.                                                                                               Owned Audience · Using AI to Scale

An illustrative composite. The names are invented; the build, the tracking stack and the sequence are exactly what we run. No medical claims are made or implied.


### HVAC Company

T H E 9 0 - D AY P I C T U R E · H VA C C O M PA N Y


16 partners.
61 referred customers in 90 days.
Twin Oaks Heating & Air · Springfield, MO · residential service, tune-ups and replacements, 9 people, 5 trucks, 12
years in business. Plumbers, roofers and property managers were in her customers' basements every week with no
reason to say her name twice.



9 0 D AY S L AT E R


           16                           11                            23                           61                            7                   ~$83.9k
      partners signed                  actively                    campaigns                     attributed                     system                  attributed
       (10 by day 28)                  sending                       sent                        customers                   replacements                revenue



Where they started
                                                                                         What we built
Her best customers came from word of mouth, and word of mouth was
the one channel she did nothing with. A plumber in town had sent her                     ✓ A named engineer placed on the account, not a ticket queue
four jobs over two years and had never once been acknowledged,                           ✓ Tracking link, QR code, dispatcher promo code and a "who sent you"
because nobody knew.                                                                       field on the booking form
She had done the networking version. BNI on Thursday mornings for a                      ✓ Partner portal and a live leaderboard, per partner
year, two chamber committees, a drawer of business cards. A few jobs                     ✓ The first ten partners recruited, signed and onboarded
and no numbers. Twice she agreed with a plumber to send each other
                                                                                         ✓ Monthly campaign kits per partner, with the assist call
work and both times it lasted about three weeks.
                                                                                         ✓ Weekly attribution audit and the payout run



W H AT A C T U A L LY M O V E D T H E N E E D L E

→ Recruiting is the whole first month, and it is not the owner's job. Ten signed partners in 28 days happened because someone was paid to do
  nothing else.
→ A partner's email to their own list beats their social post every time. 19 calls versus 6 clicks, same plumber, same week. We stopped asking for
  social.
→ Some of the best partners have no list at all. The property manager never sent a campaign. The promo code did the work, and they are the third-
  highest earner on the board.
→ The first payout is the best recruiting tool in the program. Partner #11 signed because partner #3 got paid and mentioned it at a supply counter.



    A plumber in town sent me four jobs over two years and I never even knew it was him. Now sixteen businesses have a link with their
    name on it and they can see exactly what they have earned, down to the dollar. His one email in October did more than my spring
    mailer did all year. And it is mine. I am not renting it from a platform that raises the price every January.
    Denise Farrow, Twin Oaks Heating & Air



                                            Ten signed partners and double the build fee back in attributed revenue inside 90 days, or we keep
    $4,000 to start                         working free. The second replacement cleared it in week four. She keeps the program, the partners and the
    then $2,000/mo + commission
                                            tracking either way.




Want to see your partner map first?                                                                                                         justin@usingaitoscale.com
Book 20 minutes. We build the full map of who should be sending you customers before we                                                            usingaitoscale.com
ever talk, and it is yours either way.                                                                                               Owned Audience · Using AI to Scale

An illustrative composite. The names are invented; the build, the tracking stack and the sequence are exactly what we run.


### Solar Installer

T H E 9 0 - D AY P I C T U R E · S O L A R I N S TA L L E R


14 partners.
$128,000 in referred installs.
Vista Verde Solar · Tucson, AZ · residential installs, two crews, 8 years in business. Was buying shared leads
resold to four other installers while the roofers standing in his customers' attics had no arrangement with him at all.



9 0 D AY S L AT E R


           14                            9                            17                           26                          6                     ~$128k
      partners signed                  actively                    campaigns                     attributed                  signed                   attributed
       (10 by day 31)                  sending                       sent                       site surveys                 installs                  revenue



Where they started
                                                                                         What we built
Every homeowner he bought had already been sold to four competitors.
The customers who came in warm, pointed his way by a roofer or an                        ✓ A named engineer placed on the account, not a ticket queue
electrician, were the best he had and the ones he did nothing to                         ✓ Tracking link, QR code, promo code and a "who sent you" field, all
encourage. No link, no code, no commission, no thank-you.                                  wired to one record
He had tried the networking version. Chamber breakfasts, a builders'                     ✓ Partner portal and a live leaderboard, per partner
mixer, a hundred handshakes and no idea what any of it produced.                         ✓ The first ten partners recruited, signed and onboarded
Twice he shook hands with a roofer on "let's send each other business"
                                                                                         ✓ Monthly campaign kits per partner, with the assist call
and both times it evaporated inside a month.
                                                                                         ✓ Weekly attribution audit and the payout run



W H AT A C T U A L LY M O V E D T H E N E E D L E

→ Recruiting is the whole first month, and it is not the owner's job. Ten signed partners in 31 days happened because someone was paid to do
  nothing else.
→ A partner's email to their own list beats their Instagram story every time. 11 surveys versus 4 clicks, same partner, same week. We stopped
  asking for social.
→ Activation is a screen-share, not a PDF. Six partners who had never sent a campaign sent one because someone sat on the call and helped them
  press send.
→ The first payout is the best recruiting tool in the program. Partner #11 signed because partner #3 got a check and told someone about it.



    I had been buying homeowners who had already been sold to four other installers, while the roofers standing in their attics sent me a
    name maybe twice a year and got nothing for it. Now fourteen of those guys have a link with their name on it and they can see exactly
    what they have earned. The roofer's one email did more than a month of ads. And the program is mine. Nobody can throttle it, nobody
    can raise the rent on it.
    Cody Reinhart, Vista Verde Solar



                                            Ten signed partners and double the build fee back in attributed revenue inside 90 days, or we keep
    $4,000 to start                         working free. The second signed install cleared it in week five. He keeps the program, the partners and the
    then $2,000/mo + commission
                                            tracking either way.




Want to see your partner map first?                                                                                                     justin@usingaitoscale.com
Book 20 minutes. We build the full map of who should be sending you customers before we                                                        usingaitoscale.com
ever talk, and it is yours either way.                                                                                              Owned Audience · Using AI to Scale

An illustrative composite. The names are invented; the build, the tracking stack and the sequence are exactly what we run.


## 4. Outreach Frameworks

### Cold Email Frameworks

# Cold Email Frameworks - The Affiliate Machine (Local Business) v1

**Purpose:** 10 frameworks built for an AI agent to personalize per lead after deep research. Straight cold outbound to OWNERS of local businesses. Primary verticals: solar, HVAC, men's health clinics. Secondary: med spa, gym and fitness studio, roofing, pest control, landscaping. The file is written generically ("local business") and every framework swaps clean through the VERTICAL SWAP TABLE. The email is about one thing: **there are twenty businesses in your market already touching your exact customer every day, and none of them have a link, a code, a reason, or a payout. I build the affiliate program that fixes that. Affiliate marketing, brought to local business.**

**Niche:** Owners of local consumer-facing businesses (see vertical swap table). Owner-operators and founders, not marketing managers.
**Offer:** The Affiliate Machine. We build a real affiliate program for the local businesses who should already be referring you: program design, tracking stack (link, QR, promo code, who-sent-you field), affiliate portal and leaderboard, payouts. We recruit the first 10 partners ourselves. We run the campaigns those partners send. And a dedicated Go-To-Market Affiliate Engineer gets placed on the business to run the whole thing, managed by us. We take a flat commission on every customer the program actually produces.
**Positioning:** The affiliate guy for local business. Not a lead vendor, not an ad agency, not a referral app, not "networking." Trained under Jay Abraham, 13 years writing cold email, 15 years running an agency. The channel is proven at national scale and has never been built on Main Street. That gap is the whole pitch.
**Word count:** 50-100 words per email body. Aim 85-95. No exceptions.
**Tone:** Plain text. Lowercase subject lines. Owner to owner. These people answer the phone from the truck, the front desk, or the roof. Say the thing and get out. First person "I" (or "we" when describing the team we place).

---

## COLD EMAIL BEST PRACTICES - RULES FOR EVERY FRAMEWORK

**Subject lines:**
- 1-4 words only
- Lowercase
- Should look like a peer, a customer, or a vendor sent it
- Vague enough they don't know what's inside
- Never sell in the subject line

**Body structure (4 variables, in order):**
1. **Relevance** - one sentence proving this email was meant for them specifically (their vertical, their metro or neighborhood, years in business, a review theme, a truck wrap, an owner post, a service area page)
2. **Pain** - ONE pain point from the bank below, dressed in their vertical's language. One pain, hit clean. Never stack three.
3. **Value prop** - the affiliate program stated plainly: the local businesses already touching their customer, given a link, a code, a commission, and campaigns we write and help send. Attribution on all of it.
4. **Soft CTA** - a question. Never a call, never a link, never a calendar on first touch.

### THE CTA DOCTRINE (mandatory, this beats every other CTA instruction)

**The reply is the trigger. Nothing else happens in email one.**

- **NO LINKS IN FIRST TOUCH.** No calendar link, no case study link, no site, no PDF, no tracked URL, no "here's a quick video." Zero. A first-touch link is a deliverability problem and a permission problem at the same time.
- **The sequence:** they reply → we send the case study right away in the reply → we invite them to a 20 minute game plan session → the affiliate map (who in their market is already touching their customers) gets delivered live ON that call.
- **Never offer the map by email.** The map is the reason to take the call. Emailing it burns the call.
- **Never ask for the call in email one.** The call is offered in the reply, after they have raised their hand.
- **Two allowed CTA families**, mix them roughly 6 and 4 across a campaign:
  - *Send-the-case-study ask:* "want me to send over the short version of what this would look like for {company}, plus the case study from another {business type}?"
  - *Diagnostic question:* "who sent you your last three customers?" / "who's the one person who's sent you the most work and never got a dime?"
- **HARD RULE:** never say "somebody else," "another client," or "a client of ours." Always name the type: "another solar company two states over," "another HVAC shop," "another men's clinic in a different market," "another med spa owner," "another roofing company."
- Every email ends on a question mark. Every single one.

**Hard rules:**
- 50-100 words. Aim 85-95. Period.
- Never use: unlock, 10x, synergy, leverage, innovative, cutting-edge, solution, game-changer, transform, revolutionize, scale your, disrupt, guaranteed, furthermore, moreover, delve, landscape, robust
- Never use price, investment, spend, or budget language about our offer. No dollar amounts. Ever.
- "cost per lead" and "CPL" are allowed ONLY as their industry term about ads, never about us. Prefer plainer phrasing: "what you pay per lead keeps climbing."
- **Performance language is allowed and it is a hook**, but at most ONCE per email and only near the CTA: "we take a commission on customers the program actually brings you," "the money only moves when a customer does." Never "guaranteed results" as a bare claim. The guarantee IS the pay structure. Say the structure, not the word.
- Plain text. No HTML, bold, images, links, or buttons
- No "I hope this finds you well" / "I wanted to reach out" / "I'd love to"
- 8th grade reading level
- Exactly ONE research detail per email
- Never fabricate stats or client results. No invented revenue numbers, partner counts, or percentages. Directional truths only ("most owners I talk to...")
- No medical claims, ever, in any clinic or med spa variant. The email is about the referral channel, never about outcomes, hormones, results, or treatment.

**CLIENT RULE 1 - NO EM-DASHES. ZERO.**
No em-dash characters anywhere in email copy. Not one. Use periods, commas, or parentheses instead. If a sentence wants an em-dash, break it into two sentences. This applies to every subject line, every body, every follow-up. (This document's own example emails contain zero em-dashes. Keep it that way in everything generated from it.)

**CLIENT RULE 2 - NO AI FOOTPRINT.**
The email must read like a busy owner typed it in a parking lot. That means:
- Never "I hope this finds you well" or any greeting filler
- No perfectly parallel three-item lists. If you list things, make the items uneven lengths, or break one out into its own fragment
- No symmetrical sentence rhythm. Vary sentence length hard. Long one, then a short one. Then a fragment
- No exclamation marks. Ever
- Occasional lowercase sentence starts and fragments are good. One or two per email, not every line
- Read the draft out loud. If it sounds like a keynote, rewrite it until it sounds like a voicemail

---

## DO'S AND DON'TS

**DO:**
- Use the word "affiliate program." Owners understand it instantly, they can picture it, and it beats "partnerships" every time because it is a concrete thing with a dashboard
- Name real local partner types by trade: the barbershop, the gym, the realtor, the roofer, the electrician, the chiropractor, the med spa, the pool guy
- Lead with THEIR reality (what they pay per lead now, the shared leads, the door knocking, the review pressure) before the mechanism
- Ride what they already believe: referred customers close faster, don't price shop, and stick around longer
- Say the money mechanic plainly once: a flat commission per customer the program produces
- Use the industry proof honestly (see THE PROOF SECTION) and never claim another agency's results as ours
- Use the Jay Abraham training as the trust anchor, 13 years of cold email and 15 years of agency behind it, one sentence max
- Keep one research detail per email, one pain per email, end on a low-pressure question
- Swap partner types and jargon per vertical using the vertical swap table
- Obey both client rules in every single email: zero em-dashes, zero AI footprint

**DON'T:**
- Don't pitch "leads" or "lead gen." They get twenty of those a week and it drops you in the vendor bucket next to the lead broker
- Don't pitch ads, SEO, a website, reviews, or AI anything. Not the offer, and their inbox is already full of it
- Don't let "affiliate" land as coupon sites, cashback apps, or influencers. If the word could be misread, say what you mean in the next sentence: the barbershop three blocks away with your exact customer in the chair
- Don't say "networking," "referral partners" as a vague noun, or "strategic partnerships." Say affiliate program, link, code, commission, payout
- Don't put a link, a calendar, or an attachment in first touch. Not one
- Don't ask for a call, a demo, or "15 minutes" in email one
- Don't offer to email the affiliate map. That gets delivered on the call
- Don't say "somebody else" or "another client." Always name the business type
- Don't invent numbers or borrow another company's results
- Don't make any claim about treatment, outcomes, or health in the clinic and med spa variants
- Don't lecture an owner about how referrals work. They live it. Name it and move on
- Don't sound like an agency ("we help local businesses grow through strategic partnership channels")
- Don't use em-dashes. Anywhere. In anything

---

## THE 10 PAIN POINTS - THE PERSONALIZATION AMMO BANK

**Instruction to the agent: pick exactly ONE per email and dress it in the lead's vertical.** A solar owner gets the ad-rent pain in shared-lead language. A clinic owner gets the unpaid-referrer pain in barbershop and gym language. One pain per email. Never stack.

1. **Ad platforms are affiliate marketing you don't own.** You already pay a middleman a commission for customers. It's called Meta. Google is the same deal in a different suit. The difference is you can't build a relationship with an algorithm, and the algorithm raises the rent every year whether you had a good month or not.

2. **The word "affiliate" got hijacked.** It makes people think of coupon sites, spammy links, cashback apps, and influencers with bought followings. That is not this. This is the barbershop three blocks away with your exact customer in the chair, and the realtor who closes forty homes a year in your service area.

3. **Networking isn't a channel.** Chamber breakfasts, BNI, coffee at 7am, a stack of cards in a drawer. A hundred handshakes and zero tracking, no idea what any of it produced. Networking is hoping. An affiliate program is the same relationships with numbers attached.

4. **Word of mouth already works. It's just unmeasured and uncompensated.** People refer you right now. Nobody knows who, nobody thanks them, nobody pays them, nobody asks them for another one. So the best channel in the business never grows past accident.

5. **The people sending you business have no reason to do it twice.** No link, no perk, no commission, no acknowledgment, no note when the job closed. Referrals die from neglect, not from lack of goodwill. The guy who sent you six customers isn't mad. He just stopped thinking about you.

6. **No attribution means no management.** If you can't see which partner produced what, you can't reward it, repeat it, scale it, or fix it. Every partnership stays a vibe. And the partner who quietly believes they got shorted goes quiet, which is exactly how these programs die.

7. **The "let's send each other business" handshake dies in three weeks.** Both sides meant it. Nobody owned it. No system, no cadence, no assets, no link, nothing to send. So it evaporates and both parties feel vaguely bad about it at the next chamber thing.

8. **Your competitors are one relationship away from locking up your best referral source.** The gym only points one direction. So does the realtor, the roofer, the guy who does everybody's plumbing. Whoever builds the program first owns that door, and the second one in gets a polite no.

9. **Rising ad prices with falling lead quality.** What you pay per lead keeps climbing and the leads shop harder, answer less, and show up already annoyed. A referred customer arrives pre-sold, doesn't price shop, and closes in one conversation.

10. **You can't hire for this and you don't have time.** A real affiliate manager is a full-time skill set: recruiting partners, keeping them warm, producing the campaigns they send, auditing attribution, running payouts. Nobody local hires that role, which is the whole reason the channel sits empty in every market in the country.

---

## THE CONTRAST TABLE (the clarifying device, use it in copy and on calls)

| | Ads | Networking | **An affiliate program** |
|---|---|---|---|
| Who carries your message | A platform, to strangers | You, one handshake at a time | Trusted local businesses, to their own customers |
| What it takes | Rising monthly, regardless of results | Your time and a lot of breakfasts | A commission on results |
| Tracked | Yes, but rented | Not at all | Every link, code, and customer |
| Compounds | No | Rarely | Yes, partners recruit partners |
| Who owns it | The platform | Nobody | **You** |

**How to use it in email:** never paste the table. Pull ONE row and make it a sentence. "Ads are tracked, but you're renting the tracking. Networking isn't tracked at all." That is the whole device.

---

## THE PROOF SECTION - HOW TO REFERENCE THE INDUSTRY HONESTLY

This is the credibility engine of the entire offer, and it is also the easiest place to get sloppy and lie. Read this twice.

**The true story we are allowed to tell:**
- Affiliate programs built a large chunk of the direct-to-consumer economy. Partners, not ads.
- ClickBank, Agora, the supplement and health brands you see advertised everywhere: most of their growth came from affiliates promoting them to their own audiences.
- There are agencies whose entire business is placing trained affiliate managers inside those brands, building the program, and scaling the channel. Hundreds of managers placed. It is a real, mature industry.
- All of it was built for national brands selling online. **Nobody brought it to Main Street.**
- The local business has the identical opportunity, often better, because a dozen businesses in a two mile radius touch the same customer every single day. And zero infrastructure exists to capture it.

**The one-line version for email:** "Every supplement brand you've seen an ad for grew on affiliates, not ads. It just never came to local business."

**Allowed phrasings:**
- "affiliate programs built a chunk of the DTC economy"
- "most of those brands grew on partners, not ads"
- "there are agencies whose whole business is placing trained affiliate managers inside those brands"
- "it works. it just never came down to the local level"
- "the model is proven. the only thing missing is somebody building it on your street"

**Banned, permanently:**
- Claiming any other agency's client results, revenue figures, or growth numbers as ours
- Naming a client we do not have
- "we took a brand from X to Y" in any form
- Any specific percentage, multiple, or dollar figure attached to someone else's work
- Implying we built or ran the programs at ClickBank, Agora, or any named brand

**What we CAN claim as ours:** we build the program, we recruit the first partners, we produce and help send the campaigns, we place and manage the person who runs it, and we get paid a commission on customers the program produces. That structure is the proof of confidence. Say the structure instead of borrowing somebody else's numbers.

---

## NICHE LANGUAGE GUIDE

**Words local owners use:** jobs, tickets, appointments, booked, closed, on the schedule, the truck, the crew, the route, service area, the front desk, walk-ins, no-shows, cancellations, reviews, the Google profile, shared leads, bought leads, per lead, the ad account, door knocking, canvassing, the season, slow season, my guy, repeat customers, referrals, word of mouth, the neighborhood, the metro

**Words to use in emails:** affiliate program, partner, link, code, QR on the counter, commission, payout, leaderboard, referred, tracked, who sent you, first ten, the front desk, your service area

**Never use in emails:** the banned list above; "lead gen" or "leads" as our offer; "strategic partnerships"; "networking" as our offer; "influencer marketing"; "personal brand"; "thought leadership"; "content"; any medical or outcome claim.

**The partner types who already touch your customer (the local affiliate map):**
- Adjacent home trades: roofers, electricians, plumbers, HVAC, pool builders, remodelers, garage door, pest control, landscaping, gutter, window and siding
- Real estate: agents, brokerages, property managers, home inspectors, title reps, mortgage brokers, moving companies
- Body and appearance: barbershops, salons, med spas, tanning, tattoo shops, massage and recovery studios
- Fitness and performance: gyms, CrossFit boxes, BJJ and MMA academies, run clubs, cycling studios, golf clubs, cold plunge and sauna studios
- Health adjacent (perks not cash where fees are restricted): chiropractors, physical therapists, dentists, dietitians, sleep clinics
- Trust roles: CPAs, insurance agents, financial advisors, attorneys, veterinarians
- Community: HOAs, churches, youth sports leagues, chambers, neighborhood Facebook group admins, local podcasts and newsletters, event venues
- Retail and food: supplement shops, feed stores, hardware stores, coffee shops, breweries, meal prep companies

---

## VERTICAL SWAP TABLE

Same frameworks, swapped nouns. Pick the lead's vertical and swap the partner types, the customer word, and the research hooks. Every framework in this file works for every row.

| Vertical | Partner types (the affiliate map) | Their word for a new customer | Jargon and research hooks | The classic unpaid referrer |
|---|---|---|---|---|
| **Solar** (primary) | Roofers, electricians, HVAC, realtors, remodelers, pool builders, property managers, EV installers | a closed deal, a signed contract, an install | shared leads, bought leads, door knocking, canvassing, appointment set rate, the install backlog, bad-actor reputation | the roofer who's sent three homeowners and got a thank you text |
| **HVAC** (primary) | Plumbers, electricians, roofers, realtors, home inspectors, property managers, insurance agents, solar companies, handymen | a job, a ticket, a system sale | maintenance plans, the truck, the crew, seasonal swings, emergency calls, replace vs repair, the Google profile | the plumber who's referred six replacements and never got a dime |
| **Men's health clinic** (primary) | Barbershops, gyms, BJJ and MMA academies, chiropractors, supplement shops, recovery and sauna studios, golf clubs, med spas | a new patient, a consult, a member | consults, memberships, front desk, intake form, no-shows, retention, cash pay | the gym owner who's sent six guys in and got nothing back |
| Med spa | Salons, barbershops, boutiques, wedding planners, photographers, gyms, dentists, bridal shops | a client, a booking, a package | packages, memberships, the front desk, rebooking, seasonal pushes, before-and-after policy | the salon owner two doors down who sends brides over |
| Gym / fitness studio | Chiropractors, PTs, physios, nutritionists, run clubs, youth sports leagues, corporate HR contacts, supplement shops | a member, a signup, a trial | memberships, trials, churn, class packs, front desk, challenge launches | the chiro who tells every patient to go there |
| Roofing | Insurance agents, realtors, property managers, gutter and siding companies, solar installers, HOAs, restoration companies | a job, a roof, a claim | storm season, claims, adjusters, the crew, supplements, canvassing | the insurance agent who's handed out the number for years |
| Pest control | Property managers, realtors, HOAs, landscapers, home inspectors, restoration companies, vets, storage facilities | an account, a route stop, a contract | routes, recurring accounts, the season, quarterly plans, cancellations | the property manager who calls them for every unit |
| Landscaping | Pool builders, realtors, HOAs, property managers, remodelers, irrigation and fencing companies, nurseries | an account, a property, a build | maintenance accounts, the route, the crew, the season, one-off builds vs recurring | the pool builder who's sent every new backyard their way |

**Compliance note for clinics, med spas, and anything health adjacent:** in some categories a cash referral fee is restricted or culturally awkward. The program design handles that with a perk tier instead of cash (reciprocal promotion, member benefits, service credits). In cold email, do not get into it. Say "commission or a perk their people actually want, depending on the partner" if it comes up at all.

---

## RESEARCH CHECKLIST - BEFORE WRITING

1. Confirm it's a LOCAL business serving a defined service area, not a national brand or a franchise HQ. Wrong file otherwise.
2. Vertical (drives the swap table): solar, HVAC, clinic, med spa, gym, roofing, pest, landscaping, other local.
3. Owner identified by name? Owner-operator or absentee? (site "about," LinkedIn, review responses signed by name, Google profile owner replies)
4. Years in business and service area (city, metro, counties, neighborhoods named on the site).
5. Ad footprint: running Google LSA, Meta ads, buying shared leads, a lead vendor logo, "financing available" pages. Signals pain #1 and #9.
6. Referral signals: an existing "refer a friend" page, a review that says "my neighbor sent me," a partner logo strip, a chamber or BNI badge. Signals pains #4, #5, #7.
7. Attribution signals: is there a "how did you hear about us" field on their form? Usually not. That's the opening for pain #6.
8. Adjacent-trade density in their metro: who obviously touches their customer first (roofers for solar, gyms for the clinic, property managers for pest).
9. Competitor check: is another local player already doing anything partner-shaped? That's the urgency angle, pain #8.
10. Owner posts and review replies: complaints about ad prices, lead quality, seasonality, staffing. One line of theirs beats any statistic.

---

## PERSONAL STORY / CREDIBILITY BLOCK

> I trained under Jay Abraham, the strategist who grew businesses across 400+ industries, mostly by getting *other* companies to send them customers. I've written cold email for 13 years and ran my own agency for 15, so I've watched every ad channel get louder and worth less. Meanwhile affiliate programs quietly built a chunk of the DTC economy. National brands, partners with links and commissions, whole agencies that exist to place trained affiliate managers inside them. None of it ever came down to local business, where the opportunity is honestly better, because a dozen businesses within two miles touch your customer every day.

**Usage rule:** 1-2 sentences max in any single email. This is the relevance and credibility variable. Weave it in, never paste the block. No borrowed numbers, ever.

---

# FRAMEWORK 1: "The Rent You Already Pay" (ads are affiliate marketing you don't own)

**Angle:** The reframe that reorders the whole conversation. You already run an affiliate program. It's Meta. You pay a middleman a commission for customers, except the middleman is an algorithm you can't build a relationship with, and it raises the rent every year. An affiliate program is the same trade, with people, that you own.

**Pain pairing:** #1 (ad platforms are affiliate marketing you don't own).

**Subject line options:** `the rent` | `meta` | `quick question`

**Structure:**
> {relevance: vertical and metro, from research}
> {pain: you already pay a middleman a commission, it's called Meta, and the rent goes up}
> {value prop: same trade with local businesses, you own it, they get a link and a commission}
> {soft CTA: send-the-case-study ask, naming the business type}

**Example:**

> Hey Mike,
>
> Saw {company} does solar across {metro}.
>
> Something most owners never put together. You already run an affiliate program. It's called Meta. You pay a middleman a commission every time somebody becomes a customer, and the middleman raises the rent every year regardless of how your month went.
>
> Same trade works with people. The roofer, the electrician, the realtor. Their own link, their own commission.
>
> Want me to send the short version of that for {company}, plus the case study from another solar company two states over?

---

# FRAMEWORK 2: "A Hundred Handshakes" (networking vs a system)

**Angle:** They already do relationship work. It's just unstructured. Chamber breakfasts and BNI produce goodwill and no data. An affiliate program is the same relationships with a link, a code, and a number attached. Not a criticism of networking, a promotion of it.

**Pain pairing:** #3 (networking isn't a channel).

**Subject line options:** `bni` | `chamber` | `handshakes`

**Structure:**
> {relevance: a chamber, BNI, association, or local event signal from research}
> {pain: a hundred handshakes, zero tracking, no idea what any of it produced}
> {value prop: same relationships with numbers on them, every partner gets a link, a code, a payout}
> {soft CTA: diagnostic question}

**Example:**

> Hey Tom,
>
> Noticed {company} has been in the {chamber} for a few years now.
>
> Breakfasts, BNI, coffee at 7am. A hundred handshakes and no way to tell what any of it actually produced. I'm not knocking it. It's just hoping, and hoping isn't a channel.
>
> An affiliate program is those same relationships with numbers on them. Every partner gets a link, a code, and a payout when somebody actually books.
>
> How many jobs came out of the last year of breakfasts? Does anybody know?

---

# FRAMEWORK 3: "Who Sent You That Customer" (the attribution gut punch)

**Angle:** The exercise that ends the argument. Pull your last twenty customers and name who sent each one. Most owners get to four and stop. That is not a paperwork problem, it's the reason word of mouth never compounds. You can't thank, pay, or ask again if you don't know.

**Pain pairing:** #4 (word of mouth unmeasured and uncompensated).

**Subject line options:** `who sent them` | `last twenty` | `no idea`

**Structure:**
> {relevance: years in business or a review theme, from research}
> {pain: pull the last twenty customers, name who sent each one, they can't}
> {value prop: with tracking on it you can thank them, pay them, and ask for the next one}
> {soft CTA: send-the-case-study ask, naming the business type}

**Example:**

> Hey Dana,
>
> Saw {clinic} has been in {metro} since {year}.
>
> Try this one. Pull your last twenty patients and write down who sent each one. Most owners get through four or five and stop, because nobody wrote it down anywhere.
>
> That's not a records problem. If you can't see which barbershop or gym produced what, you can't thank them, pay them, or ask for another one. So the best channel you have never grows.
>
> Want me to send over what that looks like with tracking on it, plus the case study from another men's clinic?

---

# FRAMEWORK 4: "He Sent You Six" (the unpaid referrer)

**Angle:** The most specific, most human angle in the file. There is a guy in their market who has sent them multiple customers and received nothing. No link, no note, no check. He isn't angry. He just stopped thinking about them. Referrals die from neglect, not from lack of goodwill.

**Pain pairing:** #5 (referrers have no reason to do it twice).

**Subject line options:** `the gym owner` | `six people` | `he got nothing`

**Structure:**
> {relevance: their trade and neighborhood, from research}
> {pain: somebody has sent them six customers and got nothing, so he stopped}
> {value prop: give that person a code and a commission and the trickle becomes a channel}
> {soft CTA: diagnostic question}

**Example:**

> Hey Chris,
>
> Saw {company} is the HVAC shop {neighborhood} keeps naming in reviews.
>
> Somewhere in your market there's a guy who's sent you six jobs. A plumber, maybe a realtor. He got nothing back. No link, no note, no check. He's not mad about it. He just stopped thinking about you.
>
> Referrals don't die from bad will. They die from neglect. Give that guy a code and a commission and six turns into twelve.
>
> Who's sent you the most work and never got a dime for it?

---

# FRAMEWORK 5: "The Channel That Never Came Here" (the industry proof)

**Angle:** The honest proof play. Affiliate programs built the DTC economy. National brands grew on partners, not ads, and there are agencies whose whole business is placing trained affiliate managers inside them. None of it ever came to local business, where the map is denser and the trust is closer. Also the framework that defuses the hijacked word.

**Pain pairing:** #2 (the word got hijacked by coupon sites and fake influencers).

**Subject line options:** `clickbank` | `how they grew` | `never came here`

**Structure:**
> {relevance: their vertical and metro, from research}
> {pain or reframe: the word "affiliate" sounds like coupon sites, so nobody local ever built one}
> {value prop: the model that built those brands, brought down to their street, with the actual partner types named}
> {soft CTA: send-the-case-study ask, naming the business type}

**Example:**

> Hey Ryan,
>
> Saw {company} covers {metro} and three counties around it.
>
> Every supplement brand you've seen an ad for grew on affiliates, not ads. Partners with links, commissions, a leaderboard. There are agencies whose whole business is placing a trained affiliate manager inside those companies.
>
> None of it ever came down to local. And "affiliate" sounds like coupon sites, so nobody bothered. It isn't. It's the barbershop three blocks from you with your exact customer in the chair.
>
> Want me to send the short version for {company}?

---

# FRAMEWORK 6: "One Relationship Away" (the competitor urgency)

**Angle:** The gym points one direction. So does the realtor and the roofer. These are exclusive by nature, whether anyone says so or not. Whoever sets it up first owns that door and the second one in gets a polite no. Nobody local has done it yet, which is the only reason it is still open.

**Pain pairing:** #8 (competitors are one relationship from locking your best source).

**Subject line options:** `the gym` | `one relationship` | `first one in`

**Structure:**
> {relevance: a named competitor or a crowded market signal, from research}
> {pain: your best referral source only points one direction, and it's first come}
> {value prop: build the program first, own the door, and nobody local has done it yet}
> {soft CTA: send-the-case-study ask, naming the business type}

**Example:**

> Hey Sal,
>
> Saw {company} and {competitor} both work {metro} pretty hard.
>
> Here's the thing about referral sources. The gym points one direction. So does the realtor, the roofer, the guy who does everybody's plumbing. Whoever sets the deal up first owns that door, and the second one in gets a polite no.
>
> Nobody in your market has done it yet. That's the only reason it's still open.
>
> Want me to send the case study on how another {vertical} owner locked theirs up first?

---

# FRAMEWORK 7: "Four Ways to Get Credit" (the tracking angle)

**Angle:** The operational proof that this is real and not a handshake. Referral programs die because partners don't trust the count. So every partner gets four attribution paths (link, QR, promo code, who-sent-you field on intake) all wired to one record, audited weekly. Owners who have been burned by "referral programs" need this one.

**Pain pairing:** #6 (no attribution means no management).

**Subject line options:** `the code` | `who gets credit` | `the counter card`

**Structure:**
> {relevance: their front desk, intake, or booking flow, from research}
> {pain: partners quit when they think they got shorted on credit}
> {value prop: four ways to get credit, one record, audited weekly}
> {soft CTA: send-the-case-study ask, naming the business type}

**Example:**

> Hey Nina,
>
> Saw {company} runs the {neighborhood} location.
>
> The reason most referral programs die is nobody trusts the count. Partner sends three clients, gets credited for one, says nothing, quietly quits.
>
> So every partner gets four ways to get credit. Their own link. A QR card on their counter. A code your front desk types in. And a who-sent-you field on your intake. All four land on the same record, audited every week.
>
> Want me to send the short version of that setup for {company}, plus the case study from another med spa owner?

---

# FRAMEWORK 8: "The Handshake That Died" (we recruit your first 10)

**Angle:** Every owner has had the "let's send each other business" conversation. Both sides meant it. Three weeks later, nothing, because nobody owned it and there was nothing to own. The fix is that recruiting and onboarding are our job, not theirs. Ten partners handed over, already set up.

**Pain pairing:** #7 (the handshake dies in three weeks).

**Subject line options:** `three weeks` | `first ten` | `we do the asking`

**Structure:**
> {relevance: years in business or a trade signal, from research}
> {pain: the let's-refer-each-other conversation that both sides meant and nobody owned}
> {value prop: we recruit, sign, and set up the first ten partners, they approve who's in}
> {soft CTA: send-the-case-study ask, naming the business type}

**Example:**

> Hey Dave,
>
> Saw {company} has been roofing {metro} since {year}.
>
> You've had the conversation. Let's send each other business. Both of you meant it. Three weeks later nothing happened, because nobody owned it and there was nothing to actually own.
>
> That part is ours. We go recruit them, sign them, set up the links and codes, and hand you ten partners already running. You approve who's in.
>
> Want me to send the short version, plus the case study from another roofing company?

---

# FRAMEWORK 9: "Only When It Books" (the commission angle)

**Angle:** The performance frame, said once, plainly. We take a flat commission on customers the program actually produces. Not impressions, not clicks, not leads. Which means we are the ones pushing partners to send, because that is how we get paid. Meta gets paid whether a customer shows up or not.

**Pain pairing:** #9 (rising ad prices, falling lead quality).

**Subject line options:** `per customer` | `only when it books` | `how we get paid`

**Structure:**
> {relevance: their vertical and region, from research}
> {pain: paying more per lead for leads that shop harder and answer less}
> {value prop: a flat commission per customer the program produces, so the incentive sits on our side (ONE performance line, near the CTA)}
> {soft CTA: performance question}

**Example:**

> Hey Luis,
>
> Saw {company} runs routes across {region}.
>
> What you pay per lead climbs every year and the leads shop harder, answer less, and show up already annoyed. Meanwhile a referred customer books in one call and never asks who else you compared to.
>
> So we built the affiliate side and took a flat commission per customer it actually brings you. Not clicks. Customers. Which means we're the ones pushing the partners, because that's how we eat.
>
> Worth a look if the money only moves when a customer does?

---

# FRAMEWORK 10: "The Hire You Can't Make" (the dedicated person)

**Angle:** The reason this channel sits empty in every local market. A real affiliate manager is a full-time skill set: recruiting, relationship management, campaign production, attribution, payouts. No local business hires that role. We place the person and manage them. That is the part nobody else offers.

**Pain pairing:** #10 (you can't hire for this).

**Subject line options:** `the hire` | `nobody's job` | `full time`

**Structure:**
> {relevance: their vertical and metro, from research}
> {pain: it's a full-time skill set, nobody local hires it, so it never gets done}
> {value prop: we place a dedicated person on the business and manage them}
> {soft CTA: send-the-case-study ask, naming the business type}

**Example:**

> Hey Ken,
>
> Saw {company} runs {vertical} out of {metro}.
>
> A real affiliate manager is a full time job. Recruiting partners, keeping them warm, writing the campaigns they send out, tracking every code, running payouts. You're not hiring that in {metro}, and your office manager can't pick it up on a Tuesday.
>
> That's exactly why this channel sits empty in every local market. We place the person and manage them for you.
>
> Want me to send what that person actually does week to week, plus the case study from another {vertical} owner?

---

# FRAMEWORK SELECTION LOGIC

| Research Finding | Best Framework |
|---|---|
| Heavy ad footprint: LSA, Meta ads, lead vendor logos, "financing available" pages | #1 (The Rent You Already Pay) |
| Chamber, BNI, association badge, local event sponsorships on the site | #2 (A Hundred Handshakes) |
| No "how did you hear about us" field anywhere; reviews mention neighbors sending people | #3 (Who Sent You That Customer) |
| An obvious adjacent trade in their market, or a review that names a referrer | #4 (He Sent You Six) |
| Owner is skeptical, sophisticated, or has been pitched hard; needs the model validated | #5 (The Channel That Never Came Here) |
| Crowded metro, a named direct competitor, or a competitor already doing partner-shaped things | #6 (One Relationship Away) |
| They have an existing refer-a-friend page or a dead referral program | #7 (Four Ways to Get Credit) |
| Long-established, relationship-driven, a partner logo strip with nothing behind it | #8 (The Handshake That Died) |
| Owner posting about lead prices, shared leads, or lead quality | #9 (Only When It Books) |
| Small team, owner-operator, no marketing person on the about page | #10 (The Hire You Can't Make) |
| No clear signal | Default to #4 or #1 |

---

# FOLLOW-UP SEQUENCE

Same rules as first touch. 50-100 words, zero em-dashes, no AI footprint, no links, one question at the end. Never attach the map. Never ask for the call until they reply.

**Email 2 (Day 3) - Different Angle:**
> Hey {first_name}, sent a note the other day about {original pain}. Different thought. {one sentence pivot to another pain, e.g. "there's probably one person in your market who's sent you several customers and never got so much as a thank you note"}. That's the part I'd fix first, because it's already working and nobody's touching it. Is that showing up on your end?

**Email 3 (Day 7) - The Short One:**
> Hey {first_name}, did my last note land? Wondering whether referred business is something you're building on purpose this year, or whether it's still whoever happens to send somebody?

**Email 4 (Day 14) - The Breakup:**
> Hey {first_name}, last one from me. If building an actual affiliate program (the gyms, the realtors, the trades around you, each with their own link and a commission when somebody books) isn't a priority right now, no worries at all. This strategy came out of my years training under Jay Abraham, and it's the one channel local businesses own outright instead of renting. If it ever moves up the list, I'm around. Fair enough?

---

*End of Cold Email Frameworks - The Affiliate Machine (Local Business) v1*


### LinkedIn Messaging Framework

# AFFILIATE MACHINE — LINKEDIN MESSAGING FRAMEWORK (LOCAL BUSINESS)
**The short flow: connect → one real question → the affiliate reframe → case study + the 20 minute game plan session**

Not a script to read out loud. Four touches, most of them one paragraph. Owner to owner, plain, typed by a human. No em-dashes, no exclamation marks, no polish that smells like software wrote it.

The whole framework rests on one question the owner has never been asked: **who sends you customers besides your ads, and does anyone track it?**

---

## Step 0 — The connection note (under 300 characters, one research detail, zero pitch)

One specific thing you actually saw. No offer, no link, no "I help businesses." If you cannot find a detail, skip the profile.

> Hey {first name}, saw {company} has been running {solar} around {city} since {year}. I spend most of my time with local owners on the referral side of the business. No pitch, just like keeping track of people building something real here. Glad to connect.

**Other openers that fit under the limit:**
- "Hey {first name}, noticed you went from {two trucks to nine}. That is the hard part and most people quit before it. Connecting because I work with owners in {trade} on the referral side."
- "Hey {first name}, your post about {hiring techs} was honest in a way most owner posts are not. Would like to follow along."
- "Hey {first name}, saw {company} shows up all over {neighborhood}. I work with local owners on partner and referral programs. Connecting, nothing to sell today."

**Rules for Step 0:** one detail, one sentence about you, one line of reason. Never the word affiliate yet. Never a link. Never a calendar.

## Step 1 — The opener after they accept (warm, one question)

Wait for the accept. Then one message, one question, and stop typing.

> Hey {first name}, thanks for connecting.
>
> Quick one since you are in it every day. Outside of your ads, who actually sends you customers? And when somebody does send you one, does anybody track it?

**Variations of the engine question (pick one, never stack two):**
- "Besides paid, where do your best customers come from? The ones who show up already sold."
- "When a {gym owner / realtor / plumber} sends you a customer, does anyone write it down anywhere?"
- "Curious how much of your book comes from other local businesses versus ads right now."
- "Do you know the name of the person who has sent you the most business this year? Most owners cannot answer that and it always surprises them."

**What the answers tell you:**
- "Mostly word of mouth" → they already have the channel, they just have no system on it. Easiest conversation you will have.
- "All ads" → go straight at costs and lead quality in Step 2.
- "We do some networking, BNI, chamber" → they know it produces something and cannot prove what. Point at the tracking.
- "We have a referral program" → ask what it paid out last month. Almost nobody can answer.

## Step 2 — The mechanism (the affiliate reframe)

Send after any reply. Keep it under 120 words. This is the whole idea and it lands in one paragraph.

> The reason I ask is this. Every business already touching your customers is a sales channel you are not using. The {barbershop, the gym, the BJJ gym} for you, the {roofers and realtors} for the solar guys. Right now that traffic is a favor. We turn it into an affiliate program: each one signs up as a partner, gets their own tracking link, QR code and promo code, and gets paid per customer that actually books. Big online brands have run their whole growth this way for twenty years. ClickBank, the supplement brands you see everywhere, most of that was partners, not ads. Nobody ever brought it to local business.

**If they push back on the word affiliate, this is the follow up:**

> Not coupon sites or influencers with fake followers. Same mechanics, local address. The barbershop three blocks over with your exact customers in the chair, with a link and a reason to use it.

**The costs angle (use when they said "all ads"):**

> You already pay a middleman a commission for customers. It is called Meta. Difference is you cannot build a relationship with an algorithm and it raises the rent every year. A partner sends you somebody pre-sold and you only pay when they book.

## Step 3 — The close (case study, then the game plan session)

Once they engage with Step 2, do not ask permission to send anything. Send it and put the session next to it.

> Sending you a short case study of how this ran for another {HVAC} shop so you can see the shape of it: {case study link}
>
> Either way, the useful thing is 20 minutes. We build your affiliate map on the call. The actual businesses in {city} touching your customers, which ones to sign first, what to pay them, and what to hand them so they can send. It is yours whether you run it yourself or we run it for you. Here is my calendar: {booking link}

**Rules for Step 3:**
- No links in Step 0 or Step 1. The reply is the trigger. Links only appear here.
- Never "would you be open to," "let me know if you'd like," or "does that make sense." Permission asks kill this.
- The map is the deliverable of the call, not the call itself. Say that plainly.
- "Yours either way" stays in every version. That line is the reason people book.

---

## Who to connect with (targeting notes)

The framework only works on people who can say yes by themselves. Filter before you send.

- **Titles that work:** Owner, Founder, President, General Manager, Managing Partner, Practice Owner. In the trades, "Owner" is usually literal.
- **Size band:** roughly 5 to 60 employees. Under that they cannot fund a build. Over that you are talking to a marketing director who has to sell it internally.
- **Green flags on the profile:** posts about hiring or trucks or the shop, multiple locations, before-and-after photos, complaints about lead costs, anything that shows they run the business rather than describe it.
- **Skip:** anyone whose headline is a marketing offer, anyone with a "book a call" banner, franchise employees, and any profile with no activity in a year.
- **The research detail can come from anywhere:** a post, the company page, a Google review they replied to, the truck wrap, the years-in-business line. One real detail beats three generic ones.

---

## Objection table (owner voice, DM length answers)

| What they say | What is actually underneath | The reply |
|---|---|---|
| "I already get referrals." | True, and it is unmeasured and uncompensated. | "Good, that means the channel already works. Question is who sent the last five and what did they get for it. Right now the answer is nothing, which is why it never grows." |
| "Sounds like a lot of work." | They picture themselves managing it. | "It is, which is why nobody local does it. That is the part we take. You approve the partners and the payout. Somebody is placed on your business to run the rest of it." |
| "My partners wouldn't want money." | Real in medical adjacent and some trades. | "Some cannot take it, and that is normal. Those get a perk tier instead. Same link, same tracking, paid in trade. What kills partnerships is not the money, it is nobody keeping score." |
| "What's the catch?" | They are waiting for the retainer trap. | "No catch worth hiding. Build fee to start, monthly after that for the person running it, and a flat commission per customer the program actually brings you. We get paid when your partners produce. That is the whole incentive." |
| "Too busy right now." | Usually true. | "That is the argument for it. This runs whether or not you are in it. Take the 20 minutes, keep the map, run it in the slow season if that is better timing." |
| Silence, day 4 | The message got buried, not rejected. | "One thing I forgot to ask. Who is the one business in {city} you wish would send you customers and never has? That is usually the first name on the list." |
| Silence, day 10 | Interest cooled, do not chase. | "Closing the loop so I stop cluttering your inbox. If the referral side ever becomes the thing you want to fix, I am here. Good luck with {specific thing from their profile}." |

---

## Vertical swap table

Name the partner types out loud. Specificity is what makes an owner picture it.

| Vertical | Partner types to name in the DM | The line that lands |
|---|---|---|
| **Solar** | Roofers, electricians, HVAC contractors, realtors, property managers, pool builders, EV charger installers | "The roofer is standing on the house six months before you ever get the lead." |
| **HVAC** | Plumbers, electricians, home inspectors, realtors, property managers, insulation and attic crews, handymen | "The home inspector knows the system is dying before the homeowner does." |
| **Men's health clinic** | Barbershops, gyms, BJJ and MMA academies, supplement shops, chiropractors, golf clubs, physical therapists | "Your exact customer is sitting in a barber chair right now talking about being tired." |
| **Med spa** | Hair salons, nail and lash studios, boutique fitness, bridal and event planners, photographers, cosmetic dentists | "The salon has your customer in the chair for 90 minutes with a mirror in front of them." |
| **Gym** | Physical therapists, chiropractors, sports medicine clinics, supplement shops, youth sports clubs, HR at local employers | "The PT clinic discharges somebody every week who was just told to keep moving." |
| **Roofing** | Insurance agents, realtors, gutter and siding crews, painters, property managers, solar installers, tree services | "The insurance agent hears about the storm damage before you do, every single time." |

**Perk tier note:** for anything medical adjacent, lead with the perk tier, not cash. "Same link, same tracking, rewarded in trade." It removes the objection before they raise it.

---

## Phrase bank for the mechanism (rotate, one per message, never two)

- "Word of mouth already works for you. It is just unpaid, untracked, and nobody ever says thank you, so it never compounds."
- "Networking is hoping. An affiliate program is the same thing with numbers on it."
- "Everybody already touching your customers becomes a partner with their own link and their own reason to send."
- "The handshake deal dies in three weeks because both sides mean it and neither one owns it."
- "If you cannot see which partner produced what, you cannot pay it, grow it, or fix it. Every partnership turns into a vibe."
- "Big online brands have run on partners for twenty years. It just never came down to Main Street."
- "The gym only points one way. First person to build the program owns that door."
- "A referred customer shows up pre-sold and does not price shop you against three other quotes."
- "You already pay commission for customers. Meta just does not send you a Christmas card."
- "Nobody local hires an affiliate manager, which is exactly why the channel is sitting there empty."

---

## Rules

- Four touches maximum before the day 10 close out. If they reply at any point, answer like a person first, then move to the next step.
- One question per message. One phrase from the bank per message.
- Never say: power partners, channel partners, joint venture, synergy, lead gen, "scale your business," "book a call with me." The booking link rides along as "here is my calendar."
- Never claim results we do not have. Reference the industry, not fake clients. ClickBank, Agora, the supplement world, the agencies that place affiliate managers inside those brands. That is real and it is enough.
- Match the case study to their vertical. If we do not have one for their trade, send the closest neighbor and say so.
- If you catch yourself explaining to a 20 year owner why referrals matter, delete it. They know. Point at the tracking gap instead.


### LinkedIn Headline & About

# LINKEDIN PROFILE — THE AFFILIATE MACHINE (v3)
**Headline · About · Banner spec · July 2026**

> **The voice this version runs on:** East 5th Avenue energy as the main inspiration — the deal-maker who makes partnerships easier and more profitable, warm, abundant, everybody-eats — with Jay Abraham as the copy philosophy underneath: preeminence. Be the advocate for the client's best interest before they're a client, teach openly, speak with certainty, fall in love with the client and not the product. Less flyer, more person. No audience callouts: small teams with big dreams, local or national, coaches and consultants welcome — implied, never listed as targeting.

---

## HEADLINE OPTIONS (220 chars)

**A. (Recommended — the deal-maker)**
`I make referral relationships pay | We build your affiliate program, recruit your partners, run their promos, and cut the checks | Partnership marketing for everybody the industry forgot`

**B. (The advocate — most Jay)**
`Your referral partners are your most undervalued asset. I'm their advocate. | Affiliate programs built, partners recruited, commissions paid | Deals > ads`

**C. (The E5A echo — warm and commercial)**
`I make partnerships easier and more profitable | Your affiliate program built and run for you: partners, promos, tracking, payouts | Trained under Jay Abraham`

**D. (Shortest, boldest)**
`Deals > ads. | I build affiliate programs and recruit the partners who send you customers | The checks clear, the relationships compound`

**The tagline:** **"Make your referrals pay."** *(alt: "Deals > ads." / "Partnership marketing, brought to Main Street.")*

---

## ABOUT SECTION

Last month, somewhere in America, a plumber opened an envelope with a commission check inside — because a homeowner he'd vouched for became somebody's customer. He'd been making referrals like that for years. This was the first time anyone tracked it, thanked him, and paid him.

He's going to do it again next week. That's the whole business, right there.

I'm in partnership marketing. It's the oldest deal in commerce — you have the trust, I have the offer, let's both eat — and the online world industrialized it years ago. The biggest brands on the internet grew on affiliate programs: partners with tracking links, commissions on results, leaderboards, dedicated managers whose entire job is recruiting partners and keeping them producing. There are firms that have placed hundreds of those managers and masterminds where million-dollar partnerships get struck over breakfast. I study that world closely. It works, it compounds, and it's one of the most joyful ways to grow a business, because every win pays two people.

Here's what I couldn't stop noticing: that entire machine was built for brands with big lists and bigger budgets. Everyone else — the small team with the big dream, the coach, the consultant, the company on the corner that's excellent at what it does — got left with chamber breakfasts and hope.

And they're the ones sitting on the richest untapped partnerships in the game. The businesses around them already have their customers. The goodwill already exists. Nobody ever built the rails.

So that's what we do. We build your affiliate program — the links, the codes, the portal, the leaderboard. We go recruit your partners ourselves, starting with ten. We write their promos and get on the phone to help them send. We audit the numbers weekly, always in the partner's favor, and we cut the checks. You own every piece of it: the program, the partners, the relationships.

The philosophy underneath comes from Jay Abraham, who I trained under: your job is to be the most valuable advocate your client — and your partner — ever had. Structure every deal so the other side wins first, and the money follows in both directions. Fifteen years of running my own shop and thirteen years of cold email taught me the rest: rented attention decays, relationships compound.

If you've ever said "most of our best customers come from referrals" — I believe you. Now let's find out who, thank them, pay them, and build the machine that makes it happen on purpose.

**Message me and I'll map your partners for free — every business and voice that should be sending you customers. It's yours whether we ever work together or not. That's the advocate part.**

---

## BANNER (built: `linkedin-banner-final.png`)

Baseline: the alt-referral banner, upgraded. 1584×396, text in the left 62% safe zone, flyer color system.

- **Eyebrow:** `PARTNERSHIP MARKETING, BROUGHT TO MAIN STREET`
- **Headline:** `Your best referral source` / accent line `has never been paid.`
- **Rule:** 60×4px `#c96f2e`
- **Sub:** `We build the program. We recruit the partners. We cut the checks. You get the customers.`
- **Footer left:** `OWNED AUDIENCE · USINGAITOSCALE.COM` · **Badge right:** `Deals > ads`
- Same navy `#0f2740`, accent circles, Helvetica stack as the flyer.

## FEATURED SECTION
1. The Affiliate Machine one-pager · 2. A case study flyer · 3. The plumber-check post (write it — it's the About's opening scene as a standalone post) · 4. Newsletter signup

## RULES
- The four verbs are the brand: **built, recruited, run, paid.** Every asset should contain them.
- "We cut the checks" stays — it's the most concrete differentiator in the whole positioning.
- The advocate frame (free map, partner-favored audits, other-side-wins-first) is the Jay layer. Never drop it for punchier copy.
- No audience lists, no verticals on the profile. No other firm's client results claimed. Price never on the profile.


## 5. Content & Education

### Newsletter Framework

# AFFILIATE MACHINE — NEWSLETTER FRAMEWORK (EDUCATIONAL)
**The teaching asset that sits under the offer · local business audience · July 2026**

---

## What this newsletter is

A weekly education letter that teaches local business owners how affiliate and partner programs actually work. Not a promo list. Not a drip sequence with a coat on. A real letter that takes one piece of the machine per issue and explains it well enough that the reader could go build it themselves on a Saturday.

That is the point. We give the method away. Affiliate marketing is a mature, proven channel that built a large slice of the online economy, and almost no local owner has ever had it explained to them in plain language. So we explain it. Some readers run it themselves, which is fine and makes them better prospects later. Most read four issues, realize the recruiting, the tracking, the campaigns, and the payouts are a full time job nobody local hires for, and reply asking who does this.

The positioning in one line: **the channel that grew the online brands, brought down to Main Street.**

What it is not: a company update, a case study dump, a place to announce our pricing. Value first, three issues out of four, no exceptions.

---

## Name options (pick one)

| Name | Positioning line | Who it is for |
|---|---|---|
| **The Referral Channel** | Turning the referrals you already get into a channel you can actually measure. | Owners who know word of mouth works and cannot prove what it produced. The safest, clearest name. |
| **Main Street Affiliates** | The affiliate playbook that built the online brands, rebuilt for the business on the corner. | Owners who have heard of affiliate marketing and assume it is not for them. Names the wedge directly. |
| **Who Sent You** | Two words most local businesses never ask, and the whole growth channel hiding behind them. | Front desk and owner-operator businesses. Best hook of the six, most memorable, weakest at explaining itself cold. |
| **The Partner Program** | How to build the thing your competitor has not built yet: paid partners with links, numbers, and a reason to keep sending. | Owners in competitive local markets. Sounds like a real business asset, not a marketing newsletter. |
| **Borrowed Customers** | Other people already have your customers. Here is how to earn your way into the introduction. | Owners tired of ad costs. Slightly provocative, best open rates, needs a soft first line so it does not read as poaching. |
| **The Local Channel** | Ads are rented. Networking is hoping. This is the third option nobody built. | Broadest of the six, works across every vertical, easiest to run vertical editions under (The Local Channel, HVAC Edition). |

**Recommendation if Justin wants one:** *The Referral Channel* for the main list, because it starts inside a belief the owner already holds. *Main Street Affiliates* is the better name if we want the wedge doing the work in the subject line every week.

---

## Cadence and format

- **Weekly. Tuesday, 6 to 7am local.** Tuesday beats Monday for owners. Monday morning they are running the shop.
- From a person, not a brand. "Justin at {brand}." Reply-to monitored, because replies are the pipeline.
- 500 to 800 words. Plain text feel, one image or diagram maximum, usually none.
- Subject lines: short, concrete, no colons, no em-dashes, no curiosity bait. "The gym owner who sent you six customers" beats "The one referral mistake costing you thousands."
- Written at a truck-cab reading level. Short sentences. Owner nouns: booked jobs, showed consults, closed installs, front desk, counter.

## The fixed skeleton

Every issue, same six beats, in this order. The skeleton is what makes it writable in 40 minutes.

1. **Hook scene.** Two to four sentences of something that actually happened. A shop, a counter, a conversation. Never open with a statistic or a question.
2. **The teach.** One mechanic explained all the way through. The reader can run it without us. This is the body and it is the reason they stay subscribed.
3. **The local example.** Same mechanic dropped into a named vertical. Solar, HVAC, men's health, med spa, gym, roofing. Rotate so every reader sees their own trade about once a month.
4. **The proof or the number.** One honest data point. Industry history, a public reference, or our own permissioned client result. Never invented, never borrowed and reworded as ours.
5. **One soft ask.** Rotate: reply with your city, reply with your top three partner guesses, forward this to one owner, grab 20 minutes and we build your affiliate map on the call. One ask only.
6. **The P.S.** Always. Personal note, a one line teaser for next week, or the honest scarcity note when it is true.

---

## 12 issue outlines

**1. The ad platform is an affiliate program you don't own**
*The one idea:* you already pay a middleman a commission for customers. It is called Meta.
*The teach:* walk the actual money path of a paid lead versus a referred customer. Cost per lead, show rate, close rate, price shopping. Then the part that matters: with the platform you rent the relationship and the rent goes up. With a partner you own it and the price is fixed at what you agreed to pay. Close on the question of who owns the customer list on each path.

**2. What ClickBank knows that your town doesn't**
*The one idea:* affiliate marketing is not a gimmick, it is infrastructure, and it has been for decades.
*The teach:* a plain history of the affiliate channel online. Networks, links, cookie windows, commissions, payouts, the affiliate manager role, why brands staff it as a real function. Then the wedge: every mechanic here works exactly the same when the partner is a barbershop instead of a website. Nobody built it locally because there was no software and no manager.

**3. The gym owner who sent you six customers and never got a thank-you**
*The one idea:* referrals die from neglect, not from lack of goodwill.
*The teach:* the lifecycle of an unmanaged referrer. Sends one, gets nothing, sends another, hears nothing, stops. Show the three cheap fixes: acknowledge within 48 hours, tell them what happened to the person they sent, give them something to hand out. Then the upgrade to a tracked link and an actual payout.

**4. Why the handshake deal always dies in three weeks**
*The one idea:* both sides mean it and neither one owns it.
*The teach:* anatomy of the "let's send each other business" coffee meeting. No assets, no cadence, no scorekeeping, no owner. Give the reader the four things that make it survive: a named owner on each side, a monthly touch, one piece of collateral, and a number both parties can see.

**5. How to track a referral that never clicks a link**
*The one idea:* local attribution is a stack, not a link.
*The teach:* the four paths. Unique link, QR code on a counter card, promo code the front desk types in, and a "who sent you" field on the intake form. Wire all four to the same partner record. Then the rule that keeps programs alive: audit weekly and resolve every ambiguous case in the partner's favor. Partners who distrust the numbers quit quietly.

**6. What to pay a partner, and what to pay when they can't take cash**
*The one idea:* flat per customer beats a percentage, and a perk tier solves the rest.
*The teach:* how to set the number backwards from your ticket size and close rate, why flat is simpler than percent of sale for cash businesses, and why you pay on a showed or closed event and never on a click. Then the perk tier for medical adjacent partners and anyone whose license or culture makes cash awkward. Same link, same tracking, rewarded in trade.

**7. The counter card that outperformed a $3k ad month**
*The one idea:* the cheapest asset in the program is a piece of cardstock at a register.
*The teach:* what actually goes on the card. The partner's name on it, not just yours. A specific perk for their customers. A QR that lands on a co-branded page. Where it sits, who restocks it, and how to know it worked. Include the honest caveat about which businesses this fails at and why.

**8. Networking versus a channel**
*The one idea:* networking is hoping, a program is a system with numbers.
*The teach:* side by side comparison of the chamber breakfast and the affiliate program. Who carries the message, what it costs, whether it is tracked, whether it compounds, who owns it. Not an attack on networking. Networking is how you meet the partner. The program is what happens after.

**9. Your competitor is one conversation from locking up your best referral source**
*The one idea:* the gym only points one way.
*The teach:* why partner relationships are close to winner take all at the local level. A partner who already has a paid, working relationship with one provider has no reason to add a second. Show the reader how to rank their own partner list by exclusivity risk and go get the top three first.

**10. How the big supplement brands actually grew**
*The one idea:* most of that growth came from partners, not ads.
*The teach:* the affiliate manager role explained. What that person does all day: recruiting, onboarding, campaign production, relationship maintenance, attribution, payouts. Why the role exists at real brands and why no local business has ever hired it. Land on the honest conclusion: the channel is empty locally because the job is empty locally.

**11. The first payout changes everything**
*The one idea:* nothing recruits partner eleven like partner three getting paid.
*The teach:* how to run the first payout on purpose. Pay fast, pay visibly, tell the partner exactly which customer it came from, and let the other partners see it. The leaderboard, the spotlight, the referral of referrers. This is the compounding mechanic and most programs never reach it because they never got clean numbers.

**12. Who should be in your first ten**
*The one idea:* your first ten partners decide whether the program lives.
*The teach:* the selection filter. Do they touch your customer within 30 days of the buying moment, do they have a list or a counter, is the relationship non-competitive, will they actually pick up the phone. Then a worked example in one vertical, ranked, with the opener you would use on number one.

**Reserve bench for weeks 13 and up:** the affiliate agreement in plain English · what to hand a partner who has no email list · the monthly co-promotion calendar · how to fire a partner without losing the relationship · what happens in month six when the leaderboard flattens.

---

## Production rhythm

Same discipline as every other letter we run. The skeleton is doing the heavy lifting, so this fits in one working morning.

- **Friday:** pick next week's issue off the outline list and write the hook scene while it is still fresh. The scene is the only part that cannot be batched.
- **Monday:** draft the teach and the local example. Rotate the vertical so no trade goes more than five weeks without seeing itself.
- **Monday afternoon:** fact check the proof line. Every number gets a source next to it in the draft file, even the ones that will not appear in the final copy.
- **Tuesday 6am:** send. Reply-to monitored the same morning, because the replies are the whole point and they come in the first three hours.

## Segments

One issue, small swaps at the ask.

- **Prospects (local owners):** the standard issue, ask rotates between reply, forward, and the 20 minute game plan session.
- **Active clients:** same teach, ask swapped to "here is how this shows up in your program this month." Retention is watching the method keep working.
- **Partners inside client programs:** they get the letter as partners, and the issues about payouts, perks, and counter cards are the ones that make them better affiliates. They are also our next customer list.
- **Referral sources (agencies, consultants, vendors who serve local business):** monthly variant with a line about who we are looking to be introduced to.

## Repurposing (one issue, four assets)

Nothing gets written once. Each issue feeds the rest of the machine.

1. **LinkedIn post** built from the hook scene and the single idea, ending on the teach, never on a link.
2. **A cold email angle.** The best issues become the pain point at the top of a sequence, cut to four lines.
3. **A DM phrase.** Any line from an issue that earned replies goes into the LinkedIn framework's phrase bank.
4. **The library.** Twelve issues in, the archive is a real education asset we can point a prospect at during a sales call.

---

## Growth: where subscribers come from

- **Cold email replies.** Every positive reply that does not book gets offered the letter. This is the largest single source and it costs nothing extra.
- **The case studies.** Subscribe box at the bottom of every hosted case study page. Someone reading a case study end to end is the exact reader.
- **LinkedIn.** One post per week built from that week's issue, ending with the letter, not a link dump. The DM framework mentions it only after a reply.
- **Partner cross-promos.** The partners inside client programs get the letter too, and their own newsletters mention it when they cross-promote. Partners are also our next customers, which is the quiet second business here.
- **The flyer QR.** The Affiliate Machine flyer and counter cards carry a QR to the subscribe page. Trade shows, chambers, home shows, supply houses.
- **Client lists, with permission only.** When a client's own list gets the program announcement, the letter is offered as an optional extra, never auto-subscribed.

## The ratio rule and what we measure

**Three of four issues are pure value with a soft ask.** The fourth carries a direct offer, and it still teaches something first. If a reader could not learn anything from an issue, that issue does not send.

Metrics that actually matter, in order:
1. **Reply rate.** Replies are pipeline. A 500 person list with 12 replies an issue beats a 5,000 person list with two.
2. **Game plan sessions booked per issue.** Tagged by source so we know which issue does the work.
3. **Forwards and new subscribers from forwards.** Owner to owner forwarding is the strongest signal the teaching is real.
4. **Open trend over four weeks.** The trend, never the single number.
5. **Unsubscribes.** A spike means we pitched too much. Correct the ratio the next week.

## Standing rules for every issue

- No em-dashes anywhere in the issue or the subject line.
- Banned words: unlock, 10x, synergy, leverage as a verb, transform, game-changer, disrupt, revolutionize, "scale your."
- No invented results. Ever. Industry references are cited as industry, our results are cited as ours and only when permissioned, and a client is never named without written sign off.
- Honest proof only. The affiliate channel's history, the public brands built on it, and the fact that agencies exist whose whole business is placing trained affiliate managers inside those brands. That is real and it is enough. We never borrow another firm's numbers and let them read as ours.
- No medical claims in any men's health or med spa issue.
- Every issue must pass the giveaway test: could a reader run this play without us. If the answer is no, it is a brochure, not an issue.


### LinkedIn Ads

# LINKEDIN ADS — THE AFFILIATE MACHINE
**Copy + creative, ready to paste into Campaign Manager · July 2026**

Creative files in this folder: `ad-a-who-sent`, `ad-b-rent`, `ad-c-proof` — each in **1200x627** (feed) and **1080x1080** (square). Rendered at 2x for retina.

**LinkedIn character limits to respect:** intro text 150 chars before "see more" (600 max) · headline 70 chars (200 max, but 70 keeps it on one line) · description 70 chars (often not shown).

---

## AD A — "Who sent you that customer?" *(lead with this one)*

**Creative:** `ad-a-who-sent`
**Headline (70):** `Who sent you that customer? Nobody knows.`
**Intro text:**

> Pull up your last twenty customers. Now tell me which business sent each one.
>
> Nobody can. That is the whole problem.
>
> The gym, the roofer, the accountant down the street already have your customers and no reason to send them twice. We build you an affiliate program that fixes it: every partner gets their own tracking link, their own campaigns, and a commission when it works.
>
> We recruit your first ten partners. You show up to the customers.

**Description:** `Ten partners in 90 days, or we keep working free.`
**CTA button:** Learn more

## AD B — "You already pay commission" *(the reframe — best for cold, skeptical traffic)*

**Creative:** `ad-b-rent`
**Headline (70):** `You already pay commission for customers. It is called Meta.`
**Intro text:**

> You already pay a middleman a commission for every customer. It is called Meta, and the rent goes up every year.
>
> The difference between that and an affiliate program is ownership. Same pay-for-results model, except the middleman is the gym or the roofer down the street, the customer arrives pre-sold, and the program belongs to you.
>
> The big online brands have run this channel for twenty years. Nobody brought it to Main Street.

**Description:** `The channel that built DTC, built for local business.`
**CTA button:** Learn more

## AD C — "14 partners, $128,000" *(proof-led — retarget people who touched A or B)*

**Creative:** `ad-c-proof`
**Headline (70):** `14 partners. $128,000 in referred installs. 90 days.`
**Intro text:**

> A solar installer in Tucson was buying leads that had already been sold to four competitors, while the roofers standing in his customers' attics had no arrangement with him at all.
>
> Ninety days later: fourteen partners signed, nine actively sending, twenty-six referred site surveys, six closed installs.
>
> The line he keeps repeating: the roofer's one email did more than a month of ads.
>
> We built the program, recruited the partners, and ran their campaigns for them.

**Description:** `See the map of who should be sending you customers.`
**CTA button:** Learn more
*(Illustrative composite — keep that note on the landing page.)*

---

## The alternate headlines (swap-test these)

- `The roofer's one email beat a month of ads.`
- `Your best referral source has never been paid.`
- `Networking is hoping. An affiliate program has numbers.`
- `We recruit your first ten referral partners. You keep the program.`
- `Ten local partners sending you customers in 90 days.`
- `The affiliate channel finally came to Main Street.`

## Targeting (Campaign Manager setup)

- **Objective:** Website visits to start (cheaper learning), then Lead gen form once a winner emerges.
- **Job titles:** Owner · Founder · President · General Manager · Managing Partner
- **Company size:** 1–10 and 11–50
- **Industries:** Solar · Construction/HVAC · Health & Wellness/Medical Practice · Consumer Services (mirror your three verticals; run one campaign per vertical so the copy can be swapped to their language)
- **Geography:** metro-by-metro — this offer is structurally one client per category per market, so tight geo keeps the promise honest and CPMs low
- **Exclude:** current customers, and anyone with "marketing" or "agency" in title (wrong buyer for this one)
- **Budget note:** LinkedIn runs expensive. Start $30–50/day per vertical, judge on cost per booked game-plan session, not CPC.

## The landing page and the offer match

All three ads point at the **free partner map / 20-minute game plan session** — never the price. The price lives on the call. The landing page should carry the flyer's contrast table (ads vs networking vs an affiliate program) and end on the same ask: *we build your full partner map before we ever talk, and it is yours either way.*

## What NOT to say in these ads

No dollar amounts for our fee. No "guaranteed" as a bare claim (state the structure: ten partners and double the build fee back, or we keep working free). No invented client results — Ad C is labeled a composite. No medical claims in the men's health variant. And never the phrase "affiliate marketing" without immediately grounding it: *not the coupon-site kind, the barbershop three blocks from you.*


## 6. Operations & SOPs

### Affiliate Manager SOP (The Operations Manual)

# AFFILIATE MACHINE — AFFILIATE MANAGER SOP
**The operations manual for the placed Go-To-Market Affiliate Engineer / Affiliate Relationship Manager · read this before your first client account**

This manual is written for YOU, the person we place on a client's business. You will hear two titles: **Affiliate Engineer** (the build and the tracking) and **Affiliate Relationship Manager, or ARM** (the people and the campaigns). At 1 to 3 accounts you wear both hats. Everything here maps to the build runbook phases: Phase 0 (sandbox), Phase 1 (per-client build, days 1 to 14), Phase 2 (the three streams), Phase 3 (the ongoing rhythm). If you ever wonder "where am I," find your phase.

## 1. THE JOB IN ONE PAGE

**What an affiliate program is.** A business pays other people a commission when they send it a paying customer. Each of those people is an "affiliate" or "partner." Each one gets a unique tracking link, a QR code, and a promo code, so the business can see exactly who sent what and pay them for it.

**Why local businesses need one.** A solar company, an HVAC shop, or a men's health clinic already has dozens of local businesses touching their exact customers every day. The barbershop, the gym, the BJJ academy, the roofer, the realtor. Those businesses already send referrals. Nobody tracks it, nobody thanks them, nobody pays them, so it never grows. Our client hires us to turn that into a real, tracked, managed channel. Big online brands have had affiliate managers for twenty years. Nobody brought it to Main Street. That is our job.

**What success looks like.** Not signatures. **Activation.** An affiliate who signed and never sent anything is worth zero. An affiliate who sends one campaign a month to their own customers is the whole business. Your job is to get partners ACTIVE and keep them active.

**The four numbers you own.** Report these every week. Know them without looking.

| # | Number | Definition |
|---|---|---|
| 1 | **Affiliates signed** | Agreement signed, record created in GoHighLevel (GHL), link issued |
| 2 | **Affiliates active** | Sent something, or their QR/code produced a scan or use, in the last 30 days |
| 3 | **Campaigns sent** | Kits that actually went out this month (not kits delivered, kits SENT) |
| 4 | **Attributed customers** | Referred people who booked, showed, or closed, tied to an affiliate |

**The guarantee you are protecting:** 10 signed affiliates and double the client's build fee back in attributed revenue inside 90 days. First 10 affiliates by day 30 to 35. That is your first deadline on every account.

## 2. THE DAILY RHYTHM

Work a 4-hour operating block per account, same order every day, so nothing rots.

**Hour 1 — Recruitment pipeline (Stream A).**
- [ ] Open the "Affiliate Recruiting" pipeline in GHL (New → Contacted → Replied → Onboarded → Active)
- [ ] Work every card in **Replied** first. SLA: any reply gets an onboarding call offered within **4 business hours**
- [ ] Follow up on every **Contacted** card older than 3 days
- [ ] Make 5 to 10 warm phone calls from the partner list (small local businesses respond well to a call)
- [ ] Move every card you touched. A stale card is a lost partner

**Hour 2 — Affiliate check-ins (relationship work).**
- [ ] Message 5 active affiliates. Not a pitch. A human check-in with one useful number ("you had 4 scans last week")
- [ ] Run any scheduled assist calls or onboarding calls
- [ ] Answer every affiliate message from the last 24 hours. Nobody waits a day

**Hour 3 — Campaign production (Stream C, plus Stream B when it is that week).**
- [ ] Personalize this week's kits from the template (email, 2 SMS, 2 social posts, counter card, landing page)
- [ ] Book assist calls for the kits you just sent, and schedule client-list sends (Stream B) if due
- [ ] Confirm every tracking link, QR, and code in the kit actually works. Click them yourself

**Hour 4 — Attribution and admin.**
- [ ] Check new referred customers in the "Referred Customers" pipeline (Lead → Booked → Showed → Closed)
- [ ] Tie any untagged referred customer to an affiliate
- [ ] Update the tracker with today's four numbers
- [ ] End-of-day note to Justin: what moved, what is stuck, what you need

**Weekly rhythm**
- [ ] **Attribution audit** (30 minutes, see SOP 4). Same day every week
- [ ] **Leaderboard** updated and sent to affiliates and to the client
- [ ] **Pipeline review** with the client (they see the board)
- [ ] Every 2 weeks: a **new recruitment wave**. Recruiting never stops at 10. Ten is the floor, not the ceiling

**Monthly rhythm**
- [ ] **Campaign wave** to every active affiliate (kit + assist call offered to all)
- [ ] **Co-promo calendar** set: the client's list features an affiliate, the affiliate features the client
- [ ] **Payout run**: approved → paid → celebrated publicly
- [ ] **Client report**: affiliates signed, affiliates active, campaigns sent, referred customers, revenue attributed
- [ ] Quarterly: cull the bottom of the leaderboard and replace, spotlight the top in the client's newsletter

## 3. SOP 1 — AFFILIATE RECRUITING

Our cold email engine sends the invitations from our own infrastructure. Positive replies land in GHL automatically. **You do not send the cold email. You work the replies and the phone.**

**Working the pipeline**
- [ ] Open GHL → Opportunities → "Affiliate Recruiting"
- [ ] Sort by oldest activity. Work **Replied** → **Contacted** → **New**
- [ ] Every card gets a note after every touch: what you said, what they said, next step, next date
- [ ] Every card gets a task with a due date. No card sits without a next action
- [ ] After 4 attempts with no reply, move to Lost and note why. Do not chase forever

**Reply-handling script (adapt, never paste cold)**

> Hi {First}, thanks for coming back to me. Quick context so this is not a mystery: {Client} is putting together a small partner program for businesses around {Area} whose customers overlap with theirs. You get your own tracking link, your own QR code for the counter, and {commission} for every customer that comes through you. We do the work. We write the emails and texts for you with your link already in them, and we get on a quick call and help you send them.
>
> Easiest next step is 15 minutes so I can show you the link and the numbers. Does {day} at {time} work, or is {alternative} better?

**If they ask "what's the catch"**
> No catch and no cost. You only make money when someone you send actually becomes a customer. If you send nobody, you owe nothing and nothing happens.

**If they cannot take a referral fee (medical adjacency, licensing rules, company policy)**
> Totally understood, that comes up. We have a Community Partner tier for exactly this. Same link, same tracking, same visibility, but the reward is in trade instead of cash. I can walk you through what that looks like on the call.

**If they say "send me info"**
> Happy to. It lands better with 15 minutes because I can show you your actual link and what your commission would be, instead of a generic PDF. {Day} at {time}?

**Booking the 15-minute onboarding call**
- [ ] Offer two specific times, never "when are you free"
- [ ] Book it in the GHL calendar so reminders fire automatically
- [ ] Send confirmation same day (template in section 10)
- [ ] Send a reminder the morning of

**The onboarding call, 15 minutes, in this order**
1. Two minutes on their business. Who are their customers, how many people do they touch a week
2. Three minutes on the program. Their link, QR, promo code, the commission, when they get paid
3. Three minutes on what WE do. "We write it and help you send it. You are not doing marketing homework"
4. Three minutes on their reach. Email list? Text list? Social? Front counter? Write the answers down, this decides their kit
5. Two minutes to close: send the agreement while on the call and ask them to sign now
6. Two minutes to book the first assist call before they hang up

**The agreement**
- [ ] Send the one-pager from GHL during the call: what they get, how much, when they are paid, what assets we hand them
- [ ] It is a one-pager on purpose. If they want it reviewed by a lawyer or a franchise office, that is fine, note it and set a follow-up
- [ ] Never change a number in the agreement yourself. Money terms go to Justin (see section 9)

**Adding them and issuing their assets**
- [ ] GHL → Payments → Affiliate Manager → the client's campaign ("Local Partners") → add affiliate
- [ ] Correct campaign: cash tier or Community Partner (perk) tier
- [ ] Generate their unique **link**, their **QR code** (from the trigger link), and their **promo code** (short, memorable, their business name, e.g. IRONGYM)
- [ ] Add their name to the intake form's "Who sent you?" dropdown
- [ ] Click the link and scan the QR yourself. Confirm the hit shows on their record. **Never issue an asset you have not tested**

## 4. SOP 2 — ONBOARDING A NEW AFFILIATE

Run this checklist within **48 hours** of the agreement being signed. Copy it into a task per affiliate.

- [ ] **Record created** in GHL Affiliate Manager, correct campaign and commission tier, contact tagged (affiliate, partner type, source)
- [ ] **Tracking link generated** and clicked by you, **QR generated** and scanned by you. Both confirmed landing on their record
- [ ] **Promo code created** and given to the client's front desk, with a note where they enter it
- [ ] **Intake form updated**: their name added to the "Who sent you?" dropdown
- [ ] **Counter cards ordered or sent** (QR card for their front desk, print template in Canva). Confirm quantity and shipping address
- [ ] **Landing page personalized**: "Friends of {Affiliate} get {perk}." Their name, their logo, their photo if they give you one. Check on mobile
- [ ] **Welcome sequence triggered** in GHL
- [ ] **Kit #1 delivered**, personalized, with their link, QR, and code already embedded
- [ ] **Assist call scheduled** within 7 days of signing
- [ ] **Client notified**: "New partner signed: {Name}, {Type}, live as of today"
- [ ] **Tracker updated**: affiliates signed +1

**Rule:** an affiliate is not onboarded until the assist call is on the calendar. Signed with no call booked is how affiliates go quiet in week two.

## 5. SOP 3 — THE MONTHLY CAMPAIGN KIT AND THE ASSIST CALL

**What is in a kit:** one email in THEIR voice for THEIR newsletter · two short SMS · two social posts with an image · a counter card with their QR · their co-branded landing page link · a one-paragraph "how to send this" note at the top. Every asset carries their link, QR, or code.

**How to personalize it (15 minutes, not an hour)**
- [ ] Swap in their business name, their customers' language, their perk
- [ ] Match their voice. A BJJ gym does not sound like a realtor. Read one of their old posts first
- [ ] Insert THEIR link, QR, and code everywhere. Then click every one
- [ ] Reference something real and current: their season, a promo they are running, the weather, a local event
- [ ] Remove anything that sounds like an ad agency wrote it
- [ ] **No medical claims, ever.** No promises of results, cures, or outcomes. If a kit for a clinic contains anything that reads like a health claim, stop and escalate

**The assist call (15 minutes, screen share)**

> Hi {First}, this will take about 15 minutes. I have your email and texts ready to go with your link already in them. All we are doing today is getting it out the door. Share your screen and we will drop it into your system together. You do not have to figure anything out, I will walk you through it.

- [ ] Confirm what tool they use (Mailchimp, Square, their POS, Instagram, nothing)
- [ ] Paste the content in with them watching, and click the link live to confirm it is theirs
- [ ] **They press send.** Let them press it. That matters
- [ ] Book next month's call before you hang up, and log it: campaigns sent +1

**The escalation ladder.** Go down one step at a time. Never skip to the bottom.

| Step | What happens | When to use |
|---|---|---|
| 1 | **They send.** We produce, they press send on the call | Default, always try first |
| 2 | **We operate their tool with them on the call.** They watch, they approve, they are present | They are willing but not confident with the tool |
| 3 | **We send on their behalf.** Requires **written authorization** and a **documented consent confirmation** that their list opted in | They are willing but genuinely have no time. Get the authorization in writing first, in email or in GHL, and save it to their record |
| 4 | **Passive only.** Their landing page, QR, and counter cards do the work. Offer the upgrade: "we can run a simple monthly email for you," which lives under THEIR name with THEIR consented list, separate from the client's account | They have no email or text system at all |

Note: an affiliate who reaches step 4 and wants the upgrade has just become a lead for our own services. Flag them to Justin.

**The never-do list. These are not guidelines. Breaking one of these ends a relationship or a domain.**
- **Never import a partner's list** into the client's GHL or any of our systems
- **Never send from the client's identity to a partner's list.** The message must come from the trusted sender, which is the partner
- **Never send anything without documented consent**, on the record, saved to the affiliate's file
- Never promise a result to an affiliate's audience
- Never change commission numbers on a call
- Never use the client's main domain for anything cold

## 6. SOP 4 — THE WEEKLY ATTRIBUTION AUDIT

30 minutes, same day every week. This is the program's life insurance. Affiliates who trust the numbers promote. Affiliates who do not, quit quietly and never tell you why.

**The four attribution paths, reconciled against closed customers**

| Path | Where it lives | What to check |
|---|---|---|
| **Link** | GHL Affiliate Manager conversions | Clicks that became contacts, contacts that became bookings |
| **QR** | Trigger link scans | Scans by location, matched to counter cards you issued |
| **Promo code** | Codes entered at checkout or front desk | Ask the client for the week's code usage. Front desks forget |
| **Intake "who sent you"** | Intake form dropdown | Every submission with a name selected must land on that affiliate's record |

**The audit checklist**
- [ ] Pull every new customer in "Referred Customers" from the last 7 days
- [ ] For each one, find which of the four paths tagged them
- [ ] Any customer with no path but an obvious partner connection: ask the client's front desk who sent them
- [ ] **Resolve ambiguity in the affiliate's favor.** If two paths point at one affiliate, or if it is unclear whether a customer came through a partner, credit the affiliate. The cost of over-crediting is small. The cost of an affiliate feeling cheated is the whole program
- [ ] Fix misattributions on the affiliate record, not in a spreadsheet
- [ ] Update the **leaderboard** and send it same day
- [ ] Send "you got paid" notices for anything approved that day

**Anomalies to flag immediately**
- A spike of clicks with zero bookings (broken link, wrong landing page, or click fraud)
- Zero scans on a counter card you shipped two weeks ago (card never got put out, call them)
- A promo code being used by people the affiliate does not know (code leaked online, rotate it)
- Two affiliates claiming the same customer (do not decide it yourself, see section 9)
- Any week where attributed customers is zero across all affiliates (something is broken, escalate same day)

## 7. SOP 5 — PAYOUTS AND CELEBRATION

Nothing recruits affiliate #11 like affiliate #3 getting paid.

**The payout run (monthly)**
- [ ] Pull all conversions in the payout period. Commission is on SHOWED or CLOSED events, never on raw clicks
- [ ] Reconcile against the attribution audit. No surprises at payout time
- [ ] Send the approval list to the client with the amount and the evidence per affiliate
- [ ] Client approves. Payment goes out. Perk-tier partners get their trade delivered on the same deadline
- [ ] Mark paid in GHL, and send the "you got paid" message the same day the money moves

**The "you got paid" message**
> {First}, your commission for {month} just went out: {amount} for {n} customers. Here is who they were: {short list or count}. You are currently {rank} on the partner board. Thank you for sending them our way. Next month's campaign is ready when you are, want to grab 15 minutes on {day}?

**The public spotlight**
- [ ] Feature the top partner in the client's newsletter that month
- [ ] Post it on the client's social with the partner tagged, so the partner reshares it
- [ ] Send the leaderboard to all affiliates with the top three named
- [ ] Tell the partner before it goes out and ask which photo they want used

**Using payouts as a recruiting tool**
- [ ] Screenshot the payout confirmation (amount visible, personal details removed) and use it in recruiting conversations
- [ ] Ask every paid affiliate the referral question: "Who else around here has the same customers we do? If you introduce them and they sign up, that helps you too, partners recruit partners"
- [ ] Add every name they give you to the recruiting pipeline that day

## 8. SOP 6 — REACTIVATING A QUIET AFFILIATE

**The 30-day no-send check.** Every Monday, list every affiliate with zero sends and zero attributed activity in 30 days. Work that list before you do anything else that week.

**The script**
> Hi {First}, checking in. Your link has been sitting quiet for about a month and I want to make sure that is on me and not on you. Two questions: did the counter cards ever make it out to your front desk, and is there anything about the last campaign that did not feel like you? I can rewrite it in your words, and I can get on 15 minutes and send it with you so it is off your plate. What works better, {day} or {day}?

**The three reasons partners go quiet, and what to do about each**

| Reason | How you spot it | What you do |
|---|---|---|
| **1. Too busy.** They meant to send, life happened | Friendly replies, no action, apologizes | Move them down the escalation ladder. Offer step 2 (we operate their tool on the call). Make it a 15-minute calendar event, not a task on their list |
| **2. It did not feel like them.** The copy sounded like an ad, so they never sent it | Went quiet after the kit landed, vague about why | Rewrite it in their voice, shorter, from scratch if needed. Ask them to say out loud how they would describe the client, then write that down and use it |
| **3. Nothing came back.** They sent once, saw no commission, decided it does not work | Sent one campaign, then stopped, may mention "nobody used it" | Show them the actual numbers, including scans and clicks that did not close yet. Check the attribution is not broken. Consider a bonus or a co-promo so they get something visible back. If truly zero, be honest and change the play |

- [ ] After 3 attempts across 6 weeks with no response, move them to the quarterly cull list and note it. Do not delete them, they may come back next season
- [ ] Every cull triggers a replacement. Signed count never goes backwards

## 9. ESCALATION RULES

**You handle:** scheduling, kit personalization, assist calls, check-ins, follow-ups, attribution audits, leaderboard, routine affiliate questions, counter card logistics, onboarding, reactivation.

**Escalate to Justin (and the client where noted) immediately:**

| Situation | Who | How fast |
|---|---|---|
| Any question about **money terms**: commission amount, payout timing, a partner asking for a better rate, a partner asking for equity or exclusivity | Justin | Same day |
| Anything touching **compliance or medical claims**: a clinic kit that reads like a health promise, a partner writing their own claim, a licensing or kickback question | Justin, stop the send | Immediately, before anything goes out |
| **An unhappy partner**: threatening to leave, publicly complaining, saying they were treated unfairly | Justin | Same day, before you reply to them |
| An **attribution dispute over $250 or more**, or any dispute between two affiliates over the same customer | Justin | Same day. Do not decide it yourself |
| A partner asking to **send to their list from the client's identity**, or offering us their list | Justin | Immediately. The answer is no, but let Justin frame it |
| The **client** asking for something outside the program (ads, website, unrelated marketing) | Justin | Same day |
| Deliverability trouble: bounces, spam complaints, a domain warning | Justin | Immediately |
| **Guarantee risk**: day 20 with fewer than 5 signed, or day 45 with zero attributed customers | Justin | Immediately |

**How to escalate.** One message with: what happened, who is involved, what you already did, the number if there is one, and what you recommend. Never forward a problem without a recommendation.

## 10. QUALITY STANDARDS AND TEMPLATES

**Tone rules. You represent the CLIENT's brand to their partners, not our agency.**
- Write like one business owner talking to another. Plain, specific, short
- Use the client's name, not ours, in all partner-facing messages
- Never use these words: unlock, 10x, synergy, transform, game-changer, disrupt, revolutionize, "scale your"
- No em-dashes in emails, texts, or DMs. Use a period or a comma
- No exclamation marks stacked, no emoji walls, no all-caps
- Do not sound like AI wrote it. Read every message out loud before sending. If you would not say it, do not send it
- Reply to every partner within one business day. Reply to a recruiting reply within 4 business hours
- Never make a promise you cannot check in GHL

**Template A — Recruit follow-up (no reply yet)**
> Hi {First}, following up on my note about {Client}'s partner program. Short version: your own tracking link, {commission} per customer that comes through you, and we write and help send the campaigns so it is not work for you. Worth 15 minutes to look at it? {Day} at {time} or {day} at {time}, whichever is easier.

**Template B — Onboarding call confirmation**
> {First}, you are booked for {day} at {time}, 15 minutes, {link}. I will have your tracking link and your numbers on screen. Nothing to prepare. If something comes up, just reply here and I will move it.

**Template C — Monthly kit delivery**
> {First}, here is {month}'s campaign, ready to go. One email, two texts, two social posts, and a fresh counter card. Your link and QR are already in everything, so anything that comes through gets credited to you automatically. Want me to hop on for 15 minutes and help you send it? {Day} or {day}?

**Template D — Assist call booking**
> {First}, quickest way to get this out is together on a screen share. I will drop it into your system, you hit send, done in 15 minutes. {Day} at {time} work?

**Template E — Quiet affiliate nudge**
> {First}, your link has been quiet for about a month and I want to fix that on my end. Did the counter cards make it out front, and did the last campaign sound like you? Happy to rewrite it in your words and get on 15 minutes to send it with you. {Day} or {day}?

**Template F — Payout notice**
> {First}, your {month} commission just went out: {amount} for {n} customers. You are {rank} on the partner board. Thanks for sending them our way. {Month+1}'s campaign is ready when you are.

**Template G — Client weekly report (internal, to the client)**
> {Client} weekly: {n} affiliates signed, {n} active this month, {n} campaigns sent, {n} referred customers ({n} booked, {n} showed, {n} closed). Top partner: {name}. This week: {one sentence}. Next week: {one sentence}. Needs you: {decision or nothing}.

**Quality gates before anything leaves your hands**
- [ ] Every link and QR clicked and confirmed by you, affiliate's name spelled correctly everywhere
- [ ] No claim that cannot be backed up. No medical claims at all
- [ ] Read out loud once, then logged in GHL with a note and a next action

## 11. FIRST 30 DAYS — RAMP PLAN

**Week 1 — Shadow.**
- [ ] Read this manual, the offer plan, and the build runbook end to end
- [ ] Get GHL access. Tour the sandbox sub-account ("OA — Affiliate Machine (Template)")
- [ ] In the sandbox: create a dummy affiliate, generate link + QR + code, click and scan them, watch the conversion land. Repeat until it is boring
- [ ] Sit in on 3 onboarding calls and 2 assist calls. Camera on, microphone off, take notes
- [ ] Write 5 practice replies using the scripts, get them reviewed, and learn where each of the four numbers lives

**Week 2 — Assist.**
- [ ] Personalize 5 kits, reviewed before they go out
- [ ] Run 2 onboarding calls with a senior person on the line
- [ ] Do the attribution audit alongside a senior person, then again alone and compare
- [ ] Handle recruiting replies with your drafts reviewed, and draft one client weekly report

**Week 3 — Own one account with review.**
- [ ] Take the daily block on one account, start to finish
- [ ] Run onboarding and assist calls solo, recorded and reviewed after
- [ ] Run the attribution audit solo. A senior person spot-checks it
- [ ] Send the leaderboard and client report after a quick approval, and handle one reactivation end to end

**Week 4 — Full ownership.**
- [ ] Full daily and weekly rhythm on your account, no pre-approval on routine sends
- [ ] Run the monthly campaign wave and the payout run, and deliver the client report yourself
- [ ] Weekly 30-minute review with Justin instead of daily checks. Ready for account #2

**Pass bar at day 30:** account is on rhythm, four numbers are current and correct, no missed 4-hour reply SLA in the last two weeks, no never-do-list violations, client has not had to chase you for anything.

## 12. HIRING SCORECARD

Score each 1 to 5. Anything under 3 on English, warmth, or follow-up discipline is a no, regardless of the rest.

| What we test | Why it matters | How to test it |
|---|---|---|
| **Written English fluency** | They write in the client's brand voice to local business owners. Stiff or off-sounding English kills credibility instantly | Give them a raw reply from a partner and 10 minutes to write a response. Look for natural phrasing, correct tone, no AI-sounding filler |
| **Spoken English fluency** | They run 15-minute calls with American small business owners on video | Live video call, unscripted. Can they be understood easily and understand an accent without asking twice |
| **Relationship warmth** | Affiliates stay active because they like their manager. This is the actual product | Ask them to tell you about a customer or colleague they kept a relationship with for years. Listen for genuine interest in people, not politeness |
| **Follow-up discipline** | Cards rot, partners go quiet, and only relentless follow-up prevents it | Ask how they tracked follow-ups in their last role. Look for a system, not "I remember." Bonus: did THEY follow up after the first interview, unprompted |
| **Comfort on video calls** | Onboarding calls, assist calls, screen shares, all on camera | Ask them to screen share something and walk you through it live. Watch for panic |
| **Basic CRM literacy** | GHL pipelines, tasks, notes, tags, workflows | Have they used a CRM (any). Give them a 10-minute GHL sandbox task: move a card, add a note, set a task. Can they figure it out with light guidance |
| **Numbers comfort** | They own four numbers and run a weekly reconciliation | Give them a small attribution puzzle: 3 customers, 4 paths, one ambiguous. Do they resolve it in the affiliate's favor without being told |
| **Coachability** | The role changes as we grow | Give one piece of critical feedback in the interview and see what happens next |

**Red flags:** cannot give a specific example of following up with someone; goes vague on video; needs the script read to them twice; treats "resolve in the affiliate's favor" as a loophole rather than a principle; asks about hours before asking about the work.

**Green flags:** asks what happens when an affiliate goes quiet; asks how commissions are calculated; already worked a pipeline of any kind; brings up a time they fixed something for a customer nobody asked them to fix.


### Logistics Game Plan (Build Runbook)

# AFFILIATE MACHINE — LOGISTICS GAME PLAN
**The executable build runbook · designed to be run against a fresh GHL account (you have the GHL MCP — this doubles as its task list) · July 2026**

**The commercial frame this serves:** $4,000 to start (build + first month + dedicated GTM Affiliate Engineer placed) · $2,000/month after (engineer + campaigns + strategy + our oversight) · flat commission per attributed customer. First verticals: **solar, HVAC, men's health clinics.**

---

## PHASE 0 — THE SANDBOX (do this once, before any client — this week, via your GHL MCP)

Build a model sub-account we clone for every client. Checklist:

- [ ] Create sub-account "OA — Affiliate Machine (Template)"
- [ ] Payments → **Affiliate Manager** → create one campaign ("Local Partners"): flat commission per conversion, link domain, cookie window (set long — 90 days), manual payout approval
- [ ] Create 2 dummy affiliates → confirm each gets a unique link → click the links → confirm attribution shows on the affiliate record
- [ ] Build the intake form with the "Who sent you?" dropdown (affiliate names) + promo-code field → confirm form submission maps to contact + can be tied to the affiliate (workflow: form value → tag → note on affiliate conversion; this is the manual-attribution bridge for walk-ins)
- [ ] Pipelines: "Affiliate Recruiting" (New → Contacted → Replied → Onboarded → Active) and "Referred Customers" (Lead → Booked → Showed → Closed)
- [ ] Workflows: (a) affiliate signup → welcome sequence + kit delivery task to ARM; (b) referred-customer close → commission-approval task; (c) weekly leaderboard email to client
- [ ] Inbound webhook endpoint created (for Stream A) → test with a dummy POST → contact created, tagged, staged
- [ ] **Sendivo webhook test (the open question):** send a test SMS via Sendivo → reply to it → check what Sendivo can POST outbound. If it fires reply events → wire to GHL webhook → conversation note on contact. If it can't → decision recorded: replies worked in Sendivo, GHL holds clicks/conversions only (Pattern 2-lite), or use GHL LC Phone for that client
- [ ] Landing page template: co-branded affiliate page ("Friends of {Affiliate} get {perk}") with merge fields, connected to the intake form
- [ ] QR generator step documented (GHL trigger links → QR) + counter-card print template (Canva)

**Exit criteria:** a dummy affiliate can be created, given a link/QR/code, "refer" a dummy customer through all four attribution paths (link, QR, code, intake dropdown), and the conversion lands on their record. When that works once, everything else is cloning.

## PHASE 1 — PER-CLIENT BUILD (days 1–14 of the $4k · Engineer owns it)

**Domains & sending identity (day 1–3):**
- [ ] Clone template sub-account → client branding
- [ ] Warm email: send subdomain on the CLIENT's domain (mail.client.com) — SPF, DKIM, DMARC, verified in GHL (LC Email; move to dedicated Mailgun subdomain if volume warrants later). Warm-up schedule if the subdomain is new: 2 weeks ramped sends to the most-engaged segment first
- [ ] Cold: 2–3 fresh lookalike domains (get-clientname.com pattern) on OUR cold infrastructure — never the client's real domain, never through GHL
- [ ] SMS: Sendivo number provisioned + **A2P 10DLC registration under the client's brand** (start day 1 — registration latency is the long pole; nothing texts until approved)

**Program config (day 3–7):**
- [ ] Affiliate campaign(s) by partner type — commission rules per the client's flat-fee table (e.g., solar: $X per booked site survey that sits; HVAC: $X per booked service call / $Y per replacement close; men's health: $X per showed consult — always on SHOWED/CLOSED events, never raw clicks)
- [ ] Perk-tier twin program for partners who can't take cash (medical adjacency etc.): same links, rewards in trade/perks — name it in-program ("Community Partner" tier)
- [ ] Affiliate signup page + agreement (one-pager: what they get, when they're paid, the assets we hand them) + welcome workflow live
- [ ] Data pull: the partner map for THIS client (our existing power-partner-graph machinery, scored) = the recruitment list → loaded to the cold tool with the affiliate-offer frameworks

**Assets (day 5–14, parallel):**
- [ ] Per-affiliate kit template: 1 email (their voice slot), 2 SMS, 2 social posts, counter card w/ QR, landing page — merge-ready so the ARM personalizes in minutes
- [ ] Client-list announcement campaign (Stream B) drafted + approved
- [ ] Client dashboard view + affiliate leaderboard configured

## PHASE 2 — THE THREE STREAMS, OPERATIONALLY

### Stream A — Recruitment (cold engine → GHL) · target: first 10 affiliates by day 30–35
Daily sends from cold infra using the partner frameworks with the affiliate offer ("your own link, your own commission, we run the campaigns for you"). Positive reply → webhook → GHL "Affiliate Recruiting" pipeline → ARM works it: 15-min onboarding call, agreement signed in-GHL, kit personalized, welcome sequence fires. **SLA: reply → onboarding call offered within 4 business hours.** The Turby warm-call script works this pipeline by phone in parallel (small local lists love a phone call).

### Stream B — Client's list (GHL + Sendivo) · first send week 3–4
Warm announcement ("we have a partner program; here's the perk your gym/barber/roofer gets you") + reactivation plays where the list is dormant. Email via client subdomain in GHL; SMS via Sendivo post-10DLC. Replies: email → GHL Conversations; SMS → per the Phase-0 Sendivo decision. Cadence: 2–4 sends/month, value-weighted (house doctrine ratios apply).

### Stream C — Through the affiliates (the kits + assisted send) · first wave week 4–6
Monthly campaign calendar per affiliate, run by the ARM:
1. Kit delivered (personalized, links embedded) → 2. **The assist call**: 15-minute screen-share, "we'll hop on and help you send it" — they press send in THEIR tool → 3. Escalation path when they stall: (a) we operate their tool live on the call with them, (b) written authorization + consent confirmation → we send on their behalf from their identity, (c) no tool at all → their page + QR + counter kit runs passively, and we offer to stand up a simple monthly email FOR them (their consented list, their named identity, separate from the client's account — and note: that affiliate just became a lead for our own services).
**Never:** importing a partner's list into the client's account, sending to a partner's list from the client's identity, or any send without documented consent. That's the line that keeps every domain and relationship clean.
Both-directions co-promos scheduled monthly (client's list features an affiliate; affiliate features the client).

### The attribution audit (weekly, ARM, 30 minutes — the program's life insurance)
Reconcile the four paths (links, QR, codes, intake dropdown) against closed customers → fix misattributions in the affiliate's favor when ambiguous → leaderboard + "you got paid" notices out same day. Affiliates who trust the numbers promote; affiliates who don't, quit quietly.

## PHASE 3 — RHYTHM (the $2k/month, visible)

Weekly: attribution audit · leaderboard · pipeline review (client sees it). Biweekly: new affiliate wave (recruitment never stops at 10 — 10 is the guarantee floor, not the ceiling). Monthly: campaign wave to all active affiliates · co-promo calendar · payout run (approved → paid → celebrated publicly) · client report: affiliates active, campaigns sent, referred customers, commission owed us (our invoice IS the proof of their revenue — the best invoice in the business). Quarterly: cull-and-replace the bottom of the leaderboard; spotlight the top in the client's newsletter.

## ROLES (who owns what)

| | GTM Affiliate Engineer (placed, in the $4k/$2k) | ARM function (ours, in oversight) | Our agents |
|---|---|---|---|
| Owns | Sub-account, domains, tracking, workflows, dashboards, integrations, payout mechanics | Affiliate relationships: onboarding, assist calls, monthly kits, audits, co-promo calendar | Research, partner map, copy, personalization, recruitment sends, reporting drafts |

*(One person can hold Engineer+ARM at 1–3 clients; split the hats as volume grows.)*

## THE 60-DAY MAP (what the $4k covers)

Days 1–14 build (Phase 1) · days 10–35 recruitment to first 10 (guarantee milestone #1) · week 3–4 Stream B announcement · weeks 4–6 first Stream C wave + first referred customers · weeks 6–8 second wave, first payout celebrated · day 60 review: attribution numbers vs. the 2× math, month-3 plan → the $2k/month rhythm is already visibly running, which is what renews it.

## OPEN ITEMS (parked, per your call)
Guarantee fine print (recommendation stands: 2× the build fee in attributed revenue by day 90 or we work free) · Sendivo webhook result (Phase 0 answers it) · payout mechanics per vertical (the perk-tier handles the edge) · flat commission amounts per vertical (set at client intake from their ticket sizes).


## 7. Agency Beta Program

# THE AFFILIATE MACHINE — AGENCY BETA PROGRAM
**For marketing agencies & AI agencies · two-part deal: the partner program + the wholesale backend · July 2026**

> **The idea in one line:** agencies already have the trust of business owners — the exact buyer of the Affiliate Machine. Instead of selling around them, we make them the channel: they fold affiliate/partner programs into their own offers, promote to their own list, and we fulfill everything behind the curtain. Then we hand them a wholesale backend that fills their own pipeline. It's the Affiliate Machine philosophy applied to selling the Affiliate Machine.

---

## PART 1 — THE BETA PARTNER PROGRAM (the front deal)

### What the agency does
1. **Incorporates it into their offers.** "Affiliate program build & management" becomes a line on their services page and a module in their proposals — powered by us, branded how they like (their brand, co-branded, or ours as the specialist partner).
2. **Runs one promo to their list.** We write the campaign (email sequence + a piece of content in their voice); they send it to their clients and list. Their audience, their sender, their trust — the same custody rule we use everywhere.
3. **Brings it into conversations.** When a client says "we need more customers," the affiliate program is now an answer they get paid on.

### What we do
Everything else. The build, the partner recruitment, the campaign kits, the assist calls, the tracking, the audits, the payouts, the client reporting — the full runbook, with the agency looking brilliant in front of their client. The agency never has to learn the machinery.

### The split (beta terms)
- **50% of the setup fee** on every client they bring ($4,000 build → **$2,000 to the agency**).
- **10% of the ongoing** ($2,000/mo management → **$200/mo per client, every month, for as long as the client stays**). *(⚠️ Justin said "10% on loan" — I've written this as 10% of ongoing recurring. If you meant 10% of the commission stream too, or something else, adjust here — this is the one term to confirm before the first agency signs.)*
- Paid monthly, tracked in the same affiliate infrastructure we sell — **the agency is literally an affiliate in our own program**, with their own link, their own portal login, and their own line on our leaderboard. The program demonstrates itself.

### Why an agency says yes (the pitch to them)
- **New revenue, zero fulfillment.** A service line their competitors don't have, delivered by specialists, margin without headcount.
- **Their clients get results that stick.** A partner channel makes every OTHER thing the agency does work better — and clients with more revenue don't churn agencies.
- **The math:** one promo to their list producing 4 clients = $8,000 in setup splits + $800/mo recurring — for sending emails we wrote.
- **Beta means beta:** first cohort gets these splits locked permanently, direct access to Justin, and input on the white-label roadmap.

### Beta guardrails
- **Cohort cap: 5 agencies** (real capacity — each promo generates fulfillment we must deliver on; the 10-partner guarantee applies to every client they bring).
- Agency's clients get the same guarantee as ours (10 partners + 2× build fee in 90 days or we work free) — the agency's reputation is protected by our downside, not theirs.
- One agency per niche-overlap where their client bases would collide (same exclusivity logic as everywhere else).
- We never contact their clients except through the engagement; their list is never exported to us (custody rule, as always).

### The beta pitch flow
Existing performance-JV framework (agencies/coaches) opens the door → the game plan session shows THEIR partner map with this program as the featured play → beta agreement (one page: the splits, the cap, the promo commitment, 90-day beta window) → we write their list promo → launch.

---

## PART 2 — THE WHOLESALE BACKEND (the retention deal)

Once an agency is in the beta, they unlock the backend: **their own pipeline, run by us, at wholesale.**

### The offer
**$1,000/month, wholesale, agencies-in-program only:** a managed outbound engine for the agency's own growth —
- **Cold email** — domains, lists, sequences from our agency frameworks, personalized sends, reply handling to their inbox
- **LinkedIn** — profile tune-up, daily connections and conversations in their voice, the simple-phrasing playbook
- **Text follow-up** — for their inbound + event lists (their consented contacts only, A2P registered)
- **A newsletter** — their flagship, monthly or biweekly, in their voice, to keep their list warm (the cold email newsletter play: cold → replies → list → nurture)

**Plus a commission on what they close from it** *(flat per closed client or small % of first-90-day contract value — set one number and keep it simple; same "we only eat when you do" DNA as everything else).*

### Why wholesale works for us
- It's our own machinery running at marginal cost — the frameworks, domains playbook, and agents already exist.
- Every deal it produces makes the agency richer AND produces more Affiliate Machine clients through Part 1 — the backend feeds the front.
- $1k/mo × 5 beta agencies = modest revenue, but the real yield is locked-in partners whose own growth depends on us. Agencies don't churn the thing filling their pipeline.

### The rule that keeps it clean
Part 2 is **never sold standalone** during beta — it's the reward for being in Part 1. That keeps the wholesale price defensible ("this rate exists because you're a partner") and keeps the cohort motivated to actually run the promo.

---

## THE COMBINED PICTURE (what a beta agency's P&L looks like)

| Stream | Their number |
|---|---|
| Setup splits (4 clients from one promo) | $8,000 |
| Ongoing splits | $800/mo and growing |
| Their own new clients from the $1k backend | 1–2/mo × their retainer |
| What they pay us | $1,000/mo + the fulfillment their clients already funded |

The agency makes money three ways, we fulfill everything, and every arrow points back to the machine.

## LAUNCH CHECKLIST
1. ⚠️ Confirm the two open terms: "10% of ongoing" interpretation + the backend commission number.
2. One-page beta agreement (I can draft it).
3. The agency-facing pitch one-pager (flyer-style, "get paid on the affiliate channel without building it").
4. The list-promo campaign template (email sequence in the agency's voice).
5. Recruit cohort: aim the performance-JV framework at the agency lists already built — the 25k fractional CMO pool includes plenty of small agencies.


## 8. Philosophical Foundations — Jay Abraham

### The 33 Factors Framework for Partnership Ecosystems

# Jay Abraham's 33 Factors Framework for Partnership Ecosystems

## The Complete Guide to Building Strategic Alliances That Transform Customer Acquisition

---

### Table of Contents

**Introduction: The $13 Billion Partnership Secret** **Chapter 1: The Partnership Ecosystem Revolution** **Chapter 2: The Complete 33 Factors Framework** **Chapter 3: Industry-Specific Implementation Strategies** **Chapter 4: The Partnership Development Process** **Chapter 5: Advanced Strategic Alliance Techniques** **Chapter 6: Measuring and Optimizing Partnership Performance** **Chapter 7: Building Your Partnership Action Plan**

---

## Introduction: The $13 Billion Partnership Secret

Jay Abraham has generated over $13 billion in additional revenue for his clients using strategic partnerships and joint ventures. Russell Brunson built ClickFunnels to over $100 million annually primarily through strategic partnerships. The most successful businesses in every industry have discovered a fundamental truth that 97% of their competitors miss: sustainable growth doesn't come from expensive advertising—it comes from strategic partnership ecosystems.

This guide reveals Jay Abraham's complete 33 Factors Framework for building strategic alliances that create predictable customer acquisition channels, reduce dependence on expensive advertising, and build sustainable competitive advantages that compound over time.

**Why Most Businesses Fail at Partnerships**

Most businesses approach partnerships with a limited perspective. They see obvious referral sources, basic joint ventures, or simple cross-promotional opportunities. They might identify 10-20 potential partners and wonder why their partnership efforts produce inconsistent results.

The 33 Factors Framework reveals why this approach fails: every business exists within an ecosystem of 200-500 potential strategic partners. Most businesses only see 5% of their partnership opportunities because they lack a systematic framework for identifying, developing, and activating strategic alliances.

**The Partnership Ecosystem Advantage**

Your perfect customers don't exist in isolation. They interact with dozens of businesses throughout their journey—before they need your services, during their engagement with you, after they've worked with you, and in conjunction with your offerings. Each interaction point represents a strategic alliance opportunity that can become a consistent source of qualified leads and customers.

The businesses that understand this principle and implement the 33 Factors Framework systematically create multiple customer acquisition channels that provide warm introductions, established trust, and qualified prospects at a fraction of traditional marketing costs.

---

## Chapter 1: The Partnership Ecosystem Revolution

### The Fundamental Shift in Customer Acquisition

Traditional customer acquisition relies on interruption marketing—advertising that interrupts potential customers and attempts to capture their attention in crowded, expensive channels. This approach becomes more expensive and less effective over time as competition increases and advertising costs rise.

Strategic partnership ecosystems operate on a completely different principle: instead of interrupting potential customers, you tap into the existing relationships and trust that other businesses have already built with your ideal customers. This creates warm introductions, established credibility, and qualified prospects who are pre-disposed to trust your recommendations.

### The Before, During, After, In Conjunction Principle

Jay Abraham's core insight is that every customer interacts with multiple businesses throughout their journey. The 33 Factors Framework systematically identifies and categorizes these interaction points:

**BEFORE Partnerships:** Businesses that serve your ideal customers before they need your services. These partners have already identified the pain points, built trust relationships, and established communication channels with your target market. When their customers are ready for your type of solution, these partners become natural referral sources.

**DURING Partnerships:** Businesses that serve your customers while they're actively using your services. These partners provide complementary solutions that enhance your offering, create integration opportunities, or serve adjacent needs that arise during your engagement.

**AFTER Partnerships:** Businesses that serve your customers after they've completed their initial engagement with you. These partners help with implementation, ongoing maintenance, advanced needs, or entirely new challenges that arise as a result of your successful work.

**IN CONJUNCTION Partnerships:** Businesses that serve your customers simultaneously with your services. They address parallel needs, provide supporting services, or serve the same customers in different capacities.

### The Marketing Arbitrage Opportunity

Jay Abraham describes strategic partnerships as "marketing arbitrage"—the ability to see assets, opportunities, and connections that others miss. Most businesses focus on their direct competitors and obvious referral sources. The 33 Factors Framework reveals the hidden ecosystem of businesses that have access to your perfect customers but have never been approached for partnership opportunities.

This creates significant arbitrage opportunities because these potential partners often have:

- Established trust relationships with your ideal customers  
- Regular communication channels and touchpoints  
- Complementary services that create natural partnership synergies  
- Underutilized assets that can be leveraged for mutual benefit  
- Customer acquisition challenges that your partnership can solve

### The Relational Capital Advantage

Strategic partnerships create what Jay Abraham calls "relational capital"—the accumulated trust, credibility, and goodwill that exists between businesses and their customers. When you partner with businesses that have strong relational capital with your ideal customers, you inherit that trust and credibility through the partnership relationship.

This relational capital transfer is incredibly valuable because:

- It eliminates the time and cost required to build trust from scratch  
- It provides immediate credibility and social proof  
- It creates warm introductions instead of cold outreach  
- It leverages existing communication channels and relationships  
- It reduces customer acquisition costs and improves conversion rates

---

## Chapter 2: The Complete 33 Factors Framework

### Strategic Foundation Factors (1-8)

**Factor 1: Partnership Ecosystem Mapping** The foundation of successful strategic alliances is comprehensive ecosystem mapping. This involves identifying every business that touches your ideal customers throughout their complete journey. Most businesses identify 10-20 obvious partners. Systematic ecosystem mapping typically reveals 200-500 potential partnership opportunities.

The mapping process examines customer touchpoints across multiple dimensions:

- Industry vertical relationships and supply chains  
- Geographic market connections and local business networks  
- Technology platform integrations and software ecosystems  
- Professional service relationships and referral networks  
- Distribution channels and retail partnerships  
- Educational and training relationships  
- Financial and legal service connections

**Factor 2: Before/During/After/Conjunction Analysis** This systematic analysis categorizes potential partners based on when they interact with your ideal customers relative to your service delivery. Each category requires different partnership approaches, value propositions, and relationship development strategies.

Before partnerships often involve consultants, advisors, and service providers who identify problems that your solution addresses. During partnerships typically include complementary service providers, technology platforms, and vendors who enhance your service delivery. After partnerships involve implementation specialists, ongoing support providers, and advanced service providers. In conjunction partnerships include parallel service providers, industry specialists, and businesses serving the same customers simultaneously.

**Factor 3: Relational Capital Assessment** Not all potential partners have equal relational capital with your ideal customers. This factor involves assessing the strength, depth, and quality of relationships that potential partners have with your target market.

High relational capital partners have:

- Long-term relationships with your ideal customers  
- High trust and credibility in their recommendations  
- Regular communication and interaction patterns  
- Influence over customer decision-making processes  
- Established reputation and market positioning

**Factor 4: Marketing Arbitrage Opportunities** This factor identifies underutilized assets, undervalued opportunities, and hidden connections that can be leveraged for mutual benefit. Marketing arbitrage opportunities often exist where potential partners have valuable assets that aren't being fully monetized or optimized.

Common arbitrage opportunities include:

- Underutilized customer databases and communication channels  
- Excess capacity in service delivery or fulfillment  
- Complementary expertise that enhances value propositions  
- Geographic market presence that enables expansion  
- Technology platforms that enable integration opportunities

**Factor 5: Revenue Sharing Structures** Sustainable partnerships require mutually beneficial economic arrangements. This factor involves designing revenue sharing structures that align incentives, reward performance, and create long-term partnership sustainability.

Effective revenue sharing structures consider:

- Partner contribution and value creation  
- Market rates and industry standards  
- Performance metrics and attribution tracking  
- Payment terms and administrative requirements  
- Scalability and growth accommodation

**Factor 6: Risk Reduction Strategies** Strategic partnerships involve various risks that must be identified and mitigated. This factor addresses legal, financial, operational, and reputational risks that could impact partnership success.

Key risk areas include:

- Legal liability and contractual obligations  
- Financial performance and payment terms  
- Operational dependencies and service delivery  
- Reputational alignment and brand protection  
- Competitive conflicts and market positioning

**Factor 7: Barrier Elimination Methods** Many potential partnerships fail to develop because of perceived or actual barriers to collaboration. This factor identifies and addresses common barriers that prevent partnership development.

Common barriers include:

- Lack of clear value proposition for potential partners  
- Complex or unclear partnership terms and processes  
- Competitive concerns or market conflicts  
- Resource constraints and capacity limitations  
- Cultural or operational misalignment

**Factor 8: Value Creation Alignment** Successful partnerships create value for all parties involved—you, your partner, and your shared customers. This factor ensures that partnership opportunities are structured to create clear, measurable value for each stakeholder.

Value creation alignment considers:

- Customer value enhancement and problem solving  
- Partner revenue generation and business growth  
- Your customer acquisition and revenue objectives  
- Market expansion and competitive positioning  
- Long-term relationship sustainability and growth

### Partner Identification Factors (9-16)

**Factor 9: Complementary Service Providers** These are businesses that provide services that naturally complement your offerings without directly competing. They serve the same customers but address different needs, creating natural partnership opportunities for cross-referrals, joint solutions, and integrated service delivery.

For coaches, complementary service providers might include business consultants, financial advisors, HR specialists, and technology consultants. For marketing agencies, they might include web developers, graphic designers, copywriters, and business consultants. For SaaS companies, they might include implementation consultants, training providers, and integration specialists.

**Factor 10: Industry Specialists and Experts** Industry specialists have deep expertise and established relationships within specific market segments. They often serve as trusted advisors and influencers who can provide valuable introductions, endorsements, and collaborative opportunities.

These specialists might include industry consultants, trade association leaders, conference speakers, publication editors, and recognized thought leaders. They typically have extensive networks, regular communication with your target market, and influence over industry trends and decisions.

**Factor 11: Technology and Platform Partners** In today's digital economy, technology partnerships create significant opportunities for integration, data sharing, and enhanced customer value. These partnerships can provide competitive differentiation, improved customer experience, and expanded market reach.

Technology partnerships might include software integrations, API connections, data sharing agreements, white-label solutions, and platform partnerships. They often create network effects where the value of each partnership increases as the ecosystem grows.

**Factor 12: Distribution Channel Partners** Distribution partners provide access to new markets, customer segments, and geographic regions. They have established sales processes, customer relationships, and market presence that can accelerate your market penetration.

Distribution partnerships might include retail relationships, reseller agreements, affiliate programs, and channel partner networks. They typically involve revenue sharing arrangements and require ongoing relationship management and support.

**Factor 13: Referral Source Networks** Referral sources are businesses and individuals who regularly encounter your ideal customers and can provide warm introductions. They may not directly serve your customers but have regular interaction and influence within your target market.

Referral networks might include professional associations, networking groups, industry events, online communities, and informal business networks. Building systematic referral relationships requires ongoing relationship development and value creation.

**Factor 14: Strategic Alliance Candidates** Strategic alliances are formal, long-term partnerships that involve significant collaboration, resource sharing, and mutual commitment. These partnerships often involve joint product development, shared marketing initiatives, and integrated business operations.

Strategic alliance candidates typically have complementary strengths, shared target markets, aligned business objectives, and cultural compatibility. They require extensive due diligence, formal agreements, and ongoing relationship management.

**Factor 15: Joint Venture Opportunities** Joint ventures involve creating new business entities or initiatives that combine resources, expertise, and market access from multiple partners. They represent the highest level of partnership collaboration and commitment.

Joint venture opportunities might include new product development, market expansion initiatives, technology development projects, and shared service delivery platforms. They require significant planning, legal structure, and ongoing management.

**Factor 16: Cross-Promotional Partners** Cross-promotional partnerships involve mutual marketing and promotional activities that benefit all partners. These partnerships leverage shared audiences, complementary messaging, and coordinated marketing efforts.

Cross-promotional opportunities might include content collaboration, event partnerships, email list sharing, social media promotion, and joint advertising initiatives. They typically require minimal resource investment but can provide significant exposure and lead generation.

### Relationship Development Factors (17-24)

**Factor 17: Trust Building Strategies** Trust is the foundation of all successful partnerships. This factor addresses systematic approaches for building trust with potential partners through consistent communication, demonstrated value, and reliable follow-through.

Trust building strategies include:

- Providing value before asking for anything in return  
- Demonstrating expertise and credibility through content and case studies  
- Making and keeping small commitments to build confidence  
- Being transparent about objectives, processes, and expectations  
- Showing genuine interest in partner success and objectives

**Factor 18: Mutual Benefit Creation** Sustainable partnerships require clear benefits for all parties involved. This factor focuses on identifying and creating mutual benefits that justify ongoing partnership investment and commitment.

Mutual benefits might include:

- Revenue generation and business growth opportunities  
- Cost reduction and efficiency improvements  
- Market expansion and customer acquisition  
- Competitive differentiation and positioning advantages  
- Resource sharing and capability enhancement

**Factor 19: Communication Systems** Effective partnerships require systematic communication processes that ensure ongoing alignment, coordination, and relationship maintenance. This factor addresses communication frequency, channels, content, and feedback mechanisms.

Communication systems include:

- Regular check-in meetings and progress reviews  
- Shared reporting and performance tracking  
- Collaborative planning and strategy sessions  
- Issue resolution and conflict management processes  
- Celebration and recognition of partnership successes

**Factor 20: Partnership Onboarding** New partnerships require structured onboarding processes that ensure successful launch and early momentum. This factor addresses the critical first 90 days of partnership development when expectations are set and initial results are achieved.

Partnership onboarding includes:

- Clear role and responsibility definition  
- Training and education on products, services, and processes  
- Resource provision and support system access  
- Initial goal setting and success metric establishment  
- Regular feedback and adjustment during the launch period

**Factor 21: Performance Tracking** Successful partnerships require systematic performance measurement and optimization. This factor addresses key performance indicators, tracking systems, and optimization processes that ensure partnership success.

Performance tracking includes:

- Lead generation and conversion metrics  
- Revenue attribution and growth measurement  
- Customer satisfaction and retention tracking  
- Partner satisfaction and engagement assessment  
- Return on investment and profitability analysis

**Factor 22: Relationship Maintenance** Long-term partnerships require ongoing relationship maintenance that goes beyond transactional interactions. This factor addresses the human elements of partnership success including appreciation, recognition, and relationship deepening.

Relationship maintenance includes:

- Regular appreciation and recognition activities  
- Personal relationship building beyond business interactions  
- Shared experiences and team building opportunities  
- Ongoing education and development support  
- Celebration of milestones and achievements

**Factor 23: Conflict Resolution** All partnerships experience challenges and conflicts that must be addressed constructively. This factor provides frameworks for identifying, addressing, and resolving partnership conflicts while maintaining relationship integrity.

Conflict resolution includes:

- Early identification of potential issues and concerns  
- Open communication and collaborative problem-solving  
- Mediation and third-party assistance when needed  
- Agreement modification and adaptation processes  
- Relationship repair and trust rebuilding strategies

**Factor 24: Partnership Evolution** Successful partnerships evolve and grow over time as businesses change, markets shift, and opportunities emerge. This factor addresses how to systematically evolve partnerships to maintain relevance and maximize value creation.

Partnership evolution includes:

- Regular partnership review and strategy assessment  
- Opportunity identification and development  
- Capability expansion and service enhancement  
- Market adaptation and competitive response  
- Long-term planning and vision alignment

### Revenue Generation Factors (25-33)

**Factor 25: Lead Generation Systems** Partnerships must generate consistent, qualified leads to justify ongoing investment. This factor addresses systematic approaches for generating leads through partnership channels including referral processes, joint marketing, and collaborative lead generation.

Lead generation systems include:

- Referral process design and optimization  
- Joint content creation and distribution  
- Shared event and webinar programs  
- Cross-promotional campaigns and initiatives  
- Integrated lead capture and management systems

**Factor 26: Customer Acquisition Channels** Partnerships should create predictable customer acquisition channels that provide consistent results over time. This factor addresses how to systematically convert partnership opportunities into reliable customer acquisition systems.

Customer acquisition channels include:

- Warm referral and introduction processes  
- Joint sales presentations and proposals  
- Integrated service delivery and upselling  
- Channel partner sales and distribution  
- Strategic alliance customer sharing

**Factor 27: Revenue Sharing Models** Sustainable partnerships require fair and motivating revenue sharing arrangements. This factor addresses various revenue sharing models and how to select and implement the most appropriate approach for each partnership type.

Revenue sharing models include:

- Percentage-based commission structures  
- Fixed fee arrangements and retainers  
- Performance-based bonuses and incentives  
- Equity sharing and ownership arrangements  
- Value-based pricing and profit sharing

**Factor 28: Performance Incentives** Beyond basic revenue sharing, partnerships benefit from additional performance incentives that motivate exceptional results. This factor addresses incentive design and implementation that drives superior partnership performance.

Performance incentives include:

- Tiered commission structures and bonuses  
- Recognition and award programs  
- Exclusive territory and opportunity access  
- Enhanced support and resource allocation  
- Long-term partnership benefits and privileges

**Factor 29: Scaling Mechanisms** Successful partnerships must be scalable to accommodate growth and expansion. This factor addresses how to design partnership systems and processes that can handle increased volume, complexity, and geographic expansion.

Scaling mechanisms include:

- Automated systems and process standardization  
- Training and certification programs  
- Territory and market expansion strategies  
- Resource allocation and support scaling  
- Technology platform and integration development

**Factor 30: Market Expansion** Partnerships provide opportunities for geographic and demographic market expansion that would be difficult or expensive to achieve independently. This factor addresses how to leverage partnerships for systematic market expansion.

Market expansion includes:

- Geographic territory development and coverage  
- New customer segment identification and penetration  
- Industry vertical expansion and specialization  
- International market entry and development  
- Digital market expansion and online presence

**Factor 31: Competitive Advantages** Strategic partnerships create competitive advantages that are difficult for competitors to replicate. This factor addresses how to build and maintain competitive advantages through partnership ecosystems.

Competitive advantages include:

- Exclusive partnership agreements and relationships  
- Integrated service delivery and customer experience  
- Network effects and ecosystem value creation  
- Market positioning and thought leadership  
- Innovation and product development collaboration

**Factor 32: Long-term Sustainability** Partnerships must be designed for long-term sustainability rather than short-term gains. This factor addresses how to build partnerships that become more valuable over time and create lasting competitive advantages.

Long-term sustainability includes:

- Relationship depth and trust development  
- Mutual dependency and value creation  
- Continuous innovation and adaptation  
- Market evolution and trend anticipation  
- Legacy planning and succession management

**Factor 33: Partnership Portfolio Management** Successful businesses develop portfolios of strategic partnerships that work together to create comprehensive customer acquisition ecosystems. This factor addresses how to manage multiple partnerships for maximum synergy and results.

Partnership portfolio management includes:

- Portfolio strategy and optimization  
- Resource allocation and priority management  
- Synergy identification and development  
- Performance comparison and benchmarking  
- Strategic planning and vision alignment

---

## Chapter 3: Industry-Specific Implementation Strategies

### Coaches and Consultants: Building Referral Ecosystems

Business coaches and consultants have unique partnership opportunities because their clients typically need multiple types of professional services throughout their business development journey. The 33 Factors Framework reveals systematic approaches for building comprehensive referral ecosystems that generate 40-60% of new clients through warm introductions.

**Before Partnerships for Coaches:** Coaches can partner with businesses that identify potential coaching clients before they recognize their need for coaching services. These include business consultants who identify operational challenges, financial advisors who see cash flow problems, HR consultants who identify leadership issues, and technology consultants who observe productivity challenges.

The key is positioning coaching as the solution to problems that these partners regularly encounter but cannot directly address. For example, a financial advisor might regularly see businesses with cash flow problems that stem from poor sales processes or leadership challenges. A strategic partnership with a business coach creates a natural referral opportunity that benefits the client, provides additional value for the financial advisor, and generates qualified leads for the coach.

**During Partnerships for Coaches:** During partnerships involve service providers who work with coaching clients while they're actively engaged in the coaching process. These might include implementation specialists, technology providers, training companies, and other consultants who help execute the strategies developed during coaching.

These partnerships create opportunities for joint service delivery, integrated solutions, and enhanced client results. For example, a business coach might partner with a marketing consultant to provide comprehensive business development services, or with a technology consultant to implement systems and processes developed during coaching.

**After Partnerships for Coaches:** After partnerships serve coaching clients who have completed their initial coaching engagement and need ongoing support, advanced services, or specialized expertise. These might include industry specialists, advanced consultants, peer groups, and ongoing support providers.

These partnerships create opportunities for client retention, upselling, and long-term relationship development. They also provide natural referral sources as clients graduate from coaching and recommend the coach to others facing similar challenges.

**In Conjunction Partnerships for Coaches:** In conjunction partnerships serve coaching clients simultaneously with the coaching services. These might include accountants, lawyers, HR specialists, and other professional service providers who work with the same clients on parallel needs.

These partnerships create opportunities for cross-referrals, joint client meetings, and integrated service delivery that enhances the overall client experience and results.

### Marketing Agencies: Strategic Alliance Development

Marketing agencies have extensive partnership opportunities because their clients typically need multiple types of business services beyond marketing. The 33 Factors Framework helps agencies build strategic alliances that reduce customer acquisition costs by 60-80% while providing additional value to clients.

**Before Partnerships for Agencies:** Agencies can partner with service providers who identify businesses that need marketing services before they start looking for an agency. These include business consultants who identify growth challenges, financial advisors who see revenue problems, technology consultants who observe lead generation issues, and industry specialists who understand market opportunities.

The key is positioning the agency as the solution to growth and revenue challenges that these partners regularly encounter. For example, a business consultant might regularly see companies with strong operations but poor marketing, creating natural referral opportunities for marketing agencies.

**During Partnerships for Agencies:** During partnerships involve service providers who work with agency clients while they're actively engaged with the agency. These might include web developers, graphic designers, copywriters, video producers, and technology providers who support marketing campaign execution.

These partnerships create opportunities for integrated service delivery, enhanced capabilities, and improved client results. They also provide cost efficiencies and quality improvements that benefit both the agency and its clients.

**After Partnerships for Agencies:** After partnerships serve agency clients who have achieved initial marketing success and need advanced services, ongoing optimization, or specialized expertise. These might include conversion optimization specialists, advanced analytics providers, marketing automation experts, and industry-specific consultants.

These partnerships create opportunities for client retention, service expansion, and long-term relationship development. They also provide natural referral sources as clients achieve success and recommend the agency to others.

**In Conjunction Partnerships for Agencies:** In conjunction partnerships serve agency clients simultaneously with marketing services. These might include sales consultants, customer service providers, operations consultants, and technology specialists who work with the same clients on parallel business functions.

These partnerships create opportunities for holistic business development, integrated solutions, and enhanced client results that differentiate the agency from competitors focused solely on marketing tactics.

### SaaS Companies: Integration Partnership Ecosystems

Early-stage SaaS companies have unique partnership opportunities because software naturally integrates with other platforms and serves businesses that use multiple technology solutions. The 33 Factors Framework helps SaaS companies develop integration partnerships that reduce customer acquisition costs and create competitive differentiation.

**Before Partnerships for SaaS:** SaaS companies can partner with service providers and platforms that identify businesses needing software solutions before they start evaluating options. These include consultants who identify operational inefficiencies, system integrators who assess technology needs, and industry specialists who understand workflow challenges.

The key is positioning the SaaS solution as the answer to problems that these partners regularly encounter during their client engagements. For example, a business consultant might regularly see companies with manual processes that could be automated, creating natural referral opportunities for relevant SaaS solutions.

**During Partnerships for SaaS:** During partnerships involve service providers who work with SaaS clients during implementation and ongoing usage. These might include implementation consultants, training providers, system integrators, and complementary software platforms that enhance the core SaaS functionality.

These partnerships create opportunities for improved customer success, reduced churn, and enhanced product value. They also provide competitive differentiation through integrated solutions that are difficult for competitors to replicate.

**After Partnerships for SaaS:** After partnerships serve SaaS clients who have successfully implemented the software and need advanced features, additional modules, or complementary solutions. These might include advanced analytics providers, industry-specific add-ons, and enterprise-level service providers.

These partnerships create opportunities for customer expansion, upselling, and long-term retention. They also provide natural referral sources as successful customers recommend the SaaS solution to others in their industry or network.

**In Conjunction Partnerships for SaaS:** In conjunction partnerships involve platforms and services that work alongside the SaaS solution to serve the same customers. These might include complementary software platforms, data providers, and service providers who enhance the overall customer experience.

These partnerships create opportunities for platform integration, data sharing, and ecosystem development that increases customer value and competitive positioning.

### E-Commerce and DTC Brands: Retail Partnership Networks

E-commerce and direct-to-consumer brands have extensive partnership opportunities because their customers interact with multiple retailers, service providers, and platforms throughout their purchasing journey. The 33 Factors Framework helps brands build retail partnership networks that expand market reach and reduce customer acquisition costs.

**Before Partnerships for E-Commerce:** E-commerce brands can partner with retailers, service providers, and platforms that interact with potential customers before they're ready to purchase. These might include content creators, influencers, educational platforms, and complementary brands that serve the same target market.

The key is positioning the brand as the solution to needs that these partners' audiences regularly express. For example, a fitness influencer might regularly discuss nutrition challenges, creating natural partnership opportunities for health food brands.

**During Partnerships for E-Commerce:** During partnerships involve service providers and platforms that enhance the customer experience during the purchasing and fulfillment process. These might include shipping providers, payment platforms, customer service providers, and complementary product brands.

These partnerships create opportunities for improved customer experience, operational efficiency, and cross-selling that increase customer lifetime value and satisfaction.

**After Partnerships for E-Commerce:** After partnerships serve customers who have purchased from the brand and need ongoing support, complementary products, or related services. These might include customer service providers, product education platforms, and brands offering complementary or upgrade products.

These partnerships create opportunities for customer retention, repeat purchases, and lifetime value optimization. They also provide natural referral sources as satisfied customers recommend the brand to others.

**In Conjunction Partnerships for E-Commerce:** In conjunction partnerships involve brands and service providers that serve the same customers simultaneously. These might include complementary product brands, lifestyle service providers, and platforms that enhance the overall customer experience.

These partnerships create opportunities for cross-promotion, bundle offerings, and ecosystem development that increases customer value and competitive differentiation.

---

## Chapter 4: The Partnership Development Process

### Phase 1: Partnership Ecosystem Discovery

The foundation of successful strategic alliances is comprehensive ecosystem discovery that identifies all potential partnership opportunities within your market. This phase typically takes 2-4 weeks and involves systematic research, analysis, and opportunity mapping.

**Step 1: Customer Journey Mapping** Begin by mapping your ideal customer's complete journey from initial problem recognition through solution implementation and ongoing success. Identify every touchpoint, decision point, and interaction that occurs throughout this journey.

For each touchpoint, ask:

- What businesses do customers interact with at this stage?  
- What problems or challenges do customers face here?  
- What information or resources do customers need?  
- What decisions are customers making?  
- Who influences these decisions?

**Step 2: Ecosystem Stakeholder Identification** Systematically identify all businesses and individuals who interact with your ideal customers throughout their journey. Use the Before/During/After/In Conjunction framework to categorize these stakeholders and understand their relationship to your customers.

Create comprehensive lists for each category:

- Before: Who serves your customers before they need your solution?  
- During: Who serves your customers while they're using your solution?  
- After: Who serves your customers after they've used your solution?  
- In Conjunction: Who serves your customers simultaneously with your solution?

**Step 3: Relational Capital Assessment** Evaluate the strength and quality of relationships that potential partners have with your ideal customers. Not all potential partners have equal influence or trust with your target market.

Assess each potential partner on:

- Relationship depth and duration with your target market  
- Trust and credibility level with potential customers  
- Frequency and quality of customer interactions  
- Influence over customer decision-making processes  
- Market reputation and positioning

**Step 4: Partnership Opportunity Prioritization** Rank potential partnership opportunities based on multiple criteria including market access, relationship strength, strategic alignment, and implementation feasibility.

Use a scoring system that considers:

- Size and quality of target customer overlap  
- Strength of partner's customer relationships  
- Alignment of values and business objectives  
- Complementary nature of services or products  
- Feasibility of partnership development

**Step 5: Initial Research and Intelligence Gathering** Conduct detailed research on priority partnership candidates to understand their business model, customer base, challenges, and opportunities. This intelligence will inform your partnership approach and value proposition development.

Research should include:

- Business model and revenue streams  
- Target customer demographics and characteristics  
- Current challenges and growth objectives  
- Existing partnerships and alliance relationships  
- Key decision makers and influencers  
- Communication preferences and channels

### Phase 2: Strategic Alliance Architecture

Once you've identified and prioritized partnership opportunities, the next phase involves designing strategic alliance architecture that creates compelling value propositions for potential partners. This phase typically takes 3-6 weeks and involves value proposition development, partnership structure design, and approach strategy creation.

**Step 1: Value Proposition Development** Create compelling value propositions that clearly articulate the benefits of partnership for each potential partner. These value propositions must address the partner's specific challenges, objectives, and customer needs.

Effective value propositions include:

- Clear description of mutual benefits and value creation  
- Specific examples of how the partnership will work  
- Quantified benefits and expected outcomes  
- Risk mitigation and success assurance  
- Differentiation from other partnership opportunities

**Step 2: Partnership Structure Design** Design partnership structures that align incentives, clarify roles and responsibilities, and create sustainable collaboration frameworks. Different types of partnerships require different structural approaches.

Partnership structures should address:

- Revenue sharing and compensation arrangements  
- Roles, responsibilities, and performance expectations  
- Communication and collaboration processes  
- Legal and contractual requirements  
- Performance measurement and optimization

**Step 3: Approach Strategy Development** Develop systematic approaches for initiating partnership conversations that build trust, demonstrate value, and create momentum toward formal partnership agreements.

Approach strategies should include:

- Initial contact methods and messaging  
- Value demonstration and credibility building  
- Relationship development and trust building  
- Proposal presentation and negotiation  
- Agreement finalization and implementation

**Step 4: Resource and Capability Assessment** Evaluate your internal resources and capabilities to ensure you can successfully develop and manage the partnerships you're pursuing. Identify any gaps that need to be addressed before partnership development begins.

Assessment should include:

- Partnership development and management capabilities  
- Legal and contractual expertise  
- Technology and system requirements  
- Financial and administrative resources  
- Training and support capabilities

**Step 5: Implementation Planning** Create detailed implementation plans that outline the specific steps, timelines, and resources required to develop each priority partnership. These plans should be realistic, measurable, and adaptable based on partner feedback and market conditions.

Implementation plans should include:

- Specific outreach and engagement timelines  
- Resource allocation and responsibility assignments  
- Milestone and progress measurement criteria  
- Risk mitigation and contingency planning  
- Success metrics and optimization processes

### Phase 3: Partnership Infrastructure Development

The third phase involves building the infrastructure and systems required to support successful partnership development and management. This phase typically takes 4-8 weeks and involves system development, process creation, and team preparation.

**Step 1: Partnership Management Systems** Implement systems for tracking partnership development progress, managing partner relationships, and measuring partnership performance. These systems should integrate with your existing CRM and business management platforms.

Partnership management systems should include:

- Partner contact and relationship tracking  
- Partnership development pipeline management  
- Performance measurement and reporting  
- Communication and collaboration tools  
- Document and contract management

**Step 2: Communication and Collaboration Processes** Develop standardized processes for partner communication, collaboration, and relationship management. These processes should ensure consistent, professional, and value-focused interactions with all partners.

Communication processes should include:

- Initial outreach and follow-up sequences  
- Regular check-in and progress review schedules  
- Issue resolution and conflict management procedures  
- Performance feedback and optimization discussions  
- Celebration and recognition activities

**Step 3: Training and Education Materials** Create training and education materials that help partners understand your business, products, services, and partnership processes. These materials should enable partners to effectively represent your value proposition and refer appropriate opportunities.

Training materials should include:

- Business and product overview presentations  
- Partnership process and procedure documentation  
- Sales and referral training materials  
- Marketing and promotional resources  
- Ongoing education and update programs

**Step 4: Legal and Contractual Framework** Develop legal and contractual frameworks that protect your interests while creating fair and attractive partnership terms. Work with legal counsel to ensure compliance with relevant regulations and industry standards.

Legal frameworks should include:

- Partnership agreement templates and standards  
- Revenue sharing and compensation structures  
- Intellectual property and confidentiality protections  
- Liability and risk management provisions  
- Termination and dispute resolution procedures

**Step 5: Performance Measurement and Optimization** Implement performance measurement systems that track partnership success and identify optimization opportunities. These systems should provide actionable insights that improve partnership performance over time.

Performance measurement should include:

- Lead generation and conversion tracking  
- Revenue attribution and growth measurement  
- Partner satisfaction and engagement assessment  
- Customer satisfaction and retention analysis  
- Return on investment and profitability evaluation

### Phase 4: Partnership Activation and Revenue Generation

The final phase involves activating partnerships and optimizing them for maximum revenue generation and long-term success. This phase is ongoing and involves continuous relationship management, performance optimization, and strategic evolution.

**Step 1: Partnership Launch and Onboarding** Execute systematic partnership launches that ensure successful activation and early momentum. The first 90 days of partnership development are critical for establishing expectations, building confidence, and achieving initial results.

Partnership launch should include:

- Formal partnership agreement execution  
- Comprehensive partner onboarding and training  
- Initial goal setting and success metric establishment  
- Resource provision and support system access  
- Regular feedback and adjustment during launch period

**Step 2: Relationship Development and Management** Implement ongoing relationship development and management processes that deepen partnerships over time and maximize long-term value creation. Strong relationships are the foundation of successful strategic alliances.

Relationship management should include:

- Regular communication and progress reviews  
- Appreciation and recognition activities  
- Shared experiences and team building opportunities  
- Ongoing education and development support  
- Celebration of milestones and achievements

**Step 3: Performance Optimization and Growth** Continuously optimize partnership performance through systematic analysis, feedback, and improvement initiatives. Successful partnerships evolve and improve over time as partners learn and adapt.

Performance optimization should include:

- Regular performance review and analysis  
- Feedback collection and implementation  
- Process improvement and efficiency enhancement  
- Opportunity identification and development  
- Strategic planning and vision alignment

**Step 4: Partnership Portfolio Expansion** Systematically expand your partnership portfolio by developing additional strategic alliances that complement and enhance your existing partnerships. Portfolio expansion should be strategic and aligned with your overall business objectives.

Portfolio expansion should include:

- New partnership opportunity identification  
- Strategic fit and synergy assessment  
- Resource allocation and priority management  
- Integration with existing partnership ecosystem  
- Performance comparison and benchmarking

**Step 5: Long-term Strategic Evolution** Evolve your partnership strategy and portfolio over time to maintain relevance and maximize value creation as markets change and opportunities emerge. Strategic evolution ensures long-term partnership success and competitive advantage.

Strategic evolution should include:

- Market trend analysis and adaptation  
- Partnership strategy review and refinement  
- Capability development and enhancement  
- Innovation and new opportunity exploration  
- Legacy planning and succession management

---

## Chapter 5: Advanced Strategic Alliance Techniques

### Joint Venture Development

Joint ventures represent the highest level of strategic partnership collaboration, involving the creation of new business entities or initiatives that combine resources, expertise, and market access from multiple partners. These partnerships require significant planning, legal structure, and ongoing management but can create substantial competitive advantages and revenue opportunities.

**Joint Venture Opportunity Identification** Joint ventures work best when partners have complementary strengths that can be combined to create new value propositions or enter new markets. Look for opportunities where:

- Partners have different but complementary expertise  
- Combined resources enable new product or service development  
- Shared market access creates expansion opportunities  
- Risk sharing makes new initiatives feasible  
- Competitive positioning benefits from collaboration

**Joint Venture Structure Design** Joint ventures require careful legal and operational structure design that protects all partners while enabling effective collaboration. Key structural considerations include:

- Legal entity formation and governance structure  
- Resource contribution and ownership arrangements  
- Revenue sharing and profit distribution  
- Decision-making processes and management structure  
- Intellectual property ownership and licensing  
- Exit strategies and dissolution procedures

**Joint Venture Management** Successful joint ventures require dedicated management and governance processes that ensure alignment, coordination, and performance optimization. Management considerations include:

- Dedicated management team and leadership structure  
- Regular governance meetings and decision-making processes  
- Performance measurement and optimization systems  
- Communication and collaboration protocols  
- Conflict resolution and dispute management procedures  
- Strategic planning and evolution processes

### Revenue Sharing Optimization

Revenue sharing arrangements are critical to partnership success and must be designed to align incentives, reward performance, and create sustainable collaboration. Advanced revenue sharing techniques can significantly improve partnership performance and longevity.

**Performance-Based Revenue Sharing** Instead of simple percentage-based commissions, consider performance-based revenue sharing that rewards partners for achieving specific outcomes and objectives. This approach aligns partner incentives with your business objectives and encourages high-quality referrals and collaboration.

Performance-based structures might include:

- Tiered commission rates based on volume or quality metrics  
- Bonus payments for achieving specific performance targets  
- Long-term incentives for partnership longevity and growth  
- Quality-based adjustments for referral conversion rates  
- Customer satisfaction bonuses for successful implementations

**Value-Based Revenue Sharing** Value-based revenue sharing ties partner compensation to the actual value created for customers and your business. This approach ensures that partners are rewarded for creating meaningful outcomes rather than just generating activity.

Value-based structures might include:

- Revenue sharing based on customer lifetime value  
- Profit sharing arrangements that align with business profitability  
- Success fee structures tied to specific customer outcomes  
- Equity sharing for strategic partnerships and joint ventures  
- Performance royalties for ongoing value creation

**Dynamic Revenue Sharing** Dynamic revenue sharing arrangements adapt over time based on partnership performance, market conditions, and strategic objectives. This approach ensures that revenue sharing remains fair and motivating as partnerships evolve.

Dynamic structures might include:

- Automatic adjustments based on performance metrics  
- Market-based pricing that reflects competitive conditions  
- Partnership maturity adjustments that reward longevity  
- Volume-based scaling that accommodates growth  
- Strategic value adjustments for changing business priorities

### Partnership Portfolio Management

As your partnership ecosystem grows, portfolio management becomes critical for maximizing synergies, optimizing resource allocation, and maintaining strategic alignment. Advanced portfolio management techniques help ensure that your partnerships work together effectively.

**Portfolio Strategy Development** Develop comprehensive portfolio strategies that align your partnerships with your overall business objectives and create synergies between different partnership types. Portfolio strategies should consider:

- Strategic fit and alignment with business objectives  
- Market coverage and customer segment alignment  
- Resource requirements and allocation optimization  
- Synergy opportunities and value creation potential  
- Risk diversification and portfolio balance

**Partnership Synergy Optimization** Identify and develop synergies between different partnerships that create additional value for all parties involved. Synergy opportunities might include:

- Cross-referrals between complementary partners  
- Joint marketing and promotional initiatives  
- Shared resources and capability development  
- Integrated service delivery and customer experience  
- Collaborative innovation and product development

**Portfolio Performance Management** Implement portfolio-level performance management that tracks overall partnership ecosystem performance and identifies optimization opportunities. Portfolio performance management should include:

- Aggregate performance measurement and reporting  
- Comparative analysis and benchmarking  
- Resource allocation optimization  
- Strategic priority alignment and adjustment  
- Portfolio evolution and strategic planning

### Technology Integration and Automation

Technology integration and automation can significantly enhance partnership effectiveness, reduce management overhead, and improve partner experience. Advanced technology techniques enable scalable partnership development and management.

**Partnership Management Platforms** Implement comprehensive partnership management platforms that automate routine tasks, provide real-time visibility into partnership performance, and enable efficient collaboration. These platforms should integrate with your existing business systems and provide partners with self-service capabilities.

Platform capabilities should include:

- Automated partner onboarding and training  
- Real-time performance tracking and reporting  
- Collaborative planning and communication tools  
- Resource sharing and document management  
- Payment processing and commission tracking

**API Integration and Data Sharing** Develop API integrations and data sharing capabilities that enable seamless collaboration between your systems and partner systems. This integration can improve customer experience, reduce manual work, and enable new partnership opportunities.

Integration capabilities might include:

- Customer data sharing and synchronization  
- Lead tracking and attribution systems  
- Automated referral processing and management  
- Integrated billing and payment systems  
- Shared analytics and reporting platforms

**Automated Communication and Marketing** Implement automated communication and marketing systems that maintain partner engagement, provide ongoing education, and promote partnership opportunities. Automation can significantly reduce the overhead of partnership management while improving consistency and effectiveness.

Automation capabilities might include:

- Automated partner communication sequences  
- Performance-based messaging and alerts  
- Educational content delivery and training  
- Marketing resource distribution and updates  
- Event and opportunity notifications

---

## Chapter 6: Measuring and Optimizing Partnership Performance

### Key Performance Indicators (KPIs)

Successful partnership ecosystems require comprehensive performance measurement that tracks both quantitative results and qualitative relationship health. The right KPIs provide actionable insights that drive continuous improvement and optimization.

**Lead Generation and Conversion Metrics** Track the quantity and quality of leads generated through partnership channels to understand partnership effectiveness and identify optimization opportunities.

Key metrics include:

- Number of leads generated per partner per month  
- Lead quality scores and conversion rates  
- Time from referral to conversion  
- Average deal size from partnership leads  
- Customer lifetime value from partnership customers

**Revenue Attribution and Growth** Measure the direct and indirect revenue impact of partnerships to understand return on investment and justify continued partnership development.

Key metrics include:

- Direct revenue attributed to partnership referrals  
- Indirect revenue from partnership-influenced customers  
- Revenue growth rate from partnership channels  
- Partnership revenue as percentage of total revenue  
- Average revenue per partnership relationship

**Partner Engagement and Satisfaction** Monitor partner engagement and satisfaction to ensure healthy relationships and identify potential issues before they impact performance.

Key metrics include:

- Partner activity levels and engagement frequency  
- Partner satisfaction scores and feedback  
- Partner retention and longevity rates  
- Partner referral quality and consistency  
- Partner training completion and certification rates

**Customer Experience and Satisfaction** Track customer experience and satisfaction with partnership-referred customers to ensure partnerships enhance rather than detract from customer value.

Key metrics include:

- Customer satisfaction scores for partnership referrals  
- Customer retention rates from partnership channels  
- Net promoter scores from partnership customers  
- Customer feedback on partnership experience  
- Complaint and issue resolution rates

**Return on Investment (ROI)** Calculate comprehensive ROI for partnership investments including development costs, management overhead, and revenue sharing expenses.

ROI calculations should include:

- Total partnership development and management costs  
- Revenue sharing and commission expenses  
- Opportunity costs and resource allocation  
- Direct and indirect revenue benefits  
- Long-term value creation and competitive advantages

### Performance Optimization Strategies

Regular performance optimization ensures that partnerships continue to improve over time and adapt to changing market conditions and business objectives.

**Data-Driven Decision Making** Use partnership performance data to make informed decisions about resource allocation, strategy adjustments, and optimization priorities. Data-driven approaches ensure that optimization efforts focus on areas with the greatest impact potential.

Data analysis should include:

- Trend analysis and performance patterns  
- Comparative analysis between different partners  
- Correlation analysis between activities and outcomes  
- Predictive modeling for future performance  
- Scenario analysis for strategic planning

**Continuous Improvement Processes** Implement systematic continuous improvement processes that regularly review partnership performance, identify optimization opportunities, and implement improvements.

Improvement processes should include:

- Regular performance review meetings and assessments  
- Partner feedback collection and analysis  
- Best practice identification and sharing  
- Process refinement and optimization  
- Innovation and new opportunity exploration

**A/B Testing and Experimentation** Use A/B testing and experimentation to optimize partnership processes, communication, and value propositions. Systematic testing enables evidence-based optimization that improves results over time.

Testing opportunities include:

- Partner communication and messaging optimization  
- Revenue sharing structure and incentive testing  
- Training and onboarding process improvement  
- Marketing and promotional material optimization  
- Partnership agreement and term testing

**Benchmarking and Best Practices** Compare your partnership performance against industry benchmarks and best practices to identify improvement opportunities and set realistic performance targets.

Benchmarking should include:

- Industry standard performance metrics and targets  
- Best practice research and case study analysis  
- Competitive analysis and market positioning  
- Partner feedback and satisfaction comparisons  
- Innovation and trend identification

### Partnership Lifecycle Management

Different partnerships require different management approaches based on their maturity, performance, and strategic importance. Effective lifecycle management ensures that each partnership receives appropriate attention and resources.

**Partnership Development Stage** New partnerships require intensive support and attention during the development stage to ensure successful launch and early momentum.

Development stage management includes:

- Comprehensive onboarding and training programs  
- Frequent communication and feedback sessions  
- Performance monitoring and early optimization  
- Issue identification and rapid resolution  
- Relationship building and trust development

**Partnership Growth Stage** Growing partnerships require optimization and expansion support to maximize their potential and achieve sustainable performance.

Growth stage management includes:

- Performance optimization and process refinement  
- Opportunity identification and development  
- Resource allocation and support enhancement  
- Strategic planning and goal setting  
- Relationship deepening and collaboration expansion

**Partnership Maturity Stage** Mature partnerships require maintenance and evolution support to ensure continued relevance and value creation.

Maturity stage management includes:

- Regular performance review and assessment  
- Strategic evolution and adaptation planning  
- Innovation and new opportunity exploration  
- Relationship maintenance and appreciation  
- Legacy planning and succession preparation

**Partnership Renewal or Termination** Partnerships that are underperforming or no longer strategically aligned may require renewal, restructuring, or termination.

Renewal/termination management includes:

- Comprehensive performance and strategic assessment  
- Renewal negotiation and agreement restructuring  
- Graceful termination and relationship preservation  
- Resource reallocation and opportunity redirection  
- Learning capture and process improvement

---

## Chapter 7: Building Your Partnership Action Plan

### 30-Day Quick Start Implementation

The first 30 days of partnership development are critical for building momentum and establishing the foundation for long-term success. This quick start plan provides specific actions and milestones for immediate implementation.

**Week 1: Foundation and Planning**

Day 1-2: Partnership Ecosystem Assessment

- Complete customer journey mapping exercise  
- Identify potential partners using Before/During/After/In Conjunction framework  
- Create initial list of 50-100 potential partnership opportunities  
- Prioritize top 20 partnership candidates for immediate focus

Day 3-4: Research and Intelligence Gathering

- Conduct detailed research on top 10 partnership candidates  
- Identify key decision makers and contact information  
- Analyze partner business models and customer overlap  
- Assess partnership fit and opportunity potential

Day 5-7: Value Proposition Development

- Create compelling value propositions for top 5 partnership candidates  
- Develop initial partnership structure and revenue sharing concepts  
- Prepare partnership overview materials and presentations  
- Plan initial outreach strategy and messaging

**Week 2: Initial Outreach and Engagement**

Day 8-10: First Contact Initiation

- Send initial outreach messages to top 5 partnership candidates  
- Follow up on initial messages with additional value and information  
- Schedule initial partnership exploration conversations  
- Begin relationship building and trust development

Day 11-12: Partnership Conversations

- Conduct initial partnership exploration meetings  
- Present value propositions and partnership concepts  
- Gather feedback and refine partnership approaches  
- Identify next steps and follow-up requirements

Day 13-14: Follow-up and Relationship Building

- Send follow-up materials and information as requested  
- Continue relationship building through value-added communication  
- Address questions and concerns raised during initial conversations  
- Plan next phase of partnership development

**Week 3: Partnership Development and Negotiation**

Day 15-17: Proposal Development

- Create formal partnership proposals for interested candidates  
- Develop detailed partnership agreements and terms  
- Prepare implementation plans and timelines  
- Address legal and contractual requirements

Day 18-19: Proposal Presentation and Negotiation

- Present formal partnership proposals to candidates  
- Negotiate terms and address concerns or objections  
- Refine agreements based on partner feedback  
- Work toward mutual agreement and commitment

Day 20-21: Agreement Finalization

- Finalize partnership agreements and contracts  
- Complete legal review and approval processes  
- Establish implementation timelines and milestones  
- Plan partnership launch and onboarding activities

**Week 4: Partnership Launch and Optimization**

Day 22-24: Partnership Launch

- Execute partnership agreements and begin collaboration  
- Implement partner onboarding and training programs  
- Establish communication and collaboration processes  
- Begin performance tracking and measurement

Day 25-26: Early Performance Monitoring

- Track initial partnership performance and results  
- Gather feedback from partners and customers  
- Identify early optimization opportunities  
- Address any issues or challenges that arise

Day 27-30: Optimization and Planning

- Implement initial optimizations based on early results  
- Plan expansion of partnership development efforts  
- Identify additional partnership opportunities for development  
- Prepare for ongoing partnership management and growth

### 90-Day Partnership Ecosystem Development

The first 90 days provide the foundation for building a comprehensive partnership ecosystem that generates consistent results and sustainable competitive advantages.

**Month 1: Foundation and Initial Partnerships** Focus on establishing the foundation for partnership development and launching your first strategic alliances.

Goals:

- Complete comprehensive partnership ecosystem mapping  
- Launch 3-5 initial strategic partnerships  
- Establish partnership management systems and processes  
- Generate first partnership-sourced leads and customers

Key Activities:

- Partnership opportunity identification and prioritization  
- Initial outreach and relationship development  
- Partnership agreement negotiation and execution  
- Partnership launch and early performance optimization

Success Metrics:

- 50+ partnership opportunities identified and researched  
- 3-5 partnership agreements signed and launched  
- Partnership management systems implemented  
- 10+ partnership-sourced leads generated

**Month 2: Expansion and Optimization** Focus on expanding your partnership portfolio and optimizing initial partnerships for improved performance.

Goals:

- Launch 5-10 additional strategic partnerships  
- Optimize initial partnerships for improved performance  
- Develop advanced partnership management capabilities  
- Generate consistent partnership-sourced revenue

Key Activities:

- Continued partnership development and outreach  
- Performance optimization and process refinement  
- Advanced training and capability development  
- Revenue generation and customer acquisition

Success Metrics:

- 8-15 total partnerships launched and active  
- 25+ partnership-sourced leads generated monthly  
- 5+ partnership-sourced customers acquired  
- Partnership revenue tracking and attribution established

**Month 3: Scaling and Strategic Development** Focus on scaling your partnership ecosystem and developing advanced strategic alliances that create long-term competitive advantages.

Goals:

- Achieve 15-25 active strategic partnerships  
- Develop joint venture and advanced partnership opportunities  
- Establish partnership ecosystem synergies and integration  
- Generate 30-40% of new customers through partnerships

Key Activities:

- Advanced partnership development and strategic alliances  
- Joint venture and collaboration opportunity development  
- Partnership ecosystem integration and synergy optimization  
- Strategic planning and long-term vision development

Success Metrics:

- 15-25 active partnerships generating consistent results  
- 50+ partnership-sourced leads generated monthly  
- 15+ partnership-sourced customers acquired monthly  
- 30-40% of new customer acquisition through partnerships

### Long-term Partnership Strategy Development

Building a sustainable partnership ecosystem requires long-term strategic thinking and systematic development that creates lasting competitive advantages.

**Year 1: Partnership Ecosystem Foundation** The first year focuses on building a comprehensive partnership ecosystem that provides multiple customer acquisition channels and sustainable competitive advantages.

Strategic Objectives:

- Develop 25-50 active strategic partnerships  
- Generate 40-60% of new customers through partnerships  
- Reduce customer acquisition costs by 50-70%  
- Create sustainable competitive advantages through partnerships

Key Initiatives:

- Comprehensive partnership ecosystem development  
- Advanced partnership management and optimization  
- Joint venture and strategic alliance development  
- Partnership portfolio management and synergy optimization

Success Targets:

- 25-50 active partnerships generating consistent results  
- 100+ partnership-sourced leads generated monthly  
- 40-60% of new customer acquisition through partnerships  
- 50-70% reduction in customer acquisition costs

**Year 2-3: Partnership Ecosystem Optimization** Years 2-3 focus on optimizing your partnership ecosystem for maximum performance and developing advanced strategic alliances that create market leadership.

Strategic Objectives:

- Optimize partnership portfolio for maximum performance  
- Develop market-leading strategic alliances and joint ventures  
- Create partnership ecosystem synergies and integration  
- Establish thought leadership in partnership development

Key Initiatives:

- Partnership performance optimization and management  
- Advanced strategic alliance and joint venture development  
- Partnership ecosystem integration and platform development  
- Thought leadership and market positioning development

Success Targets:

- Partnership ecosystem generating 60-80% of new customers  
- Advanced strategic alliances creating competitive differentiation  
- Partnership platform and ecosystem integration  
- Market recognition as partnership development leader

**Year 3+: Partnership Ecosystem Leadership** Year 3 and beyond focus on maintaining partnership ecosystem leadership and creating new opportunities for growth and expansion.

Strategic Objectives:

- Maintain partnership ecosystem leadership and performance  
- Develop new partnership opportunities and market expansion  
- Create partnership platform and ecosystem offerings  
- Establish legacy and succession planning for partnerships

Key Initiatives:

- Partnership ecosystem maintenance and evolution  
- New market and opportunity development  
- Partnership platform and service development  
- Legacy planning and knowledge transfer

Success Targets:

- Sustained partnership ecosystem performance and leadership  
- New market expansion and opportunity development  
- Partnership platform and service revenue generation  
- Established legacy and succession planning

### Implementation Resources and Tools

Successful partnership development requires the right resources, tools, and support systems. This section provides recommendations for essential resources that support partnership ecosystem development.

**Partnership Management Software** Invest in partnership management software that automates routine tasks, provides performance visibility, and enables efficient collaboration.

Recommended features:

- Partner contact and relationship management  
- Partnership development pipeline tracking  
- Performance measurement and reporting  
- Communication and collaboration tools  
- Document and contract management

**Legal and Contractual Support** Develop relationships with legal professionals who understand partnership agreements and can provide ongoing support for contract development and negotiation.

Legal support needs:

- Partnership agreement templates and standards  
- Contract negotiation and review  
- Intellectual property and confidentiality protection  
- Liability and risk management  
- Dispute resolution and termination procedures

**Training and Education Resources** Invest in ongoing training and education that develops your partnership development capabilities and keeps you current with best practices and trends.

Training areas:

- Partnership development and management  
- Negotiation and relationship building  
- Performance measurement and optimization  
- Legal and contractual considerations  
- Industry trends and best practices

**Professional Networks and Communities** Participate in professional networks and communities that provide learning opportunities, peer support, and partnership development opportunities.

Network opportunities:

- Industry associations and trade groups  
- Professional development organizations  
- Partnership and alliance communities  
- Business networking groups  
- Online communities and forums

**Measurement and Analytics Tools** Implement measurement and analytics tools that provide actionable insights into partnership performance and optimization opportunities.

Analytics capabilities:

- Partnership performance tracking and reporting  
- Customer acquisition and conversion analysis  
- Revenue attribution and ROI calculation  
- Partner engagement and satisfaction measurement  
- Predictive modeling and forecasting

---

## Conclusion: Transforming Your Business Through Strategic Partnerships

Jay Abraham's 33 Factors Framework provides a comprehensive system for building strategic partnership ecosystems that transform customer acquisition, reduce dependence on expensive advertising, and create sustainable competitive advantages. The businesses that implement this framework systematically discover partnership opportunities they never knew existed and build customer acquisition channels that compound over time.

The key to success is systematic implementation that begins with comprehensive ecosystem mapping, develops compelling value propositions for potential partners, builds the infrastructure required for partnership management, and activates partnerships that generate consistent results. This is not about basic referral programs or simple joint ventures—it's about building comprehensive partnership ecosystems that become the foundation for sustainable business growth.

Whether you're a coach looking to build referral networks, an agency seeking strategic alliances, a SaaS company developing integration partnerships, or an e-commerce brand expanding through retail relationships, the 33 Factors Framework provides the systematic approach you need to build partnerships that transform your business.

The opportunity is significant: most businesses only identify 5-10% of their potential partnership opportunities because they lack a systematic framework for partnership development. The 33 Factors Framework reveals the other 90% of opportunities that create multiple customer acquisition channels, reduce marketing costs, and build competitive advantages that are nearly impossible for competitors to replicate.

Start with the 30-day quick start implementation plan, focus on your highest-priority partnership opportunities, and systematically build the partnership ecosystem that will transform your customer acquisition and business growth. The businesses that implement the 33 Factors Framework consistently achieve 40-60% of their customer acquisition through partnerships while reducing their customer acquisition costs by 50-70%.

Your partnership ecosystem is waiting to be discovered and developed. The 33 Factors Framework provides the roadmap for building strategic alliances that create predictable revenue growth and sustainable competitive advantages that compound over time.

---

**About This Guide**

This comprehensive guide to Jay Abraham's 33 Factors Framework represents the synthesis of proven partnership development principles, real-world implementation experience, and systematic approaches that have generated billions in additional revenue for businesses across every industry.

The framework is designed for immediate implementation by coaches, marketing agencies, SaaS companies, and e-commerce businesses ready to build partnership ecosystems that transform their customer acquisition and create sustainable competitive advantages.

For additional resources, implementation support, and partnership development services, visit \[your website\] or contact \[your contact information\].

**Download Additional Resources:**

- Partnership Ecosystem Mapping Worksheets  
- Value Proposition Development Templates  
- Partnership Agreement Templates  
- Performance Measurement Dashboards  
- Implementation Checklists and Timelines

Transform your business through strategic partnerships. Implement the 33 Factors Framework and build the partnership ecosystem that creates predictable revenue growth and sustainable competitive advantages.

---



### Power Partnering Foundation — Lesson 1 (Transcript)



[**![][image1](Click here or anywhere on the picture to listen to the audio)**](https://abrahamuniversity.s3-us-west-2.amazonaws.com/cram-school/power-partnering/cram-school-power-partnering-module-01.mp3)

## **33 factors that you need to recognize about the power of partnership, strategic alliance, joint ventures, or revenue shared compensated or reciprocal endorsement.** 

## by Jay Abraham 

Statement of all the methodologies, strategies, technologies that have ever been known for mastering 

Philosophy \-you can’t appreciate but you can’t accurate yourself  
\-they exist but in any point a multitude of different company, organizations, media, influencers, who have already invested incredible time, effort, capital, demonstrable evidence to the market   
for the best interest of the client, the same client that you want to reach. 

If you think about conventional marketing, whether it’s advertising online, electronic, boot at a trade show, what you are really doing in that kind of setting is trying to establish the most outer periphery of a first stage TRUST it requires an enormous amount of gestation, migration, and penetration to be able to go to the point  the people are compelled to commit time, effort, money to you. 

If you align with people who have already extended all the effort, time,  money   
conduct to create, establish, maintain and fortified their trust with the same market segment you want to reach, you’ve shortcut your process by unimaginable amount of time depending on your typical sales timeline process is but more importantly, you’re gonna make more people trusting you many times faster and taking action because another individual, entity, organization, company, influencers, they trust that them those influencers, company, organization trusts you. So the concept starts with that.  

### But not complex, it Is a negative matter because once you establish trust with these entities, you can avail yourself not just of their direct access to your marketing but of different entities resource access themselves everything from salesforce, execution channel, storage, technology, warehousing, research development and you can get all of that on a partner basis where you pay a result or share an in DRAM stream you create together.  

You have to understand the possibilities. Reflect and start identifying who, how, why, where what and why you want to avail yourself up and a plan. 

**9 major benefits of a strategic alliance, joint venture, power partnering, revenue sharing or reciprocal endorsement:**

1. **Use to achieve advantages of scale or scope of speed** \-you could take advantage of other people’s infrastructure, existing week, resources that you couldn’t have access on your own because it will develop in no time, capital requirement, technological requirement, cost of small scale.

2. **You can increase market penetration** \-no matter what you want to do, you might be local but not really covering all of your state or your market, you can do it regionally, you can do it nationally, you could do it internationally either through one or multiple relationship, all without having to invest in your own offices or your staff, or sales people or relationship building  
     
3. **You can enhance your competitiveness in local, national, international markets** because now you are in association with somebody who has dominant existing and dominant forces in the different niches the day we’re present.  
   Remember: you are looking for many different ways that other people or other companies, organizations, media forms or other influencers have direct trusted access to the same market, the same buying decision makers that you want to reach.

4. **You can enhance product development by licensing and packaging**\- you don’t have to sit there and try to develop new products on your own by yourself in a vacuum with limited resources or technical skills, you don’t have to try an allegate an unavailable portion to try to do a research and development and come up with breakthroughs and now you can just go out and buy other people, other company, other businesses who already done it.  If you don’t know what to do with it or how to use or combine it in your application, you can put it through your distribution,you can get control of either the license or product itself that is being marketed or a different way of using the product. You can put your product and package them and distribute them to another organizations. It's a two way valve.

5. **You can develop new business opportunities for products and services** \-it’s a two way valve, you can take your product to many different other distribution channels, other sales forces, other brand dominant companies as you like, it can be publications, non-competitive complementary provider of product and services, people buy product before during after they buy your product, they can be the people who sell and trade product, because if they don’t sell someone then they have a viable lead that you could partner with, you can even go through competitive one. 

   Go to competitors who have buyers who have bought, and ask to pass conservatively, offering those people your version. If it works and you share revenue on a generous basis, you might even have to share more revenue but who cares because incrementally it is new found money. It only adds to your bottom line.

6. **You can create new businesses** \-by understanding that you’re not just limited to your own company product. You can draw other people's distribution, you can draw different people’s products and services and you can be in the middle and put them together. 

   The book **“Cracking the Millionaire Code**” \-their premise is “How to teach you with no money, no knowledge, no products or service, how to make a million in no less with no risk and capital. Very wild aspiration. 

   Find that he would call incongruence but **arbitrage gaps** which means to find a category with somebody written a really good book, but that person doesn’t have a training program or seminar or a home study product or find somebody that has a home study or training program but doesn’t have a book to start a relationship with or find somebody who has a book and or a training product but doesn't have an ongoing coaching or a group mastermind product get controlled by a various component and then put them all together with you getting a generous piece of each one. 

   If you go to popular categories online, you're not gonna go with the first 5,8,10 listings because they'll probably be sophisticated with that and they’re successful and they’re relatively backed up. Instead, go to page 2 or 3 and start working with people who are quiet good angels that create books but did not market and sell. 

   He taught this concept to 300 people in a $5,000 program. 299 did not believe him, they did nothing, one woman believed him and did exactly what he said and she made an excess of a $1 million doing variations of the same strategy and she made it in 6 and half months, so it works but it only works if you believe it works.  

   You can use it in 3 ways:  
* You can use it in your own products, make your product the back-end or front-end to somebody  
* You can get somebody else's  product to be a front-end or back-end for you  
* You can do it totally outside, you can get control of the products, get control of distribution, get control of services, get control of anything you want and you use other people's part of the puzzle to leverage up. 

  He would have made a $billion 20 years ago but  he went through divorced and stopped, not because it wasn't working but because it requires fous, negotiation and the ability to integrate different parts but if you will do that and you can do it at any size or level, you can make enormous profits. 

7. **You can gain control of tangible and intangible assets that the organization didn’t know they possessed**. A company that doesn’t even think about it might license you 00about their brand. They may be a niche company that has an incredible premier name to the buyer you want and by allowing you to use their brand name, you could instantly have CREDIBILITY.    Or they may have distributors and license you to use them with or without their brand name, or they may have products that run their course to their market that could be very viable.

8. **You can use strategic alliances, joint ventures, and power partnering to sharply reduce costs and increase profits.** They will have a consultation to the group of people that has a lead generating process with a sale of $22 product to service, and it costs them $180 to get a $22 fire. Over a short period of time, they make a huge profit on the back-end but because they go negative on the acquisition, bringing in $22 cost $180 so whatever it is, times negative, they can only grow at a certain rate. 

   Go to another organization that has the same buyer profile, it doesn’t matter if you can pay them on a mostly differ basis as to when you get your back-end profit.   
   They would have an unlimited budget, they would only pay it when they have money up above that and it changes their ability to grow.

9. There’s a lot of elements that you cannot afford to have to do, to try, to offer, to add to your current business of your own because you have limited resources, capital, facilities, skills but **if you join venture with the other people and you only pay in direct proportion that revenue comes in, you can acquire anything you want.** You want expertise, you can have every expert that you have. Technology expert, Online marketing, funnel expert , cash flow management expert, accounts receivable expert, you don’t pay them their fee request, you pay them a more generous variable based on the savings of profit or you can even pay them double. Their fee request that can be converted to a percentage of the result that their expertise produces.

### 

### **33 factors that you need to recognize about the power of partnership, strategic alliance, joint ventures or a revenue-share compensated or reciprocal endorsement.**

1. **They only add to your own selling efforts** \-(power of Geometry) Jay is focused working on geometry of the business. If you can avail 100 or 101 partners that are bringing new found revenue either to you through their distribution or to you through getting equitable financial access to your products and brands that can give you an entire elevated level of geometric world that is unfathomable. It’s like having an unlimited revenue boosting business playground that only you have the key to go on. 

2. **Using methodologies increases your sales massively and thus your profit.**

3. **It lowers the barrier of entry** \-if you add a new market, new category, new marketing area, you’re gonna have a lot of resistance, but you don’t know the market, you have to go there hire sales people they cold calls, run ads,  starts the prospects converting them, cutting cost money, take time. However, if you could partner with somebody who is already in the market, not only you are getting access to the best performing knowledge and producers, whether it’s advertising departments, online dept, sales department, trade show exhibit dept.  All you gotta do is to wait on the back end and see the results.

4. **It boosts your market presence.** You can do joint ventures,google ads, power partnering, etc. With tons of organizations and entities and tons of different segments or industries or business categories and you can be everywhere without adding any capital.

5. **It provides added value to your clients and buyers because they trust you.** You can bring them other products or services that you didn’t offer before because you thought of yourself in a manner instead of thinking what other products or services do they buy or during after they buy, or instead what are their products and services create performance value, economic gain, proper enhancement, to what I offer.

6. **It contributes substantially to perceive clients' benefits.** This is a two way valve, you can do it backwards into your own business, expand dramatically the lifetime value, transactional value, but by taking your products or services and partnering with other companies. 

7. **You can add it and margin and margin market instantly** \- if there's a market you want to be in, it’s you, know your product or service or a new version of it reduce rapidly, all you do is find someone solemnly in trench in that market, it could be an alignment or just have the trust and confidence of the same buying influence that you want to reach. Highest level connection access to the most desirable category of decision-makers you want to reach. 

8. **It expands your visions, horizons, goals, aspirations because now, you don’t have to say if only, you don’t have to say it someday, You like to say “When** I got the profit”, “when my kids graduate from school, when I pay my student loans, all you have to say is “those got what I want or need and what kind of a strategic alliance or a power partnering relationship do I have to structure to make it work for both sides.

9. **You can your speed, your access to a wide variety of markets** \-think about you of your own being a business icon, say you want to penetrate a market in your product, a new geography, selling category, salesforce, online, paid shows and you want to do it in your own, you got a learning good, you got a testing to figure out  a viable approach, you got part of you which compel and motivate the market to trust you and all the stages have trust conversion, all of that is eliminate including the owners one that’s the yolk of capital requirement that most of you haven’t made but you have to be generous on the variable side but it should matter that every dollar that you make is when you \_\_\_\_\_\_ it, you can give away half way orders as long as you continuously produce or provide the products or service.  
   It's an infinite combination, your only limitation is your ability to envision, ability to make something happen, and ability to qualitatively fulfill.  
   Start small, so you can validate the premise whom you can deliver and build reference models. Don’t go for $10M corporation or $1M company, go for something that is high probability to say yes and it will work and usually it is a private company.

10. **You can expand beyond geographic boundaries** 

11. **You can control other people’s market** \- somebody who is a competitor can think up arrogantly \_\_\_\_in a market that you are in or you are coolly representative but the moment that you strike a power partnering with a dominant company that has brand, currency, trust with the same market that doesn’t involve with your product and service you get them to let you put your product or service to their organization and their credibility. You catch your competitors totally off guard and they don’t know what hit them. 

12. **If you got a competitive advantage which is totally self evident** \-you got answers to market, and you got a direct implied explicit endorsement from another organization and your competitors don’t. 	  
    	\--\>It shortens your selling cycle- it reduces because of access that enhances  
    	\--\>the response rate. That means you’re going to sound more, you’re going to  
    	sound faster, it cost you less and   
    \--\>you and your partners are gonna make a lot   
    	more money. 

13. **You can rapidly over power your competition** \- this is a  somewhat a different variation of number 11\. As long as there are different segment market or different decision-makers or different kinds of companies, you can strike different deals with 5, 10 or 20 different entities, organizations, media, outlets, journals, individual influencers in each one and just develop the market which gives you rapid overpowering dominance.

14. **You can do a different joint ventures of people and you should share the cost** \-Ex. A CPA, financial planner, a state attorney to all share the cost of marketing or putting out a book or doing online, or running ads because they all benefited and they complemented one another and in terms of a seminar or workshop,  having 3 things integrated at all where standard elements of one unified interest that the prospect client have. Your ultimate goal is to get someone else to put up money, capital, assets they are already paying for however, you can also share. 

15. **Joint selling a distribution** \-all you gotta do is to get the paper to work on a joint venture or strategic alliance or the power partnering and you're up and running as quickly as you can manage it. Do that move with too much hays because it’s not that easy to do if you can sell with what’s inside the credibility and ability of your preposition.  But you may not be able to support it, if they entrust you with their most precious resource opportunity, their brands, clients, distribution channel and you grow it, you taking \_\_\_\_advantage unfairly and you also get a very bad reputation. So don’t move too fast structured deals, integrate them and initiate them at the phase you know you can qualitatively support. 

16. **You can collaborate on designing new products or combinations with other people….**using their resources, technology, laboratories, staff, researchers, support teams to have you lift things which you don’t have the infrastructure for or they specialize the people to you and share in the profits on the resulting evolve version of your product or service.

17. **You got total flexibility in the way you operate** \- 40-50 joint ventures going for his seminar business that they acquired billion dollars,  and they only have is 2-3 coordinating all of it but they are deploying millions of other people’s buyers and their deploying millions of sales letters to their database, and they would not only mailing through their mailing house, they would let them use their buying ability and terms so that they won’t have to pay for 60 days even though the money were coming out in a matter of weeks. There’s numerous things that make you realize all of the different things possibilities.

18. **It’s obvious but it’s far less risky than the kind of growth activities and categories or pursuit you would do on your own.** You don’t have to risk time, money, capital, marketing, analysis, testing, all kinds of these things and it still might not work. There are others that are already successful with people who already trust them, removes so much of the vitality, and so much of the resources.

19. **It requires less or no cash, you give away no equity either you downside risks is not a lean on your business**. Or your bank account is nearly obligated to share revenue on results so much on sale., so much on dollars made, whatever kind of deal is made of a resource you partner with. 

20.  **You can acquire technology licenses for your application** \- 

21.  **You can get research and development done for free.**  You can even do a three way deal, somebody will do the research and development and they are not your  direct partner, they use when they came up with to partner with all kinds of people and you give that company who did the research and development a royalty or a share of profits. 

22. **You can access knowledge, expertise, talents,  well beyond your company's current limitations  or borders.** You can access the top skill sets in any category, in any company that is right and only paid for itself.  That company might have spent a million dollars on advanced training, That company might have spent $10 million for laboratories and research, testing, and whatever, you got to use it and only pay for results.  
       
23. **It could strengthen your expertise in an industry as a result of a relationship in association, or you can get educated, you can add knowledge to this power when demonstrated and compared against somebody that doesn’t have it.** If you crack this prominence and you’re going to be the most trusted advisor the ultimate resource, the only viable entity they turn to be able to render\_\_\_\_\_\_ reason expert and very deeply insightful advice that is not superficial and that is not conjecture will allow your business and your representatives to stand out so much more powerfully dramatically than the competition.  And you can get that knowledge freely from a Partner. 

24. **It widens the scope of innovation** \-innovation and optimization are 2 totally contrarian, innovation is basically breaking the model and coming up to something totally new, optimization is taking what you’re doing and elevating it to sublime, making every facet perform its function, its profit, its job at the highest possible performance outcome. 

25. You can do both of these through partnerships. **You can secure your position as the front runner in your market or any new niche or a different market you will address by basically aligning with somebody that is the 800lb gorilla** that is not really dealing, selling, marketing your product or service, while they own access to decision makers you want to reach.

26.  **You can provide marketing or selling or have someone else with marketing or selling**, it double edge opportunity, 

27.  **You can pick up product or service to other people can’t sell and not do it as a representative**, get the lion share share of a product with an option that if you sell a certain multiple bottom beyond with what they selling you will automatically earn equally up to 49-50% and the right to buy the business if it’s bigger. 

28. **You can actually do and “earn in” with a profit and the performance you do, taking something to your resistance.** 

29. **You can establish powerful and rapid purchasing a supply relationship** \- you can do it yourself or with somebody or you can organize with people that are complementary or competitive by a category but not really by market and you could consolidate purchases in one qualified ruling department or technology, or shipping, or logistics. There are a lot of things that you either reduce your cost or you can reduce your own cost plus get a management to override.

30.  **You can set up almost instant distribution networks in almost any category you want** You start with your product or service and once you get proficient you can get control of distribution, get control of your product and services and put it through but not as a distributor that makes deals where it generates revenue that is significantly more than the business itself. You get permanent equity to all the distribution channels in the new market you set up forever. So that for every business sold you get a pro rata conversion of purchases.

31. **You can capitalize on all kinds of hidden assets, underperforming activities & hidden relationships in a multitude of industries.**  Business initially supports you because the product is congruent then put someone in place to run the deal.  Create revenue streams galore. 

32. **You can make much higher returns on investment, returns on effort, returns on resources**, during alliances because your investment and effort is virtually zero, it’s almost infinite.  
       
33. **You can get focus on your core business because you don’t have to hire or deploy or divert huge amounts of your limited team, or capital or management when you do this.** You’re using other people’s management, other people’s company, other people’s offer because it’s not the highest level of a leverage you can get on the maximum spectrum of  resources and  opportunities, assets and access, it let’s you maximize and multiply and stretch outrages of your own management, economic, technical and operational resources. 

[image1]: 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>

## 9. Traditional Affiliate Marketing — Amber Spears & East 5th Avenue

Amber Spears and East 5th Avenue are leading voices in partnership marketing and affiliate program development. The philosophy: **Deals > Ads.** Partnership marketing is the most joyful way to grow a business because every win pays two people. Below are the key concepts and transcripts from her body of work.

### Key Concepts

- **The Affiliate Manager is a real job.** National brands staff dedicated affiliate managers whose entire role is recruiting partners, producing campaigns, tracking attribution, and running payouts. No local business has ever hired this role.
- **Partners, not ads, drove the growth.** The biggest DTC brands in the world built their customer bases on affiliate partners with audiences, lists, and trust — who got paid when they sent a customer.
- **Everybody eats.** Structure every deal so the partner wins first. The checks clear. The relationships compound.
- **The channel compounds.** Every partner who gets paid tells another partner. Every successful partnership recruits the next one.
- **East 5th Avenue's methodology:** Teach business owners how to build, manage, and scale affiliate and partnership programs — the same way the national brands do.

### Full YouTube Transcripts

See Section 10 for all eight full transcripts covering launches, affiliate manager roles, partnership marketing philosophy, deal-making, ecosystem building, partner recruitment, and affiliate strategy.

## 10. YouTube Transcripts

### Amber Spears — 8.8M Launch

**Video ID:** `RDC5N7Jpqr4`  
**URL:** https://www.youtube.com/watch?v=RDC5N7Jpqr4  
**Length:** 63485 characters · 643 snippets

uh 8.8 million and then almost 10 million 
dollar launch in a six month period had a   whole phone for a team went from selling 
75 a month to a thousand dollars a month   at the end of the day it's relationships 
it's really fun making money with your   friends and heroes and mentors I feel very 
blessed that I've just had this trajectory   I was not I was like I want to make 
50 000 a year and maybe be a lawyer podcast we talked to business es who've used   to grow their businesses to a million 
dollars a year or more how they did it   what worked what didn't welcome to the content 
capitalists with your host Ken okazaki [Music]   hey welcome to another episode of the content 
capitalist podcast where I have conversations   with people doing at least a million dollars in 
their business many times a lot more today I've   got someone really special with me is somebody 
who I met quite recently and the reason I knew   she was important to get in touch with is because 
when I saw her it was at a party and about five or   six people who I respect and I've been following 
and working with were surrounding her and she's   sitting there right in the middle so I knew I had 
to approach her the more research I did the more   I realized I've got a ring around the show so 
here she is you may have already heard of her   Amber Spears welcome to the content capitalist 
podcast thanks Ken I'm really happy to be here   thanks for asking me to join you today absolutely 
now Amber I we were just having a chat about some   big Life Changes you've had and I appreciate all 
that but what my audience is especially interested   in and I think that a lot of people based on 
what I've done research on you and found are   going to have already been affected by you 
in one way or another through the product   and the the launches that you've been involved 
in so before we jump into your backstory things   like that would you mind spending a minute or two 
just giving a kind of a brief overview of some of   the maybe the higher profile projects you've 
worked with or the clients you've worked with   and what you've done for them yeah of course um 
I think you know what kind of put me on the map   was truth about cancer at that launch and you know 
all I want to make it clear that any of the things   that I'm sharing it's not something that I did 
by myself this is something that we did with the   team Jonathan hunsicker was the owner at the time 
and he coined the docu-series model and invented   it and he's a genius he's a marketing genius now 
I learned Organics and a couple other companies   so he's you know he thought of it he created 
an amazing series amazing program and you know   because of that I think it had the success that 
it had the novelty of it it was really like a   Summit that's a movie and that was kind of like 
the first time that we had seen that and now   you know Justin Bieber has a docu-series right 
so it's a really common thing and it was also   around a very intense topic which was cancer so 
I think that also added to the virality of it   which was a unique thing around a very heavy 
topic that if you have had that you've had a   cancer you know somebody that has had cancer or 
passed from cancer it's going to be of interest   um you know there's also the fear of getting 
it in the future right so it's a very intense   topic so I think what was unique about my role 
in that is that you know they had talked to me   after the first one that they did so they did a 
first launch I believe was around like 400 500   000 and then they did another launch where they 
took the series from 11 episodes to nine it did   1.2 million and then they brought me in and 
what's unique about me is that I have a very   extensive sales background I started door-to-door 
um you know then I went into the phone rooms ran   phone rooms so like my experience I think is 
really what what helped Propel that in a sales   perspective because it was now a proven model 
that it worked for Affiliates and it you know   it had something there and then using my sales 
background and just my tenacity on the phone   along with some other really good people around 
me like Jamie materano and others that you know   were also working the phones also working leads it 
was just this combination of things that that went   viral we did 8.8 million uh and then a 9.8 and 
8.8 million and 9.9 million ish around almost 10   million launch in a six month period it's just 
back to back relaunching it and continuing to   optimize which is another thing that I think 
that a lot of docq series summit's launches   failed to do is continue to optimize that series 
or optimize what they're doing you know they just   kind of recycle the same email swipes the same 
you know look of it they they don't do what they   were willing to do which was spend a lot of money 
and time in between the launches doing it and and   really making it better in terms of the customer 
experience and the affiliate experience so   um that was what really put me on the map 
and after that you know we did Mark Hyman's   launch which should um you know almost six million 
dollars that was the first time that anybody did a   docu-series launch with a supplement added to it 
and again you have all these things that matter   you have an amazing team you have Mark who's 
already in a 10-time New York Times bestselling   author you know Drew who was the CEO who is 
a genius a really amazing content team around   them his credibility and then we did Broken brain 
which is all about the brain about a big portion   of that was Alzheimer's people who are afraid of 
getting dementia and Alzheimer's it was a big big   push again so when I look at the trends of what a 
lot of these series do and I've worked on over 50   either we push them ourselves or we consulted on 
them the trend that I keep seeing from these is   um for it to really get the attention and 
the virality and the sales and the reach   it needs to be over a topic 
that is really really compelling   um cancer does amazingly well Alzheimer's 
does amazingly well covid does amazingly   well conspiracy you know Jeff Hayes a dear friend 
of mine he's worked and exposed so many things in   the industry that you know he can't do paid media 
at all for a lot of his a lot of his series but   there is this virality to it in terms of it's 
scary it's scary to believe that the government   is you know potentially putting you in danger 
for you know things like covid or vaccines or   you know what have you that there isn't you 
know or cryptocurrency was another one that   crushed it with these different documentaries 
like Nate Hopkins or him so the ones that I've   seen not do great diabetes um General kind 
of Health stuff like paleo you know people   a bunch of people jumped on the bathwagon and 
try to do it but there wasn't that dangerous   element there wasn't that fear-based thing or 
like I have to know because it's an emerging   Trend type thing so across the board those are 
some of the learnings that we've had and we've   worked with you know we got our foothold and 
with docu-series launches and then we've gone   on to work with so many people like clickbank's 
been a client for years Agora has been a client   for years I've worked with almost every subsidiary 
inside of Agora Chile pad beekeepers Naturals like   um you know you've named it we've worked with them 
in in the space where we've trained their teams or   been their affiliate managers or in their agency 
of record like you know we've been very fortunate   to work with with some amazing people and I think 
the golden thread throughout everything is like I   am a salesperson through and through that is what 
I'm good at I'm good at building relationships   Point period the end I'm not somebody who's just 
good at talking and then I do nothing with it I'm   good at talking I get to know you I figure out 
how I can help you where my gifts and talents   will support you and then I implement it right and 
so I think that that's a big difference between a   lot of the affiliate marketers out there either 
their takers and they want something from you   and they're only talking to you because they 
want access to your list you know access to   your audience you know they want something from 
you they want you to promote their offers and or   they're just really nice people that love talking 
and love hanging out at traffic and conversion and   drinking at the bars and enjoying themselves but 
they can't close the door to save their life so   this is a big thing that I think we kind of step 
into that Gap where like we're amazing people   we're nice people but we're also here to grow grow 
the businesses grow the companies we work with uh   and work with companies that have good products 
and services and we believe they should own more   market share so we're going to be aggressive and 
persistent and and making sure that that message   gets out there wow thank you for that you gave so 
much more information than I was expecting on this   first one it's perfect and I'm trying to take keep 
as many mental notes as possible one thing stood   out to me though is that uh when you got started 
well I'm not sure if it was your first one but   docuseries seems to be something that you've done 
repeatedly I'm trying to understand the a bit of   the model behind that and what I'm going to do is 
I'm going to circle back to that in a second but   when you listed the people you're working with uh 
names that I think everybody's heard of uh or most   about least who are in any type of internet 
marketing space or online business I'd like   to take us back to uh before you approach these 
brands or work with them you mentioned that you   started in sales could you tell us about the very 
first time you had anything to do with affiliate   marketing or working with some of these bigger 
names how did you transition from you know trading   time for money or or commissions maybe one-on-one 
to actually organizing yourself into a business   working with bigger companies and and kind of the 
first step to get to where you are now yeah so   um I started on my sales career selling search 
engine optimization door-to-door to companies   that did not want them about 15 years ago when 
they were paying decks and yellow pages and they   thought that Google was just something that 
you'd use for your kids research paper so   you're working directly with the search engines 
or did was there uh some some agency yeah I was   representing an agency so um at the time we 
were in the first SEO companies and agencies   you know that actually scaled to that size 
I was the first employee of that company so   um yeah that's where I got my teeth my business 
partner in East Fifth was actually my boss then   so she knew that I was a Rainmaker yeah 
so let me let this is so interesting to   me there's that movie the interns yeah you know 
what those guys go work at Google and then they   get sent to go door-to-door selling uh exactly 
what you're talking about I have no idea what a   conversation that like that would look like could 
you like let's say I'm I have a shoe shop right   or and you're trying to sell me on search engine 
optimization like what's their approach could you   just like literally knock knock and here I am 
like what are you gonna say to me like I'm not   expecting you right yeah no they definitely 
[ __ ] did not want me in there oops sorry I   forget sometimes uh you're good uh they didn't 
want me in there first and foremost it's funny   that you asked me that because the way I didn't 
sell anything about commission for three months   I got to the point where like I I was like still 
a senior in college and I couldn't pay my rent   because I had like believed the reason why I even 
started doing essay on the first place because I'm   a first generation uh college student first person 
in my family on both sides to go to college and so   I was fully funded um I was a McNair scholar Doran 
scholar and um I was also an Eller College of   Business a person I was one of the first people 
of the political sign major non-business major   allowed into the program primarily because I was 
a McNair and Doran scholar so while I was there   um one of our adjunct teachers who had sold 
his company to Oracle for like almost a billion   dollars he told us that the next thing if he 
had to pick would be search engine optimization   because he believed that Google was going to be 
the future and so I remembered that and when I   was looking for jobs in between studying for it 
what I wanted to become a lawyer so I was going   to study for the LSAT because I was homeschooled 
before that I didn't know math I still don't know   math I know money math I'm good at that like 
everything else you know I don't know how to   do anything I didn't learn science so I knew 
I'd need to spend time studying for the LSAT   and um I saw an ad in Craigslist that said 
we cracked Google's algorithm and I remember   my Adjunct professor saying anybody who can 
crack Google's algorithm will will win and   so I applied I was our first employee and 
went off from that and so if I walked into   a business you know basically what I do is as 
I drive up to a complex park my car get out   and I'd walk around walk in and I'd start chatting 
with them they did not want to chat with me   what I learned after three months is on the 
State of Arizona there's a law that if you   ask for water in certain times of the year they 
have to give it to you which and that this time   was in the summer time so I'd come in and ask for 
Water by law they have to give it to you so when   I'm in there I'm very Charming I can make my way 
in and I learned really quickly you know who was   the boss I'd ask who's in charge I'd see what 
direction they'd look in if they didn't look as   usually them I look for watch so you're doing an 
Espionage work here yeah I look for watches I want there's a Feeling not many door 
knocking do you just pick it up tonality   um and then I started asking like you know great 
business you have here you know how do you grow it   um sometimes if I thought it would be a good 
client I'd call you know loner or Mike and be like   this is the company can you do a little research 
oh I see they're on decks and on Yellow Pages   they're doing this we kind of have an idea because 
we priced out decks and Yellow Pages how much that   would cost so I kind of had an idea of how much 
they'd be paying per year I'd be asking them   how's that working for you is it continued to be 
effective for you which I knew it wasn't you know   like are you doing other types of are you doing 
Google ads are you doing you know what kind of   things are you doing to generate business flyers 
and so from there we just kind of you know work   it backwards and we started selling 75 a month SEO 
packages and we had called tracking on it so once   we started getting those going I started getting 
a lot of confidence I was like man for 75 bucks a   month dude my clients are getting like 300 calls 
a month like it's insane because we had cracked   the algorithm like we would like we would crush it 
you attorney Tucson we'd be number one in like two   weeks you know it was like insane Vet Tucson you 
know it didn't matter we're just like slaying it   I think we had probably like 400 League builders 
in India by that time like it was insane right so   it's like I started getting more confidence and 
that's like a golden thread in my career is like   I can't sell for something I don't feel excited 
about or that it's not useful I like lose all   energy for it and I've tried it you know I worked 
with Ripoff Report like I've worked with so many   people in my background started I have to have 
a feeling that this is important and I felt that   way about truth about cancer I felt like this was 
an important thing for people to know about that   you don't have to just cut and burn everything out 
when you're treating cancer there also has to be   another approach that we can also we can cut and 
we can burn things out and we can do chemo but we   should also be looking at alternative methods 
that even can support that type of thing like   changing your eating and making sure that you're 
gluten free or your anti-inflammatory foods or   whatever right so that's a golden thread for 
my career and so once I started getting that   confidence you know I'd come in and I'd be like 
listen dude I know you're spending 20K a month   and I promise you the reason why your friend over 
here is eating you alive right now is because I'm   working with him and look at the call list look 
at the freaking call list dude we're killing it   for him right you want to beat him he's paying 10 
grand a month you need to pay us 20. why not Dex   is dying whether you want to believe it or not not 
that's the end like you're still clinging on to it   and so let's move forward into the future let me 
walk you in here and let's help you right so we   come in we do audits that's always been very 
useful we did at our agency it's always been   good it's like doing audits what everyone else did 
you have to be careful not to [ __ ] on everything   that their past people are doing right because 
they're a business just like ours and I don't   want to come in and win just because I can poke 
holes anyone can poke holes in my business too   um you know that that is what it is so to me 
it's about what's useful to them and like what   are they not doing that's leaving money on the 
table or that's weak that I can come in and I   know for certain that we can do better that will 
move the needle for them so that's basically how   we how we started and then ended up opening 
uh three offices with them in two states and   I ran their Phoenix office open and for them had 
a whole phone for our team went from selling 75   a month to a thousand dollars a month that blew my 
mind then went to a thousand and ten what year was   this because 2009 okay 2009. so and at this point 
like you said you're going to college three months   no sales finally got a couple the success helped 
you to gain more confidence change your approach   to selling now you're rocking three offices now 
what was this time span from when you started the   job to when you got put in charge of these offices 
like less like two years maybe okay so you started   in 2007 then right 2007 was College started and 
then 2009 you got these offices yeah yeah 2009   2010 yeah because I was a fifth year senior so I 
had started doing it when I was a senior and then   I was a fifth year senior and then eventually 
I had to drop out oh so you dropped that that's   the question I was leading to is oh sorry now 
I have to drop out of doing other s doing I got I was also a nightclub for whatever I made my 
own nightclub entertainment business if you look   it up it was set Out Loud Entertainment it'll 
still come up through these big parties so yeah   I stopped doing that I dropped up doing that and 
then um went full time into marketing the other   reason too is I I realized in that course of time 
I had many many attorney clients and at the time   I was still selling them and working with them 
until I became a manager kind of dropped my book   of business other people and I asked them like 
are you happy with being a lawyer would you do   it again and literally only one said yes the rest 
of them were like I'm miserable man don't do it   and I was like wow well meanwhile I'm having a lot 
of fun doing marketing you know like I I was like   having so much fun I mean my clients like love me 
we'd go out I go out in their boats we're going to   like strip clubs you know we're like we're having 
I'm having a ball dude like I was working really   hard but like I also also started making you know 
good money to the point where I was like wow like   I could go back to law school and work my tail off 
for and go like 200 Grand in a debt to make like   150 Grand a year which was kind of what I was 
making there which at the time was like insane   I remember you know I was being I was young 
and I was like if I could just make 50 000   a year that's more than anybody I knew made like 
that would be insane right like and now I'm here   and I'm like young and I'm like wow dude like you 
know it's like I feel very blessed that I've just   had this trajectory it doesn't it's not something 
that I ever was like I want to be an entrepreneur   I want to be a marketer that was not I was like I 
want to make 50 000 a year and maybe be a lawyer   like you know very interesting to be in the place 
where I'm at so we're all the way up to 2009 right   now you got a bit of success re managing a few 
offices what was the next pivotal moment for you   I hated being a manager I'd high five you right 
now if I could reach through this screen yeah   uh I love my managers and my team so much 
because I know that I don't want them to   ever drop the ball and make me have to step 
back into that it's it's something I hate   I'll tell you I'm not a great manager you 
know I think that's the other thing is I have   so much respect and admiration for people 
whose brain's working that way mine don't   um and that sort of really burning me out I didn't 
last very long as a manager I think I lasted two   years and in that time I just really started 
hungering for freedom I found um Simon blacks uh   newsletter his Sovereign newsletter and I started 
dreaming about you know getting a second pass for   it awesome and then from there I found early 
to rise and I started learning about money and   um then I was going through a really hard breakup 
I was tired of being a manager I went back to Mike   alone and I was like dude I need to go back into 
sales and they're like great you can't get your   existing book of business you have to start all 
over again I was like what that sucks right and so   I felt kind of Trapped and um and hindsight found 
out that they were going through divorce so in   their mind it would have been the worst thing ever 
if I had left as a manager so like I didn't know   all this stuff was going on but I think it was 
all designed to get me to apply to early to rise   Mark Ford had just sold it Mark fortagora 
just sold it to Craig Valentine Matt Smith   so I was one of the first employees that 
they hired so I applied from a long-form   sales letter it worked on me and moved my 
life from Phoenix to Denver in two weeks   um to essentially like get my whole thing you know 
get my whole life started learning the World's   Greatest Secret which was copywriting and uh I did 
that for almost a year and in that time I was like   wow I love to write don't want to be a copywriter 
I don't get to talk to anybody like this sucks and   like I wasn't making good money I think I think 
my base if I recall was like 22 500 a year plus   commission but I was getting any commissions I 
wasn't a senior copywriter so I burned through   all my savings and I finally came to them and I 
was like dude I am struggling like I need help uh   I don't like doing coffee either and they're like 
well we have this thing called affiliate marketing   uh if you want to take over our program no one's 
taking it over you can do it and so I did and I   blew it up like like I just started working the 
phone that did what I knew I just started working   the phones and trying to meet people in person 
and people were like everyone just Skypes me   or sends me emails like why are you calling me I 
called Mike Geary I had no idea who he was I was   like this guy makes this a lot of money I'm like 
hi I'm like this guy Jeff radich makes this long   way too I'm gonna call him like I just started 
and they were like why are you calling yeah so   you're just like when you're calling them you're 
just letting them know hey I've got the civilia   program these are the commissions do you want you 
know like you should get in yeah like like you   just just calling people up getting them to sign 
up to affiliate programs and to promote that's   that's pretty much it right yeah it was like it 
was like hey Mike like you know I know you have a   lot of respect for Craig you guys are good friends 
he has a new offer that he's coming out with we've   tested it internally it looks good you've made 
X map money yeah that company's affiliate things   it wasn't like an affiliate management agency it 
was just their own stuff right no I was managing   theirs and they had it was stagnant so it went 
from like you know this was a long time ago but   my recollection of it was like we were doing 
like 10 000 a month and I went we did it 300   000 a month within three months like it just 
me working like you know it was just working   the phones well no wonder they could only pay you 
twenty thousand a year right well they were making   money from like paid traffic and like their 
newsletters their subscriptions like you know   they bought a good business and they're smart they 
just affiliate wasn't like the affiliate program   wasn't something that they had ever made a lot 
of money on um that's something that Agora hired   me for they like their affiliate programs are are 
they have good offers they just didn't have a lot   of attention to that because they're much better 
at paid media so you know that wasn't a wasn't a   focus so it was just you've probably run through 
and seen a lot of different affiliate programs   right now uh probably hundreds maybe thousands 
what do you see as the biggest difference between   the ones that succeed and don't is it the offer 
is it the team is it the the timing is it the the   systems and the automations involved like there's 
a lot of things involved but what do you think is   the and I'm gonna I know it's gonna be a bit of 
everything but what's the biggest that's the first   thing you're going to go to and start shifting 
to move the needle in the opposite direction   if it's failing yeah well I think it's always 
two things um it's the structure in the people as like a table you know if it's two legs on 
the table you know if it's wobbly we need to   look at both things what is the structure of 
it and the structure of it I mean you know how   well is the offer converting um you know what what 
is actually happening in terms of the commission   amounts like are you in Industry best practice 
are you below industry standard are you above   it like you know how how is the program itself 
structured is it motivating and attractive to   affiliate Partners right so that's the that's 
the part that most people are going to look at   first because it's very data driven and then the 
other side of it is always a people which is the   people running the program itself what I find 
most times is the people running the program   they usually are not trained sales people they're 
just good with people so a huge huge area of   improvement there they can either be trained 
up and learn how to do that they need to have   negotiating skills they need to really understand 
numbers in terms of like what's really happening   with the Affiliates how do you push them how do 
you motivate them to get psychology in there the   other thing is like the people that are part of 
their affiliate programming and their Affiliates   themselves what is your relationship with them 
like right when's the last time you talked to them   when's the last time that you promoted that when's 
the last time you referred them to somebody you   know how are you treating them because they have 
thousands of different options to promote from   including their own offers so how are you you know 
how are you jumping ahead of the pack how are you   treating these people how quickly are you paying 
them how much right so it's just the two things I   always come and look at so if I see an affiliate 
program that's struggling the first thing I'm   going to do is like do an audit you know how is 
everything performing how's it been performing   over time how was it last here how is it this year 
like you know really looking at that whole how how   much are you paying compared to everybody else 
that's in your Niche is it under over you know   how quickly like you know are you do you have a 
good track record of paying you know if you're   on ClickBank you know you get paid every two 
weeks but if you're not you know what's your pay   structure like I see so many people that I come 
in and work with like oh yeah we have a 60-day   pay period it's just like dude like why you know 
your refunds are one percent like that's stupid   you know what I mean like why like immediately no 
you know like this the structure of this is not   competitive so it needs to change right so just 
kind of like but part of that is like they don't   know right so they need somebody like me to come 
in that's looked at thousands of these and tell   them right so it's like I think that's another 
thing it's like there don't be hard on yourself   a lot of times you just don't know you can do 
research you know and kind of figure that out   but uh the other part is a team and like frankly 
if you have all the structure in the world and   you don't have a hungry motivated competent sales 
person in that role it's just not going to grow   and I hear so many people like oh my affiliate 
program's like a roller coaster I'm like that's   interesting because that's your problem a lot of 
my other clients are not having that experience   they're doing a million dollars or more a month 
on that because they have a great offer great team   and they have you know really competent people in 
that driver's seat and they are killing it right   like so I know some people are doing 10 million 
a month right like that's an outlier but like   that's like that's what can happen if you have 
the structure of the people that are balanced   right and of course within all that comes kpis and 
scorecards and roles and like eventually you can't   have one person doing everything you want the The 
Rainmaker to be on the phone going to conferences   closing deals and then you want somebody who's a 
project manager to be handling that some people   add a growth manager in that's just responsible 
for farming that relationship they're just mining   the data and talking to that personal regular base 
oh hey you promoted this offer well we have a new   offer that's very similar to that so perhaps you 
should try this be one of the first people to try   it we'll give you an increased commission or CPA 
to try it right so it's just like eventually you   want to grow into a department and I think 
that's the other thing that most people fail   at is they're like oh well I'm making money 
with my friends it's an algorithm just like   anything else right if you're learning YouTube 
you wouldn't just half-ass if you're like I'm   sure you'd be reading books on it you'd be like 
studying it you would be making sure that you   have the best people to work with to Mentor you 
like you know you buy your stuff right so you can   look good on camera like you'd invest in it what 
most people do is they come in like man making   money my friends and I'll just use my paid media 
funnel and it's it didn't work it doesn't work   it's not gonna work for my company you move on 
and you're like wow dude you're leaving so much   money on the table because you're not respecting 
it and you're not you're not building it out and   learning the algorithm that this is because it 
has its own language Cadence Tempo you know and   so that's really what I see when I come in and 
what I try to train my clients on is like is   looking at the two sides I hear you saying a few 
a few times train my clients consult my clients   help my clients could you talk a bit about what 
is your range of services do you have a situation   where you actually like Place staff for them 
or contractors or like or just training only   information only there must be a wide gamut tell 
me what's the most popular thing that people jump   on when they hear like this is how I work with you 
yeah I would say um we just rolled out um well not   just we've been doing it quietly for like the last 
year where we find and recruit and train affiliate   managers so it's a very very it's been it's gone 
so well because you have someone like me who's a   trained salesperson you have Alona my business 
partner who's had multiple companies have been   very successful her whole thing is kpi is quoted 
as structures operations who who does think the   Outreach and does everything right especially 
she's been working with me for many years I am   her archetype for like that ideal person so she's 
she's put me through every single thing through   the ringer she's I've done Myers-Briggs I've been 
calling it and everything and then we before we   started the service we went out and found a 
hundred different affiliate managers that we   considered to be some of the best performing worst 
performing in the industry and we got a really   clear outline also by testing them of what type of 
candidates are ideal for these different roles so   we come armed with a ton of knowledge we can find 
yeah and and train affiliate managers so even if   you're coming in with a ton of of knowledge 
let's say we hire a really experienced uh   affiliate manager there's still a lot of training 
that they could benefit from you know like I know   somebody that came into the program at 22 years 
of experience with doing affiliate marketing since   the days of porn and she's still learned a ton 
right so it's like they still need support sorry   did you say days of porn yeah doing like porn 
sites and stuff that was like really we're kind of   the first affiliate started wait so there's they 
had affiliate programs too no way you know here's   something interesting and I interviewed a few 
people who tell me how porn got them into internet   marketing and what the thing I'm realizing is 
that porn drives so much technology afford it's   camera technology it's a streaming speeds right 
it's it's video platforms it's Payment Systems   it's it's now I'm finding affiliate marketing 
continuity yeah continuity there you go upsells   uh exit pop-up sales I mean what do they say they 
say they should click funnels is probably based   off of like something important site started right 
the whole concept of building a funnel and wow I   think the only thing they don't do well I wouldn't 
know actually because I've never subscribed uh but   they probably the only thing they don't do is like 
tons of email marketing because nobody wants their   inbox filled with porn stuff totally dude totally 
100 but I've never gotten why you don't start   selling dildos and like stuff to them you know I 
mean like based on their search preferences like   why are you not selling flashlight fleshlights 
and like all that stuff like and I mean I'm not   subscribed to Pornhub or anything but like I think 
that that would make sense I don't think they do   email marketing for that reason because you don't 
want your wife or somebody looking and being like   what is this email from but like I just don't 
understand why they don't sell additional Services   maybe because they're making so much money on ads 
um and you know continuity they don't need to but   certainly I think they leave a lot of money on the 
table and the model really flipped too and I I'm   just thinking about this for the first time time 
you know how people used to be like you know if   you want to watch my super secret course then you 
got to pay right and that's how porn was like if   you want to see this video you got to pay but now 
it's from what I understand pretty much everything   there's tons of free sites and they make all 
their money from just traffic people see ads   and that's a lot of how information is being sold 
nowadays do people give away the information for   free and then they sell access to their list they 
sell affiliate programs like what you're talking   about they sell Banner space uh and they do still 
sell their their paid courses but the majority of   people that see the content at least you know 
like short form what's going on social media is   100 free and the quality is not worse necessarily 
it's just more curated for a wider audience   that is interesting I'm seeing so many parallels 
now now it's going back to only fans though you   know I mean like the things I remember when I 
first started it was like long form was a thing   and then it was like vsls were the only way that 
you can compete and then now it's like a hybrid   you know hybrid page like it's just it kind of and 
then the bsls came back with the Vengeance right   so it's just like I think a pendulum just means 
because you're going back to paid content with the   only fan stuff and patreon and sub stack and you 
know what I mean so you're kind of going back to   that kind of curated tribal you know very curated 
content type thing so it's it's interesting I've   been in it long enough now or I'm starting to see 
the patterns and the Ebbs and flows which is nice   because for years I was like I'm a chicken with my 
head cut off like you know what I mean like yeah   that's interesting yeah sometimes I feel like 
you know I have conversations and the kind of   stuff we talk about I feel old because there's 
some people I bring on here and they're just   like like what's Skype just like in my mind I'm 
thinking like icq you know and do you remember   that I don't know what that is oh no no now I've 
done it again it's it's like the original chat   in like social chat platform it looks like a like 
a daisy butterfly not of daisy flower that's the   logo well in your defense I was homeschooled my 
dad was a fundamentally style Baptist preacher who   did not allow us to watch TV certainly we're not 
allowed to use internet I remember dial-up but I   could not use that I couldn't listen to the radio 
I could do nothing until I went to high school so   I've missed a lot of things that a lot of other 
people they like MTV was so new foreign to me and   like everyone's like Michael Jackson you know so I 
didn't know so you're you but you might be I grew   up similar though it was actually similar and and 
uh that'll be another episode while I'll unpack   you know some of that stuff but it was really 
similar to what you described there and the thing   that actually turned my life around and realized 
that I wanted to do something a bit more you   know what my parents would say worldly was when I 
discovered the internet I realized hey this is not   normal and I want to do other stuff too but that's 
a totally different story this one's about you I'd   love to hear a little bit from you about uh your 
experience with content creation and I know that   you've mentioned copywriting which is a form of 
content creation but can you give me kind of the   gamut of what's worked for you what you've seen 
work for your clients when it comes to anything on   social media paid media things like that because 
you've been involved in a lot of a variety of   businesses what are you seeing working what are 
the mistakes you're seeing in content creation answering someone I answer that for a minute 
I remember when John and Mark first came to me   um asking me to help them you know do the launch 
I was very skeptical because I was like what why   would we give them free access to this and then 
ask them to buy a leader right that doesn't   make sense and I think they really nailed it on 
the head where it's that feeling of reciprocity   right like that feeling of you gave me all this 
incredibly valuable information I'm not seeing   anywhere else and on top of that they gave so 
much content that it was impossible to watch all   these episodes and do all those things so you you 
want more they gave their best up up front they   really did and I think that's what I keep seeing 
consistently working now like it still works right   like when you're talking about the tick tock short 
you know the tick tock shorts and all these other   things like they're giving away really valuable 
content for free and there's that feeling of   reciprocity where you're like okay like you know 
this guy is going to give me this type of content   for free and I'm going to learn it implement it 
make some money in my mind I've already like kind   of owe him right for this because he's helped me 
grow my business or grow my mind or like improve   my squat or whatever it is for absolutely free 
and the rise of like the personal brand I think   is just so important I think before and that's 
something that I'm really focused on for 2023   um is you know I hired those Jermain we're 
gonna be working together for YouTube   um a little Silva and Josh you know just bought 
affiliatemarketing.com I'm going to be doing a   ton of content for them I filmed a course for 
kajabi that's gonna be released next year I'm   in talks with doing a course with founder um you 
know just spending a ton of money building my own   personal brand and my own audience because that's 
what I'm seeing Time After Time After Time it's   like what's working for my clients is continuing 
to give away great content for free and to grow   their personal Brands right and like there is 
some importance of drawing like the business   brand but I just think the rise of personal 
Brands is just so so so important and it's   something that I'm doubling down on next year and 
I I think that I really understood it when I saw   what truth about cancer did right because I was 
like wow this works right and it's just continued   to work whatever format you know you're you're 
doubling down on whether it's you know Instagram   reels or tick tocks or you're doing everything 
so you want to be omnipresent across all the   channels I think omnipresence is important 
but what I'm seeing for my clients is like   usually they try to do everything all at once 
and there is an algorithm to each one of these   platforms so I think it's really important to 
pick one thing and to really focus on I know   every entrepreneur listening to this like ah like 
that's not what I want to hear but if you want to   know what's working and you want to know what's 
working that's what's working what's working is   the people that are scaling is they're picking 
one format that one algorithm one platform that   they're doubling down and are committing to 
learning and then once you've really start to   get scale there then if you want to edit and put 
stuff other places you can you're just not going   to get the growth but you are going to get a lot 
of experience you're going to see what's working   on these different platforms and like you're going 
to start getting signals of what could work on the   other ones and then you start bringing now you 
have the money to bring in a team let's say you   started with YouTube now you have the money to 
build a team that's really proficient at Tick   Tock right so you start learning that algorithm 
what I'm seeing is like I think omnipresence is   important I think that you should be on all 
channels but I don't think in my opinion in   looking at the backs of my clients and the 
back ends of what's really working is they   found one channel dominated it grew it and then 
they started adding all the other ones and like   they and I saw a lot of them do it all at once 
too they were doing it all at once and they just   weren't getting you know they were seeing their 
friends like oh my God Kelly and petrucci's video   just got a million views why not mine I'm like 
well dude because you have no idea why she got   a million views you don't know you don't know 
you have no idea because you don't really know   this algorithm like the back of your hand and 
it's impossible to know them all at once right   but all the same time so you know that's what I 
think is really working and I'm doubling down on   my personal brand I'll be doing YouTube That's the 
format that I'm choosing that's that's amazing and   YouTube is the gorilla in the room like they've 
been around from they weren't the first but   they've been around for longer than anyone they 
got the backing of Google they're not going away   period and also they've proven recently they're 
very Nimble still launching YouTube shorts off the   back of you know Tick Tock success right so that's 
uh that that is interesting Tick Tock is you know   they're they're a funny thing they've they used 
to be uh musically right and then and then they   got bought and it's just gone up and down and and 
then now there's the whole China thing so I think   you know good for you if you're on Tick Tock and 
you're crushing it also you're going to want to   you know put a few more legs in that in that mod 
it's not really a business model to just get leads   from Tick Tock it's a it's a trend I believe and 
it may or may not stick around I want to ask you   a question uh now everything I've heard from you 
is like gold and I've I'm recording this I'm going   to watch it again and take a bunch of notes on 
it but if you don't mind I want to hear what   are some of the mistakes that you made along the 
way when building your businesses because we all   have them and I think everybody's Instagram and 
Facebook and Linkedin looks like uh you know like   the trailer the the what do you call it the high 
material from a football game right I want to see   a couple fumbles if you don't mind so that people 
in the audience can learn from those as well I got   out of this question I have so many um so first 
and foremost my companies both of them have been   built on all referral which is a beautiful 
thing because it shows that we do good work   um unfortunately it means that we haven't scaled 
to the point that we want to scale marketing has   always been our weakness and people are always 
like Amber like if I don't get it you're a   marketing company that's not true I'm a sales 
company I'm a sales training company my other   company is a mastermind so what I'm really great 
at at the end of the day more than anything is   relationships that's the reason why I get great 
referrals I have longevity in the space and our   clients get amazing results so that in itself 
is why we get referrals if I could do it again I   would have done what I'm doing now which is hiring 
a CMO which we've never had we'd never have right   um for both of my companies and really getting 
a lot more serious around getting better at   marketing because our sales our closing ratio for 
sales isn't is insane our retention is insane we   have a monthly membership group for people that 
are committed to Growing uh they're reaching their   revenue with affiliate marketing we launched it 
in April 2020 because I felt like we did not know   at that time and what was going to happen with our 
economy and so I built it clients haven't asked me   for years like can you just do something that's a 
little lower ticket where more of us can be in it   so we launch it and we have a 1.3 attrition rate 
per month which is insane for a monthly program   that's 9.97 a month or you know we give a really 
good deal for annual it's like six grand for the   year which includes a ticket to our live event 
called deal making live so like our results speak   for themselves or testimonials are insane but 
like we never really got good at marketing and   that's something that I'm committing to solving 
this year because it's done to the growth of   our company tremendously um so I would say that's 
mistake number one I think the other mistake that   um I've made especially with clients is um you 
know not quite understanding or giving myself   time in terms of their offers so you know a 
client would come to me because they're based   on referral and I love their products and I love 
them but their marketing just wasn't up to par so   it makes it really difficult to get it to scale 
with Affiliates because you know that the offer   has to convert at the end of the day you know 
conversion is King and if you can't convert   well and you can't pay Affiliates enough to make 
it worth their their time you have two types of   Affiliates you have Mission based Affiliates and 
you have money based Affiliates right because   we're not in the business of charity so if you 
have Mission based that's only about 10 of the   market you're promoting me because you like me 
you think I'm great you think my products are   great and you promote me anyways because we're 
buddies or whatever you care about me and if you   make enough money great if not it is what it is 
you'll try it again next year and then there's   some money Affiliates where like they have very 
specific metrics where if they're going to promote   your offer by default it better be a good product 
right because they don't want to get in trouble   with FTC and they care about their lists et cetera 
et cetera but it's got to convert well it has to   make sense so they're not going to keep promoting 
unless it does and so I didn't really understand   that very early on in my career and I took on 
clients that in hindsight should have spent money   on marketing instead of sent money on me right 
because I great at pouring gasoline on fire and   blowing it up and so now if we do take on a client 
we shut out the agency about two years ago because   um you know candidly I was we were killing it on 
the agency side but I was really tired and I was   ready for a change and so we rolled out our own 
products quietly partnered with Brad Howard who's   like Midas Touch and we started doing well and 
then my former partner not my business partner   but my partner took her own life and it like 
shattered my world so I took time to like do   all these other things she died in November 2019 
and that's why you know I started staying at home   and then Cove had hit and I was like wow no I 
need to find a different way to lead Jennifer   our company other than referrals or me speaking 
on stage 30 to 40 times a year and um you know it   was just such a realization in in doing all this 
that like sometimes money would have been better   spent with another person than me no matter how 
much we tried and really getting clear one of the   things we added in is like if a client does want 
us to take them on as an agency because we do that   very quietly now we will work with a few people 
the numbers have to back out so if they come to   me and like Amber these are our numbers are crazy 
insane I used to believe it and now I'm like okay   well if the numbers are that good then you know 
give us a budget we'll go out and we'll test it   with our affiliate Partners we will do prepaid 
drops essentially prepaid promotions and if the   numbers back out like you say they will then we'll 
consider going into relationship with you not on   a retainer because I also don't want to be tied 
to you you know where we have this relationship   I want your numbers to speak for themselves I know 
I will speak for my myself my team will push it to   the Limit but if your offer is not backing out or 
you're really difficult and horrible to work with   um I want to have the ability to walk away 
you know without this this being an issue so   I think that's the other thing is like if you're 
listening you know is income a client's coming   to you a potential client like am I the next best 
decision for them because if you're looking at it   you're like actually your you know your numbers 
just aren't where we need them to be and I see   this happen all the time especially with eight 
media buyers we're like oh yeah totally bro we   can blow it up for you dude like 100 and then you 
give them all this money and they're like actually   your offer just doesn't back out the way we need 
it to be it's like then you're not the next best   thing that I should have spent money on right I 
should have spent money on a better copyright or   a conversion rate expert you know whatever right 
we should have spent the money there and so that's   something that I've just learned over time is 
like really thinking to myself and that's why I   think I've had longevity in the space is really 
looking at my clients money and saying am I the   next best decision and then if I am the next 
best decision am I really the right person to   be supporting you in this or is there somebody 
better and if I'm going to be taking you on as   an agency client do your numbers do what you say 
you're going to do because a lot of people come   in with these numbers and it looks super inflated 
and they've only tested it on their own internal   list and so actually that's not really you didn't 
really test it right and so yeah I'm taking on the   risk of bringing it to my affiliate Partners so 
these are just things that I've learned over time   that have been big mistakes of mine now there 
is a question in my mind right now and I think   that uh as you know when I met you we were doing 
the launch event for my new product right and I   do believe I'm going to want to get in touch with 
you and learn about this once we build out a few   more of the systems it's a brand new company 
but uh if anybody has listened this far then   there is something about what you said that's 
obviously captivated them obviously they're   going to want to know more about you what's the 
best way for people to find out about either your   masterminds uh your one-on-ones like your agency 
Services which uh quiet maybe I just blew it up   by saying it here but how should what's the 
what's the Gateway for people to learn more   about Amber Spears yeah man listen I always tell 
people like you can always email me like I'm an   open book like uh amber East Fifth avenue.com 
he spelled out five th Avenue fully spelled out   um that's my affiliate marketing agency education 
company we have everything from um finding you a   rock star a level Talent affiliate manager they'll 
be generating six to seven figures a month for you   um you can find that person hire train recruit 
them for you we can also do Consulting we take   equity in certain projects very very quietly my 
strength really is in health Wellness educational   and financial offers that's like where I have 
the biggest Rolodex we have over 5 000 affiliate   partners that we can do some people come to us 
because they have a really successful affiliate   program they just need more production so we have 
an introduction service matchmaking service that   we can do um you know so to me it's like really 
what you need we also have like I mentioned our   membership which is you know 250 companies active 
right now and growing every single month maybe   twice a month pitch our offers get traffic for 
each other do best practice training so if you're   interested in that you know that's another really 
amazing component we can train your affiliate   managers for you that's another thing that we 
do and we've been doing it for six years we've   trained hundreds of affiliate managers now if you 
have someone new or inexperienced it's a great one   even if you have experienced affiliate managers to 
create one and then of course my Mastermind which   is you know where I think you see a lot of people 
that you know like in respect Perry JJ Virgin   um you know anyone you you can think of has been 
a part of my Mastermind or has spoken at it or is   in it that's what most of Mastermind um we've had 
that for seven years so it's kind of like my Elite   like you know it's 150 of my mentors and Heroes 
and friends are in that East Fifth Avenue surgery   500 750 clients a year on that side you know 
but it's varying levels a minimum of six figures   um all the way up to you know we have nine figure 
plus companies in there so just kind of depends on   how much you need we may not be the team for you 
we may not be the people to help but certainly if   you hit our characteristics and you're in that 
wheelhouse and you have those specific needs   we're a really good option for you to look at and 
we really care about our clients and we really   deeply care about their results so it's another 
reason why we're not I've never been interested   in working with 100 people at a time you know like 
I can't affect 100 people at a time the level that   I want to do so that's another reason I'm really 
excited about getting our marketing going because   I'm going to be able to not just do referrals 
or people seeing me from stage it's going to   be people are going to be hearing me talking on 
things like this and they're going to be like okay   I'm the one I want to work with her that's never 
even been to affiliate Summit East or trafficking   version or you know anything else so I'm excited 
for that but if you have questions you can always   email me like I'm like email me dude I I really 
do have a passion about helping people increase   their reach in their revenue with Partnerships 
because at the end of the day it's relationships   it's really fun making money with your friends 
and heroes and mentors it really is and it can   be a very stable really really amazing source 
of revenue for your business that no algorithm   will ever take away from you like if you have a 
good relationship with your Affiliates you pay   them well you take care of them you take care of 
their customers this is something that will last   the rest of your business right and then into the 
next business that you do and the next business   that you do which is my favorite part of it Amber 
you have opened my eyes in so many ways uh that   I've always thought of Affiliates as like as like 
a little side thing for a little cash injection   here and there maybe uh the way you describe it 
completely flip that thought on its head and I   will definitely be in touch with you for my own 
business oh yeah dude I'd love to yes thank you   thank you now you you dropped a tiny bomb earlier 
about launching a YouTube channel is that live yet   and if not when will it be live and how can people 
find that uh I'm at Liz Germaine's on me right now   I'm in the research phase with her she's like 
I want you watching all kinds of YouTube videos   and people that you admire and then you need to 
make your channel and make an admin so it's not up   yet but if they they want to learn more about me 
another thing that I I give people that that take   the time to actually listen is if you go to East 
Fifth avenue.com gift we have a 19-point checklist   that I run a lot of my clients through to kind of 
see like where you're at right like are you are   you like a hundred thousand a month or less what 
are the next best things you should be doing are   you a million or more just kind of it's a really 
juicy checklist it's not just one of those stinky   free e-book things that I freaking hate doing like 
watching other people do or I'm just like that's   not valuable it's actually really valuable some 
good stuff so if they want to opt in that you know   they can and then I'm going to be doing a personal 
brand YouTube so you can eventually just search by   name and find it um so yeah that's I'm I'm early 
too dude I'm learning too which is cool you know   like I told you that's when I saw yourself I was 
like I need to talk to Ken because I want I want   his setup it's so good like it's like it solves 
it for someone like me you know thank you yeah   I want to be your affiliate I I absolutely want 
to work with you too and uh let off we will have   this conversation uh that event by the way was 
was ridiculously successful for us uh it was a   market test event when we met uh but this is about 
you what I want to do just so you know I heard so   much about it thank you so yeah yeah everybody's 
talking about it right it was crazy yeah dude yeah   it was great uh guys if you're watching this on 
YouTube check the description down below all the   links we talked about her email uh getting that 
checklist uh everything else we're gonna put   that below if you're listening on the podcast then 
that's going to be in the show notes Amber thank   you so much I personally enjoyed this a lot you're 
very different from most of the other people who I   bring on here who capitalize on social media and 
do a little bit of other things you're doing you   went really deep into affiliate marketing and uh 
my mind is is kind of blown about what's possible   when you have the right team and the right systems 
in place so thank you for that any last words of   advice you want to close with um yeah I mean 
I just I hope I hope that people try it I   just I think that we have especially as business 
owners there's a feeling that we're in it alone   and there's just something so rewarding about 
growing your business and and growing it with   other entrepreneurs that serve your same target 
audience and about rowing together about knowing   that you know if tomorrow your ad account gets 
suspended or shut down you can still make money   and pay your team in a way that is actually very 
congruent with somebody who's walking through the   fire with you and it's just something that I 
recommend that people try when they have the   ability to focus on it and give it a good go 
especially if you have the structure like if   your offers are already working on paid it's a 
really great channel to add on and if you just   add on you know one really good trained person to 
take on the things that you're already doing and   bringing them to affiliate Partners especially 
people that you know like in respect or want to   do business with in the future like it's a really 
beautiful thing to add and you know Jay Abraham   said this in 2020 right when the pandemic started 
he said someone asked him you know like what would   be something you'd be doing right now and he 
said I'd be doing affiliate marketing because   it's a recession-proof revenue stream and it 
really is you know like typically if we have   a traditional affiliate relationship you're 
going to send customers to me clients to me   eyeballs to meet opt-ins to me and then I'm going 
to collect the money and then I'll pay you it's   very different than if you're just running your 
credit card on Google or YouTube ads or Facebook   ads or what have you trying to just get views 
and getting them translated so that takes a   lot of risk off of you and also you have a much 
better idea of targeting because if you know who   they're serving as a customer you're not trying to 
warm up your pixel and you know do all the other   stuff it's just it's a smart thing to add for any 
business especially going into a time of great   uncertainty and I recommend that you look at it 
and I'd be happy to help people if I'm the right   fit to support them in that perfect thank you 
so much for that again links below do check out   Amber Spears and I appreciate this time together 
and for everybody else I will see you next time

---

### Amber Spears — Affiliate Manager Role

**Video ID:** `cGqbBSJnqBQ`  
**URL:** https://www.youtube.com/watch?v=cGqbBSJnqBQ  
**Length:** 67808 characters · 1802 snippets

[Music] welcome to seven-figure entrepreneur podcast the number one podcast for bringing you behind the scenes with real online earners we got no fake gurus here and today our guest amber Spears welcome welcome thank you so much welcome to podcast podcast so we were we just had to like rush in to start recording because amber was going through this like killer story about her mastermind called most most a mastermind she just like justify it's not all drinky and I was like well it really sounds like story so can you like redo that story about how I got started because it's actually pretty funny yeah so let me preface it by saying I actually have another coming is my main company this is like my hobby business um so I just I feel like it's important to say that yeah so most came about four or five years ago at Affiliate Summit East I was with Brad Howard if any of you guys know him he's like a prolific partier good friend of mine we're business partners and I fit a keto cookbooks now that's done very well we just did a little under 10 million on that in 2018 so he's drinking things be very lucrative so it was me and Brad we shut down a gentlemen's club until 8:00 in the morning and I had meetings at nine ten eleven two all the way to like an it was like five or six pm and I called my business partner now in the most of Brett Farrell on my way he was my first one at 9:00 a.m. and I was like dude I'm just like way too hungover to function like I can't be in the hotel I need I need you to move across the street to the diner any carbs I mean you know alcohol yeah I think is going for this long day of meetings like I've been there I've been there yes you know yes why did I why did I blow my load the first night I was wrong approach fine as long as you buy me you know beverages like I don't care like whatever you so we went to the diner we had a great like meeting you know refresh with mimosas and then my next meeting was at 9:00 a.m. with Jaime Morano and Katerina and so he was like I've wanted to meet them can I stay sure so then there was a four of us which balloon into 27 of us by 6 p.m. so we just like all hung out and we all kept doing our meetings there all kept calling people over and we looked at that track record and we all collectively made our client for ourselves around five million dollars like 4.7 million like that we could track from that day a big drink he makes money you can make money take note that the fortunes in the follow-up not necessarily you know in the past you got to keep it going so the next like it was like a knock this is like August of that year and then the next like six months was like can't see and so someone joking he was like hey we should do another mimosa mastermind like did it again and it was like so successful again and then clickbait came to us and was like you should make this a real thing like this is actually very valuable all the people we want to meet at can see are here and I was like I'll do it if you guys pay money to do it we get to do it in Cabo and the one thing I think is very different why I joke about the chicks I think it's funny but um nothing idea is without ROI like I'm obsessed with with an ROI for my clients or when I work with and so I was like okay what I want to do is I want to take an event where you work with people like Perry Belcher who came to our first one it's coming to our next one hopefully and Chris Guerrero like my business coach and mentor and like all these amazing people and I want them to get off stage and I want them to work with my people one-on-one oh that's awesome yeah so in my events they do that so all of our experts we do full intakes we figure out you know what they're missing what they're struggling with and then when you come to my event you get it a minimum of three usually up to six one-on-ones with people that you normally don't get to spend any of that time with and the experts you know get to review your [ __ ] and you know if you're media buyer you to like poke around their Google Adwords or their you know the face limit counseling those specific instructions and we have an 80 percent return rate for attendees and almost a nine percent for experts so it's it's like I said it's it's funny right the name is funny we definitely drink it's an all-inclusive resort in Cabo so we do enjoy but we are there to make money back yeah doesn't like Mexico but I'll go okay you know like Mexico and I just like like I've never been to Mexico first off at I know you're lucky you've never been like tacos like I just want to clarify I know my way around a taco let's just say the most PG podcast on the first episode yeah you know what's so funny is it usually the chicks you take it to the next level yeah yeah it's like the dudes are pretty like chill and stuff the podcast how many how many people are at how many people are members in your mimosa podcast now roughly we have about 150 people that come every year yes good sized group but we don't do like one of the main reasons why it's not like a it's called a master mentor thing is very misleading because it's really just like I always wanted to have some like a group that I didn't live off of because I've helped other people build their like groups their mastermind groups of what I've seen is like it's so political like you're like you have a media buyer in there let's say you have a native ad buyer who paid 25 grand to be in your group or four-year whatever are you now and then you have another person in the group that comes up to use like hey look I would really like to work with the media by like you think and in your head you probably know like yeah this guy's a great media buyer for like financial but he is not like a great media buyer for health but goddamn you get this back is ROI you know what I mean like you know and then it just it just I've seen it happen so often that I'm like nah that's why East 5th Avenue is like my main business that's where you like see me speaking most of the time from stage and like all that because like I want I wanted to keep it diff like separate I think people can feel that difference like I'm not going to when you come to my event the next thing I'm gonna sell you is like come to the next one next year yeah like but I'm not gonna be like oh I'm gonna you know this one time only five thousand off year $25,000 investment you know it's just not that there's anything wrong with that because so no like I'm in a lot of those groups like I am I'm in mine share you know JJ like I work with Joe polish a lot like I'm in a lot of these groups and I think they're great investment but I think that for me politically I already have two I'm gonna put this in a more PC version moaning okay well then I'll say it's like owning an affiliate management company sometimes can feel like virtual dick sucking yeah oh you know I'm already having to play the political game and juggle all the stuff yeah how add in a big company on top of it where it's like more of that more politics um I kind of build something that's a great Community Builder and great ROI and and I want to have another business that doesn't rely on non that functionality because whether it's come on yeah well there's a purpose of my my personality or what but it's worked out very well for us yeah that's awesome it's funny too because there's so many affiliate companies that if they like don't suck a mean dick you're just like beat it like I don't care Thanks like we were talking like I'm like as soon as she said that I was like [ __ ] that makes sense because I'm dealing with some dead offers right now and this guy's like all of your pixels not fire whatever and I'm like dude [ __ ] figure it out good job yeah thank you money here's a good BJ there answer a hundred percent women [Laughter] yeah yeah you can most beautiful suits are tough though man like they don't [ __ ] her punch you in the face angry I'm exhausted because they make me do so much more work than I would do but it's like you're gonna do more work than me my own company like no I'm gonna stay up I'm gonna do it with you you know so let's talk about 5th Avenue and what it is sure for know understand because I don't fully understand either it's an incredibly generic name on purpose we did pick to be generic so my business partner and I now Ilona I was her first employee 12 years ago so I started yeah I started selling SEO door-to-door to like chiropractors and dentists and [ __ ] on their door get the keeper that whole thing rejection then yeah and honestly I prefer hiring people that work door to door I'm just reason but yeah I was her first employee 12 years ago chip took the company and our first year to well over seven figures and opened up three offices for them in two states and ran the whole thing for five years and I got really burnt out and I answered this direct response ad from Craig Valentine saying like I'm gonna teach my greatest secret and then like you know move to Denver did all did all that so so I've been in marketing for well over a decade and then about almost three years ago Alona came back to me was like hey like we miss our Rainmaker like come back and come beneath the fold and like let's do this again and I was like [ __ ] now like I will never work for anyone again but I will start a new company with you and I've been doing this affiliate stuff so I helped truth about cancer launch their eight point eight million nine point eight million dollar docu-series launches and then I did the thyroid secret with Michael as well once and and I started to get like traction I'd work with everyone for activation products to Venus factor and you know everybody's more informational products do yeah it's definitely informational products and and I wanted a new health stuff cuz I'm really interested in health and so we agreed to start this agency and then we did you know a bunch more docu-series and then we started running other evergreen client offers so in doing that I basically have two branches of my business these fit this like the top part on one side we have the agency where we do it for you so we act as your sales team we run off you know your affiliate offers we do launches contests everything for you but we only take six clients a year on that side and and so I had a long waiting list and my business mentor Chris Guerrero who you guys should definitely have on this podcast I'll plug him he's a genius mom he was like you should start a training program where you teach other affiliate managers to do what you do and I was like that's ridiculous no one would ever pay for that so I did it and people got tremendous results from them in like insane like eugenics as a client of mine they there's stuff in the company when I first started working with them they were doing less than a hundred thousand dollars a month and all I did was tweak some of their systems and you know half of its getting through the breakthroughs and they've had I think 17 or 18 consecutive months of over 2 million a month um it's like different tweaks like that so we I did it informally or I was just like kind of coaching people for 10 20 thousand dollar at a time like hey I'll come and work with you for two days and I'll do you know I'll be you know every week a phone call and we'll see there is also I've gotten great results with that tapping solution of Bob Inglis and like all these guys have gone through it privately with me and then we officially launched an academy last year and we've had 62 companies go through it and they've generated over 300 million dollars from our met so it's been it's been cool to see that you know it could be like wow that's what your [ __ ] works yeah that's been same girls yeah and I think part of it why I think I I think I'm polarizing in space for a few reasons um number one I think most affiliate managers are just not suited for the role like they are someone's sisters brothers mother's boyfriends son likes really great with people and you know everyone likes in but like this is a selling position primarily and this is a high ticket sale primarily if you're paying attention like every you know interaction with an affiliate partner can make you conscious not millions of dollars of the course of your time together and you have a high ticket sellers mentality and you also need systems processes KPIs and quotas like any other high ticket sales for some hat and so I built that whole system in and my team runs on it and so now we're training people like you know a core financial know I've worked with them for the last six months we've seen you with them talking to other divisions we added on Isla Vista I'm working Market House so you know there's 35 in tagore put their affiliate program on pause for a minute there they did and their current affiliate program is so I can give you some insight because I work with them um so they are the first people in our space to get sued really in a big way around what behavior their affiliates and so I give them a lot of credit for you know looking at and being like let's take a look at what we're doing right and what we're doing wrong let's also make sure that as one of the large there's people in the space that you know we're spending the money and the time with Venerable in these other places to to figure out what's really happening in in the law and so what they did is they immediately went out and shut their program down for all new people right so no no people could get vetted further and then they went through and they removed all the bad actors so people who weren't willing to sign you know things like hey I'm going to get friendly friends approved or I'm going to have an on subscribe link if they wouldn't do that they were booted out of the program which makes sense so now what they're doing is they still work with affiliates every day that's still part of their program but if you're in the program and you're currently making money it's because you're compliant then they've really ratcheted up those systems at the same time they're now creating new betting processes for the new affiliates that are coming through oh very cool and and I get to be you know I get to get behind-the-scenes look at that and I really respect them for doing that and as an affiliate manager you know working with their teams all of them like ah so frustrated you know like it's just it's so hard to get any of these deals approved I'm like listen the fact the matter is that there's a lot of meat on the bone with the current people you're working with I know for a fact that everyone's always like oh my god the neck super affiliate if I just had that one super affiliate make so much money you're not doing the basics of the current ones that you have like you're not book double you're not booking all your offers at once you're not print booking deals you're not prepaying for deals you're not getting in there autoresponders you're not getting into Thank You pages you're not doing a ton of [ __ ] with them right now that could be making you my you're leaking money right now so why don't we focus on that at the very unpopular opinion which is not doing a good job with the current ones that you have yeah they didn't use system of outreach and figure out how to bring these new people in and and that's what we're we've been doing with them and that's why does it Allman yeah it's it you know again it's an on popular opinion yeah no but it makes sense yeah yeah you know it's uh what is that saying it's it's common knowledge it's not common practice yeah very true that's super cool though and just to like you know there's a lot of people in this podcast are very familiar with affiliate networks and affiliate managers and stuff like that for people that aren't basically what an affiliate manager is to say Gabe wants to sell like we'll say heart pills to get off the top of your dick pills he could go and basically go out there put his product out there and have other people promote it those would be affiliates and someone like you would like more or less broker that transaction yes yes and I think too it's um there's a there's a lot of people be like all influencer marketing like I want to work with the influencers yeah I think that's a segment of the affiliate world yeah I think a lot of these quote-unquote influencers don't know how to monetize well they currently have on social this is separate your gonna separate react for another time but I do think that the best part about affiliate stuff is that relationships with human beings don't change algorithms do so I have a ton of people I work with that you know they start out as affiliate marketers and then they got a hit offer that convert a lot Kol then they flipped everything to Google and and Facebook in their way pow oh yes it's 25 it's 10 percent of my business I don't care right like and it'll happen algorithm change they're VSL is no longer compliant the bottom fell out and now they're coming back and be like oh my gosh homie they're like I ignore it and I just like bring all my reciprocals for you and let you know burned all those videos like let's talk and it's like well you know I believe you can have it all I think that you you know just like a table you're cold media should be certain table legs and then you have your affiliate program your most other stuff but if you get your affiliate program right of course there's a cap on it because there's only a certain amount of affiliates and email marketers and all it's tough but you know if you can keep your your revenue consistently growing month after month instead of being a roller coaster on your affiliate program like that can pay for all your overhead that can pay for your ads that can pay for you know a ton of your stuff you're manufacturing like you can have that as a core part of your business and then the other stuff is just a lot safer and you know that's again and on and on popular opinion but it works it doesn't matter if it's unpopular and it's not sexy right everybody's like oh just never you you know you own an affiliate management company just like introduce me like Josh you know and like wellness mom and bio trust and Joe like that's all I need I just see that one you know one crack hit like that the big guys like you know ma you know pull back the kimono let me see them it's like dude like the [ __ ] like what value do you bring to them yeah you know what I mean like number one and number two like you are not maximizing the current offer that you have you're not trying to increase the average cart value you're not bringing out Ukraine is you're not like you know you're not servicing me like a high ticket sales person would you and like you know this is I think that's a problem with yeah yeah I think a good question to segue into you what do you think separates the higher-end advertisers a more proper ones from the ones that are struggling the high-end like email know the advertisers the ones that are like doing it right in your opinion okay yeah well I will say that I will not stray into like the media buying side cuz it's not my forte I don't do that yeah tell you what I mean like the product owners oh yeah we call an advertiser's in cpa okay cool so same thing different terminology got it is that in my opinion the people that do the best in our space are people that have figured out how to make their offer convert I always say like I'm not a [ __ ] salmon I'm not a traffic salmon I don't like swimming upstream on a broken low converting offer okay so before you start talking to me about like I that's great that your product solves a core issue for a person I'm very happy that you created a beautiful protocol or like a beautiful supplement or like whatever that you created but your marketing has to work because you know it's never negative scene so first and foremost people who focus on you know high converting offer and their copy and the tech stack and you know being being willing to do things for the large affiliates like increasing their commission giving them faster payouts you know there are people that think smart and they're like okay well I will you know I know also that I can monetize this customer so I might break even on day one or you know go maybe a little in the hole but I have a continuity program to help me back it out you know and my offer is converting so it's stealing away the space right whether it's Google or whether it's on Facebook I'm sucking the oxygen out of the room because my offers converting better than everybody else and I can afford to spend more or I'm paying out more to affiliates on top of having a very high converting offer and I'm willing to cut deals with them that no one else is gonna do like you know ACH someone their money every 24 hours or paid $250 CPA on a you know $50 product like I'm willing to do it because I know my numbers and I'm focusing on high converting and then the people who stay that way are people that continue to maintain their top relationships and continue to optimize their offer they I see so many people that had like a superhot offer you know they're killing it for a whole year and then it's like the next year they're like all you see is on on Instagram and they're like net jetting and they're like doing all [ __ ] and it's like I haven't seen their email creatives or the landing pages change in a year yeah man it's gonna just like tank like you you know it's not gonna last forever and I think to just a step further and you know we talked about a girl before you know one of the things that they are really good at doing us back in monetization which means that they have a good relationship with their customer you know yeah we heard that come up multiple times on how to have successful offers it's just all back-end it's all back in you can over you know you can outspend everybody else you know and making sure that your offer and the front end converts well enough that you know bring the customers in so you know for me I always tell people like I just am NOT a traffic salmon to do that you're just packing tons of like random quotes over there alright good sound bytes but I could rant about it all day because you know I think that we are very fortunate to be in a time in place where like we have an ATM the sky which is here and we have more and more people getting online and at the same time we have these companies tightening the noose of compliance and what's actually scalable and what you can actually say because they're protecting the consumer and if we don't start paying attention to that this ATM is gonna stop pumping up money for all of us totally yeah and that's like I don't want to be gloom and doom but like at the same time hey how many times have we seen that - like something good going away just because like the compliance is out of whack every six months like just when you get your footing underneath you like that reminder you you know so that is why I like is ruin everything oh yes it's true they take anything good just destroy it sure I mean I can't you know I think I think also like I wouldn't want to be anything else yeah have you always been this much of a hustler yeah yeah no I yeah I mean I talk about it now like more in the last six months but like I started selling at four years old my dad's a missionary and he's like one of those crazy people like that talks on bullhorns at like street corners I'm like really fetuses you know you like changing hair like that's my dad yeah and I was I haven't talked to him in years but I was four years old when I first started you know converting people to Christ with my dad right like Ansel it's like you know like the egg is near I was humbled so I like can do everything with my parents and like you know it was just me basically moving I moved 27 times across their team's it was like you're selling yourself every time you hit a new place and then I started selling glow sticks and then I started selling you know door-to-door SEO and like all this I also have been selling my whole life but you know I think the principles are pretty similar for anything that you do like yeah you're like people pay me for this my phone right it's my connection contact keeping those strong and then fundamental selling principles like pulling the objections out of the sale you know talking about them figure out women figuring out what happens if something goes wrong most people only want to talk about the upswing they don't want to talk about [ __ ] getting [ __ ] up but what happened chameleon goes wrong where you know if our partnership dissolves whatever figuring that hole out mapping it out setting the table for expectations and then doing the follow-through and then you know continuing to optimize that process with your client or your customer your affiliate partner it's just it's very simple nuts and bolts that most people feel like they can set and forget or that they have the hottest offers they can dictate all the terms and everyone else is just opinion but you know I think that that's that's the same in any position that you're in in terms of selling for sure that makes sense that's crazy were you on the street corner when you were four doing that I was hustling with those like little pamphlets like talk to my dad I don't know how many people are actually converted a Chrysler wasn't that interested in it yeah you know it was my dad certainly still is and it's really interesting to like to watch that you know to grow up and to be a pastor's kid um you know probably got rid of your fear of speaking to people oh it definitely did and watching people like yell at my dad like we're tailgate party just doesn't take breaks [Laughter] love everywhere he's everywhere religion such a funny thing switching over to affiliate partners compared to advertisers how different do you think they really are because I find like we're actually because we've always done the CPA space and so we have an affiliate manager hit us up connected to offers but we've been getting more working with advertisers direct and we found it like super beneficial but we also found like the way they think in the way affiliates think are like can be pretty different at the same time yeah I agree um you know I think part of the difference between advertisers and affiliate partners is like the difference between business of the capital be in business with a small B so like you know Apple is not going to make a handshake agreement with you over tequila's in the in the pool on Cabo and then continue to do multi-million dollar deals to the across the year without a signed contract without clarity and that's the capital B I think you know if you're working with an advertiser usually gonna get like a line of credit application and like all US other [ __ ] like agreements looks clean you know being exclusive or whatever whatever you whatever they do it's it's all documents it's all catalog but the affiliate partners in my experience they believe that I'm gonna see you ten times a year whatever we're in this masterminds like we're homies everything to be great and there's no clear expectation around the deal there's no structure to the deal and so that's one of the reasons why you know I think we've all felt it like if you've ever done a lunch you had a big top quote-unquote Philly per to be like yeah I'm gonna support you and then you're waiting anxiously for them to mail and then they mail it's like 200 clicks you know like yeah you know what happened and it's like oh well they didn't tell you that it's gonna be a PS and their newsletter buried at the bottom of whatever the future or they're only sending to their in actives and on opens or they're only supporting on social right so like for us for example I think a good concrete example would be we don't do a launch for any client unless we have three hundred fifty thousand clicks pre-booked yeah crazy it's what like the minimum and that's what yeah because I'm not here to [ __ ] around and how do you get the three hundred fifty thousand clicks minimum you have them sign in DocuSign you have them agreed upon here's one here's what I expand here's how I expect you to mail which is the other thing I like about advertisers is like when you prepay for them you can say these are my creatives this is the best performing subject line please run it as is but if you're like doing email drops or whatever you know with affiliate partners you're like begging for mailings and you're telling them hey you know this is my comment on my funnel it's best for you to mail this time you know and then do this and they're kind of like yeah okay and then they just like mail it whenever they feel like it like an open spot and they're like bitching well because I told you you know like how it works you just like didn't pay attention sorry my little speakers but I think like that's that's one of the main things it's like they don't structure their deals they don't treat it like a real business they treat it like we're friends and and that's you know how friends make money together and I think that's one of the reasons why you know advertisers so much easier to work with because it's so clear the terms of expectations and they're mercenaries it's like the people with the best converting offer but the highest payoffs that pay the fastest wing and there is that same application to the affiliate partners if you have a high converting offer you pay them fast you know the fastest and you work with them the most you optimize you work on your offer you work on the creative you work on the copy like Cedric said are you do all that stuff you will win two on that side but you know the missing bridge that I see is the lack of actual sophisticated deal-making negotiation you know pivoting through the nose like figuring out how we create a long-term partnership not just like one-off millings when I feel like it like really setting down sitting down with your partners and why not map out the entire year together instead of like let's talk about what we're gonna do together inmate no let's talk about what we're gonna do every month of the year together where I'm gonna do live shoes with you where I'm gonna do podcasts where I'm getting your autoresponders where I'm doing a thing to engage me do Co reg maybe you know what I mean like that that's the way that our company has been able to grow so exponentially in for our clients and why our caddy students grow so much because it's those fundamental selling principles where you know there's structure around it and I I get frustrated watching other people do you sucks I'm like man do you like I don't want to work with you like you you know you don't have a vision of like how we're gonna do this together in a deeper way when I can work with other partners that are willing to send me traffic across entire year at terms up for me that's [ __ ] that's awesome that makes total sense I like that that's funny we've never heard this perspective before so it's like it totally makes sense but love is kind of like new information but like you said it's so foundational yeah it is it's really foundational and I think I think people just kind of stray away from it but you know I think I think if anybody watching this like has an affiliate program even trying that even going back to their affiliate partners and ask them really simple things like I need hardly ever hear someone besides my coaching students or my team if you're setting up a deal an affiliate partner simply asking the question like hey now that we've agreed to the terms or whatever we're doing like what's a good mailing for you yeah what is your expectation around this mailing mm-hmm like and most people are like oh I know I'm asking that before well I let's just throw it out there I would like to make you know $10,000 every time I mail it their party offer you're like [ __ ] phenomenal now I know I'm gonna keep that somewhere my CRM right I'm gonna make sure that I refer back to it and then I'm gonna use that as my anchor point for you know being better for you so for example if you mailed it and it did 12 grand the first thing that I would want you to do is to go back some immediately be like wow you said you want to make ten you made twelve you should really send on opens or send to opens and here's an you creative that I would use and like you know here's your list of opt-ins who didn't buy you know all this like free structuring it so you can cure you'll or on the other side if it came in at two grand now this is a very different conversation where you're coming to them you're like ouch so I know you want to make ten you need to is there something going on are you testing it like is that why I'm seeing the you just kind of roll out segments or or did this thing bomb for you because they don't want you to go am ia on me like that's not oh stop answering my emails I want to acknowledge that for whatever reason if it's not a testing thing if you did a full mailing like you agreed to and bomb I want to acknowledge that and I want to figure out how we can make this right what else can we do you know and also say like let's not stop the conversation here and let's keep you know repair relationship like some things always go right in business yeah right I might be greedy to somebody that is a better match or whatever right we might we might do something else but like that is such a just even something that simple like that's apart from everybody else but like if you don't know now you're guessing like they went mi a are they busy or they [ __ ] hate your offer Yeah right what what is it and I think you know looking at all the current deals that you have right now and saying you know who out of this group will feel like I'm working with could I convince like if they're sending me ten thousand clicks a month could they do 15 and if they did 15 can we increase our CK by $10 a month and then use the lever to crank them back down if they hit under 15 so now I have Ivers going both ways to increase of traffic or to decrease it and you have punishments in between and everything is in writing I love it that is next level I can see where you guys only take on like six a year cuz it's very hands-on yeah yes like a relationship like relationship that's cool it is and and I think to your our coaching students that go to the Academy you know they start trying these things and they start seeing the results and like oh it's it is actually no one likes building systems yeah nobody knows no one knows but you know and I think it is I think it's like because you have to put mental energy to it I think that's the problem people are lazy yeah but if you have the system you only have to build it once and then you can kind of keep refining it and it's just like without a system assistants [ __ ] chaos and that's exhausting - yeah it sounds like you're very systemized yeah it sounds pretty comprehensive like all the different pizzas like you're saying the co reg the Thank You pages all that stuff cuz you're right all that is opportunity for selling every piece of it yeah this is your personal life is systemized as your business life the only reason why our business systematize like this is because of Valona my business partner this is her Yassir Fiske um fifth company so in my like my role this is from stage to do podcast to you know lead the team sales lives and it our sales goals contain my chaos and to turn it into something that work so um make no mistake this is not a function of me I teach the principles and then we we have that whole thing but you know I think that's that's a really important know is that you know I want to play the song I want to play it I'm gonna have to play every instrument and I know what I'm good at and it's the same thing with your affiliate managers like as you grow I think that you know you have to take a look at who's in that role so like a lot of times when I see a affiliate partners revenue your clients like this I'm like okay let's take a look at what the affiliate manager is doing every day and percent of their time is spent pulling reports plank commissions placing pixels sending out email created so if half the time that you're spending is on admin work how can expect to grow your sales total so first thing I recommend is to start breaking people into roles your affiliate manager needs to be doing only one thing which is booking your offer point peer to the end and then you have like a growth manager who lives for reporting and systems and keeping things on track and doing the accounting and all that they should be supporting the affiliate managers ability to sell and like you know that is like so important it's like looking at the different roles because I'm not good at creating systems I'm great at living in them and I'm great at you know figuring out ways to break the system's because that's the product and personality yeah I was a terrible employee of Alana's that's why when she came to me was like let's just get the band back together I was like why their sales team that I helped build so it was like ya need you back you are like about the affiliate manager in the growth manager is I imagine those are two very different personalities - oh my gosh I'm so glad that you said there's a hot button issue for us yeah we were like struggling to figure out like you know you can explain the person that it should be but we actually asked our coaching students and the top-performing affiliate managers in the space and the lowest-performing so I'm not gonna say who is who what was what and we did full Kobe scores on them and so we came back with a very good there's a Kobe on all them yeah we did all over 50 of them and we came back and were like holy cannoli dude like there is some very clear characteristics you're like one thing I will tell you is like the affiliate managers that performed the best of the highest level the ones that bring in the most sales are very high quick starts right interesting your people that are the best the Grove manager are very low quickstarts you know when you start to look at them you might say oh wow well so-and-so was my affiliate manager is great with people and she's a very low quick start which is why she's not great at pivoting through objections and like bookie deals on the fly like networking she's she's good at with people but she her brain doesn't function in such a way that have enabled her to be creative you know making right and so that was a huge takeaway for us and we have like that full map that the whole thing is mapped out on the course and we work with corporate clients on it but like it was enlightening and that was Alona like a product of Alona being like why like what is the difference between your brain everybody else's brain our team everybody else's brain and I think you know it's important to put people in a place where they succeed one in a role there you didn't and then to you know the frame around which they operate in so our whole team has scorecards for each individual role KPIs for each individual role we talk to them every single day we go over our numbers every single morning you know and then every month we do a full review of how they're doing and treat it like a real sales team because if you're not measuring it you're not tracking it then you have no idea where you're at and this is why you feel like this revenue rollercoaster I'd rather realize you know we track very simply I want to know your written outreach are you doing bulk emails are you doing individual outreach how many verbal phone calls did you have this today did you on skype video or did you do it on a phone did you chat with someone on skype you Facebook messaging it down to the granular because if you're not we're gonna look at it we're gonna say why am i honey just [ __ ] month this month like what's going on and then if you're if you look into your data you're gonna be like oh well because my lead affiliate manager hasn't done any [ __ ] calls not one she sent out a newsletter and has spent all her time you know doing whatever admin [ __ ] that doesn't make me money and I can now better prepare so the next time I see is happening and I see the phone calls going down be like you better get you asking as you're describing those like you're like video chat audio chat facebook Messenger like would you find to be the most effective for outreach for me I'm best at selling phone yeah like audio or video uh either one for me I'd rather have video if we're if we haven't seen each other in a while because I think it's best for building rapport yeah I you know I think that's another thing that's so tough about affiliate managers is most them are not willing to get on the phone they're only listen you know or they're gonna bother you on skype and Facebook mister well I'm great at ignoring all three of those phone call from an affiliate manager right yeah I think the reason why we've got that granular is because when we originally started it was just written and verbal outreach but then we started seeing even in our own team and our clients the slippage that happens which is like oh so you sent out 183 emails today did you like wow that's a lot emails well what kind of emails were they and it's a go I sent it to a mass class 183 affiliates right yeah you wanting a customized email to a large affiliate which is where we make the most money is deepening that relationship so when you started breaking it apart that's when you're like oh like yes you need all those such points because everybody kind of communicates differently but you know we want their cell phone we want to go see them and in fact one of the things that we're gonna kick off in the next couple months is a five city affiliate tour so me and my chief affiliate manager and probably one more person we're gonna go to five cities over you know three weeks and we're gonna stick in and we're gonna meet with their top affiliate partners and just take them out to dinner hang out with them and their families go to beach of them do whatever because that's just important to us it's like getting to know them better and instead of going to an event you know you have to go to you have to go to certain events you don't have to go to Ole Miss and you have to have a networking scorecard and you have to have you know ROI down to the penny of where you're going you're not going back to the [ __ ] event I'm sorry you know I'm not here to pay for my Philip managed to get wasted at events I don't pay for that all day long if they bring it that's not the point but the point is I mean ROI you know system and then deepening your relationship and showing them that you really care because you know I started doing this four or five years ago and I keep doing it where it's like you know I know what their kids look like I I know you know what you know what their home looks like I've been there and broken bread with them I have a much deeper and I care about them I have a much better relationship with them and I think people just you know you stick to email and to Skype it's a death sentence it's totally you know it's funny one of my friends he owns a pharmaceutical company and he has like thousands of reps and mean him always have discussions about like sales and stuff like that and like if you could boil it down to one word that makes the total difference between your top performers and like everyone else he's like the word care he's like cuz if you care you follow up if you care you like go the extra mile he's like that's the only thing I can tell you man I just look for the people that care the most and that's like pretty much what you're saying damn yeah that's a different it's a total different reframe but yeah I mean like I think it's a really great reframe what I because yeah I mean it's because we care like we we we understand the value of going to events but we understand what's more valuable is actually sitting down and curating a relationship with them and getting to know them and also have those conversations that are can be hard which is you know what works really well about our relationship and what doesn't what do we do that that isn't working for you and if we changed it we would it increase the volume that we're doing together and what other possibilities we have to work more deeply with each other oh you don't like the answer but um a lot of times you know they're not gonna tell you that ya know and or over email or whatever they'll tell you when you're sitting down with them face-to-face and you know you you care about them so I think a big difference I would do that if you haven't if you haven't done like a an affiliate tour to visit your top you know ten affiliates and meet them in person I would definitely do that because it shows a whole different level of respect outside of the event yeah yes yes outside of event yes if you can afford it and that's something that you know you want to do you know certainly I think we can all agree or you know top 10 affiliates usually driving the vast majority of our revenue anyways on the tour yeah yeah that's cool very cool man there's some damn good insights here yes at what point would you recommend like an advertiser's start bringing on an affiliate manager yeah that's a good question so I think every company is different um you know I I don't like bringing on anyone unless they can 3x like their base pay gotcha um first and foremost if you don't have an affiliate manager or you don't have an affiliate program because I see a lot of owners like you know they'll have an affiliate program with a B affiliate manager themselves or they already okay so business and they're thinking about doing an affiliate program like don't start it unless you really understand your numbers and you really understand what this person's gonna be doing day to day and you have a very clear idea of you know here's hitting out of the park for me here's what's acceptable here's what's not acceptable right every key category and here's here's what our program is doing right now here's how I expected to increase based in reality it wasn't you know that I work with with owners about like I remember working with someone recently and I was like okay like what do you you know what do you want to do for your affiliate program she's like well I want to do you know 100 opt-ins month I'm like okay well your list size is 45,000 and it's been that size for the last year so we also need to route it in reality right that's that's a lot but I think it's it's like but you also want to push people right this is why you exceptional here's what's performing here's what's underperforming here are the thing the five things I need you to do every single day they need to be money generating and you need to pay for your [ __ ] stuff because like eternity right like I expect to win and I'm gonna compensate you very well for it but what I see most people doing is like oh I'm the owner and I'm just gonna hire an affiliate manager they're gonna know exactly what to do man they're just gonna run with it or I'm thinking about having an affiliate program so all I'm gonna do is take what I'm currently doing and I'm gonna make a little affiliate page on you know on my website or put it on Clickbank and then everyone just gonna come to me because I have a mess you know so it's like how are you going to sent avise affiliates how are you gonna create structure around your program you know and then also like how are you gonna make sure what numbers you need to hit to get that ROI and I also think that anybody who's doing you know over five million a year and online sales of their affiliate program must have an in-house affiliate manager Kerry might be like if you're doing that much volume you need someone who's gonna focus on you and only you every single day like I'm an agency owner and you know I think again it's very unpopular for any other affiliate agencies listening or whatever like we're doing our clients a disservice if we don't let them grow to the point where they bring these people in-house very cool yeah we can't folk we can't focus on their business full-time we can bring them an influx of new you know new affiliate partners and create structure we're happy but like every business deserves a chance to have someone work on stuff on only their stuff when they worries just a little success that's awesome I like that damn very unpopular opinion for sure I feel like she sees it over at the mimosa mastermind so yeah but you guys do you go sorryy on your coach did you train them how to be affiliates - yeah it's a four-month program for $10,000 and basically what you get is you get like all these video modules of me and my team teaching where we're you know we're giving you different you know here's how you negotiate here's you know what's how to have no objections here's a people with no experience in the industry to begin with it can be both we have two tracks we've people with no experience and then they get additional weeks included in the price the price hasn't changed it just get additional weeks and then it's fast tracks experience if you like manager I've got affiliate managers that have been doing this for 15 years go through my program and they've seen up swings I get its it does and they get group coaching they get you know four five group coaching calls a month they also get one-on-ones with my team every lead affiliate manager that we work with has led a multi-million dollar launcher as multi-million or every three months so they're all prepared um and you know I have corporate clients that pay me significantly more than that come out work with their teams along but um everything that we do from any launcher or any outreach to the client scene that works we just dump it right back into the program so it's like always current it's always working and you know I think coaching is just so important for any sales position like for anything yeah yes a current and I love to see you know when we have people go through the program and they just start crushing it even harder than my own team I'm like yeah yeah yeah good for you dude for like using what I did and like uploading it and now it motivates us it shows us what's possible how we can stuff so there's no scarcity mentality I think that's another polarizing thing about me I'm not there is no scarcity like it when we've had grown a client to this big and they you know they go off and they you know usually end up becoming corporate clients of ours because we take good care of them but there's a whole crop of new people popping up that help and so yeah and you know I trained others they're gonna refer you on for sure dude yes and by the way I've trained other affiliate management companies so these systems that were using I've used on other affiliate management yeah yeah like do you like the training part of it or do you like the managing affiliate side more of it I like probably the teaching yeah it's like put money on that that was my guess yeah that's my guess too it's self-fulfilling right yeah it is it's yeah it's fine you know I do miss the interaction with affiliates so that's one of the reasons why we're doing you know like the tour and like stuff so we can do that but no the teaching part is fun yeah totally people helping people that's right yeah however how long do you normally see it takes to train someone like brand new completely no experience in the industry to get them up to speed where they're actually performing it's a good question I think it depends on if you've had a selling experience in the past if you've had some sort of selling experience in the past i I think ninety days is like when you start to really roi and like you know make you know make money back right away from that investment then it's and it'll go even faster if you have existing structure around the role and and also the other thing is that you have time to work with them because a lot of people are just like I'm gonna hire you but I'm so busy I don't have any time to talk to you so you figured [ __ ] out right like also need to invest time into that person I think if you're a brand new person to sales like it's different it's usually six months to nine months where you really start to see you know that upswing but you can usually get those people much cheaper right so it's it's a give-and-take and then I think for someone really experienced in this industry like you're you're usually paying a premium price and it's usually not worth it to bring it like a really good affiliate matter with with big connections you know is like 100 to 150 thousand our base you know and so you better get your ROI from them [ __ ] day one because you know it's they should be able deliver day one if they're that good yeah exactly exactly and so um you know not all I mean we hired someone recently who has you know we took six months to vet her and she comes with a ton of experience and has made a tremendous impact on our agency you know day one but we hired other people that we didn't that is thoroughly and I made that mistake oh my god you you're in a space of course everyone knows you're gonna be amazing and you hire them you're like - where's your work ethic what the [ __ ] like I'd rather train I'm from Craigslist put them through a kolbe score know that they're you know good fit for my culture and that they're a good fit for the role and train them and give them all the support that they need and then watch the next questions by the way onboarding new people that you think would be good to affiliate manager how do you go about that what does that look like yeah so we have very specific ads that we've run and clients have run to find like the right people we've run it everywhere from you know Craigslist to Facebook to LinkedIn to everything it depends again on the role we have a very specific onboarding process for us in terms of hiring so it's like the specific ad and then they do a video and the video and the cover letter have to hit certain things so we know that they're detail-oriented and then from there my entire team needs with them like our executive team to make sure their one-on-one or agree both so depending on who they're according to right so they're reporting to operations they're gonna meet with the operations team and then individually with the Director of Operations I'm staying with the sales will eventually come up you know - chief affiliate manager which is Christine and then you know I'll get the final say just kind of take like a final look through but you know part of that was because of my character my personality like I like vibrant outgoing charismatic people are not always the best fit for my company and my team's much better at like okay let's put them through the process and then once they're in we have that very clear SOP we're like every week they have to hit these specific numbers and it's a 90 days a you know basically a 90-day trial for us to work together we're not mission on that 90 day like they're getting a good enough base and then you know if you make it to the 90 days then you get you know the increased Commission and you kind of sore from there but like we had to do it through trial and error you know that's so cool I love all the yeah communication you guys have do you find the Colemans going to be pretty accurate um it's been more accurate than anything else we've tried certainly I think that um you know it's it's like your horoscope in a lot of ways like you're in Aries so okay you know yeah you know like yes and you know you add that extra layer protection where it's like and it's only when it's very drastic like if I see them super-high quickstart I'm like okay like this person is probably to be a good fit for this and then you add in you know do they have experience signing yes I have experience and you know are they fine with the Commission structure and you know like yeah yeah yeah but I think it's probably more accurate than a horoscope but yeah I read mine daily it's always right I don't know the last time I read a frickin horoscope they just like they kind of make you believe that like oh yeah that is my lucky number one thing I'm kind of curious wise you're talking what do you think is more important some of these desire or someone with experience experience I think some would desire yeah better than someone with experience yeah cuz I burnt out affiliate managers yeah gotcha makes sense Tyler's just like working through his hiring process right now that's what I look for someone was strong driving I recently probably about a year ago I hired him and it was a non tech person and part of his role was tech base and for the first three months I'm like oh [ __ ] like this was a miss hired now he's turned into like one most valuable people we have Romano oh yeah it's simply because his desire outweigh his an experience in something but he was so [ __ ] dedicated to learning that he did and how he's a master of it yeah yes yeah you just can't you just can't teach that to people though like that desire to win you know going through excuses pushing through like he probably worked extremely long hours to begin with yeah like most people aren't willing to put in an extra time to learn [ __ ] like that and so any you know someone doing that be like am i off you know my off hours I read this book and and here's how we can improve things in our agency I'm like [ __ ] good for you we're gonna put you like you know leadership on purpose for some reason like that was my next question man woman no I so I have 17 women on a team Wow we have one male and the males only with this one kind of contract he's great we love him it has like business he's gonna be like returning to you pretty Santis is nothing to do with me like hating men t-shirt gave it away oh this is a yacht club t-shirt I'm joking favorite bar endemic but I think it's you know I think we just attract a certain type of personality like we're all like a Type A personality all one win you know and sometimes I can see how it'd be jarring there's some nice to come in and kind of be like more like relaxed for whatever reason I think you know we we aren't getting the right like fit in the male's that we've hired but I'm still wanting to get more guys in there because like that balance is so important like I can go off the rails like quickly with emotions and like you know you know so our business coaches Chris Guerrero and he's like very email strong like influence on alone and I and so that kind of like carries down but yeah if any guys or apply for that me please do please know what you're getting into you look this empty women yeah seventy women all beautiful awesome like a lot of money together but you have to have fortitude right to do so me my application now that's crazy I love the I love the power chicks man that's awesome I always have such a good time on podcast that we have women on here and it's like yeah first it was hard to find any but now we're like we're stacking them up we're getting there I think there it is you know all these people is either is Todd lamb he's the one I got me on this one we're tight with Todd like Todd Todd's our boy he's he's he's amazing hot dad hot dad Todd yeah my God he's so hot I love time yeah wasted with you just freaking he came to Cabo in October he's gonna be a cop and he is the most fun to drink with yes yes we witnessed it many times he's a bit of a legend I don't want to go anywhere without it yeah well if you want more women on let me know I've got good yeah ladies that would be a Emily's hilarious oh she already done it yeah she was so much fun Emily and Ernest yeah we're great Emily was a lot of fun at T and C as well yeah so fun she's so fun Hodson know she'd be good yeah oh god you're Ellis where you at T and C at that rooftop party that was my rooftop party how come it said Britney Spears ah though Amber's fear so East Fifth Avenue's our party with Vitara so me Emily large Britney Watkins Alona and Chad Tackett we put that party on so that was our party with all the glow lights and stuff I remember yeah because Emily but we know Emily was like trying to make us take over a booth she's like this band is here and they're not very good and they took over my booth you guys should kick some house oh she had me do that and I kept kicking them out and they kept coming back and I was like I'm putting out fires like I think to do um no I was like running all around so I spoke at EMC this year and we did that party service and any sponsors there's like a really busy listen dude I'm still tired did you get the TC flu yeah actually I didn't know I was energized from cheesy because we like we left rainy Vancouver to sunny San Diego it's perfect it's cool I just didn't I didn't know it's gloomy in the summer it's great oh great beautiful but the summers two months and yeah yeah well you can always come visit alone and I always from the beach I can actually see it from here where do you let me go we live in Del Mar nice oh yes I knew that you said that sorry my bad yeah no worries yeah you guys are more than welcome to come and I'll make sure to invite you to our next rooftop party and I know who you who you guys are because you guys are super [ __ ] cool yeah that's cool we're gonna do it again I would she be good yeah we should see if Britney Watkins will be on this she's [ __ ] really interesting - you like her cool it's awesome we're all entrepreneurs have been so different from the male entrepreneurs yeah we just like the way they think and they approach stuff and like some of the just some of the advice they give in also I would say like a lot of their business is you've seen the scale happen a lot more rapidly in a lot of respects and I think it's maybe because they get their ducks in a row and they focus on what's important yeah and I couldn't you generalization but like the way Emily grew the way Meredith grew like you know compare that with other people they grow every year but Li Emily Meredith group's record fast dude it's been unbelievable to watch them like I'm just so like grateful like to be a small part of that dream did Emily tell you how she kind of first got her offers going she talked about a house she would like right out sales letters and stuff yeah so she did and tnc last year uh also Affiliate Summit West last year and I was hanging out I think Rick Baker yeah could hang out the Clickbank like platinum party and I see this like tall white woman following me around from place to place is this like if she kept like hovering over my conversation yeah she like interrupts you know like you're just like Midwestern like interruption she says - oh she was going for it and I was like and she gave me her card Emily lark back to life and I was like okay cool well and she was like I heard you do the most mash my and you're doing it she like can I please like comment I was like in my head I'm like I don't know you it's like very but perhaps you know kept a guard and then she started texting me non-stop and so right before T&C she was texting me she text in his long thing and it was like again it's Emily Larco do anything for a hot seat I'd you know clean your car I'd wash your house and do your dishes like anything that you need no-one's mailed for me yet and like I really don't have a hot offer and like please do please please please put me in the front of the room and so I the room I read out her text because I know my group I know my group needs the help and so I wanted a position her in a way that like she could actually succeed and it was a little embarrassing she took like a boss yeah sure and then she had venus factor mike geary's team like everyone in that room committed to nailing for her and she was [ __ ] how to how offer and it just like took off it was like first people she got bail for her which is like why is he's drawing people to get mailing yeah dude like and she was persistent dude I love that about her like unsuspecting to like you wouldn't be like this girl hustles hard all the fundamental principles man like right now like we're just talking to her the other day and she's like yeah I like you know she memorizes all her speech for social media world she like rewrote rewrote all her scripts by hands like she's just like she does work and she doesn't answer anyone she just doesn't stop dance amazing yeah my favorite you will you'll see it ever most accomplished she's being most Ecology really I feel like she's a really good day drinker too I just get that at the feeling she's the best drinker at any situation oh love it yeah the drunk puppy story that was the one that really got me when she said she got [ __ ] a ball was gonna buy a puppy or something I was like on the podcaster after the podcast I think that was after I wasn't gonna share that but since that genius on the bottle you're gonna go you say anything on here like it's it's free like everyone needs to know because it's [ __ ] free game man this has been awesome last question for advertisers wine to bring on affiliate manager what would be like two simple tips that you would kind of throw about to begin with so they want to bring on when they never had on before correct yeah so there's two hot button yeah for sure having your for sure read the book who and create a scorecard for the role I think that's what we base our most of our business on and then you know be be willing to invest a time into anyone that you hire you know don't hire them when you're at the height of a speaking gig tour and you go spend any time answering their phone their phone calls or anything I think you know I think those two things it's like the structure and the time investment I think people very underestimate like what they need to do like you know people need consist of training and affirmations and especially a sales job like this is primarily your affiliate manager is primarily a selling position again unpopular thing right though my manager has two reports well no your affiliate manager needs to make you money like pulling reports I'm sorry does not make you money correct okay so you can outsource that to an hourly VA and the Philippines for significantly cheaper than you'd be paying somebody like this but it requires a time investment to teach both of them the difference and to keep course correcting and it takes refinement of your system and processes but I I can promise anyone that's thinking about doing that that's well worth the time um you know and getting clarity on that for sure that's cool damn all right yeah this was awesome thanks for being on knowledge more knowledge I wish you lived in Denver that I have another friend to hang out with I know dude you let me know when you're in town yeah well I'll be back in June but for sure any time either one of you guys are in town please let me know and I'd love to send you an invite to come to mimosa like this was really fun you got to be a great fit for our group yeah awesome it sounds like a lot of fun plus I excel at a drinking thing and I've never been to Mexico so get your password oh I got it I'm good we're ready we're ready all right thanks everyone for listening today for everyone watching please do not to forget to subscribe to our youtube and for everyone listening please give us a five-star review on iTunes Spotify or stitcher thank you again and we'll see on the next one [Music]

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### Amber Spears — Partnership Marketing

**Video ID:** `hu2LMSD3dXM`  
**URL:** https://www.youtube.com/watch?v=hu2LMSD3dXM  
**Length:** 71078 characters · 1890 snippets

[Music] how do you respond when your entire world just changed I'm serious think about it for a moment weeks ago you weren't even thinking about social distancing or practicing isolation now how do we network how do we grow our business how do we stay connected furthermore how can we be of service during this time join our host Tony Gregg Meyer and today's guests as they share their best practices and insights to help you navigate the waters ahead welcome to networking remote alright ladies and gentlemen I guess we're streaming in Facebook land and we're using some technology called zoom behind the scenes my name is Tony Gregg Meyer welcome to networking remote 20/20 you know just a few weeks ago so many of us were gearing up for one of the biggest networking events of the year and I was personally planning our own networking dinner over a hundred and some-odd people coming to it preparing our new networking magazine dedicated to sharing how to make the most of events and networking fast forward all that got put on pause and so I don't know many people that are out and about running around the world right now most people are stuck in their home they're isolating they are social distancing they're making the most of their business and their life and I thought to myself what could I do with the connections that I have but bring great content and great people together so my name is Tony Grubb Mayer and today we are joined by the CEO of fully accountable Vinnie Fisher also amber Spears the founder of East Fifth Avenue affiliate marketing and Thomas McMahon senior Business Development Manager at Clickbank thank you all for joining us awesome so I've been doing this on our morning calls Monday Wednesday and Friday with our teams we just literally scream I'm doing alright and it just puts us in a place of like hey you know what if you're not doing alright I'll notice you didn't scream so on the count of three we're just gonna go scream I'm doing alright one two three I'm doing alright alright so welcome thank you so much for being here and and I think the real purpose for this is for anybody listening and it's trying to figure out how to navigate the waters that we've all been thrown in to kind of like feel like we've all been put in a life raft for most of us and we're just trying to either a look at the life raft and make sure there's no holes in it or know that we're going in a direction so at first I think my question is to Amber how are you doing and Quarantine from just your level of like what you think Corden team's been like so far oh that's a great question um on a professional level um I've really appreciated the slowdown I didn't realize you know how how challenging my schedule was until I wasn't in the grind of it like wasn't getting crushed by it you know I was looking at my schedule and I was like oh my god how did I pack so much in you know I was coming Aiki noted Affiliate Summit in in Vegas and before that I was in Boise I was in Baltimore you know isn't it but that wasn't honest you know I was going all around then after that I was going to be in Cambodia Vietnam Laos Australia for me oh and then we were gonna do we're gonna come back to Baltimore it was just crazy all the way up until mimosa and then T&C and then afterwards I had you know I was talking paleo effects and it was just it was crazy like I was gonna be on the road again this year another like 200 days so I realized how one how unsustainable that is and how I've been in it for the last five years and really examining does it make sense I don't think so I don't think so after looking at it all I'm not going to be travelling as extensively as I was I do certainly miss so many people and that's a huge part of my business in fact one of my two businesses is an in-person event right so you know it just made me look at it again say do I need to go to you know Affiliate Summit West every year or can I go every other year does it make sense for me to keep going to the event circuit or does it make more sense for me to fly to Austin and spend time there when there's not a conference happening with some of my closest friends and clients and deepening the relationships there so it's really caused me to kind of examine a lot of my travel schedule and get some clarity on it and also be really grateful for the space that I have like we're rolling out a new project actually tomorrow that I've been wanting to roll out for five years and we finally have the time to do it and I'm excited about that and on a personal level like staying sane you know I'm working out and I'm snapping constantly so there is a layer stress underneath all this so I'm not gonna lie like I'm definitely gonna have the quarantine 15 on the upswing for sure ah but you know it's it's like yeah I stay in habits and rituals that have served me for the last decade meditation exercise walks journaling you know just all the things that make me feel sane and I think that because I have those practice and rituals that's been helpful and you know just looking at the status like the status of my business both businesses and really having time to look at it with clarity instead of you know oh I'm home for three days so it's a sprint to finish all this stuff and answer all these emails and I'm back on the road and it's like when I'm there I have to be present and then I get back to my hotel and I'm like trying to frantically answer emails and like kick the can down the road like that's not there anymore and I'm incredibly grateful well thank you I think what you just shared was like a really simple way of looking at like we can get really really busy doing things that make us happy but then also when we get a chance to reflect and come back to it we realized wow like maybe I could make some pivots and adjust a little bit a few points in my schedule to kind of find some more clarity so thank you very very much for that Thomas the same question for you you know house quarantine been for you how's Penelope how's it how's your wife how's life for you in Boise it's been a settlement an adjustment it hasn't been the easiest pivot to like work from home life that I hope that would have been something like it's a there's definitely been some tension with Kylie and I are it in a relationship just trying to figure out you can stuck at home all the time I kinda stress around every all the bad news going around stuff like that so the first week and a half I'd say it was rough that was just like weird funk we were both kind of in we seem to be in a better spot now I'm kind of kind of figuring some things out the plus-size riders a ton of time with Penelope she turns one and a few weeks so no she's an awesome time of her life I'm just going to spend way more time with her which is amazing right I can just pop upstairs at 5:00 is her cooking dinner and we just our evening schedule is just so much better in that regard and luckily I'm like I'm actually losing weight through this run more I can go and runs with Penelope and walks up Snell be all the time so we're kind of we can just pop the door and kind of get exercise that way pretty easily but it's weird like I was like I know works since I've got actually been like less engaged from a personal level like networking and stuff like that online which surprised me I thought it'd be more there's just been a kind of a weird shift to try figure out how to work from home I'm very like in it I'm kinda just on the couch working and then I'm out of it and then it's kind of try to figure out what's you know I'm home so there's not that really that chance that kind of like float online and network as much as I've been doing in the past I was getting a lot of momentum on LinkedIn and Facebook and stuff like that that's gonna Coast it down I don't know why I was kind of one of those weird things I was thinking about before Japan on here yeah appreciate the transparency you know and I know our next person Vinny's you know he's got a house filled with kids and you know the one thing that I will say for myself and I learned this from Vinny which has been super helpful for me was to start looking at my travel and start making sure that I am staying home more so I've been taking your advice Vinny I've been home for the last like month every single day so it's been really helpful so thank you for the reminders of making sure that I spend more quality time and home my wife really appreciates you so next up is Vinny welcome Thanks I actually wanted to jump on both two things amber and Thomas said and kind of run through the filter of what's going on for me personally you know for the Tomas part of it like our home life if we just took a micro bubble of the fissures in the early days postcode Brown but before teenagers with homeschooled our kids so for us this is like kind of doing that all over again and so also I'm a big advocate of kind of having another work space beyond just the office and so I I've got both of those so our discipline of home is very similar the stress of and the burden in the word lament that's going on for everything around the bubble of the internet community is where the heaviness of my heart sits but interestingly amber made an amazing comment and I love both Thomas in the amber than my friends and so I'm so thankful that he picked this group for me to be with because I'm with my friends and I I was thinking about what she said about going into events and I'm an event hoe I love I just love doing it I actually know that I can be more effective being home and purposeful I just love people I get energy of people and I I i travelled for some reasons that may not be even roi measurable and so when she said it I'm like oh and then I thought for a few minutes and I wrote down that the highs and lows of business are real all the time and that when I'm off and running I'm probably hiding some of those highs and lows in the busyness of what's going on but while I've been home the highs and lows are still happening and now I actually have been given the opportunity to have to confront those and so one of them was like this morning I woke up in this unusual feeling of like like I wouldn't say frozen but almost like quicksand because like I found myself a little bit frozen to dream outside of the quarantine like I wonder the hard time thinking beyond like what happens May for May 17th like and I thought myself stuck right here like oh oh I actually have to deal with that I don't get to jump on a plane to go to an event and hi from that emotion I actually have to address that like right now because that's a real thing that's gonna continue and so I'm thankful that like that's like because working on your business stuff that we all talk about I think this time is requiring us to work on things like finding out inefficiencies in the in the model and we run a service company that you run to and we're gonna work on those inefficiencies but also me addressing some of the highs and lows of a high hard-charging a player type person who runs the business so I really appreciate it amber saying because I think that's going on more than I would have ever dealt with that but for being required because we're in this environment lots of times because we just want to be but I can leave it any time I want to literally tomorrow I will have been only out of our house once in the last two weeks which is not what an extreme extrovert would ever do like I get energy off of people and only so much if it comes off of video I get it but I'm like Thomas I've got to be around humans and suck the energy thanks I also think Thomas just I hear like I'm just picking up something from you talking like I wanted knowledge that it's really stressful to be a new father and to be home thrown into an environment working alongside your wife I'm sure you're both talking on the phone right so you're you're you're fighting for space literally and also to acknowledge like I'm very fortunate that my businesses you know we basically at the beginning of last year are sorry of 2018 we decided that we were gonna start shifting to all virtual so my team has a ton of experience in fact all of their the recent hires have only ever worked virtually so it's a you know it's it's a ritual and a habit that we're used to and I remember when I first started working virtually like I literally almost got fired and it's just because I'm a type-a personality like Vinnie and the rest of us on the call that I was like oh my god I better get my life together because I was like messing around like I was like watching Netflix and taking my dogs on three-hour walks and like ending my day or like I just couldn't get a routine and a rhythm down and then it was and this was like eight years ago but like you know it took me I think six months for me to like settle into something that worked and part of it was getting a space in house I was working from like a small section in my living room and I had to enforce very strict hours you know I'm like what I was gonna be doing it took a while again the rhythm and then for the last few years I've had like you know an office that's important to have but I remember when I was living with my partner um you know before I moved like she was also on the phone all the time and it was direct like it was literally one of the reasons why we were like I can't do this anymore like you're talking and I'm talking and I don't want to hear your voice I had to hear all day I don't want to do it you know it was like a lot of clashing and like I just want to acknowledge like what you're going through is it's a lot number one and number two like it takes a while to get into the rhythm just like you're getting the rhythm taking Penelope out and all that like it's gonna take a while to get into the rhythm of your work and get into the rhythm of your new relationship and like give yourself some grace for that because it takes an adjustment it's not gonna it's just all collapse on top of you at once right and it's gonna take some time to adjust and all actually I think that's wonderful advice all I can add this just about in time when you get used to it really has been a blessing to be with them so much kind of thing I have a question for you Thomas and yeah we'll move along this is something that just came to me and and in something that I got the other day from David Gonzalez when we did our first networking remote we were kind of preparing for it he says that him and his wife they sat for five minutes non-sexual just looking at each other just just being with each other and just talking like with their their kind of energy not their body or anything else so she's letting their energy flow and tries trying to get connected because it is difficult it's huge engine it's not that it's amazing but my freshman kid we cleaned out his dorm or my wife and they did like a month ago and now he's living in my basement right so I know I have a 18 year old kid that I said we're empty nesting and I guess we're now practicing preparing for it again he's in our basement what'd you say need to put clothes back on yeah it's just been interesting yeah the nudist colony had to come to an end so um but you know it's been one of these things that I've learned and so I amber and I have been finding our points to connect and it's difficult it's not that you know she came in the other day and she sat at the edge of my desk our dining room table and she says I'm bored and I'm like so I go into fix-it mode I'm like lonely fixed yeah Oh what do you need I want to go build something and I'm like all right and then she tells me and then at first I'm like oh really you want to build that I'm like if I showed you and I could bring it in she builds an amazing swinging like daybed outside that's just gonna be it's she went online found some plans and built it in like two and a half days and what I realized was watching my wife is that she has an outlet I'm just been thrown back in to run my business I'm just I'm like so it changed scenery but I'm still running my business running a team and making sure I have all these things going so it's really really important that we have little projects together so last night what did I do I clean the toilets and it made me realize that I still have the ability to do the little things that make everything work right in our house and it just helped and then I loved it I thought you shared something really poetic which is it's not been easy it's been a little difficult and it's been uncomfortable and that's a reminder for us as we walk through some of these questions today is that that's the stuff that other people who are watching right now it's not been easy for them and either and I wanted your counsel today to come and to help a person sitting on the edge maybe trying to figure out like you know I don't have a lot of money coming in my my my bank account is depleting and I don't know if I'm gonna go back to work and you know do I qualify first checks and stimulus and this and that and they're just concerned and and you know you've been part of courses or you run courses and you know people buy these things and they think hey you know I got this course is gonna help me get out of debt it's gonna help me turn my my idea into the next dream but the reality is for everybody right now there's some form of isolation going internally for every single person and what would you say to somebody right now who maybe is stuck who's isolating a little bit and not doing the things that they should be doing you know Vinny let's start with you and then we'll go to Amber and we'll go to Thomas you know I think you can all be guilty of this like you start getting into two things one a small story where you feel trapped in your isolation and one of the first things that happens for me is something I hear you talk about all the time and it's probably the basis of some of the stuff you're doing is one of the one of the little things so that being caught up in all the things that are seem against you what are little things you're grateful for what are the actual things that really are working and I start meditating and saying those things out loud well that will quickly remove me out of this really small trap and then I do something very little right now i text probably 15 to 20 different people a day and if you have if you're listening and you haven't been one of those yet I apologize and and I don't know I just feel like I think in order to be a friend you have in order to have when you got a be one in order to not be trapped you got to do things to not be trapped so what are some little steps you can take but I noticed when I'm grateful I'm I feel like empowered to go take some of those steps I love that last week we shared for anybody interested knowing we shared Sean Stephenson had when life works list you put 14 things down when your life is working you know pick four of them five of them from the list and make sure you work on those and that helped to really Center people and help myself to remind myself exercise like amber is talking you know meditation eating right doing the things that you know that work you should you keep doing those things don't stop that's gonna be the negative spiral if you stop so thank you for sharing that Vinny amber what would you say oh I think first for me it's like acknowledging that a lot of the feeling of isolation and anxiety comes from the collective unconscious and like like all of us right like so many are so freaked out and stressed out but sometimes that you need to sort your own emotions from what's going on because where we feel deeply each other like no matter whether we're in the same room or not this is a worldwide conversation and so I think the first thing is to like tap in it's like am i picking up and and holding and carrying the feelings of anxiety and stress from the collective number one or is this something that's affecting me primarily like is it is it my anxiety and in fear right because I've had to sort through this I feel like you know in general I struggle with depression anxiety I'm really open about that and the reason why I have bulletproof routines is because I I don't take antidepressants right it's not like a badge of honor they just didn't work for me they didn't work well so what does work well is therapy and moving my body and like having a supportive group and you know people that are close to me know like hey you're going into a blue season right which means like I'm withdrawing I'm isolating you know I'm snapping like I'm having a lot of fear I'm spinning and I'm spiraling so I have unfortunate that this is my i time like I am a great leader in a crisis because I come from a lot of trauma so like this type of thing I'm very good at and I acknowledge that and I step into leadership and to serving like we're doing more trainings for free than we've ever done we're having hundreds of people show up or giving value and when I'm done with those I'm exhausted and I need to self Eisley and just like recharge because I'm giving but like it feels good to give and I think it's just tapping and constantly like am I am i picking up my clients fear am i picking up my family's fear and which one of this is mine and then remembering that like you know action beats meditation right like actions gonna beat everything else it beats stagnation and then being really clear on like what actions to take because I think as entrepreneurs our immediate instinct like I'm just gonna go do this I'm just gonna be able to build work work work work on my stuff and it's like okay well what all this makes the most sense to actually work on that's going to increase your leadership increase your reach increase like your confidence increase the revenue the business and it's just not work so it's a roundabout way of saying like first hop in when I feel isolated am I really you know when is the last time I talked to the people that I care about have I been doing my routines am i isolating for myself because I've been taking care of myself ask for help if you need it mentors family etc like this is not the time to self isolate unless you really need it unless you really feel like that's what's gonna bring you more joy more peace and then to examine like what you're doing you know because I think a lot of anxiety comes from to like just feeling like you're spinning your wheels and not really getting you know momentum and anything that doesn't feel good for anybody so really examining what you're doing with intention I think is really important at this time it's something I'm working hard to do every single day with myself and my team well that's that's a lot to unpack there's I'm gonna come back and share some collective thoughts Wow Thomas yes I'm you know I follow a lot of like different like sales entrepreneurship forums subreddits kind of different groups online and stuff and there's this hustle and grind mentality that's always in those right and that seems to be and that seems to be doubling down or tripling down right now I'm right where it's like hey if you're not working on your side hustle if you're not building your next new thing learning a new skill it's like it's almost a shame thing or it's like you didn't like the time you just lack the discipline of the focus and it to me that's really toxic right because I mean it's especially right now when there's all this stress going around and punishing people losing jobs and income and you know even family members right if as asked warranting and Spira spreads right it's just take care of yourself first and stay healthy right it's kind of Maslow hierarchy of needs right if you don't have your baseline your foundation set it's really built from you can't build the next thing it's gonna take care of yourself like a hammer or something right mentally emotionally physically right do what you can to show it best for yourself first and then you can kind of work on the next thing whatever that is you'll be a lot more line for it right so I think it's that kind of like acknowledging like I'm excited oh this is a very stressful time and it's hard to go through right now right and it's that's okay to knowledge that and kind of feel that and if you can't do that next big thing right now you're not failing you're just taking care of yourself and kind of getting through this really weird time that we don't have a guide for right I mean I'm only 30 and I haven't been through something like this and people and there are 60s and 70s and 80s have never been through something like this right this is completely unparalleled two world wars or you know terrorist attacks and stuff like that it's completely different so give yourself some grace yeah and I think you know amber mentioned that word and you just said that word and I know Vinny talks about that a lot too is it's okay to not be okay it's just not okay not to do something about it right you know feel deep down inside like you're just not yourself and your routines wrong like one of the questions you know I'd love to connect with and anybody who knows me you may you may say new to voicemail or you may decline me is I'm somebody who needs to see you so hearing your voice is awesome but seeing your face it's totally a different environment for me it brings what I need and my one of my love language is connection writing contributions that's how I show up to the world those are the things that are really really important for me so when I am disconnected my knee-jerk reaction is to pick up a phone and FaceTime with somebody just to connect just so I feel somewhat normal cake because I have not done well in isolation right amber still asked where you going Starbucks and likewise you need to drive why do you need to drive it like I I'm part of my routine is off right I'm still riding my bike everyday you know taking walks but then it snowed yesterday and you know it's like I can make these things up in my head but the reality is I need to offer myself grace and remind myself just like what the stewardess or airline person comes over the loudspeaker says you know put on your oxygen mask first before you give it to others well I'm really good at saying yeah hey baby you want it hey amber you want it Thomas you want it I'm over you know rod oh man and I need the air so I'm just reminded of the importance of making sure that I'm giving myself grace to be okay with not everything being perfect and that is for me as an introvert extrovert kind of entrepreneur I can still go in the tunnel the tunnel in between my two ears and I can get locked there so I'm grateful that I've built a network that has helped me to reach out that checks and on me says hey how are you doing I'm good and here's a question that I'd love to share with both of all of you today what is your initial reaction when you ask somebody a question like how are you doing and they give you like their knee-jerk response like I'm good like everything's great what's what's your initial feedback Thomas when someone says to you or you ask the question how are you doing they say good what is your initial kind of feedback like what is the thing that you kind of process in your head well means I mean that's the go-to right everyone just says even before all this I'm good right I like to ask a more specific question so just how you're doing right and like getting them to think about right now like how are you doing through this how are you doing this morning how are you doing you know where how is this thing going in your life or business to get a little more specific to get a better answer from them than just that default good but the next thing is just like ask a follow-up right if they're just oh good nice so your family's healthy everything's okay right you can just like kind of go light a layer deeper or just you know whatever that might be or that you know or just that's the were able to get outside still kind of stay sane that way and you know really yeah you can you can't connect on some sort of deeper little level there that's not just the default I'm good yeah the funny thing I mean I haven't found that a lot people respond good right now everyone wants to talk about their insanity it's this weird collective thing it's like probably the Beatles or you know blowing up everyone related to that or now everyone in truth can relate to this you can connect on it so I haven't been getting that answer a whole lot to be honest right now it's everyone wants to share kind of like what's happening right on what their locality is doing and how crazy the grocery store is and what their mayor did kind of think it was stupid or something like that Thank You amber I think it's a great question because III go Thomas's response which design grateful that this is happening because I think people are starting to open up a lot more you know and when you first said that my initial thought was I don't dig for everyone like there are many people that when they tell me that they're good before this happened right so there's pre quarantine and then you know there's this which is before if someone told me I'm good there are some people that I will poke at because I know I want to deepen that connection I know they're capable of going deeper and there's some people that are not and so it's also a part of understanding humans that like some people you're never gonna get through and those very same people that just normally we're gonna hit that I'm good like they're not going to share they're not gonna open up you know they're the people you only ever see their wins you never hear about their failures right like those people are starting to open up I'm starting to give real real glimpses of who they are that we've been all craving to see and understand and connect more deeply and so I think this is one of the things I'm so grateful for about what's happened like today's a good day for me this you know this has been since this happened like I said I thrive in times of chaos because my upbringing but there are times where like you know it really affects me in it it brings me down and I know who I can turn to you with this like type of fear in general but now I feel like my pool of people I can talk to you about my feelings has really opened up tremendously because of this and I think we're just I think we're all just like painting with new emotions on our emotion palette because we're able to like access them better right now well before it was like oh we had like I'm good I'm fine I'm you know I'm thriving like oh I'm stressed the blessed right we had these little like things we could color with and now we're like we're coloring with a lot more emotions and I think that's just such a blessing for all of us thank you vini Thomas said I thought of a couple things while they were they were talking so it's good that you went with the smarter people first I always have to have a note-taker on my show I realized last week I had Jeremy this week I've got you so it's really important to have a note-taker and let him let him ponder all the thoughts - thank you very I think a big theme that I've noticed with friends clients is we should take away from this we need to go deeper not wider in in our marketing practices and our relationships but when I heard that question the first thing that jumped out at me is when someone says they're good for a long time I used to be bothered by their lack of transparency but if I'm gonna be honest I have to evaluate my level of investment because if I if I really want to know more I was asked more questions but if I'm willing to just accept their first answer then is my investment really in to model transparency and help that person learn how to use their words and put some category of language around feelings maybe they don't know how to do it but if I just accept they're good it's really more of an indictment of my level of investment in the relationship than it is theirs and so I love what amber was saying that you know people have added language what I've noticed interesting though is probably more of me because I can pay attention to the responses this way is how people are compartmentalizing their answers are saying you know I'm like I'm good at home or work is going like this like I found very compartmentalized answers more now than ever because usually it's just I'm good now it's I'm good like I'm still working but and that means like there's permission asks a question of where they're not good like it's an interesting thing but I would encourage everyone to look at your own level of investment like are you actually going deeper with the next question or did you really just ask the service question you weren't looking to go deeper with somebody that's the least what I have to ask myself because I think I'm guilty of going wider or not deeper often no I appreciate you three all answering I think it's it's a super important thing because you know most people right now picking phone and they're calling somebody they care about on the scale for you what's the longest distance phone call you've made I was on a call this morning with a guy from all these days run together when you're working like this yesterday morning with a guy from Thailand so I guess it was night time for him and it was morning for me that's awesome what what's the quarantine been like for him oh that's a great question I was on his show it sounded like the same like I think we're all going through the same stuff just in different places it did make me think about how appreciative I was a of our health care system and our responsibilities here even though we can sit and have concerns about our level of our system when you hear someone in a different system I get a really appreciative of how quickly accessible we are to the stuff we have interesting amber or do you thought my father's phone calls probably my clients from Singapore you know so they've they started battling this before we did on that side of the world and and you know just hearing how how they're doing you know I I'm talking to some of my friends that live in Barcelona and places like that too that you know are in the midst of a lockdown it's just interesting to see how you know everyone's taking it and especially interesting to interact with like my friends who are completely alone right like they're in apartments or and houses and they're single you know they have no one in their like their mind frame is just so different they really stick out to me so if you're you know if you're listening to this and you know someone's self isolating alone like I would highly recommend you should reach out to them because I've noticed that their mental health and anxiety seems much high as well as it is to be around other people whole you know and by quarters and that like you still have that human interaction and I just noticed that they seem the most distressed to me mentally and emotionally no thank you um I've realized that a lot that yeah we're all we're all going through it but then you brought up a good point we're all just going through a little differently everybody everybody's not the same right so our friends in Italy do you guys remember when if when you first noticed what was going on the memes that were being shared like on social media and Facebook like I'm not gonna get this is crazy and then mm-hmm but the more the news has played into it and the more I mean I just saw like one maybe Vinny knows a little bit about this too like some preacher you know who preached like three weeks ago open his doors his whole congregation came in like he died fast from it and then his wife now is covered she's saying I mean I was not teasing a friend of ours up Harry Belcher I don't know if you guys remember the day that Governor Mike DeWine from Ohio came out it was like one of the first guys to kind of restaurants and everything and I did a social post about that kind of I was looking general Shaak and I don't know why it sticks out to me but since he's our mutual friend all of us tease him nationally here he never put that big post Vegas is never gonna close right and I was like I was thinking about it when I was teasing him just the other day about this like it's funny how we came out with these big position statements and now people are are happening to acknowledge where they were at that moment as we keep unraveling this very interesting time in our lives no it definitely Thomas you got the same question the the furthest distance phone call you've made or FaceTime from similar places Australia it's probably in that part of the world in Ireland Barcelona oh there was there's one a little bit ago it's probably little bit before this kicked off but around that time is like Ukraine canna area I was gonna kick it off but yeah I mean everyone's the funny part about all this is that people are a lot more accessible call you're like ya left on read kind of thing on the text okay I guess you really understood but I got totally shamed the other day for that answer it cause I wanted like town hall these were bunch of companies and the guys like fight can't take it back exactly no I've had to like I know Tony you tried to call me last week it's like you know I couldn't pick up the phone and say hey I'll be down for a nap and I had to like tell them why you know it's like hey yeah I'm not just ignoring you because I know you know I'm home but not too justified now why we gotta do something right yeah it's not just like oh I'm probably just busy yeah I I just want to say thank you we got some time left but I just want to say thank you for the transparency I really love when people are deep and the connection is like I don't Benny knows this about me and I think Thomas and amber hopefully you'll learn this well for I don't live in the weeds I live in the soil deep down inside and that's really where my heart lives and that's where I come to understand people and realize that you know I got a mother-in-law who is by herself in an apartment just down the road I have my in-laws my wife's dad and stepmom living in a place it's completely locked down from visitors coming basically i when when I hear their story they have good amenities but it's like they get their food they have like three meals at once delivered and I kind of feel like prison right like that's what I hear I like you were doing this my mom and her husband were having trouble trying to they were gonna go back to the UK here in a couple weeks and now they're staying stagnant in Las Vegas and they're telling me about what they're doing and how they're they're adjusting so I think the question that I really have on my mind is how how is your family outside of your current situation dealing with what everybody's going through like how was your family doing sitting you know it's mixed like you know I think if you ran down Deb's family in mine I think what you said earlier is really true I think we in order to really have I think a balanced version of compassion empathy you have to recognize that we're all on this spectrum in a different place like there are some people who are just in gridlock panic and then there are other people who have some version of the tinfoil hat on and there's everything in-between and depending on you know whether I'm trying to advance my agenda or just love somebody with what thereat I'm gonna be careful of that so some of our family's members are in like you know put themselves in a bubble whether or not they're immune compromised they're just afraid and other family members are our immune compromised and not acting like they have some concern so both of those are real in my life and I have to lovingly work with both of those situations don't you amber thankfully my family's healthy you know my sisters my mom my new dad my grandma everyone's healthy and everyone's like still employed we've been keeping my grandma and my grandfather in quarantine basically you know since like March 12 in Arizona I like we're just like listen like you guys are in your 80s and I'd really appreciate it if you just stayed home like my grandma's the light of my life so like I'm more concerned about her than anybody else and anyone who knows me knows that she's like the most of mascot she comes all the vent she's like the cutest so that was like my primary concern is like how's grandma how's she doing and then just stepping into more of a leadership role of my family like you know walking them through things you know letting them know everything's gonna be okay like our business is changing but our business is stable and we're able to make decisions not out of panic and as the primary one of the prime my mother and I really you know support our family in a huge way like no it's a huge blessing and it's a huge responsibility and we're just making the best decisions that we can and then you know I consider our community our extended family and our you know some like Vinny saying some of them are in extreme panic mode some of them are you know head-in-the-sand this is not going to change anything I don't need to change my marketing I don't need to change anything that I'm doing and then you have everything in between so just kind of having conversations and supporting you know where I can and also recognizing and reminding people about like this is something we've never seen before yeah I agree and also there are similarities in this to what happens in normal business which is there are cycles to everything so like right now there are some people like especially people who rely entirely on live events I was talking to Christy Herald she was like someone in unicorn club she has you know her entire business is attend adults sport and social League so you know that revenue stream had like they no one's outside playing sports and so that's let's change her whole business model right so some of us are deeply affected about with this right away and then others of us you know are not we're making like new decisions and I think that's like you know tapping into what's really going on and saying do we need to change things do we need to support people and just like stepping in and looking at our family and and giving them what support we can you know because we're gonna get through this together and to recognize that their cycles to this like you know there are I don't know a single nutraceutical company that's not crushing it right now and I've known that Preppers and survival offers and those people have been suffering and struggling for the last three four years their business is booming right now it's just like New Year's Eve what what happens around New Year's Eve weight loss you know does really well and PD and mindset starts to soar right like this is a cycle and yes it's going to I do think looking at the amount of unemployed people and what's happening like this is gonna be a cycle probably unlike we have seen but also understanding and every cycle and every you know and in every massive panic recession or depression that there's ethical opportunities that you can you know capitalize on and you can lead through and the word of the day like pivot right like I think all of us are pivoting in some way but like which pivots really make sense which pivots are in alignment with your DNA your company of yourself which pivots are really going to serve your community and that's kind of what I'm looking at and also recognizing like this global pandemic yes is not anything like we've ever seen and there are a lot of similarities that we can talk to our mentors about like my mentor Chris Ferraro he's been through what four recessions right now and like he's dieting and leading and turning to people who you know about this stuff like that's kind of what I'm doing for like my extended family it's like checking in and seeing and reminding them like their ethical opportunities in here and you know for the people who are in dire need of help because their business models that I've ended they're gonna get more support and it's the same thing with my family right in the ecosystem my family there are people that are spinning or thriving or you know concerned and it's just about like being as clear-headed as possible and then removing myself when I'm not clear-headed anymore because it's easy to get to take on that weight and that pressure I'll tell you I think yeah but one of the things that's interesting about that is like you know each of the people on this panel today we're like thought leaders and leaders in our particular world of what we do and people look to us and watch our behavior and look to us for an opinion in times where you're not like closed in you you might take some of that for granted you know there's a lot of sheep out there right now we need some Shepherds who are talking about progress and helping people through panic and all these things but your words our words matter in your words and like that happens inside your family you notice how like what happens in your community in the in our world of leadership even our families like so what do you think I get this question like so what do you think is gonna come out of the Economic Council next like somehow Steve minuchin and I I'm supposed to know the answer to that question but I think it's a it's a it's a glimpse into how we should be aware and read into the fact that people are always you know watching our actions and our words and so with much is given much is expected this is a time where I'm hoping that the the circle of leadership goes up and people recognize the burden that comes along with that and it can embrace it right like what you're talking about like do it get out of the way let's some of that happen but at the same time don't get too far out of the way because they need us leaving I love ya Thomas I'll let you wrap and then we're gonna rapid-fire some questions for the last ten minutes today you know we've been lucky that all our family is doing pretty well so far like my middle sister Claire she's in San Francisco which has been hit pretty hard so she's just been in full lockdown kind of quarantine her in her apartment for a while and she had just started a new job so that's been weird just to join a new job and then just be first day it was like first they have locked down so she's been full remote just yeah my parents and younger sister they're open North rural North Idaho stare really easy they've got like nine acres on the mountain up there so they're right here yeah so they're just fine staying remote up there trying to figure out how to pick up groceries you know from online checkout so I'm going into the store trying to figure out that big pivot and stuff like that it's been good my mom's a bit I mean compromise his stuff so she's just you know being careful and kind of staying at home but she makes a lot of soap and I'm fun and go on hikes and terrible state you know they were moved and then Kylie's family's doing well they're uh we're eight we kinda had to convince my mother-in-law not to travel on a plane it was like right before everything really kicked off is a lot of uncertainty like in luckily she was visiting her nephews in Indiana and luckily she didn't get on the plane but they drove instead and just gonna like powered through and didn't stop anywhere and just got there without seeing anybody into the same coming back so they've been being careful with that and they were they were really remote out there too so they've all been able to kind of stay pretty hunkered down and safe so wasn't very grateful for that so far I really want to say you know amber made a comment about like you know there's similarities you're the interesting thing is like Antonis really old so I'm only kind of old but you know having Zend crew cycles like this are some similarities this one's interesting can you have a question you know this economic impact is going to happen first shot within like 45 days most other real economic impacts roll in over a period of time and roll back out because like notice the temperature people because it's happened in such a shock basis that there's still a group of people who are like you know next week we're gonna route and like crunch and like all these amazing things and like oh this looks gonna happen like it's funny how I think I don't know some of that I'm like how do you think that's gonna go go let me watch the president's thing today and if he melts down again I'll let you know but I'm not exactly sure it's a funny thing this has got a different flavor to it it's weird yeah this is we're like watching the market surge one like another three million people you know file for job you know for unemployment and stuff and sits like this is weird disconnect sometimes on what's pushing the economy and what's what's actually happening yeah that's not hard for me too I say all the news that you're watching there's like a 40 hour 48 hour delay right yeah what's really going on in the world hey so what I want to do for the last 10 minutes to give everybody some just valid just impactful information that they can apply right now to their life no matter what I want to say thanks to amber she gave us the questions today so amber you talked about pivot opportunity connection cycle grace and Mentors so once you one again just want you two guys to pull three from here and just kind of share about maybe something that you've done in your business about pivoting the opportunity maybe that you see right now for your business how reaching out to people has brought you closer to people in connection the cycle that we're in like it's gonna it's in my program we always talk about this too shall pass nothing lasts forever however it's still this cycle that we're in it's it's we're all dealing with it grace how do you give yourself grace and show it to others and then you know who are you leaning on mentors coaches to help you so Vinnie looks like he's taken amazing notes or any run first year on the clock for three minutes you get an answer however you'd like pick three or so and go from there so what are the other ones go ahead okay cool so I'm gonna throw a pivot you know in basketball that means to keep one foot in place and turn around while you're in place because everything else looks like traveling and so what I'm afraid of in the idea of pivot is that for some of us including myself pivot might look like a different perspective turning around while foots in place and so for example on our marketing team I said this morning that maybe we need to shine a light on our higher level of our services and not try to shine a light by making the lower level stuff we do better and so that's a pivot as opposed to a travel would be like we're gonna get out of the fractional CFO business and so I think some people need to travel if they're so to speak in the live event business they might need to do something different than pivot they might need to start a whole new something or hold still and hunker down but I'm afraid that the word pivot is used quite often to mean travel when in reality pivot might just be a different perspective so for us looking at our business this has given us time to shine a light on parts of our company that otherwise we wouldn't have when we were so busy and kind of abundant acquisition mode so that's when I start there on grace you know what's funny is I don't know many people who move as fast as I do and I get annoyed with my kids when they don't listen at the first cadence of my ask him to do something I sometimes give that wonderful expression of love to my wife which isn't so great then I found myself doing that same thing with team and during this time because we're electronically being I feel like I'm working more then when I wasn't electronic and so this has given me an opportunity to to maybe be practicing a little bit more grace with others and recognizing that maybe my expectation of return should be properly measured because you know grace is really unfavored Meredith right it's getting married for something you don't actually deserve and so if that's a true definition of grace then maybe I should practice some more of giving people some benefit of doubt and so I'm good thankful for that and mentors you know I here's what jumped out when he said that word all of us should have them and I had a chip on my shoulder for so long not having them I was the poor kid who wanted to prove I can come out of the dust and so I'm thankful that but if you don't really know what that looks like I'd encourage you to go onto your iPhone I haven't I'm the Facebook I was looking to see you saying but go on who are your like speed-dial favorites are they not getting most of your attention if not why not because those people are the closer to that circle of what a mentor would look like to you the people who are supposed to be in that tightest part of your circle so for me you know my my tightest circle should be getting the most of my attention and instead of the outer rings of right now and that to me is closer to this idea of what mentors look like and then the last part of that is you know it's sometimes nice to get perspective from somebody who's a few steps ahead but with the journey you're on and if you don't have someone on there then with great humility ask raise your hand and see if you can find somebody who can place you with a perspective that's just a little bit ahead of where you're at thank you that is Vinny Fischer from fully accountable a great company and a dear friend so thanks so much for coming on amber you are up I you you said them so you can choose three and go for it share so thanks actually three words pivot amplification and grace because I think those are really resonating with me right now I think what you said many about pivoting for the basketball analogy is true so I can tell you what we're doing in our business historically our business has been a high-ticket business you know on our agency side were I like to say we're not expensive or the most expensive because we get the best results right so we don't take on very many clients in the agency side in fact we started downsizing it to take external clients and just doing partnership offers and our own offers this year and you know I've always want choose more entrepreneurs always I've always wanted to reach more people and our you know our first offers a $10,000 offer where we train other affiliate managers or you know help companies add affiliate and manner you know partnership marketing as a revenue stream into their business ten thousand dollars for three months fifty thousand dollars hobbits come into two day intensive one hundred and fifty thousand dollars to work with us for the year right so our our historically our offers are on a table for many businesses right so I've been wanting to do something different I've been wanting and the reason I've been resistant to is cuz I'm like there's no way I can give so much value to people hmm if I'm not in there if I'm not working hard on them if I don't have my hands on them right and I realize in this you know when I just started jumping on lives and doing webinars and calling people that like have never been clients or people that used to be paying clients and are no longer I ain't tell them all the time my dedication she does not end because you stopped paying me my dedication to you is here forever so like I'm calling you to check in what's going on how can I help you and even people that you know have never been clients hey I was thinking about you I thought about this I saw your marketing maybe you should think about trying this or I want to introduce you to this person and you know I realize like you know we need to pivot and serve more people because affiliate marketing is a recession-proof revenue stream it's not based on algorithms it's based on relationships so how can we help people amplify that has been a big one which you guys will see tomorrow we're gonna unveil something that we've been working on for the last few months I'm really excited about it I'm excited right it's a pivot that we're making that's in addition to our high ticket stuff right and we're gonna keep serving that market and keep serving that market very well while knowing that you know there's another part that we can bring in that it that brings a lot of joy to my heart it's really excited about that and then the other thing is amplification when we were talking I was like man this just keeps coming up for me this word which is we keep amplifying the bad behaviors in our industry and ourselves during this crisis just as we amplify the good things and what I mean by that is when people give you know historically I'm terrible when I reach a certain point you know I get hundreds of text messages Skype slacks PMS a day I reach a point because of my anxiety that I'm done I don't care who you are if you're my grandma it doesn't matter if you're a client I'm done I cannot I have nothing left to give and so I'm not going to answer because I need to refill my cup this thing has been you know for someone like me in a sense like difficult because everyone expects you in general to be around all the time and now because you're quarantined like you're something more available I'm sorry but I'm working more than I've ever worked because I'm rolling out new stuff I'm going the extra mile with old clients current clients past client it doesn't matter who you are I'm getting on the phone with you don't care what size business you are if you need my help I'm gonna do it so you know I think we've in this hustle mentality hustling I'm still I'm still closing clients and full and like you know all this like this hustle thing like it's a bad behavior in our industry and I'm seeing it amplified and I'm also seeing the good ones right the the core amplification of our best values of our community of us coming together of us being transparent of us helping each other like I'm seeing that amplification to I'm seeing you know sides and people I've never known like how they lead as parents you know how they lead in the in a disaster or a pandemic right like we're seeing all this stuff so I think amplification is important to look at and see what's serving me and what's not like I my my busyness behavior was amplified when it was removed because I'm like oh I'm like dying to go to the next thing the next event and that's removed right so just that idea of amplification like what's really working and what's and what's not serving us anymore it's becoming more and more clear and then as far as um you know grace I think that's the other part is like recognizing that you know we we're gonna probably you know more more of selfish than ever because we're so worried about our own selves and like you know things leaked right things leaked out like I do have anxiety and like I might be on it with business but there are certain times where I'm just so overwhelmed and you know someone close to me need something or says something and I'm just like what what did you say you know what I mean I can't you see me really oh my god you know I've reached my endpoint here where I can be and this is what I need to remove myself you know and just like apologize and recognize like you know these things happen and people might not answer my phone call because they physically cannot talk anymore they're emotionally oh they're overwhelmed their business is failing they're they're getting driven insane by their spouse right there's just a ton of reasons and just giving people grace through this and yourself just as much I think is really important thank you so much amber Spears founder of the East Fifth Avenue affiliate marketing company and I just want to say it's awesome I've gotten a chance to see you last year at the click I'll just say this watching you stand up on stage and do your thing and just seeing who you are a clickbank's event in Mexico I think Vinny was there Thomas was there we just couldn't see you in your element you just try I love it thank you so much for being here the thing that I'm reminded of as we transition is the 95 year old lady somewhere in the East who put up a sign outside of her door basically window saying I need beer and I'm getting grace from I think it was Coors Light dropped off like 150 cans and then the next sign she's like thank you basically you know so 95 year old woman I made you think about Thomas because he's going I just know during these times if you need something say something and I think that was part of the message that I got from Amber's like you know this is the time where you we get a rise up Andy talked about leadership like we all have the ability to lead and even if you realize that you're like I don't have anybody to leave them like you have yourself and I never want you to forget that Bob Proctor said it best you know this is the time where you need to stop being an extra in your own movie and take the lead and it's really really powerful and I want to finish today with Thomas and I before we do that I just say thank you for giving us an hour tons of comments so please after this is over if you don't mind just jumping through the Facebook comments and just message people took their time to watch and it's been nice to have each and every one of you on so Thomas last question for you pick some out of that category that amber threw out she even added a new one so if you want to go down the road and you want to put gratefulness for your wife cut net big was good yeah you can see the back it still need some work got a moly girl it's just yeah there's not really a fade at all so all just one length yeah that's interesting I mean pivoting is the big one I think for a lot of people right now and same for me and Clickbank I've been really impressed with how well Clickbank has pivoted to be fully remote I mean people are surprised to learn that Clickbank isn't remote you know that we're all in-house in the office in Boise no nine-to-five kind of thing and it's always they've you know clipping a sorta has been really resistant to kind of remote work and all that kind of stuff but we've pivoted really well Kelly's Kelly household Oh CEO that you all know these are done a great job at communicating with the company really upping his communication across different channels from slack to zoom calls to kind of weekly email updates some really cool things I've done to write like it was cliff bank's birthday you know a couple weeks ago and they usually it's a big party all together obviously we gonna do that so they had a local Creamery deliver ice cream a couple pints of ice cream to everybody's house right and it's little things like that that reminds you that you're part of a team and a family and a culture still even if you're at home interesting engagement on slack channels and stuff has been really up and some pretty cool to see I've been pivoting personally just online a little more of taking the downtime I do have that I would normally be like playing volleyball or like golfing or something and I've been building out like a personal site and kind of building that out so getting which I've been kicking around for ages now so actually implementing that and getting it live isn't a lot of fun and feeling rewarding and feeling like I'm still have momentum as well as all like the day-to-day stuff that we're still doing and then trying to keep stay mindful of pivoting to get the new opportunities that are there from this but also keep being a focus on the long term effect of those opportunities has been big a lot of people pivot right into the more dangerous marketing claims and stuff which right is pretty risky you see the FTC issuing warning letters like crazy right now so it's kind of not just picking up the low-hanging fruit but the best fruit which might not be low-hanging still so that's been important for us that I'm cycle excited to do other one in cycle all right which kind of is similar to pivot in my mind but right it's kind of keep and that ties into that right it's kind of being mindful where this is gonna go potentially and how can we still add value in the short-term and have something there and build and keep building that foundation for me personally too it's getting back I'm like I've done a terrible job my sleep cycle has been way out of whack with this it may mean it seems like she got the other way without having to commute and stuff but I'm up till midnight or 1:00 a.m. every night doing stuff and waking up and getting to work let's yeah it's been terrible I'm trying to do a better job even last night still so that's that's been big for me the other one is kind of a mentorship side and this is more of a personal accountability thing for me too I'm sure a lot of people listening could probably relate where you might I've always felt like des for like I need a mentor right but I don't want to burden someone which is weird like Dex position to be in I hate to be a burden to people I just want to add value and I feel like if someone's mentoring me they're giving and I'm not really giving back in turn right I was taking which is hard for me to relate to and it's tough like right when Vinnie and I sat down for dinner he's a great mentor for me and stuff like that that's always hard for me to like text him for things and like ask him for stuff like I've been trying to do it a little more late phul and you've been very responsive and super helpful that kind of stuff but in general just stuff so I don't know what advice I have for people around that other than to acknowledge I may be and just like be transfer one of in transparent with people around that people are super forthcoming and willing to help still I just have to know who to be tactical with whom asking not favors for but help with right so explain to people strengths and not just trying to dump everything on one person am I getting mentorship from different things from different people no givers can sometimes be bad receivers I became a better giver actually some one of my mentors calling me out of being a bad receiver and then the other thing is is like you don't always have to be a mentor to like Andrew Carnegie like there's a thing in your town that needs your mentorship like like there's a there's an ability to stop and mentor like someone very local and help and you'll be amazed how that will open up the idea what really like kind of pay it forward mentality looks like I want to say thank you to Thomas senior business development manager at Clickbank I want to be honorable of all of your time I just wanted to come with a couple closing thoughts today you know I'm better to spend this last hour with you you know that's the one thing that I realized that sometimes David talked about it last week you know sometimes you go to an event and you know I see Thomas and I give him a quick hug I'm like hey dude let's catch up later you know so awesome spending time with you and you know you go off and run your way you do your thing amber the same thing you know we're coming we were super excited to be a part of everything that you got going on and like Vinnie I'm like dude we usually do stuff together and it's like okay so guess what we created we created one hour or so of connection we were able to add a ton of value to the world and give insight as thought leaders to help people today maybe going through whatever it is that they're going through how they're going through it and you were able to drop wisdom and hopefully you were able to take some wisdom from each guest today and hopefully unpack that into deeper connection in a further your relationship you know I only try only saw this as an opportunity to connect I only saw this as an opportunity to come together zero hit an initiative put out some content of the world instead of sit idle use the talents that I have and that's the thing that I want to remind anybody listening today like you've got god-given talents and you're either leaning on those or running from them and to find your voice and that's what I put today instead of surviving figure out what you can do to start thriving not to take away from what's going on in the world but if you if you realize that today was your last day you choose to live it how would you live it would you live it feeling so sorry or would you pick up the phone and call somebody day that you haven't talked to and I love Vinny's analogy of just looking at your favorites pick somebody off of your favorites today they probably need a phone call from you I loved amber saying hey you know what my cups cups full you know the beginning of the day and at the end of the day it's empty and I loved what you were talking about meditation and recenter yourself and making sure you give yourself grace and I love that and you know Thomas you kick the show off today with I think open heart and realizing that it's not all perfect it's not all peaches and cream is one of my good friends always calls it you know it's it's a sour sometimes it's not what you thought it would be but the reality is is if you keep moving forward with Community Connection we'll all get through this together because I know that we're better for this and so I just want to say thank you to each and every one of you Thomas said look to old people like you for guidance I know he was using you because you're actually ordered actually reached the 500 mark but I did want a promo and if you have any insight you can share John ruling from gift ology coming up Thursday talks about you know how to how to give without needing it to be a transactional thing Sammy shoebox Moses has been just repetitive in groups playing music and trying to do his part without getting shut down for playing music on social media and then Ron Lynch who out of the Blues just got together and created telehealth and just put a bunch of angels together and really making an impact in the world so that's coming up on Thursday that thing went way bigger than he even imagined it what you know what's amazing is I think long after this we have the ability to keep doing what he created I think it's I'm so proud of him he jumped on and everyone just followed suit because he's made total sense really cool thank you I really appreciate it there isn't this amazing end to the show other than we got to go in another edition of networking remote 20/20 my name is Tony Greg Mayer on behalf of any fish here amber Spears and Thomas no matter where you go no matter what you do today choose to make today the absolute best day of your life thanks for listening to the networking remote remember you are not alone stay connected

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### Amber Spears — Deals over Ads

**Video ID:** `2sV7ooMcLI4`  
**URL:** https://www.youtube.com/watch?v=2sV7ooMcLI4  
**Length:** 1898 characters · 50 snippets

If you are running a a mastermind group or if you do live events already, it's going to give you some really huge unlocks in terms of being around other community leaders who are doing the same thing. Um, I think that's a really important thing that we can mind share together and collaborate and talk about like what vendors are good, what vendors aren't, what's really working in terms of filling your events, what's not. Um, so that's very very useful. But if you're just starting or thinking about doing event, I think that this is a really powerful community as well. Because you know, for me, I wasted hundreds of thousands of dollars over the last like 8 years doing the wrong things. And even simple things like contract negotiations, you know, it's a big investment to be in a mastermind like that. The savings that you're going to get is going to be 100x, especially if you're just starting. Hi, my name is Amber Spears and I am the founder of Four Rooms Mastermind. I wanted to speak at Event Profit Engine because I've worked with Alex personally for the last four years at my mastermind events. So, he's been basically my offer enrollment coach. Um, and I just love anything that Alex does and always happy to support him and I think he has a really wonderful community. So, I wanted to come share Alex's impact on me and also be able to serve any of his community members as well. The main way that I usually acquire clients is through speaking on stages. So, I think speaking on any stage is always a huge honor. Um, and it's a great way to grow your brand, your reputation, and a great way to attract the right clients. Um, cuz in the energy of a live event, you can kind of see who's really resonating with you and who's not. So, I think that, you know, being on any stage is, like I said, not only just an honor, but it's a a very uh unique and intimate way of client acquisition.

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### Amber Spears — East 5th Avenue

**Video ID:** `plDWg25kAsA`  
**URL:** https://www.youtube.com/watch?v=plDWg25kAsA  
**Length:** 35612 characters · 934 snippets

what's the most important resource that you have if you really thought about this deeply I think you come to the same conclusion that Joey and I did it's time in our newest book what's without Wall Street the three steps to Financial Freedom through passive income we talk about how are we tracking that time what what is the thing that we can do to get more of that time back that's right if you've ever been listening to our podcast and thought man it would be amazing if I could take all the things that you guys have learned over the last 10 years and just summarize them put them in some way to easily digest them and take action that's what this book is all about you're not going to want to miss it go to wealth without W street.com newbook and get your copy today wel without Wall Street tribe I'm so grateful to have Amber Spears joining us in the studio today Amber so glad to have you thanks for having me I've been excited and looking forward to this for a couple months now so thank you for having me on it's our pleasure we we've had a lot of fun before President to record and try expect nothing less than the next 30 to 40 minutes to to blow your mind so a your gift is being a a master connector a chief connecting officer if you will what does that even mean what is a chief connection officer it's a great question uh for me the way I look at it is I'm the person that can help you find the O So You Know Dan Sullivan talks a lot about that which is you want to have achieve big things the first thing you should be thinking of is not the how am I going to do it it's the who do I need on board to make that idea come to life and that's something that I've done my entire career is I've been very fortunate to have a really large roex of people that know I can trust me and I know I can trust them and if I don't know somebody I'm one degree away and I help people find those people that's my gift like I can I can find the food for you and pretty much any circumstance do you feel like that's just it you were born with that or is that something that for instance Joey could learn how to do because I've been really get involved here is that something I mean is there is there hope for some of the you know potentially hypothetically Joey to learn that gift or do you believe that you just have to have it it's a great question I had to learn it my dad was um struggling entrepreneur a missionary a pastor and you know was a very domineering abusive person and so I grew up afraid to even really speak until you I was homeschooled and mov around so much because my dad couldn't keep down a job and so I was just really afraid of other kids I was really afraid of other people and it wasn't until you know I actually got to go to school for the first time when I was a freshman in high school that I was just super awkward like I didn't have the social skills you know that's why you why do you get puppies and start socializing them right like you want them to be good at talking to other people I wasn't I think I was always a very bright child uh certainly always but from a social perspective extremely awkward and it's something that I had to really force myself to do but I think innately to me I absolutely love people so uh that's not something I think that can be taught so Joey if you don't like people then I don't know if I can help you there but if you do certainly it's something that can be learned because I learned it well I have the awkward part down so can that's launching pad I'm and you're winning I'm right there um perfect then I have hope for you and I'll train you put you through Amber's uh socialization training school well so Amber in light of being a connector uh you can we can make assumptions about how does that benefit you how does that help the person who's listening right now about how they're going to build passive income but help me connect the dots of how your gift of connection can help somebody become a passive investor some way to create passive income yeah I think at the core of connection is trust um I have trust in a lot of people because I have a long history with them not necessarily that you know I'm just a connector and I fire off intros all day that's not really what I do I spend time understanding people getting to know them getting to other families getting to other their dreams uh getting to know their problems and uh their opportunities and and that helps me so um if you're talking about like passive income and and kind of growing your business like that's why people will come to me it's just a really tactical thing if you're trying to launch you know a program or grow like a product let's say you're like hey I've got a supplement company I've got a a mastermind and I want to grow it who can I partner with right the who part is important who can I partner with to accelerate that growth and you'd come to somebody like me and I would take a look at what you have and then I would immediately be able to spot the opportunity strength and weaknesses inside of what you have and figure out how we can bring the right people to the table to shore up those weaknesses here's a really quick example so let's say that you have a supplement company right um let's say it's a weight loss supplement company maybe you have keto gummies or you have um blood sugar or something like that uh the way that you could increase your aov let's you're having aob Ito your average order value is too low so you're having problems scaling it because it's just not high enough for Affiliates to be interested in running your offer and you're struggling to really get it to scale on Facebook as well because if you don't have enough money to spend then you're kind of Trapped so I would look at your offer and I would say wow great product great company great founder great honorship you're having trouble around the aov here's a few quick people and brands that I recommend that you partner with to get that up the first one would be uh let's say it's my buddy Chad tacket from committed coaches he's got 160 coaches on staff they're all certified fitness professionals and nutritionists and they would come in and what they would do for the first 60 to 90 days is they would just talk to your customers so upon point of purchase they buy a supplement Chad's team calls them and starts talking to them about what their goals are creates custom macro plans for them you just talks them every single week so not only does that help you drop chargebacks of refunds it starts increasing your iob later down the road because at the end of that 60 to 90 days they invite them into a $5,000 High ticket weight loss coaching program as a really good success so you have basically n you know 60 to 90 days of free personalized support from True experts they're literally giving them free recipe plans they're ask answering questions about the supplements but at the end of that they're going to make an invitation to those people that they buil trust with on half of your brand to buy $5,000 weight loss offer now why is that important because that brand would get 50% of that so their average order value after that 60 to 90 days is going to jump by $2,500 right so it's a huge way of increasing average order value and lifetime customer value down the road right so the LTV that we're looking at but you can spend a lot more on Facebook if you know you're going to have this money coming in later right so all just that's the kind of stuff that I look at it's like okay so you're having problems here uh this would be something I recommend for someone who has a lot of chargebacks and refunds is a lot of times you're having that because there's no trust with the consumer so if we can get somebody like chaden to talk to the consumer with regularity and then give them something that they need because if you're going through weight loss supplements usually not going cured you usually need more support so it's great for the End customer as well um and that's something that we look at and then also i' look at your AO and be like okay what if for example we partnered with somebody that has a really great complimentary offer and we put it on your thank you page so that every time a customer purchases your products they're able to opt in for let's say a free band stret like a free like those like um I see them all times on my on my mind but you know those like stretch bands those Fitness bands those are really really great for a thank you page on top of a blood sugar offer or weight loss offer so now they might offer you you know another 20 bucks per a customer so now your average order rate just jumped up too right so those are all Partnerships that you can do so if someone comes to me and gives me that I'm going to look at it be like okay not only do you need more Affiliates for this but also to bring it to Affiliates there's structural weaknesses inside of your program that we need to fix so we can fix that with other people right so now you don't have to have a high ticket coaching offer that you act you have you run you have a phone for you have all this no no no you just Outsource it to the right people that helps increase your lifetime customer value means that you can spend more on Facebook you can give more to Affiliates now we also have that thank you page on there as well so now it's bumping all those orders so that's what I mean like it's not just me introducing you to other people it's me looking at your business and being like where are the opportunities lie here and who can help you solve those issues you you see the biggest opportunity and the biggest problems that most businesses have which is getting new customers right that's the once you solve that then it's like okay now now I can start working on all these other things but most of the things that keep people up at night is not having enough new customers or wor they won't have enough new customers in the future and by the way Tri if you don't own a business right now this isn't the moment to turn this off because in a second A's going to talk about how you could be one of those connectors how you could be the person that helps other businesses do this and I you and and waits for you to get paid that's why we wanted you to come on am so we think that not only as business owners right we have to create brand the the the brand that will will attract people who are connect who can put us in front of lots of customers talk about the person that has never even considered an affiliate offer like maybe some examples of some ways that you've seen a brand that was just focused on doing their own thing what what components did they have to put in to make an affiliate offer yeah it's good question so when people come to me and want to put an affiliate offer into their business business it's a couple different things one it's they're seeing their friends make money from it and they want to do it too right so that's that's usually one way they come the other way that they come is that they are worried because they have put all their aches in a basket that's an algorithmic based basket meaning all of their business is coming from Facebook or all of their business is coming from Amazon and that keeps them up at night because and it would keep me up at night too because at the end of the day these algorithms are not designed for anybody spending money on that right meaning paid advertising they care about the end user so they're going to change their mind and change their algorithms at any point in time and they will never tell you the advertiser why or suddenly you'll be out of compliance when you've been doing really well it happened to a friend of mine who was a NF figure business uh it was a national supplement company and in March of 2020 they got kicked off of Facebook they huge staff like 200 plus employees that was their number one way to part customers and they got kicked off now given how much money they were spending on Facebook which was millions of dollars a month you would think that they get back on relatively quickly they didn't get back on for three years for three years and so they had to do massive layoffs and it was through no fault of their own it's a very clean brand and I can't tell you what happened because it's private but I'll tell you when I found out what it was I was like that's all it was it wasn't something they said it wasn't something they did it was just somebody at Facebook flagged it and the algorithm changed and now they could never get back on platform three years for three years right so once you've had that happen to you that tends to be another reason why people wouldn't come to me so if you're a brand and you're like man my number W Iron customers is all based on algorithms I would definitely consider adding an affiliate channel into your business because that's built on your relationships it's not built based on algorithms now is it ever going to be as big as you being able spend money on Facebook or you know just ring your credit card no because that has infinitely more scalability if you have money but at the same time my clients are doing on the low end six figures a year average multi a lot of them eight some of them nine figures a year with just affiliate Partners just Affiliates no algorithms so I know it can be done I see it every single day in my career and if I could protect those business owners right now that are thinking about that like holy canoli I'm really weighted really heavily weighted on algorithms I want to add something new on here they would be an ideal candidate somebody who's already growing their business online already has funnels already has you know data on those points and they just want to add this in they would be an ideal candidate for me if you've listen to our show for any length of time you've heard us talk about infinite Banking and how we were able to use that concept to create over $5,000 a month in passive income but it's just not that easy to figure out how does this all Connect into my own personal system stallion that's why we created the passive income operating system bro it shows you how to turn active income into passive income it makes all the steps come together if you would like to get access to it as a podcast listener we've never given this away in public before go to ww wallstreet.com Pio there was nothing worse than walking into class when you're in school and the teacher saying P qu day why because you were unprepared are you unprepared though for Financial Freedom don't be find out how close you are by taking our 30 second quiz at wealthall street.com quiz we know as business owners we we there's three ways to to grow traffic right it's organic it's paid ads and then there's the referrals and most of the time I think we think of referrals as just our existing customers but what you're saying is that there's a way to create even a paid referral right the affiliate channel is in Ence nothing more than a strategic partnership that is referring business to you and they're getting paid to do it they're unpaid salespeople until they actually send you somebody which is a beautiful thing too like a lot of times we spend money in marketing paid ads and there's not a guarantee that that paid ad actually produces a customer but in a referral relationship somebody actually is coming to us whether we're paying for the lead or we're paying for the actual once they become a customer now we pay that way what are some some um you know best tips on creating an offer like I want to I I I have this business I want to create an affiliate marketing channel for my business how do I know what are the best ways to do it because there's different ways as I just mentioned there's you can pay for Le you can pay for the result in your opinion how do I craft this the best way what have you seen work maybe share an example or two yeah it's funny that you say that because you're exactly right about um you can spend a lot of money on your credit card on PID ads and never get a a sale right you might get some options but never get a sale that's why J Abraham talks about affiliate marketing as a Recession Proof Revenue stream because typically you are going to pay after you acquire that customer and get their money into your account and then you pay out the affiliate partner right so that's another way of diversifying risk inside of your business now if you're like looking to establish an affiliate program into your business depending on your business size right so let's just say that I'm a local flower shop company and I want to grow you would look at it as growing it with partners and I like to think of things through the power of eight I learned this from JJ Virgin who did this with Brendon brashard and Mark kman like years and years ago like 14 15 years ago these guys before they were New York Times bestselling authors before they were like you know huge the eight of them there was eight of them I think gab me burnsy might have been one of them uh essentially they got together and they said hey for an entire year I will refer you business I will promote you I will get on your podcast I will go to your Live Events I will promote you uh and you do the same for me so like if one of them went on a podcast seven of the other ones would get recommended for that podcast and one of them had a live event the other seven would show up they would speak they would promote it right and so that's how they grew together but what I think everyone misses from that is the ideal client outar so why did that work it worked because they all serve the same Avatar usually women over 45 right so if you're trying to get um you know physically healthy you're also probably also trying to get mentally healthy spiritually healthy right so just looking at your avatar as a 360 person now if I was a wedding you know if I was a flower shop who would I look to I would look to who else serves my ideal Avatar so wedding dress uh would be a partner of mine videographer would be a partner of mine right wedding photographer would be a partner of mine a DJ comp would be a partner of mine of then he would be a partner of mine so now I'm cooking with gas now I've got you know seven other businesses that all serve the same ideal Avatar and we all promote each other you track it is important and you kick them out if they don't perform right so setting really clear parameters of hey for an entire year six months I'm going to send you every single leap that comes through my flow shop if they're you know buying for a wedding I'm going to ask them if they have this list of other seven people they get a discount or they get an extra bonus maybe they get you know 50 additional edited pictures from our videographer they hire my referral right and then this is how much we're all paying each other you track all the referral sources and at the end of six months or a year you say all right who did a good job how much to to regenerate who didn't perform and they're out and a new one is going to come in right so from a very basic level you can do that with a brick and morar right like I just mapped it out for you so if you go all the way up to somebody like you what i' be looking at is like who else serves entrepreneurs or people wanting to have freedom financially so regardless people right so really looking at that and when you're at when you're doing what you're doing you need to look at at your level or above because the halo effect is going to be really important so let's say that you get $65,000 a month you want somebody who's around $65,000 or higher to be partnered with you not below you because it needs to be peers right obviously we're just going to assume that they do good work and they take care of their clients that's a given because you obviously this is a relationship it's business I don't want to partner with somebody who's good at acquiring customers but terrible at taking care of them right so just kind of thinking through that but like that's a really easy start is like do I have seven other people seven other brands right like if I'm a snack company is there other snap company I can partner with or other you know face cream companies or like whatever it is that serve my ideal client Avatar and can we send business to each other which is going to drop the cost of acquiring that customer as you start to zoom out right because if you're spending less of your money on PID now the cost to acquires them start to drop because you have seven other partners that are promoting you and you're on each other's newsletter you're sponsoring each other podcast you're like you know you're doing live streams with them showing up on stages with them like there are ways to do this at at any level the most important thing though is to pay them well so I always see people being like Oh yeah it cost me $1,000 to acquire a customer on Facebook but I want to pay my Affiliates 50 you're like dude why would you why would you pay Z $1,000 and you're happy about that but you're not going to pay your friend a thousand like that doesn't make any sense to me and on average it's a trust transfer why does this work at the core of it works because it's a transfer trust so you guys have on this call we've worked together for months we've had great conversations now here so you guys trust me you do a good job right so you guys have built this amazing reputation you're not taking that reputation you're transferring that trust to me right so now people are hearing they're like okay Amber knows she's too a she's a good job when I put you on a stage or I recommend you to people I'm taking my Goodwill bank account my trust and I'm transferring it to you it's a same thing if you look at it on scale like why does it work when creators and influencers recommend a product because there's a transfer of trust they trust that person to be a subject matter expert in Fitness or financial or whatever and then they're recommending this other brand it's just merely a trust transfer and it's a referral so just like high level that's kind of how I think about it and break it down yeah no there's no doubt about what you're saying I mean trust is the currency of of today and it's easy to to not put as much value on that when you think about buying media and all that stuff like like there's a way around it but the best possible way is to have a reputation that then as you mentioned you're able to trade pa um that trust over to others before we get into becoming an affiliate of brands that you already know like in trust I think that's a huge strategy one uh we're talking about all the good things about like building this affiliate program but I'll tell you one of the biggest challenges for Russ and I why we put it off for years was this idea of how are we going to implement this right there's a lot lot of back office type stuff that has to take place to your point you have to pay them well well what if you're the entrepreneur who is super busy and you're like hey I really do want to pay this person but I don't have the systems I don't have the processes I don't have the back office support to make sure that all the eyes are dotted and the te's are crossed so that this is consistent to those Partnerships that we build like help that person who's sitting there saying I'd love to do this ah but it just seems like a whole another job that I don't have time for right yeah and I mean listen it's I think wanting you to be a passive and easy income stream is possible if you are an affiliate and we'll break down what that is when you're asking other people to promote you as a brand or your products and and Services I always tell people I'm like you know you you put one foot in and one foot out and you're going to get half ass results that's just the truth so you have to make a commitment to doing it and I wish I could tell you you know it's an e answer but it's true because if I don't tell you the truth then I'm not doing you do I'm not doing you the right service and that to me matters a lot so I don't want you looking at being like Oh it's autopilot thing it's not but you already have a lot of the pieces that you need like if you have a business that's that's working right now you already have a lot of pieces right you you're acquiring customers somewhere from somehow right so let's just say you built your business on referral what I'd be doing is looking at that person who's sending me referrals and looking to find how do I find 10 more like them really easy how do I find 10 more people like this how do they build their business where are they getting Lea flow from what's going on how do I find those people and if you just start looking for how do I find more like joies right then things start to become a little bit easier and you can track it all as simply as on a spreadsheet but you have to have trust to be able to do that right you have to have trust if you're going to be just transing especially if it like involves a fun call so if it's like tracking to sell like you know my my course that's easy because you should have some easy tracking things on there like an everflow or tune or um post affiliate Pro or impact whatever those are all tracking softwares that you can put on your hes or your pages to track that and it will automatically calculate things like sales tax and it'll tell you the conversion rate and do all stuff you have to have that if you're doing anything in scale is there a way to is there a way to hire that out though like I just say that what all of that stuff just make makes me start to go oh I'm not g to do it because I just I don't want to stop to take time how EAS the easiest part dude there you can go on to upw work you can do whatever and you just hire that person to do it for you right it's easy easy peasy like it shouldn't cost that much setup and everything should be like 500 to 1,500 bucks for you to pay developer or somebody to do it into your current system it's not that hard or if you're not doing much volume let's say you're doing like 30 referrals a month just track it on a spreadsheet and you know give them some sort of code on the other side like for example uh one of my clients is A1 Garage stores and absolutely love them incredible company they're like $200 million a year they want to launch on affiliate program and you know one of the things we're thinking through is like how do we get them from Impact to service Titan that's one kind of transfer of tech so they have Tech Team doing it's working but then how do we make sure that for anybody when they're on the phone call we're tracking it back to the referral partner well let's give them something so like if you go through me then you'll also get a free garage store clicker if you go through like an additional one right so you can add those things on if you're manually tracking which is like another added benefit so like let's say that they came to you um you were promote like you were an affiliate for somebody else you also want to give them something juicy from W about Wall Street to ensure that if somehow that man ual tracking gets loss they're still going to go back and be like well I came from the wealth of Wall Street guys and if I came from them I got 250 off right or I get you know their free ebook or whatever too that way you have that kind of additional support for your referral if you don't have good tracking setup I love that all right let's let's talk about how to become a an affiliate right because some of us maybe not don't own a business and don't intend to own a business but we would love to start building in some sort of side Hustle income something that we can do maybe we do um have a following right like we' we've been successful in one of the social media channels and and now people are following us how can we become an affiliate of others what's involved and how should we seek those relationships out it's a great question but and then you nailed it which is if you have an audience right if you're just coming up the street and you have no business connections no business Acumen no audience like nothing this is not what I'd start doing I'd start doing sales because then that's how you're gonna make money right so I'd love to tell everyone that they can be a connector it's not true you need to connect people and have value like have a reason to connect them and connect people together that you can help solve their problems and that requires time and if you're hurting for money that's not what I would do but if you have an audience and I see this all the time it's like if you have an audience what a gift because right now the most important thing is attention that's probably one of the most valuable currencies that you have and you have trust so would absolutely find people like yourselves to promote right so maybe I promote your courses whatever but it again boiling down to who do I serve in my audience so what I don't want you to do is be you know Homestead stay-at-home mom promoting stuff that doesn't make sense to your branch to promote it right I want you to become an affiliate and it's very lucrative let's say that you have aund you know 100,000 uh people on your email list right you collected it over years last 10 years you're you've been sending out your blog to 100,000 people if you partner with somebody like me um and people that I work with that are really good at email marketing we could be making you anywhere between 75,000 to $100,000 a month especially if it's like a like maybe they buyer courses or something right if they're buyers even more so that's if we're being really aggressive so I'm just going to copy with this you might be hearing be like how how do I make that money well you're going to send a lot more than you're comfortable with that's how you monetize it okay doesn't mean that you have to send stuff that you don't that's not an alignment or an Integrity for you but it does mean that you're going to have to send more than you're comfortable with so that being said I'm sure everyone here would love to have you know make a dollar per name on their email list for month I see it every single day it can be de uh if you are somebody that has an audience right so that's like one thing to know is that's your your potential that's your gift for spending time many years building the trust with that audience if you're a brand it's much easier right because it's really easy to just flip the lights on on an affiliate program and just add that into your business particularly if you're already generating Sales Online like it's easy uh there's so many places you can go to find affiliate Partners there's appy stash and there's social snowball and there's grin and there's all these different types of places where you can go find affiliate Partners to work with you just need somebody in there that you can hire to do it yourself or or to do it for you or you can do it yourself if you're a busy business owner but like I always just want people to know like do it now before you're forced to do it now put it in before you come to me and you want me to save your life and your business because I don't like being a savior I like being somebody who can help you with time with confidence and still in your business because what I can guarantee you is that the outre will change without notice and you're going to spend time trying to figure out how to get back on top on your search rankings or you know how to get your your pixel going again on Facebook and now it's shut down or you're overspending like it will happen no matter what so you might as well put this into your business to add another staple Lake to diversify your customer acquisition well Ember there's no doubt somebody who's listening to you today they know that you know what you're talking about you are the chief connection officer as you have on the screen today and East Fifth Avenue is your agency uh We've set up a page for people to go and learn War at East avenue.com [Music] wwws for wealth without Wall Street for those that want to learn more about all the things that you talked about today what are some things that they can get access to on that page yeah so such a great question so we put together a really good guide I like to put together stuff that's valuable not just something I can put together scrape your email list or your email and hit you up relentlessly for salees so just know that's not what's going to happen uh what I put together is something that is great for people who are just beginning all the way up to advance because I never know who's going to hear about us on a podcast or something I want to serve that whole target market so we have something that's a calculator so you can actually punch in like hey you know here's my conversion rate here's the optin rate for you know my Landers like here's what here are my stats and then it'll spit out what we think you should be paying in commission uh so that's a really useful tool because a lot of people are like I want to do an affiliate progr program but I don't know how much of pay people so we really wanted to help them solve that so we created a calculator we also have an assessment where you go through and you fill out you know a bunch of different questions and then we'll come back and tell you you know you are at industry standard above industry standard below industry standard here's some recommendations that we have for you to improve your affiliate program or ways to supercharge it and the last thing is we have h a checklist so it's just a simple checklist we can go through if you're like hey I want to know if I have everything I need to start an affiliate program you know we're going to go through and be like do you have a you know privacy policy check do you have a bided brand Term Policy check so just like going through that to make sure that you're structurally sound all of that is included in that guide tribe if you're if you're running a business right now and you're not already taking advantage of referral Partnerships even if it's in a very small way you're missing an opportunity to really scale your business and help those around you right like people need to know more about what you do and the number one reason people don't do business with you they don't know you exist and if you have built an audience if you've been serving a a large audience say amber Shear you can become an affiliate you can become an affiliate of weth about Wall Street like there's a process for that as well and we we hope that this sort of idea is just another strategy another arrow in your quiver that you can use on ways to not only grow your own personal business but also to potentially create some level of reoccurring revenue from doing this as an affiliate Emperor thank you so much for coming in this is such a it's so so interesting as as fascinated as I hope it was to the person listening but we appreciate you so much thank you for being here thank you for having me trbe have an amazing day H take time to rate review the show share this with somebody who needs to hear it and see you in the next episode this has been the wealth without Wall Street podcast don't forget to subscribe to the show to break free of the Wall Street mindset and begin Building Wealth on your own terms in places you understand so that your wealth will never run dry see you next episode

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### Amber Spears — Affiliate Ecosystem

**Video ID:** `VNQ_nordcW0`  
**URL:** https://www.youtube.com/watch?v=VNQ_nordcW0  
**Length:** 6596 characters · 213 snippets

[Music] i had a really tough childhood i moved around a ton i had a really difficult and abusive father my mom's a mexican immigrant it was hard because i moved around so much because i had such little community i craved it so much like i just wanted to deeply connect with people i started doing sales around the time that i was in college like truly and i really enjoyed it and i realized that my selling style was a very relational selling style like i really want to get to know the person and that's why selling feels easy to me because it feels like i'm just making money with a friend i then realized that i still deeply craved community so much and connections so much at a bigger level that i've created now businesses that are based on connecting deeply with people and building true relationships with them and yes we've generated a multi-seven-figure business and all this stuff from it but it really still feels like i'm just making money with my friends our community is vibrant and it's thriving because it's based on that deep-seated desire that i had to truly and deeply connect and be seen and like be known and be understood at a at a level that i never had like growing up and it's just so fulfilling it makes me like emotional i love these people i get invited to the weddings like i get face times when they you know hit their record sales months like i know that they're going to take their wives on vacation i know what their kids names are like i i love these people these are like my my people to stay right unlike in my childhood where like i never knew what city i was gonna be in next or if we were gonna have to move in the middle of the night or whatever right there was just so much uncertainty it's game changing like i'm really being seen in every way like i i show up in ways in this community that i never would have imagined that a foster kid homeless abused queer kid would find a home like my dad's a pastor i was ostracized from the church every single place even in my own home i was ostracized when i first started working in marketing i had like fake acrylic nails on i had heels like my like had the push-up bra i had like i just i looked so different because that's what i thought people wanted from me i never talked about my sexuality i never talked about my background i never talked about my pain i just stuffed it down and hit it and like conformed and now i show up on calls wearing you know a shaman hat that i got from peru playing you know fleetwood mac and talking about things that really matter to me like to show up as me and to not have to hide that i don't have to do that with this community anybody who's looking for a place of genuine people that want to help them that want to share their gifts with them that want to open doors for them that want to see other people succeed if you're looking for a genuine place like that where you can truly be yourself you can come join me because i'm in my fullest expression and in that fullest expression it allows other people to be in theirs and also you know by leading with true heart and true transparency like it allows and encourages other people to show up in that way too i think people have a misconception that being a salesperson they have like that used car salesperson mentality i just want people to know like when you have something really good that's going to change people's lives it's your responsibility to really get up and sell it every day and there's a way to do it in an ethical and non-icky and disgusting way a big part of that is through relationship-based selling and really building a community of referral partners of people who know like and trust you affiliate marketing is high ticket selling your affiliates can generate hundreds of thousands of millions of dollars for you a year for you and all that that one person that generates hundreds of thousand dollars for you what are they they're a high ticket relationship so when we came in this space i saw that there was nothing really like that people that had had success they were like teaching stuff but it wasn't sophisticated it wasn't replicatable you couldn't take their system process and put it into any any business i came in and i was like okay i have a system for this follow-up system referral system kpis i know how to motivate sales people i know how they think because i am one you combine that and we've just elevated the space our people are getting insane results because it's replicable it doesn't matter we have them in finance we have in health we have a wellness we have an mpd we have them in ecom it doesn't matter where they are they're implementing our systems and they're getting a lot better which means that they're making a lot more money business things are great and we have you know a lot of accolades and a lot of wins and i think the the other thing that i feel so inspired by and excited about in building traffic tribe and our actual community is this is a group of people that you can truly rely on no matter what our clients by and large have had their best months ever in history and it's not just because we specialize in direct response and a direct consumer anything like that that plays a part of it and it plays a large part but if you look at their numbers 90 or more of their revenue is coming from their other affiliate partners so the world might shake but like from a brand perspective you have this entire community of people that you can tap into we all come together someone's getting married we're like celebrating someone has a baby we're celebrating as a community that's the kind of thing that we we do for each other having a community of people that you can actually truly count on that are going to be there for you whether you're huge or whether you're small or whether you were at the top of the totem pole and now you're falling or whether you're growing like we all still support each other it's it's not about where you are in the process it's just that you're in the process with us we welcome you and want you there and want to support you and want to open doors and and we're going to be there with you through all of that and that's something that you can you can take that to the bank so i took my family background and morning connection and i built it into a business with alona and this community is here to stay we're going to be here through it all and we really want to welcome anybody who's looking for that reassurance that that stability that community that true partnership and friendship for life that's what we have here you

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### Amber Spears — Partner Recruitment

**Video ID:** `Z9_-3f012FY`  
**URL:** https://www.youtube.com/watch?v=Z9_-3f012FY  
**Length:** 43830 characters · 1162 snippets

really three ways to acquire customers. Who has the experience to do it? Not just some kid who took course online of how to spin up your own AI agency. Like, you know, I have the best olive oil in the market. And it's like, okay, well, prove it to me. Everybody that I know wants to meet JJ. Everybody wants to meet her. Take away that kind of roller coaster effect in the revenue so that it's steady growth. Take notes. Listen to it again. This is how I've scaled to multiple seven figures is by doing exactly what Amber's talking about. Hey everyone, welcome to today's episode of Pivot to Profit. We have the amazing Amber Spears here today to share all things people and networking and connections. What's up, girl? >> What's up? Thank you for having me. I'm excited to be here. >> I am so pumped to have you. Let me officially introduce you. Amber Spears is recognized in the industry as a thought leader in the affiliate marketing arena as a coach and speaker. She is the co-founder of East 4th Avenue, a world-class affiliate management education and marketing company, and the founder of Four Rooms Mastermind. What's up, girl? Let's do it. >> What's up? I'm excited. >> I am so excited. You and I crossed paths probably about a year and a half ago and then um this year I joined for rooms as a member. So, super excited to have you here to share your story because uh you are definitely a super connector and you know everybody in this world. So, super amazing. But before we dive into all of that, Amber, my first question is what did you want to be when you grew up as like seven-year-old Amber? What were her dreams and hopes? I wanted to be a veterinarian is because I love animals. That was my dream. And uh I was homeschooled so I never learned math or science. I know money math. Um so that definitely wasn't going to work for me um going to school. And I also realized too like um if you're a vet a lot of times you're going to be seeing animals in distress, >> which is something that like I knew would hurt my heart. So that was not my path in this lifetime for sure. So little Amber was like, "I want to help the animals." And then at grown-up Amber was like, "Um, I don't want to see a hurting animal." This is >> Exactly. 100%. And I don't think I'd have enough like acumen to actually pass um all the medical stuff. >> Well, we'll see. We'll see. >> Yeah. >> All right. So then the next question is, you grew up um in a homeschool environment. Dad was an entrepreneur, also pastor. Like what were you taught about money? What was Amber taught? Is money good, evil, bad? Do you want it? Do you not want it? All of those things. >> Well, my dad uh to say he's an entrepreneur, a successful one is a stretch. He definitely wasn't a successful I think he's successful now. Um but certainly when I was growing up that wasn't the case. He's very he was struggling. Um so, you know, also just like one of those fundamentalist style Christians that money is the root of all evil. Um making money is hard. I heard that a lot growing up. Money was very scarce. Um, so that's definitely the background that I come from and definitely it's one of the things I've had to work on so hard as an entrepreneur is like my relationship with money and you know the idea that money is an exchange of value and energy as opposed to something that's like really scarce and you know learning to be a good steward of money because I certainly didn't see that you know when I was young. Um, so it's one of my favorite things about having four rooms mastermind and being around all these successful entrepreneurs like you cuz then I have an opportunity to see other windows into other people's beliefs, right? And to see that um there are some people who like don't believe that, you know, and they it's a they have a very different relationship with money and that's also possible for me and anybody else that's listening. >> Yeah. I love it. And it is amazing how what we're taught about money as a kid shapes our mindset as entrepreneurs and shapes our business and our relationship with money and what we think we can become. And a lot of entrepreneurs still haven't done the work. And those that have, you can tell, you can tell they overcame those beliefs or those thought processes that were put in them, you know, not by their choice to realize, no, it is energy. It it it brings impact. It brings freedom. and it doesn't control you. It's not good or bad. >> Yeah, I definitely think that whole thing money doesn't buy happiness is not true. Um it definitely buys peace of mind um in a huge way. And um I' I'd much rather have money than not have money. I grew up really really poor and I do think um a lot of the things that you know a lot of people unfortunately stress about when you have a certain level of success you don't have that and that stress makes you unhappy you know and um it's a very very powerful tool. >> I love it. So, let's talk about your journey, Amber. Um, you know, a lot of big names. How did you It's not like your name is in neon on, you know, Times Square, but a lot of people whose name is know you, right? So, you're you're kind of, I don't know, the magician behind the curtain kind of situation being making all the connections. So, like, how did you become that person? How did you start your entrepreneurial journey where you know these big names and have these people in your rolodex do or cell phone to be able to call and reach out and have this influence? How did you just obviously you don't wake up one day and be able to call these types of people? So, how did you create those connections and start that journey? >> It's a good question. Um, I think probably two things that come to mind. One is I'm really good at spotting talent and trends. So, I'd find a lot of these people that are very wellknown now. um and just really believed in them and could see that they had something that I didn't see in the market or they had a vision that I didn't see. One person I can think of of many um was one of my friends Ari Whitten who's now one of the leading kind of like biohacking uh minds in the space um you know or Dr. or Gabrielle Lion or you know any of these people that I met very early. I could just tell that they were marketkedly different and and really really smart. Um but even before that I got my career in kind of entrepreneurship and selling uh around search engine optimization like I was a first generation low-inccome college student and I was a McNair scholar and a Dorne scholar and I was the first non-b businessiness major admitted to the other college of business. Now so many non-b businessiness majors are admitted but I remember my professor who he was an adjunct professor had sold his company for you know hundreds of millions of dollars and um someone asked him like if you you know you've already sold your company you've already had your success like if you were starting from scratch starting from today what would you be doing and he said like I do SEO and no one knew what he was talking about and he was like you know right now you guys are using Map Quest to like you you know find if you remember this right Map Quest to find you know directions, which is better than a map that you used to use. Um, you know, but like, you know, right now you guys are using Google to use your research papers. That's just the tip of the spear. I think you're going to be using Google for so many things. Restaurants to find restaurants to get driving directions. Um, and it's an algorithm. And so, if you can figure out how to hack into that algorithm or manipulate the algorithm or work with the algorithm through SEO, like I think that's the future of business and marketing. Um, and I was like, "Oh, that's a trend that I understand." And I could see that like decks and yellow pages were already pretty antiquated, right? Like who's driving around with, you know, as a salesperson, you're driving around trying to find business from this. Um, and so I jumped on that trend very, very, very, very early. Um, and started selling search engine optimization doortodoor for $75 an hour to businesses that did not want it and did not understand really what I was talking about. Um, so that's been like a trend my whole career is like identifying trends and people that I feel like are special, unique, important, have an important voice and I'm very comfortable being like a number two uh cheerleader and advocate. I have no problems like once I believe in the mission being an evangelist like in that sense. Um, and you know, I made them a lot of money and all my clients, you know, for the most part. Um, I didn't have a 100% success rating, but um, a better rating than most because I could identify, you know, trends very early. Like energy is going to be a really important topic. You know, you know, muscle building is going to be a very important topic in health. Um, you know, Bitcoin is going to be an important topic. like very early on kind of identifying what types of things and people I wanted to back and I choose to back, you know, really like as healthy as possible that are good people, right? I think that's the other thing is really important to me is if I'm going to spend my time advocating and evangelizing for somebody that they're >> a really good person. Um, and so just been very fortunate and also putting myself in the right rooms like I met, you know, Gabrielle who's a friend, she's my doctor. um met her through JJ Virgin. I also met Ari Whitten through JJ Virgin. I met Dave Asprey through JJ Virgin. Like I met so many of my top health clients through her and um you know really understanding that you put yourself in a room and you're valuable to them. >> Yeah. >> You know and and that's like the main thing that's served me really really well my whole career. >> From SEO door to door to East Fifth Avenue and four rooms. Was that a quick transition? Was there 50,000 versions of Amber in there? What did that look like? >> So many. That's such a good question. So, I was employee number one at that SEO company. >> Mhm. >> Um, and then started rain making there and eventually they promoted me to manager. Quick tip for most business owners. Most sales people are not going to be good managers. I certainly wasn't one and I hated it. >> Yes. I like the, you know, I like the freedom that came from u being able to kind of set my own schedule as all commission and then being in an office every single day, learning how to manage people. It's a whole totally different skill set and it burnt me out. Um, and so after like a, you know, a couple years, you know, eventually we were selling packages for hundreds of thousands of dollars a month. You know, it grew very quickly, but I was like, I need something different. um asked them to let me step down as a manager and get my old book of business and they said no. So, I was like, well, I got to do something else. I am not starting from scratch, you know. I ended up finding a long form sales page that talks about they're going to teach me the greatest secret. It's early to rise and uh ended up moving my whole life from from Phoenix to Denver to take that opportunity. And it was a I was learning how to be a copywriter is really what it was. Started learning copy, started learning marketing, and wasn't very good at it. I mean, I'm a good writer, but I like talking to people. So, again, it's just like trying things. cuz I think when you're young, you try things and and you really should. >> Um, and I realized very quickly that wasn't the right role for me at that company. But now here I am stuck in Denver, Colorado. Um, making way less money than I ever made. You know, I was used to making multiple six figures a year as a salesperson to I had a $22,500 base plus commission. I was not making any commission. I blew through all that money very quickly. Um, and they said, "Hey, we have an affiliate program here. You have a lot of background in sales. Do you want to take it over?" Um, and I did and I exploded it. And so I, it made sense to me though because, you know, partnerships to me, we've talked about this before, but like when you talk about affiliate marketing or partnership marketing or strategic partnerships or anything like that, I think they're really valuable because uh, for two reasons. You know, there's really three ways to acquire customers. You know, there's paid media, you know, running Facebook ads, like running, you know, YouTube ads, running whatever it is. So you're you're paying the algorithm to ding the credit card, right? So that's one way of acquiring a customer. Second way is earn media. Um, you know, your PR, press releases, your organic reach, like you know, all that. And the third way is is strategic partnerships. And I think that's a very firm uh table leg to put into the business. Most business owners overlook it. Um, and it's just really, really powerful way of acquiring customers because you're typically not paying for it upfront. You're paying for it after you collect the money or you're, you know, taking the trust that someone else has built with their audience and you're you're receiving that trust transfer from them. Um, but I think at the core of it, uh, it's really solving problems. It's most people's problems are usually not a what problem. It's a who, you know, even like looking at this stuff with AI that's happening right now. Everyone's talking about it, right? And you might know what I need to do is implement AI into my business. But like what you really need is who can implement it into my business. Like who's trustworthy? Who's actually going to understand the market? who understands the current tech stack that I'm working with, you know, who's actually credible to put this in, who has the experience to do it, not just some kid who took a, you know, a course online of how to spin up your own AI agency. Like, you really need a true expert. And so, you know, that's what I've done my whole career is like finding, you know, whether it's like we have this huge product launch who can help us get it to market. Okay, I can identify who those people are that have the audiences that have the reach that serve the same similar target avatar. That's what I can do. Or even inside of four rooms mastermind, it's like who can help this particular client that's struggling with their meta ads or you know that's struggling with um you know a bad hire like who in this community can I connect them with and match them with to help them solve those problems? And I think that at the core is what I've based my whole career on. >> People is your heart. Yeah, it's it's definitely not ever the what. I think everyone gets to focus on the what. It's actually a who issue, you know? It's like if you can sol if you can find the who, then the the how and the, you know, everything else, the what goes away cuz they already have that genius inside of them and they can solve it. I love it. I love it. How do you measure the value or the ROI of those relationships? And how do you when you're approaching clients explain that that leg of the stool and as a business owner that is my strongest leg like my referral partners and my the partnerships and affiliates that I have are our strongest source of revenue but how do you explain that in dollars and cents to people? >> Such a good question because I think everyone tries to dollar and censor relationships right and it's it's tangible and it's intangible. I think what's cool is what you just said shows how how good your product is and how good you are at what you do because you wouldn't be getting a high volume of referrals and partnerships unless you are actually good at that, right? And for me, that's always one of the biggest indicators if I'm going to work with a client. It's like they can tell me into their blue in the face, oh, you know, I have the best olive oil in the market. And it's like, okay, well, prove it to me. Show me how many people are reordering. You know, I'll look into their back end. and I'll be like, "Wow, you have customers that have reordered 57 times, 11 times, 14 times, 28 times. Like, you have a good product, right?" Or you can go on the back end of somebody and be like, "They cancel after a month, they cancel after two months, they cancel after 3 months." Like, this obviously is not working um when it comes to your customer acquisition or or retention. So, I love to hear that you have that because that's the most important thing and that is one way that you can tangibly like quantify it, right? Like you can quantify it by we got x number of referrals that have turned into x number of clients that's led to x number of lifetime customer value. So that that's one way to to quantify it. But I think that's like the end outcome of all the work that you've done. You know, I always tell people like people come to me almost every single day. Hey, Amber, can you connect me to like so and so? Um, I'll give you like 10% commission. And I'm like, no, no, because I don't know anything about you. >> I know nothing about you. How is this a net positive for the person that you want to be introduced to? Like, just to put into perspective, yes, I could fire off an email and because it's coming from me, it's probably going to be answered, okay? But like the way that you need to qu qu qu qu qu qu qu qu qu qu qu qu qu qu qu qu qu qu qu qu qu qu qu qu qu qu qu qu qu qu qu qu qu qu qu qu qu qu qu qu quantifantify it is I've spent 10 years paying let's say JJ version is the person they want to meet everybody that I know wants to meet JJ right everybody wants to meet her cuz they know I'm friends with her and they know how valuable she is in her network and I'm like okay but I sponsored her event three years in a row at the highest level brought all my team out there right like I was a I think it was a $50,000 sponsorship three years in a row plus all my team tickets plus flights plus everything. Um, I have been in her community for 10 plus years. I paid for a ticket, $5,000 ticket every year outside the sponsorship years, which I paid even more for. Um, I've been, you know, I've gone traveled with her to different events. Like, I I go to dinners with her. She's a friend of mine. Like, I'm very protective of her. Like, if you just look at the time I've invested in this relationship, like, you get to shortcut all of that because I'm giving you that connection. Like, you don't understand like what you're asking for. And that's a big >> Yeah. And then you screw it up and now that puts my relationship with her at risk because I'm giving you the trust transfer. So I think you you kind of have to look at it like both tangibly in terms of like here's the revenue we're getting from referral partners, but the intangible stuff is the hours that you spent cultivating a relationship, the access that you've paid for to be in the rooms, like you know, all that stuff is like really important that I think people tend to forget. And it's like they so many people are like I want to have these great connections but I I'm not willing to like plant the seed of the relationship and water it and tend to it. It's like I need my immediate ROI. And it's like well that's not how good relationships are built. Like we all know that if you go on a date with somebody like this is a very common thing for men. It's like do you think just because you paid for dinner for me that I'm going to go home and sleep with you? Like what are we talking about here? Like that's very similar to what I see in the entrepreneur community is like they're like, you know, I paid to be in this mastermind or I paid to come to this event or I paid for this particular thing and I just want, you know, I want the results right away. And it's like, dude, good relationships take time. And also, it's not just time of knowing you. It's like a little bit of trust. Like I'm going to send you this referral. We'll see how it goes. You know, like >> cuz this is my word um you know, my trust transfer here. So, I kind of need to understand like is this also a good referral partner for you? Because not every single person that I have in my rolodex going to be a fit for you, you know? So, just kind of really understanding it takes time to to really get to know someone. It's just like an advertising agency, you know? There's so many and they're like, "We do Tik Tok, we do YouTube, we do SEO, we do whatever." And then you peel back the layers and you're like, "Actually, you're only really good at SEO." >> Yeah. >> So, like, you should just do SEO. Like, yes, you can do all these other things, but you're a C minus at everything else and you're an A+ at this, so it's irresponsible of me to recommend my clients to you for TikTok. Like, love you. You're a friend, but like, let's be honest about what we're good at, what we're actually like really qualified to do. And, you know, it takes a while to kind of to understand that. >> Yeah. And that's where the relationships and the in-person time matters so much. And that's the power of four rooms and other masterminds is in these groups when you walk in, if you come in and say, "Okay, great. I'm going to sell the room." You're going to fail. >> Yeah. >> You need to come in and bring value, connect with people, be vetted, make sure that because I've been in groups where people come in and immediately they're just like, "Landing page, you know, scan this, get on my sales call. It's $10,000, $10,000." And it's like, "Dude, I don't even >> I don't even know you, >> right? Like, do you have a dog? Like, do you have a drink? like let me understand who you are as a person and we can build those relationships. That's where the affiliate marketing piece and the referrals come in because I know and like and trust you. Therefore, I have no problem >> recommending you and it's the call before you walk. Like I'm not you're not just going to give out JJ's cell phone number of somebody like >> No, I won't I won't sure that it's worth everyone's going to win in it. >> Yeah. And I think too like a practical thing it's like people want to know like oh how do you build these relationships? I'm very very careful with them like I'll give you an example. I had someone this morning reach out to me and they're like hey I'm putting on this event in Bali. It's 3,000 people. It's like such a great opportunity. I know you have sponsors at your event. Do you think your sponsors would be interested in this? And I'm like I don't know. Like tell me more about who's there. Oh there's going to be these people. I'm like is there e-commerce people there? because maybe some of my, you know, my fulfillment companies that work with e-commerce companies could be interested. They're always looking to sponsor new events. And she's like, "Great. Will you connect me?" I'm like, "No, >> send me the sponsor deck. Let me look at it." Right? I look at it and I see that even at the top level sponsorship, it's like a $100,000 sponsorship and there's literally zero speaking opportunities. And I'm like, why would someone pay $100,000 to be on the screens at your event and like get a shout out from stage? Like that's that that's not like I wouldn't personally recommend that my person goes to that, you know? It doesn't make sense, you know, just from an investment perspective. Like this is not a good ROI for me to bring to somebody, you know, whereas like most people like, oh, happy to connect you like bam, send it off. And I I'm like I'm constantly like no, like let's think through this. It's like I understand that you have a product or a service that's like a perfect fit for this person, but like you know so many examples like even for some of my health and wellness clients it's like someone wants to meet let's say it's Ari who used to be a client right and it's like oh we have this amazing you know red light therapy and he talks about energy and it's like okay well I could connect you to him but I know him well enough to know that he's going to roll out his own red light or he's going to roll out his own probiotic so this isn't actually a good fit um for him right out and like that's why you need to ask questions. And once you see that and you kind of vet out each side, I think the next thing is like if they wanted to meet JJ or they wanted to meet Ari, my next thing would be like I understand what you're wanting and what you're paying, what you're willing to do, and I know them well enough to tell you they will or will not do that. But then I have to go get consent on the other side. I need to get consent from JJ. I need to get consent from Ari before I ever make an introduction. And my introduction is going to be detailed and I'm going to have consent on both sides and it's going to be a very clear opportunity. And if I'm getting a cut for brokering a deal, that's also going to be included in there. It's going to be very clear so that like that's understood. And if I'm taking a bunch of my time to talk to you on the phone to ask all these questions to make sure that you say it's as good as you said it is, cuz most of the time I'm going to look at the back end. I'm going to try the product myself. I'm going to watch whatever thing, you know, I'm going to experience it myself and then I go and talk to this person, make sure it's good. I've done my duos. I've done my homework and then I do it. Like, it's going to be a much higher success rating. But I never just fire off an intro and like start that cuz like I think that's where people screw up all the time. Like they think like a deal is a deal is a deal. I'm connecting them so it's going to be a great introduction. It's like people are busy, dude. like like if you need to make sure this is some an opportunity that people want on that side and that's why people trust me is so if I'm bringing something to them they're like okay I know Amber's vetted it I know she's tried it I know she's looked into it I know she's done her research I she knows my business she sees that it's an opportunity that's going to help me and I'm willing to get on a you know on a phone call with them because she's vetted it out and that I'm just really cautious that way. >> Yeah. No, I love it. All right. So, say there's an entrepreneur who's relying heavily on paid ads and they want to start leveraging affiliate marketing. Where do they start and referral partners and all of that, where's a baseline to go to figure out how to do this? Because just shooting off emails be like, "Hey, can you introduce me to JJ?" is not going to work. No. >> So, what do business owners need to do to start building a foundation for these referral and affiliate relationships? >> Such a good question. And I mean I think a very easy easy thing is like don't reinvent the wheel. Like how much are you uh you know paying to acquire a customer on Facebook wherever you're doing it and then that will be what you pay out your affiliates. What most people do a huge rookie mistake is they're like I'm paying Facebook too much. I'm paying Facebook $100 a lead. So I want to give my affiliate partners $25 a lead. And it's like what are you doing? Like you're literally willing to pay a face like Zuckerberg $100 and the person that you're going to see at mastermind events and have dinner with, you're going to pay them 25 when they probably paid Zuckerberg a h 100red to acquire that customer to send to you. Like how does the math's not mathing, right? So, it's like I think first and foremost, people who have a good paid media strategy are actually very well positioned to do really well on affiliate marketing because they already know their numbers and they have good marketing uh as it is. So, I actually think they're the some of my favorite people to work with because they have funnels. They usually have tracking, you know, and so they kind of understand like what they're willing to pay to acquire a customer and and they have a good flow and they have like good automations and they have like a good process. So, they're really good candidates. They're also some of the people that make me the most nervous because if they're 100% reliant on an algorithm, what I know for 100% certainty is that the algorithm will change. And then they come to me and they're like, "Please save me." And it's like, "Well, this is something that you should have started." Like the best time to start it was five years ago and now the best time to start it is today, but like it's going to take you months to build the relationship because you know what most people don't know because they're not on the back end of big affiliate programs, but I I've been on the back end of like over 2500 of them is the top people that you want to work with. Let's say that there's 30 days in a calendar month that they could promote you on. It's going to be filled at least half of it if not more on internal promotions because they're they want to sell their customers more of their own products, right? Or more of their own services. So, that's going to be filled. >> And then the next slot is people that they've worked with for years. They're trusted referral partners. So, like how like how quickly do you think this person is going to jump at the opportunity to work with you? You're going to have to stand in line, right? And so you got to have a proven program that's competitive first and foremost. Not like what what little amount you want to pay, but what's the max amount that you'd be willing to pay to acquire a customer. The conversion rates usually going to be significantly higher than your Facebook ads because you're getting that trust transfer. Uh your lifetime customer value is usually going to be a little bit better too because you have that trust transfer. So you should feel confident at least giving what you're currently giving to Facebook um or YouTube. And then you know the second part is the people because when you're dealing with people you know internally you need to have a team that can actually move things forward and have customer service conversations and externally you need to pick carefully what people are going to be a part of your affiliate program and your referral program because you might not have the right program and the right assets to work with them. And the last part is the process. You know I see a lot of people like I'm very competitive my payouts. I have a high converting offer. uh I have a team of you know whoever virtual assistants or an affiliate manager but like it's not moving and it's like okay well if all that is true um then it's usually a process issue where you don't have good process of retaining the top affiliate partners good communication a good recruitment strategy of you know bringing in more partners that you don't have good uh creative um that you're rolling out on a regular basis right like there's all kinds of things that happen around the process and so for me I usually ship down to what's the program, how competitive is it, are we designing it to attract the right type of people into our program, secondly, do we have people internally and externally that make sense for the program? And third, do we have good process to, you know, take away that kind of roller coaster effect in the revenue so that it's steady growth, you know, month after month, year after year. Gold, girl, that is gold. Look, brilliance. All right. So, last question is if a business owner follows those steps, has the process, has a competitive amount, where do they look for referral partners? So, for example, in my world, some of my best referral partners are other business consultants because they want to be doing the sales or the branding or the marketing or the operations and they don't want to touch the money. And so those are the people that get thousands of dollars from me a month because they're doing the sales and the ops. And so they're like, "Here, Pam, you and your team, go do the numbers." So for me, that's how I found referral partners. But where do you how do you explain to people where to start? Because a lot of people when I started said, "Oh, go to bankers and um lawyers and they'll be great." No, bankers and lawyers are not great referral partners for me. >> Yeah. I'm sure a certain type of banker and lawyer would be, but not the vast majority of them, right? Um, and I think that's I think when you really start to think through it, it's like, do we serve the same customer avatar first and foremost? So, I think kind of really understanding who is the customer that I serve and then what other products, services or vendors or, you know, teams are they working with because that's kind of going to be the sweet spot. So just really spending time doing market research and talking to your current clients I think is really smart and just being like hey what you know who are you working with? What kind of coaches do you work with? You know what kind of marketing teams do you work with? Like what kind of marketing are you doing? Like you know just really kind of understand what kind of conferences do you go to? Like kind of walk me through that. I I really kind of want to get a good picture and then you'll start to see trends of like who they're using and like what they're doing. And those would be the people that I'd start looking into because the main thing when you're working with referral partners is like, is a juice worth the squeeze? Because if someone can send you one referral a year, I don't know, unless it's a huge amount of money for me. Whereas, if there's somebody else who can send me, you know, 10 referrals a month, that's probably going to be a better use of my time. And I always tell people, I'm like, why don't you just fly to where they are? Like, that was what made me really successful in my career. Granted, I don't have kids, so I'm going to preface it with I don't have that. So, I could do a lot more of that when I was younger. I don't do it as much anymore because, you know, I have them come to my events, right? >> Um, so I have a built-in community for that. But, like, you know, when I was younger, I'd just be like, "Yo, um, there's someone I wanted to meet. Your name kept coming up. I'm going to be in the area. Um, thinking about being there, you know, between July 13th through the 31st. Are you going to be home at all at that time? I'd love to take you to lunch." And like that will get you farther than any Zoom meeting ever will. >> Um or having that warm referral from your client if you've done a good job. I would ask my clients all the time, hey, are you willing to like make a referral for me, an intro? I'd really love to know this person. Their name keeps coming up. Seems like they did good work for you. And then once you talk to them, it's like really figuring out like like I have a complimentary service to yours. It's not competitive. and here's how I see us working together and why don't we do a couple test runs and you know you can see how I work and I'm willing to pay this and you know really figuring out like have you ever had a relationship like this before you know how was it what were the problems with it were the things that you liked about it cuz some people have horror stories you know with partnerships and so just really understanding like okay why did it go wrong or what happened here um you know and what were they paying and what did you not like about it like cuz I see this issue all the time especially in service providers like they're trying to hedge their risk so much and they're like, "Well, we pay every 90 days." And it's like, "Why would you pay somebody every 90 days when you're cash collecting every 30?" >> Like, I don't understand that. Like, speed of money is so valuable. So, if I'm going to get paid every 90 days from you and there's somebody who does just as good of service as you that's going to pay me every 30 days, like, why would I pick you? Like, that doesn't make any sense, right? like or like oh we love working with Pam but her assistant is horrible and so hard to talk to and you know and you're like okay well we don't have that problem you know I have two assistants or whatever you can always get a hold of me or like oh we refer to this marketing company and you know the head of their business is everywhere on every stage doing everything and then when we sign with them they send us to this junior associate okay well we don't do that at our company you know we're a boutique firm right so like just really kind of understanding like what's going on in the landscape or sometimes they've never done it before. They've never done a partnership before so they don't understand like what being a good partner looks like. And I think that's kind of a training you have to do on your side where it's like, "Hey, the best referral clients of ours operate like this." You know, when they're doing a call with a client and they're consulting with a client and this comes up, like this is what they say and we give them pre-written scripts, pre-written emails, and this is the outcome that we're looking for and this is the type of client that we're looking for. or they're doing this amount of revenue, they're doing this, and then you have to train them on what you're actually looking for. I think a lot of people mess that up, too, because they're, you know, they're like, "A referral is a referral is a referral is a referral." And it's like, "Okay, well, this is a lot of times I didn't work for you because you're like, I was on a bunch of sales calls with people that, you know, weren't my target market or weren't my ideal client." It's like, well, did you tell them what your ideal client is? Did you make it easy for them to introduce you? Uh, do you have a good system to onboard them and bring them forward? Like, you know, like what what's happening here? and usually they don't, right? So, I think that's the other part of like really painting that picture. >> I love it. I love it. Such good information and I agree 100%. The starting point is make sure your house is in order for affiliates. And then the second thing is ask your clients who else they're dealing with. Yeah. >> Because their vendors can be your referral partners. if they have a marketing, IT, tech, SEO, whatever firm, they're going to be working with other typical clients and then educating them on as a referral partner who you're looking for. Because I've had referral partners send me bogus clients. I'm like, just so you know, let me like I'm really quick to jump on a call and be like, let me clarify the our target client so that we can make sure that it's worth your time to make introductions cuz nobody wants to be sending over a referral and and then the person receiving it is like, "Oh, that I can't help them. That's not that doesn't help the relationship at all." >> Yeah, 100%. And you can make them so easy for them, too, where like you create a whole like SOP. It's like, "Hey, here's what we're looking for. or we're looking for business owners that are doing over $5 million in revenue in these specific industries. These are the ones that we have the most success with um that might be struggling with, you know, back payments to the IRS or might be struggling with this. This is kind of like our ideal client avatar. um should you find somebody in this, you know, kind of area, then here's a pre-written email that you can just plug and play into your system, um send it over to us. We'll take it from here. And every month, you're going to get an updated, you know, Google doc or whatever. If you're a service provider, it's easy to do this. And if you're like an e-commerce company with tons of products going, but every month, you're going to get a breakdown of all of our current clients that we're working with from your referral, all the ones that are currently in conversation and pending. um you know what your payouts are, here's how often we pay, you know, like this. We're going to be doing the work on our side. Because here's the thing, like those are the people I love working with the most. They're proactively every single month like, "Hey, here's all the referrals that you've given us. Here's the lifetime payments that we've done. Here's who we're talking to right now. Here are the ones that are qualified, not qualified. You know, here's why it wasn't a fit for here's why." You know, and like even just recording like a something quick directed camera like, "Hey, I'm Pam. Uh you know, I'm really excited to meet you. you've been working with XYZ partners for many years. We've sa helped, you know, over the last 5 years, we've helped them save, you know, $5.2 million in taxes. I'm really, you know, wellversed in your business, you know, industry, blah, blah, blah. Here's a little bit about me, you know, like we're really excited to connect with you. You just build these things out so that it's just like plugandplay for them and you teach them like here's what I'm looking for. So when they're they're talking to someone like, "Okay, well they're only doing 600K a year. So maybe we need somebody else that's not Pam to recommend to work with them as an adviser, but anybody that's at this level, we're going to get really good at clocking them." Then you're a top of mind every month. Like, hey, here's a breakdown of how it's going, uh, what we're doing, who we're working with. Here's some success stories that we've had, you know, over the last six months with some of your client referrals. Like that's how you really build these relationships where they're excited to keep giving you referrals because you continue to stay top of mind and you make it easy for them. >> I love it. I love it. Look, listeners, take notes. Listen to it again. This is fantastic. This is how I've scaled to multiple seven figures is by doing exactly what Amber's talking about. People are always asking like, "Well, how did you get where you were going?" This referral, partnerships, affiliates, this is how I've grown >> and doing good work though because they wouldn't send you more clients if you didn't do good work. I mean, I think that's the ultimate test is do you get referrals? Do you get repeat clients? Do you have good retention? Because if you don't, affiliate marketing, partnership marketing, referral marketing might not be great for you until you fix that, right? Um maybe and or maybe you don't like people. There are some people who just don't like people. Just figure it out. Be an algorithm queen, you know? >> Work on getting your paid media in place so you don't have to talk to anybody. But like this is a a people business. Um, and you have to like people and you have to have good good products. You have to do what you say you're going to do. >> Yeah, I love it. Amber, thank you so much for sharing all of this wisdom with us. Where can people connect with you? >> Uh, I always like to just give my email address. I love hearing from people. It's amberroomsmastermind.com. If you're a sevenfigure plus business owner and you want to be around a community of other vetted entrepreneurs that uh want to be successful in business and in life, hit us up for roomsmastermind.com. Pam's one of our new crown jewels in our mastermind and very honored to have her and uh yeah, always looking for like-minded people to share resources with. Amazing. Amazing. Amber, this has been phenomenal. Amazing information that you're sharing. Everyone, thank you so much for being here. Make sure you like, subscribe. If you need help understanding your financials, just go to pamjordan.com to book a call with my team. And remember, it's not what you make that matters.

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### Amber Spears — Affiliate Strategy

**Video ID:** `4EL1P4trej8`  
**URL:** https://www.youtube.com/watch?v=4EL1P4trej8  
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boom-boom-boom-boom what's up everybody you're listening to the flow chart podcast when you boys mount wolf and jet fear what's up everyone welcome back to the hustle and flow chart podcast so you've done adjusting your mic stand over there and then I'm working on it I think I'm good now okay cool hey how you doing everyone I'm doing good how are you doing I said everyone because it's you the dogs here and the listener yeah so hey everyone hey everyone yeah yeah man all right imagines hits like the record button without even telling me like I was literally mid oh we get such awesome intro so I just press record instead of talking shows like oh [ __ ] we're going it is hey keeps me on my toes alright so today we're gonna learn all about affiliates marketing management some cool sales stuff just just crazy great not crazy but very tactical systematic ways of doing affiliate marketing and raising all this attention for your product or if you I guess we want to do this as a service you probably learn a lot that way too mm-hm and yeah we're talking to Amber Spears today and she is going to be a San Diego and very soon yeah well actually get it out in the show but she is a badass in the affiliate marketing world to get affiliates onboard she's been involved with some of the biggest launches that huge massive online internet launches for some of the biggest names in the industry a lot of the doc you series the truth about cancer she's just sort of world renowned at getting these donkeys series launched and getting a lot a lot a lot of people behind them and promoting them so really really excited to talk to her yeah you know a couple of my favorite topics from this episode she had this really killer strategy for actually getting affiliates to agree to be on the show and it was something I literally have never heard before as I've heard of the concept but never used in the way to get affiliates so I'm gonna open that loop there yeah we're not gonna go any deeper but yeah she had this strategy to get affiliates excited to promote your product launch and just blew me away yeah yeah and her approach and this is it should be so obvious but she she's amazing at structuring deals and being extremely clear with these deals and expectations up front with her partner's affiliate partners and there's a you'll you'll see she actually outlines very specific details of what she includes in these deals and that it's like an 80/20 approach it's like if you can solve this your launch not gonna guarantee sales but you're gonna guarantee happy it feel affiliates mm-hm and really the longevity of any promotions you do together yeah and it all starts with that really yeah that structure and agreements yeah and and sales she's all about sales she was like harping on that she's she was saying how you know a lot of you say yeah okay got all the loops this intro I'm to guard just one give this intro is all about opening loops so that people go I need to know what they're talking about so fun conversations and yeah you're gonna you're gonna be basically become a badass at structuring sales and gathering affiliates and selling a crap-ton yeah so it's fun and she makes it fun too yes she does news so where do we go from here mister Matt where do we go I think we go talk to her right after we tell her about tell people about how to get better traffic to their websites you get better traffic well this actually is a good timing because I'm good at you know bringing stuff together like these I don't know what you were squeezing between your hands as you were doing that thing but you're like bringing these things you can't see it but it looks like he's kind of and every won't go there no no no I'm holding a cup is what I'm doing okay so uh no I'm actually holding a pin I'm just trying to confuse everybody know so the idea here is with affiliate traffic you're gonna get a crap ton of traffic it's pretty much warm qualified traffic it's endorsed well if you have some simple traffic strategies built out like retargeting and all these buckets set in place to capture that audience so you they don't just bounce and go away forever then you're basically gonna sell a lot more you'll be seen everywhere and all that fun stuff yep so we line all that out where Matthew at our traffic booked our free traffic book evergreen profits calm slash traffic book stop squeezing that everything promised not book that's I'm just squeezing a pen cabin closed evergreen profits calm slash traffic book he makes things so weird should we just go jump into the interview let's do that okay let's go tawdry hey amber welcome to the show oh thank you so much it's really awesome to be here yeah so we got a connected just the other let last well I guess TNC was a couple weeks ago a few weeks ago now and yeah it was like a no-brainer once we saw what you do and you said you spoke at T & C so it's like okay well got the same kind of crowd a lot of this a lot of the TNC speakers have been on the show in the past we're like okay cool you got some good stuff I'm sure that's pretty much our only strategy now is we just figure out who's speaking at TNC and bring them on the show they keep it easy angel Hartman how shout-out to you if you listenin for making the connection super cool so thank you for one and yeah you're coming to San Diego soon we're chatting about prior to recording you're gonna be a San Diego and pretty soon you've always wanted to be oh I know Delmar and just a little beach areas so cool let's dig into it though let's just let's just cut right into it and and get to know you your company kind of what got to this point here sure um so I own East 5th Avenue which is an affiliate marketing agency and affiliate training academy is we have two branches of our business and then I also co-founded the most omastar manner and a very silly name for her a really fun at that company we'd get a lot of work done we take about 150 entrepreneurs to Cabo every year so I I love what I do I really enjoy it and I love the clients that we get an opportunity to work with and I think I get almost as excited about everything that they're doing as they are that's a good sign so so how did you get into this this business you know what what were you doing before this and what attracted you to the the sort of affiliate marketing world oh my god there's a good car so I am the first person my family to go to college and graduate from college and I was fully funded and got the Dorn scholarship and then I ended up getting the Ronald E McNair scholarship he's the first black astronaut and that scholarship funded me through my PhD or a law degree of whatever I wanted to do so once I graduated I was like I'm gonna take a year off study for the LSAT and then while I'm doing that I'm going to just apply to different jobs and I took a job with an SEO company that claimed to hack those algorithms was 12 years ago and I certainly did they had like 300 link builders in India and we could get on the first page of Google for any keyword term in three days that was a fun day because I started selling door SEO door-to-door was her first employee and ended up opening three offices in five states and during that time our sorry three offices in two states and during that time I had a lot of lawyers as clients and I wanted to be a lawyer so they go do a year and I asked over 50 of my own clients that were lawyers if they wanted to be a lawyer if they could change it every single one of them said being a lawyer sucks I'm pretty good at selling things so I did that for five or six years and then I left to work for Craig Valentine at the time he had just purchased early to rise here in Denver and that was kind of the beginning of me kind of being in the direct-response marketing world and very soon I was starving like I I had these big delusions of grandeur that I was gonna come out and be this like amazing copywriter and I spent the first six months just like handwriting copy and like sales pages and I was making like 28 thousand a year going from making six figures and I could like barely afford to put gas in my car so I came to Craig and I was like Craig yo like I really need to make more money and he was like there's this thing called affiliate marketing and if you want to you know take it over you can and we'll pay you 10% of anything you brought in so I was like yes definitely gonna do that and ended up really succeeding and thriving in that because it's a selling position and from there I ended up leaving Craig and I've worked with a ton of different people like activation products and Venus factor and ended up getting my name kind of well known from working with the truth about cancer I helped with their nine point eight and eight point eight million dollar launch and then from there just kind of [ __ ] all at once the docu-series world just kind of brought me in and I've done a lot of the bigger ones like broken brain and the truth about cancer and Chris work and all these other ones and so out of that we created an actual agency my boss who became my best friend at the first SEO company is not my business partner now who I'm gonna be living with in Delray and Del Mar so I'm really decided on that move yeah excited about what we're doing you know it's it's exciting and I kept doing affiliate marketing because I really loved it and now I get to not only do it for people in the agency but I also get to train clients on how to improve that their methods and what they're doing on the Academy side that's so cool yeah there's a lot to unpack there do you know Travis and joy Houston by chance I thought you would because they're yeah they're good buddies of ours both have been on the show yeah so I just thought that connection I was like I'm pretty sure you know them yeah we just had lunch with Travis yesterday action hmm he just came to my mimosa mastermind at tea and see - oh nice okay cool yeah so that's good yeah I mean they're just brilliant and that's the whole thing it's like I know they just hang it with brilliant people one thing we've learned about this podcast is that our world gets smaller and smaller with each episode always such a small world yeah I wanted to hit on that whole selling thing because you said that prior to recording you said that here and you know when you heard the 10% opportunity and you're like well I can sell Oh go deeper on that and how that's so important yeah so I think affiliate management and affiliate marketing has a really bad rap for whatever reasons and I think part of that is because people don't structure their deals and their agreements properly I think where they're setting out expectations or putting things in writing I think a lot of times when you have like an affiliate manager what I see most often is that they you know just kind of owe it they're good with people right so we're just gonna like drop them in here and make them responsible for this revenue stream and a lot of times being good with people just doesn't mean that you are a professional salesperson you don't know a professional follow up and you don't know how to pivot through objections you know you're not quick thinking on your feet and so I think that for me and the reason why my team we eat everybody else for lunch it's because we are professional salespeople with systems and processes around it and we get continuous coaching and training because to be a really good salesperson you still need you know coaching and I think that you know you look at like LeBron James he has a coaching that doesn't listen and a lot of other people write the best in the world have coaches I speak a lot and I have a speaking coach I just I think that to really succeed in to thrive as an affiliate manager in your position you really need to be a salesperson not just good with people and the other thing is that a lot of the affiliate managers that I see spend so much of their time doing admin work so they're spending you know fifty to seventy-five percent of their time pulling reports sending out links you know just doing all this admin stuff that's not money generating activities and that's one of the reasons and one of the biggest reasons that I see people having very inconsistent revenue in their affiliate programs is because their people are not trained salespeople they're they might be good with people or they're spending the vast majority admin so they're not getting the results that the owners looking for ya know it's I could I can relate to that I know Matt you've been in that role before just you know through the evolutions of us in business for the last 12 years we've definitely experienced that in different ways like like I feel like I'm a really good with people but when it comes to all the monotonous work the admin and the tedious follow-ups it's not me you know yeah I could see why something you guys bring to the table with this great system amazing team that you would crush you need everybody for lunch yeah so just just to clarify it in my mind I'm kind of I'm curious about how the your business works now are you actually are you an affiliate for products and you're out there I'm actually promoting things or are you sort of the broker like the affiliate manager in between can you just kind of clarify what what the business looks like just because I'm not a hundred percent sure of course yeah no totally I know it's definitely confusing so both so we have an agency where we take between six and ten clients a year and we do it for them so we act as their sales team so that you know basically means going out and like booking their deals getting them on podcast you know we have to hit monthly revenue goals all that stuff so we we do it for them underneath that umbrella we also have our own product so we decided last year we're like hey we've been making people millions of dollars a year why don't we try doing it for ourselves and I have a whole new level of respect for her offer owners now because I've been through it's very painful but you know we're very fortunate we partnered with somebody that I used to work for into late 2017 and we did some we were like let's try keto cookbook so it's this this is trending let's try it so from December of 2017 until December 2018 we sold over 500,000 copies of that keto cookbooks we did just under $10 selling those we have our own offers yes we're also rolling out with some health offers right now that we're going to own exclusively so we have our own we also do it for clients and then we have an affiliate training academy called the affiliate accelerator and that is where we take about a hundred students a year 100 companies a year and we put them through our system so we teach them you know basic selling techniques like we roleplay with them we help them you know overcome objections we are looking at the deals that they're making we're auditing them and they were also giving them our outreach scripts or templates you know all that they get group coaching one-on-one coaching and we really try to figure out you know what do they need to do every single day to meet or exceed their owners objections and what is underperforming and how do we fix that hmm that is so cool so for one it seems like a perfect natural evolution because I know we've been through this and a lot of folks we talked to in the podcast is yeah you do it for other people and then you see how good you are how dialed and your systems are then you're like [ __ ] I can make a lot more money if I just did for myself huge difference like we take between five and ten percent of what we're pushing for the clients plus a monthly retainer but then with up with our stuff it's like we're taking 50% because we're giving 50 way to affiliates on average there's significantly more money but still I think that you know it having both having the agency and Academy on one side and then having our own offers gives us a lot of stability and the ability to kind of grow the team and it also enables us to learn a lot about what the clients are doing and like best practices and what's currently working that we can put into our own offers 100% I remember we had Billie Jean on the show and he said the exact same thing he's like yeah we make a lot of money but I'm always gonna have an agency element because it constantly forces me to learn yeah yeah an experiment almost like using other people's money to experiment obviously getting them results I mean we did this kind of not thinking about ourself as a content marketing agency and then we realized hey we can make a lot more money with affiliate stuff and let's just create more content ourselves well what I love about what you were saying to is it sounds like you've kind of almost created this a little bit of like a closed system where you're out there and you're you're helping clients get more affiliates on board but you're also training new affiliates which helps feed both sides of the business so that you've got this like really cool like closed loop element yeah I didn't think about that before and it's true and the other thing that's really beneficial from it is people know who's gone through my program and and we get a lot more business done they they feel the difference even if they had worked with them before once they've gone through my program because you know for example like we don't like a part of it is called like structured Deal or No Deal you know to me this idea of like these verbal agreements and these kind of handshake deals is just not the proper way to do business its business with a small B not a capital B I was compared to Apple it's like Apple is not gonna make an agreement with the vendor and they're just gonna do it over a handshake there's gonna be a lot of contracts and that's a big part of what we do is like if you want to have a successful launch you need to have of you know for example for us we don't do a launch unless we have three hundred fifty thousand clicks booked minimum minimum so that is the deal and how do we get there well we have to go out we have to talk to the person that we're gonna be working with right it's like here's what I'm gonna mail for you here's when you're gonna mail for me here's how many times you're gonna mail here are the things you're gonna mail to here's what we expect you to make because we test everything even when we're doing scaled launches we have done a beta test before here's what happens if it fails right and it's all in writing and it's all very clearly mapped out and then it's in DocuSign so when people start working with us they're like holy smokes now the guy I've never had this sort of like agreement like before with anybody normally these are just my friends and my peers and it's like yeah but how many of us have had a really bad affiliate deal yeah yeah if we had gotten this thing in writing right and really mapped everything out and it's like if we had that then we would have something to refer to because people you know I think it's true like the idea that like people's memories are short but how they feel about you go long and I want to prevent people feeling like oh they're just always asking for things or they don't do what they say they're gonna do or you know all that stuff I want to eliminate as much as possible by creating very structured deals and including things like what happens if this goes wrong what if you know for me and you crush it in then I trigger a mail for you and your offer just bombs for me and I you like 10,000 clicks you know like do I keep mailing and do I break the trust of my subscribers because I clearly don't like it or do I do something else and what is this something else what is gonna make you whole and really having those agreements up front our deals close faster they close a lot more than everybody else's deals and that's part of it is like having an actual conversation and not being afraid to get on the phone and do it that's another thing if everybody spends so much time on email and on skype like it's like dude get off of that have a conversation on the phone and then follow up with with something in writing that's how we're really gonna accelerate our results that is very true yeah no you're right and I it's like instant rapport too if you have this agreement it's very clear the expectations there's exit clauses or you know alternative ways to make the agreement you know an amazing experience for both parties I could see just that one element alone the first touch just like holy [ __ ] these guys are really good yeah and then it's a win from there it's setting up the expectations yeah like all these affiliate managers that we've trained and that we all speak the same language yeah I like that so then yeah it's very replicatable you know duplicatable it is what would you recommend so someone with their own product out there and they're looking to add affiliate you know affiliates to help them with their promotions what are some criteria I know you have your own criteria for the company but just you know the folks listening with the product or service of their own what do you think are the necessary foundational elements they should have before bringing an affiliate or an affiliate manager even yeah that's a good question so I think if they have I gonna offer right now and they've been running it on cold media you know and they haven't quite done an affiliate program before you know one of the main things is the person with the highest converting offer makes a deal term and you spending the vast majority of your time making sure that your offer converts because I always say I'm not a salmon I don't like swimming upstream and what I mean by that is I don't like booking offers that don't make anybody money going for those offers right so the first thing you need to do is number called traffic and warm traffic and I think warm traffic is affiliate traffic they don't convert the same so just because your offer converted really well on Facebook or Google does not mean it's gonna convert as well on one email traffic so don't make that assumption it is a good assumption but it doesn't always translate so making sure that you have a high converting offer super super super important obviously you have all the basics right you have the ability to make sure that you can track it you have the banners you have the email swipe copy you have everything so you need that to set that up very foundationally but then the other thing is like making sure that you have so much faith in your offer that you're willing to prepay or guarantee something for people to start testing it that's another thing that I see people lacking is a they're just like oh well you're my bro you know you're my friend like why don't you test my offer and it's like dude this is hell feed my family right this offer has to convert so if you want me to do it sure I can do a test of a couple hundred clicks or I can do a test of thousands of clicks if you can guarantee me like twenty five hundred bucks or you know a dollar per click or whatever and be willing to back yourself and say okay yeah I will I will back that right I will pay that and then once you have that test data then you can say okay great now I'm here's all the test data now I want to bring it out to the rest of the Phillip Carter's because I have proof that this offer converts and it converts well based on these you know affiliates who have tested it and I think so many people don't do that they just like pull it out and they expect everyone to mail for them just because they've they're friends with them I think that's a big mistake the other thing that that I would say is if you are currently an owner who acts as the affiliate manager I'm another polarizing thing about me is that I really don't think you should be doing that I think owners should be doing we're only owners can do great like whatever their specific skillset is in the business that's what they should be doing I'm not saying you give up your relationships because you're a peer have peer to peer conversations get on podcast like this one do live streams you know create like create co-branded products like whatever you want to do that keep that relationship but also you should be having an affiliate manager who's a sales professional in that role driving that every single day that's the one thing that they do and that's the reason why affiliate revenue a lot of times is all over the place when the owner is in that driver's seat because they have ten thousand other things to do we're like nodding so aggressively that's my next starting the herd so there's a couple things I want to touch on there so the first thing you said about the basically when we write sales letters and we're out there you know pitching our products you know in in copywriting and stuff we have what's called a risk reversal right you always try to take some of the risk out of it for the customer to actually buy your product and it sounds like what you're doing is you're applying that same sort of risk reversal methodology to get an affiliate to say yes about promoting so I I love that and it seems so obvious actually now that you're kind of saying it and I'm repeating it out loud as far as the affiliate manager thing now isn't there sort of an element of if I am an owner and I have built a big network I have a few more doors open to me than if I was to go find and hire an affiliate manager who maybe doesn't have the same relationships a hundred percent and this is something that I work with my my owner clients with a lot you know it's like you should only be coming in to a deal you should be like the air force right coming in when a deal is going south or they're not answering your affiliate manager because you have that connection right and there are still some people that like my team never speaks with like I don't do the day-to-day with my team anymore I do the strategy I look at their numbers every single morning like half of what I do is is pushing my team and my clients do their mental blocks selling is hard you know it's a lonely thing so half of what I do is that and I think that you know there are maybe five people that are like my best contacts that they just don't talk to my team you know they they only talk to me I set the deal up with them and then I flip them to my team and I'm like hey you know this is what you know this is what Joel polish agreed to do Joe's my buddy Joel's about Joe's eval you contact so here's the deal that we discussed you know please finish it please finalize it and get everything going but the the rest of everybody else you know my team talks you and I make it very clear like whenever someone reaches out to me or to my clients I train them on this when we do it for them it's like I get it people want to talk on or the owner I understand that but you can talk owner to owner about other stuff like flip them to us it's like hey you know I'm so glad that you reached out about having me promote your stuff I'm going to loop in my team to make sure that they're getting this done because if it's on my plate it's gonna slow down and it's not gonna get done with excellence and I really care about this relationship so I'm going to work with them on it to approve it or to get this done but please you know work directly with my team because these are the people that that's what they do every single day for me so so basically as the owners it's okay to in a conversation with people in our network sort of make the ask about promoting but once they've sort of said yes then you kind of flip it off to the affiliate manager to take it from that point yeah and here you're touching on something that's really important which is when you flip it to your affiliate manager to make the deal right and it's here's where people get really messed up that I see it's like well you promote for me yes okay great I'm so happy like you know let's get the deal done but to me that's not a deal to me the deal is when are we promoting how many clicks are being exchanged what's your expectation for success how much money do you need to make for you to feel like this is a good mailing what are other things that I need to be aware of right if this deal goes south what happens who's my you know who's my contact person like can we and if it works well the first time especially if it's evergreen can we make a commitment to each other that we can get this going together there every six weeks at least so map out the entire year together right that's another thing that I see so many these affiliate manager struggling with is they're like you know it's April 1st and they need a book for April 1st well why why didn't you start booking for April in January and every single month up for your offers and get your whole you know content or your whole you know calendar map go ya know that's a that's always been the experience or for the most part I can't say always but most launches last minute most affiliate promotions last minute know and it's and then you have this undue pressure and it's not needed with a little simple planning it's all it takes and yet I think that that's what takes people away from because we've been doing this a long time and you see so many different iterations and yeah you get almost like you know like I don't want to do affiliate stuff because it's just it just seems like a stressor and I'm just gonna do my own thing so I think a lot of people are you know averse to affiliate marketing because of what you just described yeah and I think it's because you know their expectations too it's like you know how I'm I'm sure people listening to this have experienced I don't know if you have but how many times have you had like your biggest affiliate in the space confirm that they were gonna do a launch or do a promotion for you and you get like so excited right you're like this right we're gonna make millions of dollars I can't wait and then they mail and it's like 10 clicks you're like what happens don't follow through at all you know not good for the word as well where people sort of sign up to promote and we get really really excited about this person being on board and we pushed them to go promote when they say they're gonna promote and then crickets yeah that's that's the most disappointing thing and and part of that is because you did not discuss upfront what the expectation was gonna be because in some people's mind it's like I'll promote you I'm gonna put you at the PS at the bottom my newsletter if I would have known that I would have known to temper my expectations right and I would have also known to push be like really bro you're gonna put me on the PS like look at these stats like look how much money people have been making like in your avatar right like this is a perfect thing for your list like if you don't know you can't push and you can't push to the obstacles and kind of get around things you know it's like getting that information is so important so critical and that's that's what I see a lot of my clients facing is they're like man you know this could be the best launch ever I can't wait all these people are mailing and the first thing I do is I'm like great so they're all mailing Nayla said yes yeah they did I look so excited great well how many clicks are they sending are they sending multiple times oh they send all their lists are they sending to Leeds and buyers or they segmenting it out are they sending to social as well are they jumping on a podcast with you I don't know okay then we that you don't have a watch right you have a theory that this thing is gonna go well like these things need to be nailed down to the ground so that we can then project you know everything around it how much tech do we need how much customer service do we need you know how many like physical order you know physical products so we need to pre-order like all this stuff and I think this is why the affiliate space has so much like you know chaos because you're not getting those expectations up front even something as simple as every single person goes to my program and my and my team before you do a mailing with an affiliate partner even if you've been working with them for a long time you've never asked do this and especially new people you should be asking them how much money do you want to be making from this mailing because I want to smash that for you I want to make sure that we're getting close or smashing it we're taking care of you right and so let's say they said $5,000 so I'm gonna look at their mailing and let's say that they made 7500 from that the first thing that I'm gonna say is like dude you crushed it you said you want to make 5,000 you made 7,500 can we get a Centon opens right because this thing is crushing it on the Eclipse IDE if they want to make $5,000 and they made a thousand that's a very different conversation now I'm coming and be like oh damn that that did not do well can you give me some feedback on what happened are you testing it is that why it looked like that you know are you having some email deliverability did you have do you have low opening low click-through rates like what happened but not having that information up front you know you're kind of shooting in the dark and that's why I think a lot of times affiliate just go am i a they're like oh test your offer you know I want to make five thousand I made a thousand I'm not gonna bother writing these people back but if you know ahead of time you can push hard or you can pivot yeah and I guess you know in the same way we say when we're getting this big affiliate on board we're really excited about this because they're gonna push they're gonna drive all this traffic I guess you want that affiliate to have that same level excitement and if both sides are very excited about the potential and both sides kind of have those expectations set then you know you're you set up for success a little bit better yes yes and it's in writing which is expectations yeah mm-hmm yeah and you said the thing I think the failure part or you know failure because I feel like yeah and you said the word it's feedback in the fact that you're asking for feedback is immensely better than just nothing or ignoring the fact that you didn't hit your goals because yeah you have this affiliate that feels like well [ __ ] I didn't get what I was feeling I was gonna you know receive from this deal and the fact that you're asking for feedback and you're giving them potential solutions I'm sure that the most affiliates if they maybe didn't make enough money they're still feeling like okay well they got my back they're thinking they're trying to help me out here they're coming up with potential solutions yeah and I think you know I think that's part of being a salesperson you know is being a good salesperson is that customer service aspect and really knowing who your customer is our customers are our affiliate partners and we want to delight them and we want to be able to anticipate their needs which is one of the reasons why I hammer people so hard I'm like knowing what that number is and their affiliates head so that you can you can treat them with you know the respect that they deserve and be able to fluidly ask for more if it did well or you know really not kind of apologize but also try to brainstorm on how to keep that relationship going because maybe that one offer bomb to their list but you might have a lot more that will do well later and you don't want to like you don't want to mess that up just by not knowing or on the flip side only having a small bit of information like one of the things that drives me crazy too is when people are like oh my god my hot new offer it's converting at ten dollar earning per click it's amazing you know and you're like okay cool but um a lot of times and you look at it that's just that's just one part of the equation like maybe they did get a ten dollar earning per click but the open rate and the click-through rate was abysmal so the affiliate actually didn't make the money that they're hoping and now you're going around harping that they have these huge e pcs because that's the only metric that you had and you didn't ask right and your affiliate partners like yeah I was attending a PC but I normally send 10,000 clicks and I sent 500 like you know you have to get all you have to get all the information on the table right yeah and then it could have been the quality of traffic and yeah I'm not specifying it was a cold or was that just a you know your own list so you you teach you teach people how to be better affiliates as well too right that's part of the training course that you do yes yeah so the training course is designed for affiliate managers marketing managers and owners it's a six month program basically what they do is they start very foundationally so we do you know we ask them to do an audit of every one that they're working with look for opportunities to increase the volume with their current affiliates because there's this obsession in the space with like any more new affiliates like if I just have more super affiliates I'm gonna make more money it's not true you're not taking care of and note without a doubt I mean I consult with everybody from Agora is probably my largest client 1.7 billion dollar company you know all the way down to kind of people are just starting out they're not crafting and structuring their deals solidly with the people that they have they have so much money left on the table so shore up those leaks and then go get new affiliates so we do very foundational kind of where are you at how can we improve you know and then we go up to negotiation techniques customer service you know really trying to get them to understand that this is a selling role primarily and getting them off the email and the you know the Skype chat like drug like it's just a drug like it's so easy to ignore you on those and I teach them it's like hey this person's not responding to me okay what do you do with them oh we email them okay I want you to email them I want you to Skype chat them I want you to call them want you to text them I want you to send them a lengthy message I want you to find their Facebook I want you to send them a message there I want you to find out like their home phone number if they still have that like what like someone on their team will respond you if they don't then you're gonna go find someone else in their team and you're gonna get that that is your job your job is to get the get the traffic right and so really pushing people out of their comfort zones to do that so that's definitely what I trained trained them on and the owners a lot of owners go through my program because they don't have established systems and processes and KPIs and quotas they have it all living in their head and they're frustrated with their results they're frustrated with the results of their affiliate manager and part of that is because you know their affiliate managers not a mind-reader and you need to remind them every single day like hey I need to be making you know I want you to be generating a hundred thousand dollars a month well what does that look like broken down day by day how many phone calls how many clicks you need to book to get that right and just continuously looking over their numbers salespeople need constant training and reinforcement you know they're not robots right so making sure that you have the ability to do that it's really gonna help you get the results that you're looking for in your affiliate program mmm that is powerful because I mean yeah if you know your numbers that solves probably 80% of the all of your issues so they know what to focus on but I loved what you said about just being persistent and also you know feeding the salespeople or the the affiliate manager the you know the angles or the different options they can do for follow-ups like it might have sounded like to some listeners like oh my god they're just like berating them with messages but like no at the end of the day the intention is good it's a win-win and it's you know obviously you're doing that for a reason because they agreed or or they had interest at one time but fell off for some reason well than just knowing how to give up right there just knowing how you and I operate Joe we definitely have preferred mediums that we communicate on and then mediums where we completely ignore like if you were to find my skype and my facebook Messenger and my email and my phone number you probably wouldn't get a response from me on skype or facebook Messenger and if you tried to call me unless you left a voicemail you're probably not gonna get an answer but if you hit me an email I pretty much clear out my inbox every single day so everybody kind of has their preferred medium so although it sounds like you're bodging them with like 10 different contact points the likelihood is they're gonna see it in two of them you know you're exactly right and I that's one of the fundamental principles of what we teach it's like you also have a responsibility to know your affiliate partners through and through and know what their preferred medium of communication is and that's one of the first things that we ask them we start working at that was like do you know how people respond best to you because for me email is a black hole my probably ten thousand honored messages in there the best way is always a text me right and anybody who knows me knows that and that's you know that's it is it and I get this pushback a lot right this is one of the reasons why I am a bit polarizing in the space because people here and they're like oh my god you're gonna hit them up on all these different mediums like I don't want to do that there's a way to do it elegantly it doesn't have to be the same message and you can even say things like hey I know I'm like hitting you up a lot haha also I'm doing that because you asked me to do this so you can tell me to like you know take a hike or do you want to make this money together because like you said that's what you wanted and I want to make sure that I'm taking care of you it's part of my character and part of my integrity to make sure that I do what we committed to right and you can you can craft that message in a very elegant way but people you know the squeaky wheel gets oiled that's the reason why my team and my clients anybody that goes to the program like they get better results because they know like it's the people that keep pushing and keep pushing and you don't have to be a jerk about it you can do it in a high-end concierge selling way but you have to get through it's super true because I'm just thinking of just any any you know silence that I've ever experienced and work you know if it's you know going after a deal like you've said or even just trying to collect back in the agency days on money it's like how know the squeaky wheel always gets paid or you know and you don't have to be a jerk about it like like exactly what you said that's how I would approach it that in I always got paid well we're marketers so I'm not averse at all to trying to hit people in multiple places that's literally our job like when this when this episode goes live once this goes live I'm gonna mail our list I'm gonna do a mini chat broadcast to our Facebook broadcast list I'm gonna share it to our Facebook group our Facebook fan page our twitter account our linkedin account you know the list goes on and on and on this this episode is gonna go to every marketing channel i could possibly think of and all that with every single episode I'll text amber instead of email her so she knows it goes live yeah no it's multi-channel marketing and that applies to everything out there yeah and it's foundational selling principles you know and I think that that we have a responsibility to do better and and that is the reason why I built this Academy because I couldn't service all the people I wanted to work with and we just didn't have the bandwidth we want to stay as a boutique agency and I felt like you know there's just so many people out there that needed better training and like I said half of it is systems and knowing your numbers and having the personality for it and then the other half is you know your mental breakthroughs you know being told no all the time or going having people ghost on you and all this other stuff it's hard and also being responsible for numbers you know it's hard and that is you know that is the reason why I designed this and why I think that anyone who goes to the programmer works with us feels like we know them feels like we care about them and also they know when we reach out we're here to get this money and we're here to make these money together yeah now how do you recommend people go and find new affiliates for their products if I'm getting ready to launch a product and let's say for example I'm a I'm a JV manager and I need to go and find affiliates to promote my clients product what what are some of the like kind of early easy recommendations that somebody can do to go and get affiliates on board yeah my favorite way is referrals I think that's the best way to do things and the best way to accelerate that is running a second tier referral contest that's one of my favorite things so let me get really specific here before people start running off and doing it the most important thing is to structure the deal which is basically for us it's like hey we're gonna launch this thing in three months from now that should be the minimum amount of time before you start recruiting I like to do six months in advance to start recruiting it's like hey we're have this launch coming up in three months I would like you guys to introduce me to people that I don't know yet I will give you a second tier Commission on top of it and you also eligible to win let's say $5,000 for the first prize $2,000 for the second prize you know thousand for the third prize whatever but here are here's what I need for you to qualify for this I need people who have an email list in health who are willing to mail third party offers and that can you know send me 10,000 clicks or more and that's gonna be the type of person that I'm interested in meeting and you need to introduce them to me via email right or through text message or whatever this is what I'm looking for right so to qualify on this this is what they need you can even take it a step further and say you know we'll give this money at the end of the launch because those people also have to mail for the launch right so just getting really tight around like your agreement and like what you're looking for so the reason why we started doing that is because the first time I ran a second tier contest referral contest was for the thyroid secret they had 82 affiliates when I first started working with them they've been doing it for like three years they had a email list size of like a hundred and fifty thousand and so we decided to run a second tier referral contest and we didn't have those kinds of restrictions and we ballooned it from eighty-two affiliates of 1,400 so I spent all that time trying to figure out like who's who who was a minnow who's a whale you know all this other stuff but we had an amazing launch we ended up adding five hundred eighty nine thousand names to the list additionally you know we did a multi seven-figure launch to put them number one of the New York Times from that list they sold like 48,000 books from that docu-series list that we did and so it was really good but I was like mired in like I didn't know who was who and out of that 1,400 new people only about 40 of them were affiliates of any real size that could send real volume so we were like drowning in it and so after that every single second tier of 400 contests that we do we want make sure that we have very specific requirements for what type of introductions that we want make sense and I'm sure the quality goes much higher the messaging because it's that and that is what gets a little scarier if you don't have these roadblock is immuno when you sign up new affiliates I mean who knows how they're promoting it or what they're saying yeah because you kind of lose touch a little bit with everyone right yeah but that is I mean if you want to dramatically accelerate the pool of people that you're working with like a your referral contest is the way to go that's awesome yeah I've never even heard of that actually and and second tier is essentially is is essentially you know someone bring it in their network and then becoming an affiliate and then they're getting paid for that referral just so listeners can I know what's going on there that's cool yeah it's it it's one of my favorite things to do and it's how we've scaled these launches in a really huge way mmm interesting yeah we keep staring at your we're under your website and you have these like three quadrants the launch promote grow and it's it's really I think everyone can go over there to your website and essentially just check this out and you can see how much is actually involved with you know becoming an affiliate manager or just doing your own thing you know to try to get affiliates and it's a lot of work I mean that's because we tried doing it ourself for a while this is not sustainable as an owner like I think it's selling me is like meant someone else you're just handle yeah like you said you know the owner you have so many things going on and this just adds a whole nother layer of it's like a new business you know you try to do it yourself it is and I think you know I the other part of affiliate you know revenue is I always talk about it as it should be the most stable part of your revenue because you know algorithms are fickle creatures you know 12 years ago I could get on the first page of Google for any keyword that you think of in three days right and that has changed you can't hack into it and do that anymore right same thing with Facebook and Google like it's something that you were making a ton of money a funnel that was crushing it a vesl all of a sudden falls out of favor and so now you're stuck trying to figure out how to make that work again whereas affiliates you know you're not pre paying them to have eyeballs coming to your your site or your page typically right so if you can figure out a way to make that stable that should be the most consistent part of your business now it's never going to scale like come--as is and I would never say that but I will say that when people figure this out they're like okay great so I know I could be making a couple million a year on autopilot basically if I take care of my affiliates my structure my deals and I have a trained sales person or not position which is going to pay for my overhead my employees my you know pretty much everything and then everything else will build off of that mm-hmm and I get a little excited at cuz Matt and I are you know pede pede ads guy and do a lot of lot of retargeting all that fun stuff so it's like the input of all this new traffic that is warm traffic you know it's endorsed and then if you can back that up with some simple kind of follow-up mechanisms of course email and all that stuff but then you have retargeting going which should also help your affiliates sell more yeah it's another win-win all right that's what that's what gets me all giddy I'm curious when you do launches these days what's what's the the sort of main launch model that you're using so I know for a long time there was the the Jeff Walker product launch formula you know three videos and then a launch and and then for a long time a lot everybody's wet launches were webinars and it seems like lately the docu-series stuff has been really good and I know you're really involved with the docu-series stuff is that kind of the route that you take for most of the launches that you work with now yeah certainly for health that is something that I'm pretty well known for like we've done some of the bigger ones and we have a docu-series like training course and you know we have all that but I will say that you know like anything I can sense that things are shifting right like these big docu-series are not happening with the frequency that they used to and I think part of that is because the consumer is getting way more familiar with it and you have a bunch of these filmmakers that are going on just like shotgunning all these different types of docu-series and what we've seen from it is you know what matters a lot is the topic in terms of how it can scale so for example everyone's afraid of cancer so cancer by itself and a cancer documentary is gonna crush and people are aware of it they're aware of cancer they're aware of diabetes they're aware of Alzheimer's very different than when you're trying to create an awareness product like thyroid disease or autoimmune you're teaching as you're kind of doing it and so that's one big takeaway that we've had it's like if you really want something that's gonna scale it has to be something that consumers are familiar with and then the other thing is you know on average when we run these things we get around 300,000 leads on average we've gone way higher gompa million but on average between 300 and 350 thousand leads that we do per launch and what's happening is you know these emails are not being delivered anymore and that's critical because the way that you're pushing people to watch is through email they opt-in and then you're like hey episode one's going live well if they're throttling us and Infusionsoft and they're following us everywhere else they're not gonna get that email for more than 24 hours and now if via one expired and they're pissed off and so like it's really important to focus on the quality the customer experience testing it and making sure that you know to really kind of educate you can have your own spin on how to prevent cancer or treat cancer or beat cancer but it's a topic that people are familiar with and that's gonna enable you to scale it much bigger do you have any ideas of where you think the markets headed with these launches for you yeah I mean I think that I think we probably have another year or two for these docu-series to be as big as they are before we're gonna start the pendulum is gonna start swinging back to I think like VSL you know the whole long-form landing page like all that stuff I don't I don't think that this particular model is going to be this strong for very long mm-hmm yeah and I mean you see it now sprinkling into all these other industries and because the health space because I did a lot of stuff in there for a while a couple your clients like paid room I think the last name it's been years but I know yeah yeah he mean there's just so many people doing that and they've done it very well and it has been going for a while so yeah the market kind of serves picking up on stuff and then you have to shift yeah they do you know you you the first time a consumer saw like you get all these nine episodes for free it's like wow you know and that's it we're taking it down and that's like we play weekend you know there's a good car clubs like they're getting used to this and they know this now so we have to shake it up a little bit and certainly docu-series is where I got a lot of my you know support in the industry and I've made my name I'm very grateful for them I work with Pedram and Jeff Hayes and all these guys a lot and they're amazing filmmakers but I do think that we're gonna have to start changing what we're doing to stay in front of the consumer and to still delight the consumer you know to still give them a ton of value ya know so with with your your East 5th Avenue that that's the the agency side right yeah so Eastern avenues like the almost like the umbrella that everything lives under so East Fifth Avenue is the main company and then we have the agency which is and then we have the Academy which is accelerate affiliate accelerator and then my corporate clients work with me under Spears method that's like that's where they get a lot of my time so like under the affiliate accelerator you work primarily with my team you'll only talk to me once a month on group calls but I personally look at every single accountability report that's submitted and I give specific feedback because that's one of my favorite things to do but the corporate clients they get a lot more of my time and I can accelerate their results a lot but it all lives under the East Fifth Avenue umbrella god yeah so for the the agency side of things what what does a company look like that's ready for your agency like where does somebody have to be before they can reach out to you and say hey I want to I want to retain you guys to do all this for me yeah it's a good question so again high converting offer we're not Salmons so that's that's gonna be the first thing that I'm gonna look at is you know does this offer have legs can i scale it and can i scale it in different niches you know can I bring a health offer to beauty or you know to to any other type of niche to PD like what kind of offer is this does it have the ability to really scale it and then the other thing is easier to product that we feel good about just pushing to the absolute limit you know cuz there's a lot of high converting offers that are trash products and that's not gonna make me feel good at the end of the day and then the last thing is is this somebody that we want to be married to right because our personalities we're where there's 17 women on our team and one man and we're just like type hey like going for it you know purpose it's just that's what we've attracted in and we continue to grow and you know we also want to feel like the people that we're working with are people that we want to you know be in a contract with for six months to a year and then every time we're resigning so high-converting offer the offer has to be something that is valuable to the world and we have to really enjoy them and their team and they have to have truly like a like a team to like there's only been a few clients that we work with that are just like a one-man show because if we're gonna be taking these offers out in a huge way like the email copy gets fatigued you know the landing pages needs continue to be optimized like they need a project manager like you know that's another component of it that's really important yeah so is there like a specific sales volume that you like to see before you know okay this is a high converting offer yeah I mean we will spend honestly two to three weeks diving into their numbers like the newest person I've ever taken on is somebody who tested their offer on 50,000 clicks and it did really really well and I personally called every single person that they ran with and asked them hey I saw that you you know you ran this offer did it do as good as he said it did did you like working with him did you have refunds what was the feedback on your list before we brought him on most of the time and they've probably done at least half a million dollars in sales on their offer at least before we're gonna take them on as a client mm-hmm that makes sense okay yes it's like nice season offer there yeah just to kind of because we're yeah we've oh man there's a lot of stuff that we've covered up this is good stuff yeah what I'm kind of curious cuz you have a lot going on and they do a lot of speaking you're currently almost gonna be moving around pretty soon what's your typical day-to-day look like maybe in a span of a week or so I've never had anyone ask you this question before a lot I'm on like I probably do 9 a 12 calls a day then practicing when I'm preaching right like I'm talking to some of our biggest affiliate partners I'm talking to corporate clients I am you know talking to my team and making sure that things are moving I'm looking at their numbers every single day so I'm I'm on the phone a lot talking to clients or affiliate partner so that's a big part of my day and then once the day is over I'm trying to get through as much emails I can get through so my days are pretty long but I'm usually speaking a minimum of 1 to 2 times a month on stage and I'm also traveling to like Baltimore to train with my corporate clients or I'm you know traveling to do some other sort of training live and in person so I'm on the road the last three years I've been on the road around 220 to 250 days on average which is a lot yeah and I'm really trying to slow that down which is why I'm excited to go to San Diego because that's gonna take a big chunk out because I'm there so often with clients imagine yeah that's pretty much what my day looks like basically being glued to the phone yeah it sounds like it's where you should be though you know for for your skill set and the company I run it yeah I enjoy it I love talking to people I genuinely really enjoy them so it's fun for me that's awesome cool so the so we do have a couple little just wrap up questions that we ask everybody do you have any books that you recommend to people often or that you find yourself referring back to often is a good reference for your business or I guess it doesn't even have to be business we you have a great some development mindset whatever it is yeah yeah just any sort of book that you reference a lot yeah actually my one of my favorite books has never split the difference mmm I think it's one of the best books to read if you're selling or you're doing any sort of negotiation I think everyone should read it because I think you're being you're either being sold to or you're selling and every conversation that you're having you know even as something as simple as like negotiating rent like that is that book I think is like just amazing I recommend that every single person reads it it's are you familiar with it that's Chris fauces book right yeah I've heard his interviews and I have not read it and Roland was weird in a mastermind yesterday Roald Fraser and he was like that book is so amazing and he used it for uses it for his negotiations and then selling so I need to get it now I know a lot of the concepts and they're freaking powerful yeah it's great and I love essentialism that's another really good book that's helped me a lot that's that's another one of my new favorites yeah and I'm into like although there's kind of self-help like a return to love and like all the other stuff I think I read a lot but I certainly think anybody who is in a doing any sort of selling should definitely read never split the difference yeah what's your do you like to listen like audible or read so I like to I like to listen to fiction I have to read nonfiction and like business books because I don't retain listening as much for me so I'm starting to find always experiment and I think that's what I was into doing it just like audible that sounds great and like damn it just talking a lot of numbers and a lot of lists and I'm like I just gotta figure when you're using audible you're like I mean for me I'm out walking I listen to podcast when I walk the dog but you know most people are out driving or something and if you want to take notes or highlight you just can also I can definitely see it for sure very cool awesome well where should we direct folks you know now that they listen yeah and either they love you or they hate you what do you want the lovers to go to yeah I mean they're more than welcome to go to our East Fifth Avenue comm site and then we're gonna have a new page up for a phillyd accelerator but for now it's Spears method calm that they can check out and of course you know if they want to come hang out with us in Cabo mimosa mastermind calm is like that's kind of like my fun kind of hobby business but I get a lot out of it I put my heart and soul and so like making a community and our events are very different like people like Perry Belcher and chris guerrero and all these people they come to our events and what's different about ours is these people get off stage and they work with you one-on-one so we do like a full intake and figure out what your needs are and then we pair you with the experts that you need to meet and they actually spend between 30 minutes to an hour looking at your numbers giving you a very specific feedback and then we hand select where you're sitting every single day and we pair you with the people that you need to meet you put the ROI a lot on our own shoulders instead of being like paid thousands of dollars or code in my event and then you get the ROI you figure it out I mean I even know down to like what like what hotel room they're staying at and I put them on the same floor as people that they need to run into on the elevator so if they're if people are interested in health and wellness or PD or EECOM the most omastar mind is like one of the better events not just because I put it on but just from the feedback that we get we have a 79 percent return rate for people that come because they really really enjoy it so that would probably be a really good place to check out to the fact that you have your you know use Fifth Avenue is so dialed in it seems like the mastermind would be just as dialed in and you know a lot of fun too oh yeah it's it's a lot of fun goofy name we definitely do a lot of work but we have a ton of fun too and there's a lot of them this is being drank for sure yeah should be all about whole link all that stuff in the show notes when does that event happen October so it's October 25th through the 29th this year in Cabo um I'd love to have you guys come out you guys you guys could come out and be podcast experts because we get a lot of people asking you know how do I start my own podcast or like I have one and I don't I don't know quite know how to scale it and you know I don't know how to monetize it and not be really cool to have you guys come out it sounds epic that's the space we're operating in these days is the teaching podcasting to marketers basically yeah sure I'd love to keep that conversation going with you guys about how do you guys come out as experts acaba would be awesome right on thank you ever follow up and uh yeah we'll let you go get back on the phone and just kidding take a break damnit really appreciate this this was awesome thanks everybody for listening to this episode of the hustle which flow chart podcast before taking the time to listen we want to give you something a little bit special every single episode that we do we actually have somebody on our team take notes we basically have a Cliff's Notes version of every episode where you can go and find all of the tips and tactics that they laid out all of the resources that they laid out all the good stuff from this episode we actually have a nice simple Notes version that you can find on our website so go to evergreen profits comm find this episode that you just listened to and give us your email address and we'll send you the notes thanks for listening Ricky

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## Appendix: Quick Reference

### The Offer (Memorize This Block)

**$4,000 to start** — the build, your first month, and a dedicated go-to-market affiliate engineer placed on your business.
**$2,000/month after** — that engineer, the campaigns, the strategy, and our management of all of it.
**Plus a flat commission per customer** the program sends you. We only win when your partners produce.
**The promise:** ten signed affiliates and double your build fee back in attributed revenue inside 90 days, or we keep working free until you have it. You keep the program, the partners, and the tracking either way.

### The Four-Step Story

1. **We build it** — program, links, QR codes, promo codes, portal, leaderboard. Two weeks.
2. **We recruit** — your first ten affiliates, by us, from the map of everyone already touching your customers.
3. **We run the campaigns** — written for each partner with their links already in them, and we hop on and help them send it.
4. **You get customers** — referred, pre-sold, and tracked to the partner who sent them.

### The Contrast Table

| | Ads | Networking | An affiliate program |
|---|---|---|---|
| Who carries your message | A platform, to strangers | You, one handshake at a time | Trusted local businesses, to their own customers |
| What it costs | Rising monthly, regardless | Your time and breakfasts | A commission on results |
| Tracked | Yes, but rented | Not at all | Every link, code, and customer |
| Compounds | No | Rarely | Yes, partners recruit partners |
| Who owns it | The platform | Nobody | **You** |

### The Brand Voice Rules

1. **Owner-to-owner**, never marketer-to-prospect.
2. **Concrete nouns beat abstractions.** Not "strategic partnerships" — *the roofer, the barbershop, the gym down the street.*
3. **The industry does the persuading.** Say what the big brands do, then say nobody brought it here.
4. **Numbers over adjectives.** "Ten partners, ninety days" beats "explosive growth."
5. **Warm contrarian.** The villain is rented attention and unmeasured goodwill, never the owner.

### Banned Words

unlock · 10x · synergy · leverage (verb) · transform · game-changer · disrupt · revolutionize · "scale your" · guaranteed (as a bare adjective)

### The One-Liners (Pick By Context)

- **The flag:** "We build you an affiliate machine."
- **The wedge:** "The big brands have run affiliate programs for twenty years. Your competitor down the street doesn't have one. Neither do you. That's the opportunity."
- **The reframe:** "You already pay commission for customers. It's called Meta. The difference is you can't build a relationship with an algorithm."
- **The proof-flip:** "Nobody sold them. Somebody told them."
- **The close:** "You own the program, the partners, and the tracking. Forever."
- **Deals > Ads.**