Elite Strategy Secrets Manual

Tanner Chid!
ter ’s
ELITE STRATEGY SECRETS
A MESSAGE FROM TANNER…
Welcome to Elite Strategy Secrets! First off, I want

to congratulate you on investing in this course and
deciding to invest in yourself, your business, and
ultimately, a brighter future.
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Before you go any further, make sure you add
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yourself to our private Facebook group by clicking
on the button below…
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ESS FACEBOOK GROUP
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As you set off on this journey, I want you to understand this will be one of the
hardest things you ever do in your life. Building a business is not easy, even
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though a lot of people out there might say it is, it takes a lot of hard work.
At the end of the day, my job as your coach is to try to give you the tools
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necessary to dig the hole, AKA a shovel. But if you decide to set it on the ground
and not actually use it, it's not going to be able to work for you.
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Success doesn't come to everyone. And so, knowing that, if you want a 1% life,
you have to be able to do what only 1% of people are willing to do.
But, what I can promise you is that if you go through this course and you actually
implement the things in there I teach, you can do whatever it is you want to do
because everything I'm showing has been proven and tested.
Once again, welcome to Elite Strategy Secrets, I look forward to helping you
move your business forward.
-Tanner
© 2018-2020 Tanner Chidester. All Rights Reserved.
HOW TO GET SUPPORT
Let’s talk about how to get support and where to find things…
The best place to get quick support is by utilizing our private Facebook
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group.
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Because this isn't a one-to-one coaching course, the best protocol to follow
is to go into the group, post your question, you can tag me or maybe
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someone on my team and then obviously we're going to comb through that
group as frequently as possible to answer your questions.
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On top of that, you're also going to have support from the other group
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members and I encourage you to support others as well. It’s important to
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surround yourself with like-minded individuals as you take on growing your
business online.
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If you have a technical support or billing question you can always email us
directly at support@eliteceos.com.
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MINDSET OF AN ENTREPRENEUR
MINDSET OF AN ENTREPRENEUR
The first thing is to understand that all these things that I talk about in the video
will happen. There's no way to not have it happen, and you just have to
understand it's part of the process.
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So, you're going to feel tech overwhelmed. You're going to have people say
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you're stupid for trying to do this. You're also going to have bad clients at times.
You're going to have problems with processing payments. You're going to get
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frustrated because you feel like you're getting so much info at once that it's just
completely overwhelming and you don't know what to do.
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The most important thing I can tell you is it comes down to simply doing what
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you're uncomfortable doing. Doing things that you don't really want to do, just
because you know it's what you should do.
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Just remember that when things start to get difficult, you have to push through!
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TOOLS SET-UP
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TOOLS SET-UP: Overview
Okay, let’s rock and roll! The first thing you need to do is set up a few tools that
are going to make your life and business much easier. Here’s an outline of the
tools you’re going to setting up.
Objective:
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• Introduction to setting up your automations
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This module is all about automation. We are going to set up:
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➡Your Active Campaign, which is your email automation.
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➡Your Facebook Ad Account
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➡Your ClickFunnels account, which is going to be your marketing funnel.
➡Your ManyChat
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➡And More!
Any and all automations is going to get handled here.
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The reason for doing this is so that you can go ahead and get through some of
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the hardest stuff first and get your tech and your funnels all ready to roll, so that
when you are finally ready to start pushing traffic, it is all set up and ready.
As you are going through this module, make sure you follow along closely. If you
get stuck, obviously you have the Facebook group but just go through step by
step. You will see exactly how to do everything, all the links, get all your stuff set
up so that when we start going through the other chapters of the course, you will
be good to go.

TOOLS SET-UP: Active Campaign
Objectives:
•Understand the importance of Active Campaigns and Email Automations
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•Reviewing the different links available
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Setting Up Active Campaign
The first step is to set up your free 14-day trial. Make sure to get your free trial, as you’ll
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need it in order to use the free email sequences below.. There are many different email
automation services you can use, but I highly recommend this one.
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Save these two email sequence example URLs for later…
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B2B Email Sequence Example
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B2C Email Sequence Example (Fitness)
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Here are the steps for creating a campaign…
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Create a List
➡ Click the “Lists” icon and select “Add a List”
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➡ Name the list, add a URL and give it a description.
Create an Automation
Note: Be sure you’ve set up your 14-day trial!
➡ Click on the “Automation Icon on the left hand menu and then on Create Automation
➡ Click Import an Automation.
➡ Paste the URL of the example sequence you want to use.
Note: You’ll want to create separate lists and automations for different products/offers.

TOOLS SET-UP: Facebook Ad Account
Objectives:
• Understand why it is useful to create a Business Manager on Facebook
• Create a Business Manage
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Why do we need a Business Manager?
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A Business Manager is created to prevent Facebook from blocking your Ad
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account on your personal account. If your account is blocked, you will not be
able to create new ad accounts, and essentially, you will have to start a new
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Facebook personal account. The idea is to separate your business from your
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personal page account.
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How to create your Business Manager
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First, go to the link provided here; https://business.facebook.com/, and follow the
prompts:
➡Add a page to set up an Ad account. (Note: You're only allowed to set up one Ad account).
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➡Ad account
➡Create an Ad account.
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➡Label it.
➡Create a page, or if you already have one you may add that page.
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➡Put in a pinned post
Useful Tip: This can be links to different courses, meeting links, call links,
or other things of interest to you.
In the About Section, you'll add your contact information, such as, your phone
number, email address, website, social media, and a short bio of yourself.
Remember, a professional look is important, not only for current clients, and potential
clients, but also for the sake of Facebook. Facebook looks at your account to see if it
looks like a legitimate account.

TOOLS SET-UP: ManyChat
Objective:
•Understanding ManyChat and its features
•Getting familiar with the different growth tools
ManyChat and its growth tools
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You will need to get the paid version of this not because I make a commission off of it, but
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because you're going to want it for the best way to run your ads. And I would just highly
recommend the $10 a month and it's totally worth your time.
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To begin;
➡This is your dashboard, and this shows the active subscribers over a period. It could be over
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however long you want. If you go back to the last 30 days, and you can see I actually unsubscribed quite
a few people and it jumped back down. I was almost at 25,000 subscribers.
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ManyChat a very efficient way to run your business and you'll find this really useful.
➡Now your audience is simply just everyone who's in here. You can see all the different people who
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have subscribed, when they subscribed, male or female. if you need to find anyone specific, you can do
that as well.
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➡Growth Tools: You're going to have growth tools, and this is where we're really going to focus on
for a while, and I will show you how to set this up in the most effi cient way in our later chapters, and
show you why it is so successful.
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➡Broadcasting is like emails that is sent out. You'll see that you could get anywhere between 20%
(depending on how big your list is), to as high as 90% and higher. This is very effective, and you can get
a ton of clicks, which really helps grow your business.
➡Automations: In automations you're going to have what's called a main menu, and the main menu
is simply at the bottom. When your contacts/clients, prospects, open an email, you can see it right here,
at the bottom of the page. So usually you can put automations with a link to your Facebook group and
YouTube so they can learn more about you and become more involved in what you do. (That is
something I do).
➡Then there is, sequences. I think of those like automated messages. Here, we have over 11,000
automated messages with almost 100% open rate. And this is phenomenal. You could go back here and
see that the open rates are extraordinarily high.
➡Flows: We won't talk about these much; because these are not used as often.

TOOLS SET-UP: ClickFunnels
Objective:
•Understanding, what is a Click Funnel Account?
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•Setting up your Click Funnel Account
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What is a Click Funnel Account?
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Consider it as your website. So, it is an inexpensive and easy way to create a website
without a lot of technical experience. In the past when the internet was not so popular,
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you would have to pay a coder or a designer a lot of money to make a website.
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Now, you don't really need a website to just send people to look at stuff. You need
something that moves people through certain pages at certain times to take certain
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actions. And so ClickFunnels make it really simple for someone to pay a very small
monthly fee and edit and add text and pictures and all kinds of things to their website.
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Steps
➡ First, here is the link to your 14-day free trial.
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➡ A template is already made for you, just CLICK HERE.
➡ So, go to settings, and if you have your ClickFunnel accounts set up, once you set it
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up, you can click on this funnel, and it's going to go right through and set
everything up perfectly.
To recap: The fi rst thing you want to do is get your ClickFunnel account trial right
here. Set this up. Once you're done with that, go ahead and come back here and then
click this. And this will put this shared funnel right into your ClickFunnels account.

TOOLS SET-UP: Acuity Scheduling
Objective:
•Setting up your booking calendars using the best available software
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First, set up your free trial here: Acuity FREE Trial.
There are various booking softwares, and the number one reason for using Acuity versus
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ScheduleOnce or Calendly is because it's more advantageous as your team grows, and it
is more cost effective.
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To get a feel, switch over to Acuity and you will see the following:
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• My calendars, with my entire team with coaching or taking sales calls.
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• This is a schedule of some of the calls today, as well as the call traffic for other days
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• Go to report. This lets you know what types of bookings you have.
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• You can go to the users. There's a lot of stuff.
We will focus on appointment types. As you can see, there are numerous amounts of
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appointment types in my business.
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Benefits of Using Acuity
The other benefit to using an Acuity is you can;
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➡Manage users
➡Bring people in
➡Integrate stuff really easily
➡Sync your calendars so that you can make sure that nothing gets double booked
So, this is what Acuity looks like and I recommend that you get this set up by purchasing
through the link here…

TOOLS SET-UP: Wave & Docusign
Objectives:
•Understand how to use Docusign
•Understand how to us Wave
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•Know the Pros and Cons of both Business Tools
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made need clients to sign.
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➡ DocuSign is what you are going to want to use for all your documents that you
➡Now in terms of Wave, this is what it looks like. And the reason I like Wave is you
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can use PayPal, Stripe, and Wave. These are the three main payment types.
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I will use PayPal if that is one of the only options for them, and they can only do
PayPal credit.
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The reason I like Wave versus Stripe or PayPal is
➡ PayPal is not very good if someone disputes your payment or charges back, and
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there's not a lot of protection. And usually you're going to lose.
➡ Stripe makes you create a page for every single price you are going to offer.
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➡For example: If you're offering a price at $1,600, and then on the phone call they
are like, "Well, you know, I can't do that." And you decided to drop the price, and
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then it's $1,200. But instead of being able to take the payment right then, you have to
go and create a brand, new link.
➡Wave lets you type in whatever number you want, then that allows you to change the
price or down sell, or up sell. This way, you don't have to constantly make new buttons,
and it's just a lot more efficient.
Make sure you sign up, and link your bank account, etc. For the Agreements and so
forth, my recommendation is DocuSign.
There are examples will be below the videos in the member portal, however these are for
example and educational purposes only.

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Honing Your Offer
HONING YOUR OFFER: Avatar & Niche Worksheet
Objectives:
•Understanding the worksheet
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•Knowing who you are going to target, what your niche is and how you can scale
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In this module, we will talk about:
•crafting your offer
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•making your avatar sheets
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•building out how you are going to serve
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•who you are going to serve
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•at what price point
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•what is going to be the pain points
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If you go into a marketplace and you decide that, "Hey, I am going to sound like everyone
else, I am going to be an ad agency and all I do is tell people I run ads" and all this other
garbage, it just will not work out very well for you. It is not going to be very efficient or
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very effective. I can promise you that you will not be successful.
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The avatar and niche worksheet - CLICK HERE TO DOWNLOAD
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1. What is the ultimate goal they want? The first question is the biggest result I can
help a business or a person receive. So if you are in the fitness niche, it is to lose
weight and keep it off forever. Ultimately, in a perfect world, if someone was going to
hire you for fitness help, what is the ultimate goal they want? They want to lose
weight and keep it off forever.
If you are in a business, if you are a B2B individual, more than likely what you are
going to want is to help someone create repeatable systems that they can duplicate
and replicate over and over again. If you are an ad agency, it is like, "I help people
generate leads" or if you are a sales consultant agency, you are like, "I help them
build a sales team" or "I take sales calls for them." It needs to be the #1 result that
you could get someone.

2. Who is your ideal client? One of the clients he has had in the past was super wealthy and
overweight and so paid me well and was really easy. You will find that high ticket clients are
typically easier than low ticket clients. They complain less, murmur less and they do not tax you
as much. They are really are ideal.
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So, in a perfect scenario, I want someone in the fitness niche who is overweight, has a lot of
money, is maybe a CEO or business person, so they do not complain a lot. They understand
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there will be problems. Going back to the B2B side use that for your niche. I just wanted to
make an analogy that is very easy, and fitness is easy for people.
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3. What is the biggest problem your client has? This is the biggest one typically. They do not
know what they do not know. So when a client does not know what they do not know, that is
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obviously a big problem because they are always dependent on someone else to do everything
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for them. They are super overweight, they have low self-esteem and they have bad health,
right?
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This is to help you with your marketing and your sales calls. All this stuff matters, especially if
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you are a beginner and you have never done this before. This may seem basic but I promise
you that at least laying a solid foundation is going to be very beneficial for you.
4. What should be done? Next thing is not knowing what to do and trying a million programs over
and over without any real results. So what frustrates your ideal client the most, and it is typically
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what you will find, especially in the fitness industry, is that they have a knowledge gap. Most
people have a knowledge gap. That is why they are asking for help. If they knew what they did
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not know, they would not be asking you for help.
5. What are the four to five steps for them to achieve success and get results? This helps
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you to structure your call and structure your program. For a fitness client it is usually they:
(i) do not know how to eat
(ii) do not know how to train
(iii) do not know how to sustain it
(iv) have accountability issues.
So, if you can fix these four things, they are going to be successful.
6. What keeps your perfect client awake at night? Worrying. Fearful. Anxious. Again, lack of
understanding, poor health possibly, not being able to play with the kids, poor self-esteem. So
especially in the fitness industry, typically it is one of two things: It is either health or
appearance. Appearance is directly tied to self-esteem. Health is very self-explanatory; iIt is tied
to the weight and how much body fat they have etc.

7. What humiliates your perfect client? What is something that when you get on a phone call
with them or you ask them, "What is your biggest issue? What worries you the most?" The
response should be something like, "Going out and being made fun of." “Having a health issue
similar to their parents.” “Being made fun of or staying inside for fear of what people think.”
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As you are going through this, I hope you are going back and thinking like “describe your favorite
client.” You probably could go even more in-depth and say over 35 plus, because they are more
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established and have more money. That is probably something that, especially in the fitness
industry, I would stick to.
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If you are in the B2B industry, you may have a different age range. In my B2B business, where I
am helping business owners make money and learn how to build offers, a lot of my clients are
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younger. Because they do not have kids, they have a lot of time. They are willing to live in not
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great places for this part of their life. They do not have responsibilities. All they want to do is
grow, make money. As people get older in life usually, priorities change. Maybe they have not
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been successful and they do not really want to start something new up. Think of these things as
you are going through.
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8. What is the cost of staying where they are now? If they were to get on a call with you or not
work with you, what could happen? These are my answers. You can come up with your own and
you are going to want to come with your own, but I want to give you a blueprint or an outline of
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what it should look like.
9. What is the most urgent, pressing crisis they have had to solve? The real pain they are
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in? A lot of times I know some of it will seem redundant, but you are trying to make sure you are
thinking through everything clearly. For most fitness clients, this will change for B2B, but it is
going to be: self-confidence, self-esteem or lowering weight. For B2B clients, for me, it was
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being a loser; it was not being successful; it was not being able to make enough money to
provide for my family. That's what I worry about.
10. What are the top three things that frustrate your perfect clients on a daily basis?
(i) Is it doing things they do not want to do, people, circumstances, chores etc.
(ii) Tying shoes or getting ready for the day and daily activities
(iii) Not feeling comfortable in their own skin, struggling to exercise or know what to eat, etc
11 What does your perfect client want more than anything else? What I have found is that they
never wanted to pay for help again, especially in the fitness industry. So, if you are a trainer and
watching this, pay attention. What you are going to find is that the client does not mind paying a
high ticket price if they think or feel or know that they will not ever have to pay for it again.
However, if they are under the illusion that they are going to have to pay for it every single time
well, all of a sudden, it is not that attractive. This is because they could just go pay $50 a month
for the rest of their life as easy as they could pay $3,000 a month.

12. What would you do in their situation? Share what you would not do. This was my bread and
butter for my fitness stuff. This is kind of how I sold. When we get into the sales training and the
breakdown, you will get everything on this and you will realize how beneficial and effective it is.
You can craft it to fit your brand and your mold. I will be honest with you, these pillars here alone
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made me millions of dollars and it is because it was unique, different and I was able to explain it
in a way that was very attractive.
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13. What is the biggest mistake your perfect client is making? Typically, they are hiring
everyone without any real paths to success. What you will find is 90% of fitness clients would
say something like that. Business clients would say something similar. "I have had five coaches,
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I have tried webinars, I have tried VSLs. Nothing works” blah, blah.
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14. What does your perfect client complain about when they are with their friends or family?
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Not enough money, not enough time, you do not know how to do something etc. They just do not
know what to do.
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When you come here, you are going to want to link to some of your competitors, see what they
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are doing. Compare to them. See their price points etc. Most, especially if you are in the fitness
industry, sell lower ticket products. I would not look so much at their pricing model but more
about what their ads look like, what their marketing looks like, what are the concerns the clients
and customers have and really work off of that because ultimately it is not going to be similar in
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terms of price and you are not going to find a lot of bigger competitors who are doing high ticket
at that price. There may be someone out there but at the time I could not find anyone.
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If you are a B2B business owner, make sure that you take this analogy and use it for your niche.
When we get down to the sales training and stuff like that, I will have a B2B script and a B2C
script so that everyone is appeased. In terms of your avatar, I just wanted to give you an idea of
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how to think about this. If you have this pulled up and then you are doing yours at the same
time, it should be really easy for you.

HONING YOUR OFFER: High Ticket Offer Worksheet
Objective:
•Understanding the high ticket offer validation worksheet
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In this video we are going to talk about the high ticket offer validation worksheet.
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In the last one we figured out:
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¬our avatar
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¬our niche
¬exactly who we want to target:- what age group, how much money they make etc.
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On this one, we want to validate that what you are charging is worth the high ticket price, because
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some people have a really hard time doing this. They cannot wrap their heads around the fact that
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they could charge a lot more money for their service and, therefore, not only get better results for
their clients, but improve their life at the same time. You will find that your best clients pay the most
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money. It is always that way. It is never the other way around.
You are going to find that this will not only help you mentally but help you to see why you should
charge what you are charging and how to figure that out. Again, we are going to use a fitness
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example. We are going to stick with that trend and go through this. Again, the client situation, you
can read my answers as we go down. That is the first thing you are going to want to cover.
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➡What is the cost of them staying where they are financially, emotionally, time?
➡What is the #1 thing they want to accomplish? For business, they want to make more money,
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so they have more time and freedom and be able to travel. For fitness, it may be to lose the
weight and never deal with hiring or paying for fitness help again.
So, what are the five necessary steps you will walk them through that will get them to their finish
line? What is it worth it to them to get them to their desired results?
1. Their kids and their health are in jeopardy or they need a fix. That is also going to be one, but you
know whatever they do say, make sure you anchor down the call. We will go through that in the sales
section of this course.
2. In fitness, you are going to want to charge $2500 to $3200 plus for four months, on average. When you are
running ads to cold traffic, on average, you can get that. I have sold deals as high as $6000 but $2500 to $3200
is going to be the sweet spot where you will find a very high amount of people who are willing to pay. You go
above $3200 it gets harder, you go below $2500 and you are usually selling yourself short.

HONING YOUR OFFER: High Ticket Offer Worksheet
3. If you are in the B2B niche, typically you are not going to want to charge less than $3000.
Most of you are going to want to charge $5000 plus. At the time I am selling this course, I have
prices anywhere between $37 all the way up to $25,000 and some are even as high as $50 if they
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want very high level one to one, they get a lot of interaction with me. For B2B you are going to
charge more upfront.
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You can collect more upfront and usually because there is a return on investment involved, you
can charge more. For fitness, it is a straight bill. So make sure you know your sweet spot is going
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to be people making $60 to $70K plus a year, a four-month program, $2500 plus $2530, $200. As
your sales skills improve, you can go up, but you will want to start at $1500 and work your way up
from there as you improve. As you improve, it will get easier and easier and you will get better and
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better. And that is the goal.
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4. This is my punchline for fitness. This got me a lot of clients and you can say any variation you
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want, but for fitness specifically, this always worked. When it comes to business, it is something
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very different. We will talk about that in the next video, because I want to talk to you about how to
really come together and create solid structure to your presentation and how to really differentiate
yourself from the marketplace.
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5. This last one is, what is the one thing you do that no one else can do? I knew that if I could
create an offer where I could get people results, but they did not have to give up foods they love or
do things that they did not really want to do, that they would stick with it longer. If I make you do
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something you absolutely hate, the chances you would stick with it for a long period of time are
very slim.
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We will go over this more in the next video about the three bullet points, or the three principles or
pillars that you are to create your offer around.
In the next video, we will go over those three pillars that are going to tie your offer together and I
think it will be very beneficial for you selling a lot of packages in your high-ticket course.

HONING YOUR OFFER: The 3 Pillars
For Fitness
1. Can eat whatever you want without sabotaging results
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2. Train however you want without sabotaging results
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3. Lifestyle recalibration
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You can hire a trainer
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You can get a cheap course
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- You can hire me
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For business (beginners)
1. You can’t rely on a social media following
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2. You need an automatic system that brings you leads on demand
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3. Hiring the right coach
2.
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For business (advanced)
1. You need to create & package together an offer that isn’t a commodity
You need conversion conversations to increase app rate by 50%
3. You need to hire the right coach

HONING YOUR OFFER: Branding 101
Objective:
•How to make everything: look the same, flow, be professional etc.
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What is Branding?
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When you first start your business, this will not matter as much. Think long term. Think ahead.
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Do not get overwhelmed. Understand that in the beginning of a business, a lot of this is not as
prevalent, but it is going to be very important that you understand this, and you understand how
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to go about it.
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For example, if you can look right here on the screen, you will notice how every page has a very
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similar flow:
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➡Similar colors
➡Similar letters
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➡Similar wording
➡Similar font
What I want you to see is that the branding is the same.
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Testimonials: Very professional looking testimonials. The goal with everything is to make them look
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really good and really professional.
The question you really should be asking yourself is, what colors and fonts do I have? How do I
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want myself to look? Then make it the same throughout.
How to build your business using Favicon
Throughout this course I will try to teach you how to build your business, and the biggest thing you
need to focus on is keeping everything uniform throughout.
As we go through a lot of this, you can see that Favicon URL might be something you like. If you
look at the screen, you see this “E”. That's actually a Favicon.
➡To create a Favicon, Go to fiverr.com and type in Favicon. You will find someone who will make
it for you at the right dimensions.
➡Go into your ClickFunnel and where it says Favicon URL, you just pump it in there.

HONING YOUR OFFER: Branding 101
Fiverr is going to be a go-to for a lot of your stuff because you can pay literally five bucks, ten bucks
and get somebody who is really good and has a ton of reviews. I go bestselling, find someone who
has over 1,000 reviews, 4.9 stars. More than likely that is who I would use. If you have someone in
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mind, obviously give it to them.
At the end of the day, it is not the end of the world, because you can see here, you will have a
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ClickFunnels logo instead. But, if you just want to get your brand uniform throughout, it will be very
important.
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Editing on the Pages
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Now, in terms of editing on the pages it is really simple to use ClickFunnels. If you have never used
it before, you are going to have to;
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➡Be open to learning
➡Be willing to Google stuff
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➡Learn how to use this platform properly and efficiently
For example, you could click on images. You can upload different images.
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You set the action using a button. See how stuff is split up. Use copy. Make changes.
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At the end of the day, the more you know how to do stuff and run your own business, the safer you
are going to be. Just make sure your branding is uniform.

HONING YOUR OFFER: Packaging Your Offer
Objectives:
•Packaging together your offer and fulfilling on it
•Introducing Fiverr.com for hiring and building a team
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Ultimately, what I want to show you is this website Fiverr. For most of you, you are going to have a
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smaller budget, you are newer, you want to start hiring people and building a team etc. You can do
this on your own and that is the best way to do it.
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For example, in Fiverr if you want to make a cover photo, this is how it is done:
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➡Go to bestselling
➡Type in the cover photo
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➡Go to my page
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➡Take a screenshot - Just give it a second to load
➡Go back to Fiverr. Request something similar, show the pictures. They will make it. It is five
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bucks and they will do as many revisions as you need.
The same thing applies for a picture for your funnel: Design picture. It is the same concept
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¬Go to best-selling and you are good to go.
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This will be one of your main tools in terms of building your business because it is cheap, it is
efficient, it is fast, it is through a third party so you know they will do a good job because they get
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reviewed after every seller so if you do a bad job you will get a bad review.
It is really efficient in terms of making sure that you use a small budget and you get things done in
the right order.
Become best friends with Fiverr if you need stuff edited, need photos etc. Spend five, 10 bucks and
get it done. Do not waste your time doing it or trying to hire on a team member. It will not be worth
the effort. It is going to cost you a lot more and it is not going to be as efficient.
As you are building, branding, fulfilling and packaging together your offer become best friends with
Fiverr. Use it. Find the people you like the best and use them over and over. If you look here, you
can actually see some of the people I use. I will use them over and over because they do a good
job.

HONING YOUR OFFER: Priming Your Profile
Objectives:
•How to prime your profile for success
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In this lesson we look at priming your profile.
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What Should your Profile Look Like?
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This is how my profile would look to you: I have 7,000 followers. I do not know how many friends I
have. Do not worry about what other people think of you. What I have learned from having a lot of
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success is I have people who admire me, and I have people who hate me. It does not really matter
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what you do or don't do. People are going to have their opinion either way.
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I just try to be me. I try to be the best person I can be and if someone thinks I am cocky or arrogant
or whatever, I just take that with a grain of salt. There is probably some truth to it, but I also don't
take it too seriously. There is a saying that goes: don't believe your praises and don't trust all your
criticism. Basically, no matter what someone says, do not believe everything. When someone says
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something negative about you, do not believe all the bad stuff, but also do not believe all the good
stuff either.
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Every morning I get a lot of DMs. I work and try to sell my programs and connect with people.
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Start with your introduction
The first thing is to start with your introduction. Understand that you do not really need a brand name
to start. As your business start to grow, start centering around a brand.
There is a link to a free PDF, or training or a webinar on how I teach business owners how I created
my 7 figure, now 8, empire in 12 months needs to be a link either to a free PDF or a training or your
webinar which will be shared in a later session. Right now, I will show you where this should go. This
goes to my messenger bot. I am going to teach you how to do this in a later chapter.
When they click that, this is actually what happens - they are inside my world and I can start
messaging them and it is game time.

What should you Post?

1.Post about business
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2.Post about making money
3.Post about building your brand
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Keep the personal postings at a bare minimum. It is all business-related because at the end of the
day, this is what it is about. Use your social media for to make money and help people. [I do not
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use social media to flaunt my life].
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Facebook Photo Link
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Facebook has changed up a little bit because initially you could put up a picture and they would let
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you put links below. Either way it would get people to click. Then I put a link here to my training.
Let us check someone's profile just to confirm that. (I will look at my brother's. He does not have a
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featured photo. But regardless, just be aware of that)
•First thing you are going to do is your cover photo. You will see when I click on this that it says
‘click here for the free training’. It has a little bit of branding and you can put a nice picture of
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yourself here.
•Put your name
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•You should have a description
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Priming Your Profile
The most important thing is Priming Your Profile. When someone looks at your page, they should
know immediately what you do. They are not going, "Man, I wonder what this guy does. Let me see.
Let me guess."
If you want to make a lot of money and you want to give yourself the best chance possible, then
prime your profile:
•Have what you do right here with a link
•Have a featured photo
•Have posts all about business
•Have a cover photo that works
You will realize that it is going to matter less and less what your name is as long as people know
what you do, because if someone looks at your profile and they do not know what you do, it is going
to be really hard.

A “What Not to Do” Example:

Look at my brother, for example. My brother is Client Success Director in my program. He is
not in sales and he does not need to be. His responsibility is fulfillment. If you look at this, you
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can see that he works for me but other than that you really have no idea. It looks like this is a
typical person on social media. He is just posting about his life. That's it. This is his wife
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Cheyanne. She's awesome. He has a client who tagged him in something but other than that,
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he does not have anything in terms of business.
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A lot of you will have something that looks like this and then wonder why you are not making money.
You are not making money because no one can tell what you actually do.
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A What to Do Example
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When you come to my page, it is very different. Immediately, you are like, "Oh shoot, what is
this guy? Elite CEOs. Oh, free training”. Then immediately gives someone an opportunity to
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come inside my world. This is even one of my free groups. So I will show you the same thing.
So we come over here. That should have a link in it. I am priming my profiles. I am putting stuff
in there. I am making offers. Learn: the people who make the most money make the most
offers.
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At the end of the day,
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•You have to be good at sales
•You have to be willing to put yourself out there
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•You have to be willing to take criticism. If you are not, you will not be successful.
This is how you should prime your profile. This is how you should think about business. It does not
have to be perfect; it just has to be good enough. Do the little things because they add up into big
things.

Your Marketing Funnel
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YOUR MARKETING FUNNEL: Intro
Objective:
•Understand what goes into making your funnel
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In this module we are going to do all the things that pertain to funnel. To begin with, we
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will be setting up the following;
1. Your Pixels
2. Your Landing Page
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3. Your Thank You page
4. Your application Page
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5. Your scheduling Page
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6. All the outline and structure you are going to need to send a person who has no idea
who you are, all the way to after they have signed up for a call and you have closed a
deal.
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As you go through this, make sure you follow everything precisely. This is very technical,
and so you have to think it through properly, otherwise, you are going to make mistakes
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that are going to make it very difficult for your business and to get clients.
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I am going to set up all your automations, your funnel, your pixels, all that good stuff so
that when you start running paid traffic and you have other clients, you have somewhere
to actually send them.
Think of your funnel as like a website, but just a lot better.

YOUR MARKETING FUNNEL: Your Pixel
Objective:
• Set up Facebook pixel on your template funnel
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In this section, you will learn how to set up your Facebook pixel on your template funnel.
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1.Go in to your Ad Account
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2.Go right down to Events Manager (You will see your pixels here)
3.Select pixel, then “Install pixel”
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4.Select Manually install pixel
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As a reminder, and for those who do not know what a pixel is;
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This is so when you run Facebook ads, you're making sure that your data is populating properly
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because if you run $50, you want to know if any of those people who saw your ad actually
clicked on your page. If you don't know that, it's very hard to get results.
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•So then what you'll do, you go ahead and take this base pixel. It says install base code on
website, so it is right there. When you come here, you will put the code in.
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At this point, it means that any of these pages that someone lands on will prompt that person to
'view pixel. Your aim is to make sure that if someone opts in, he/she lands on your VSL page, and
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obviously becomes a lead.
Ultimately, if someone becomes a lead, you need a lead pixel on that page. To do this;
•You open this up
•Go into tracking code
•Go to install pixel
•Go to manual code
•Click continue.
•Manually add event code
Now, anytime someone lands on this page, it automatically evokes a lead pixel that will show up in
your Facebook Ad data.

YOUR MARKETING FUNNEL: Your Pixel
You will also want it to fire when someone hits your "Thank you" page. When someone hits your
"Thank You" page, it means they either booked a call through your Acuity Booking, or they used this
actual schedule page.
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Again the process is as follows:
•Open this up
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•Go back and manually add Event Code.
•Go to 'initiate checkout'. It doesn't matter if you use initiate checkout, or you use for example,
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'Submit application'. It doesn't matter what it is, it just has to be the same.
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Example:
If someone books a call, and you have a pixel fire that says 'bubble gum', it doesn't matter if it
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says, 'bubble gum', 'cake', whatever, as long as you know what that pixel signifies. So I
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usually use initiate checkout. If you want to use submit application that's fine. So again, you'll
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do the same thing. You're just going to grab this right here, grab the code and go in here. You'll
pop open the tracking, and you're done. Simple as that.
Now, you want to also have a pixel fire, and remember, if you don't do this, when you run your
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Facebook ads, nothing will fire, you won't have any data, and then you're going to think your ads are
not working when in reality, you're just not tracking properly.
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So the last thing you should track is, a close.
Example
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So what I do is anyone who signs up, I take the payment over the phone, and then they sign
my agreements. The next thing I do, is I'll actually send them this closing page. It will fire the
pixel that alerts me that they closed. And that's just good to know,
Do a purchase pixel. I come down here and grab it, and I just come here and do the same
thing, and then that's all you guys need to do. And so what'll happen is when you start running
your Facebook Ads, you'll actually be able to track if someone was a purchase, if they filled out
an application, whatever, and obviously, that's important because you can't measure what you
can't track.
You cannot track what you can't measure. So you have to do that to make sure that you are getting
the proper result. Because if you are sending people to your funnel, it will start gathering data
regardless, and that will be good for you, because then when you start running ads, Facebook
already has data to go verify.

YOUR MARKETING FUNNEL: VSL & Slide Decks
Objectives:
•To make videos, or VSL, or Webinars
•Learn how to use the application – ScreenFlow
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ScreenFlow is really simple application to create a VSL, or a course, or anything.
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•You don't need too much editing on screen shares, or higher-level videos, or where you're
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looking at the camera.
•With screen share there is not much to actually edit or change So, all you would do is right click.
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•You can split the clip.
•It shows the screen recording versus the audio, et cetera, and
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•You can always go back and undo the split clip if you don’t like it.
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There is flexibility and wiggle room with the ScreenFlow application.
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•It allows you to turn the video on and off.
•You can turn off where the audio is coming from
•you can do the computer audio.
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•You can see the dimensions.
•You can pull up recent documents.
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•it's high quality video.
•You can also plug in a Yeti stereo mic,
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•It is one of the best ways to really make your videos.
It is cost efficient
•You pay for it one time (it's like 150 bucks)
•You can use it forever and it will automatically update every time they bring out a new version.
OTHER APPLICATIONS
•Zoom is a free application that you can also use, however its downside is if you need to pause it
or you need to edit it, you can't. In the event that you make a mistake, even if you edit with zoom,
you're still going to have to bring it inside a video editing software.
•Final Cut or Adobe Premier – more suitable for video editor.
ScreenFlow is a highly recommended application which is the easiest to use and has been super
helpful for me over my online business career because almost everything I do is used with this
software.

YOUR MARKETING FUNNEL: Acuity
Objectives:
•Learn how to create a One-Step Acuity Booking Form
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It is really important to have a good software that follows up with people, keeps track of all your calls,
especially when you start running a sales team, and this is where acuity becomes useful.
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What is a One-Step Form?
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A one-step form means that typically in a funnel, what you'll have is, a landing page to a
scheduler. So, it is basically like a scheduling page where you will pick a time, and then
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application. A pitfall of this is, let's say a time is scheduled at 10:00 AM but an application is
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not done; it means that now you have to follow up, and request that your client does an
application, all this stuff. So, it is best to just combine these two things, so when the client
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books a time, he/she will have to fill out the questions at the same time.
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•So, in acuity, what you're going to see is this little intake form questionnaire.
You want to create
a new form, and name it anything you want, e.g. “strategy session”. And then this will be for
clients, so they can actually see this.
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•Start dropping in the questions you want to ask. (Examples of form questionnaires are available
to give you an idea of what it may look like)
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•Now once you build the form and you save it, when you go to appointment types, you're going to
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be add what you want on the appointment type. So, this one is a Fit Pro email. You can click edit.
And when you do, you can pick your closers, as well as the form.
Note that these say blank name. This is because it was easier for Zapier to do so. We
found that if we just left everything as it is here, it works better on Zapier. And there is no
need to make a separate Zapier link for each and every one of these.
•So, add that to the form, and then when someone clicks the link; direct scheduling link. You'll see
here that you'll pick a time, and then here come all the questions that the form has. It is going to
ask for an occupation, if you have employees, and things like that. So, this give you an idea of
the type of questions to ask, depending on your clients’ needs.

YOUR MARKETING FUNNEL: Acuity Redirect
Objective:
•Learn how to auto redirect on Acuity
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In this session, we will cover the last thing on Acuity, and helping you to have auto redirect. Typically,
in Acuity, the one downside that a lot of people talk about is that it doesn't auto redirect. So, if
someone were to book a call with me, they'd come on here, and we'd book a time.
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In this example, I will demonstrate really quick. The client will book and then that's all it does.
The aim is for it to auto redirect. For example, I do one for Wednesday and I do Tanner, and
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then it auto redirects.
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Redirect is important for two reasons.
1.We can track people who actually book a call.
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2.You're able to then watch all these videos, and it gets them ready for the call.
Overall, acuity redirect allows for more knowledge about you, more about what to expect on call, and
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the goal is that it makes it easier for you too close, and that the clients are more inundated with our
information.
I’m going to show you a video that was done by one of my tech guys that's really good,
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and then you can implement it. Once this is done, that will be it for this section of the
course.
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Those of you that are using Acuity to schedule your clients in, if you want to redirect them to a page,
a landing page, or any page, a new web address, after they book a call in Acuity;
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•You conduct the integrations beyond the left, and then you're going to find this custom
conversion tracking.
•Click this button in here and put in this code in which we're going to basically provide you under
this video and also in the group.
•Paste this code in exactly how it is.
Now in this code, there's this one section that just says your URL in between these two
quotes. Do not get rid of the quotes, but within the quotes, you put in your final destination
page. (e.g, it could be something like http/thank you or something), or wherever your “Thank
You” page is. And make sure on this page you have your Pixel on there. And then you can
use this page to re-target people that have landed on this page. And you could probably use
that to remind people to get on the call with you for the first few days.
I will be giving you this code below. Make sure you replace the spot, and just go and paste this and
click save.

YOUR MARKETING FUNNEL: Application Questions
Objectives:
•Learn how to set up Application Questions
•Understanding the types of questions to ask to elicit the best-fit responses
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We will review how applications look and then give you an idea of what kind of questions you will
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want to ask on your applications. Now remember, these questions have been done after thousands
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of sales calls of high-ticket clients.
Earlier in the videos, seen on Wufoo we talked about how to create your intake and embed this form
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based off these questions.
This is a B2C application. I'm going to put this inside this video so that you can see how this should
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look, and it's going to be fitword.com/application.
To a lot of these questions, you don't actually care what the answer is. For example;
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• Name
• Email
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• Call preference (e.g. phone call or Skype)
• Where did you sign up for this call (this lets me know where they're coming from)
• Which personal Facebook lane (lets me see that they're normal)
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• How long have you known me?
• Occupation
• Age
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• Weight
• Do you feel like you need help?
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• What's your goal?
Be specific with the questions.

Ultimately, the only ones that I care about is scale 1 to 10:
•Where are you?
•Are you willing to use a credit card?
• Do you have a spouse who supports you?
The easiest way to beat objections is before the objections come up. Make sure that you're asking
these questions before.
Make sure that your prospects are ready to start. Because what's one on the biggest things people
say on a phone call? “Oh, you know, I'm ready, but I just don't want to start today.” Okay, you're
stuck. Yes you do, but you don't want them using that objection against you.

YOUR MARKETING FUNNEL: Application Questions
Then ask multiple times if they're going to show up on time because you have to understand that a
lot of times guys, it's not fun to plan your day around calls and then they never show up.
Now the next one is going to be more for trainers. But this one is more like B2B. There is a lot
of the same questions and a lot of these are just to kind of figure out where they're at. A lot of
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people will be beginners.
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When you get down here, you're like again, how soon are you ready to start? I let them know this is
a substantial investment. And I put as much of this as I can on my one step forms as well. The only
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time I will send someone this application is if they go to book a call and they're not able to book
within the first two days.
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A little trick just so you know; when someone uses your link, you want to make sure that you
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only allow up to two days out. You only want them to be able to schedule up to two days out.
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Some pitfall of scheduling farther than 2 days are:
•Higher cancel rates
•Higher reschedule rates.
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Now if someone's like Tanner, I really do want to talk X, Y, and Z. What I'll do is
•Send them to this application
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•Have them fill an application, and if it's a good look, manually book them.
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If the application is not properly completed and there are unanswered questions, do not waste time
booking them in. Already you know this is most likely not going to be a good fit.

Organic Messaging
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HI
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ORGANIC MESSAGING: Introduction
Objective:
•Understanding organic messaging
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In this module, we will talk all things organic. Organic simply means getting clients without paid ads.
Something that a lot of people do not like to talk about or do not understand is that what most
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coaches do is simply teach organic methods.
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Think of organic like door-to-door sales. Does door-to-door sales work? Absolutely. Are they
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efficient? Absolutely not. There is a big difference between something working and working
efficiently.
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As your business grows in scales, one of the ways to be more efficient is to actually run paid ads.
When you are starting this course and you are starting to get clients and run your business, you are
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unlikely to have money to run paid traffic. If you did, you might already be in a higher-level course.
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This was an option for those people who were not ready or could not afford it.
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Learning this is the key to all your success after. If you cannot get clients organically, you are not
going to get clients with paid traffic. A lot of people think that the issue is ads but the issue is that
they do not understand how to message people and talk to them properly.
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One of the biggest things to understand is that just like in the mini chat section, there will be a lot of
steps and processes that you will need to master and learn. The reason for this is that at the end of
the day, if you cannot get clients organically, you are not going to be successful with paid traffic. By
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the time I started running paid traffic, I was so good with organic clients that everything started to roll
from that.

ORGANIC MESSAGING: Organic Instagram
Objective:
•Learn how to apply Organic Training to convert your prospects into paying customers
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INTRODUCTION
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Welcome to the first lesson of Organic Training. Before we begin you need to understand that If you are
in this program, unless you have right now $3,000 or more to spend on paid traffic, you have no business
running paid traffic, Most of you either haven't ever had a fitness client before or you're in here because
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you're not where you want to be. So, if you've never had a fitness client before and you've never made
money, the first thing you need to do is go out and validate your offer. This is basically proving that you can
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go out and get a client and coach them, from a person who doesn't know you and turn them into a paying
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customer. If you can't do that, paid traffic won't help because paid traffic is basically taking fuel and adding
it to the fire – that is, making things go faster.
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When I hit my first six figure month, the reason was not because I didn't have a process in place. It was just
I was doing things quicker. I was doing things faster. And if you can't do that, then you're in big trouble,
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okay? If you can't go out and go from the process all the way to a paying client, you're in trouble. So here's
the deal. This is Instagram. When I started, I made six figures in three months hustling organically. So, I'm
going to show you exactly what I did, again, because I've done this
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Now, this is Instagram. If you're getting traffic to your social media platforms, you can start making quite a
bit of money, because you can go in and message everybody and anyone who has worked on your stuff.
You need to be able to drive traffic, and this is what you do.
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1.First, on any social media platform, anyone who likes your stuff, you immediately start going in and
messaging them. Your ideal avatar, and client is someone with money and who is overweight. you're
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going to coach people who need to lose weight and who have money. And what you do is start going
down your posts and looking for people who are overweight.
Let's just assume this guy was overweight. He might need some help. Notice the following:
•He is following your page.

•If they are following you, they know who you are.
•He obviously works out.
•Maybe he wants to lose weight.
Whatever you do, make sure. Don't just message anyone arbitrarily.
For this example, start messaging and see what happens. See, he has stopped at the process. But this
is organic. That's the first way you can generate leads, by messaging anyone who touches your posts.

The days of people clicking your links and stuff are over. The chances of someone coming to your
page and clicking on their own is slim to none, so don't do it. Anyone who likes your post, you go in
and you message them, because if you're selling high ticket package that's 1500 plus, then you don't
need a lot of customers. You need one or you need two before you can start running paid traffic.
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Tip: Run paid traffi c when you have $3,000. That means you need at least two clients,
maybe three if you sell it at 1,000. Your fi rst couple clients, I want you selling at 1,000 or
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1500 to make sure you get some money, and then you can increase it from there. But if
you can't sell it at $1,000 and you can't sell it at $1500, the chances of you selling it at
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$3,200 plus is slim to none, okay?
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2.Second thing is comments. Anyone who comments, you go in, you message them or even
better, you comment. Same process.
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Now, after that, what if you're like, "Well, I don't have a social media, and nobody follows me
like they follow you."
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Note: Make sure your profi le is primed to get customers. If you have a bunch of kitty pics and all
this garbage on your account, no one's going to sign up.
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3.You need to only post business things on your profile. So if you want to start a new one or you
want to keep doing a personal, only post business things which relate to your business or your
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niche
Example of a post: "Do you really want to eat boring foods?"
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No matter what you do, make sure you relate it back to fitness. Nobody cares about your dog or
your cat. They care about what can you do for them, okay? So, as a trainer, coach;
-High performers
-How to permanently transform your body
- Zero food restriction
- Life change
Email, or text if they want. That's it.

1.Now, after you've gone in and gotten all the "low-hanging fruit", you start using your hashtags,
Instagram is much better for converting someone who's cold, which means cold traffic, someone
R
they've never heard of you, they have no idea who you are, they don't know why you're
messaging them. So, look at the hashtags: Fit mom, fit dad, fit moms IG, fit dads, fit daddy.
There are people on these pages, I promise you, who are out of shape.
N E E R
Example 1: You go to fit mom. You think it would be a bunch of people in shape, and there
will be, but you don't go to top posts. Go to recent and you will see that this lady right
might need help.
N T
Click on it. She's a coach. Don't target the coaches. You are looking for people who
are overweight, and if they don't want your help, that's not your problem. You're
A S
looking to help people who actually want help. Someone might be overweight but
does not want your help. You must not force someone to buy something they don't
T DE
want. You are looking for people who might need help.
Another point to note: Do not message people who think they know everything,
or they think they are a coach and they are overweight. From experience, if
I
they say coach in their profile, they are not going to want your help.
Here is an example of someone you might want to start messaging.
H
Remember: ‘Say something that she can relate to’. For instance, you can say
something about her kids, or her dogs. I say,
C
"That's so cool you got two little ones. I'm from a family of nine so I can totally relate.
I'm sure you're nothing short of super woman,"
And then you wait for her to respond. This is how you start. USE YOUR HASHTAGS!
Be careful to slow down at times. Don’t go over 30 people an hour for more than two
hours. You need to take a break and come back.
Note: Instagram looks for bot activity. If you're doing it too much, they're going to think it's
a bot.

Example 2: Fitness woman, fi tness inspired. She might want help. Her name is
Vanessa. So, you come in and message her, and if she doesn't respond, who cares?
R
Message more people.
"Vanessa, what's up in your world? Looks like you're totally killing it. Super inspiring.”
E R
Make them feel good about themselves. Have people skills.
N E
Recap:
N T
a.Message
A S
b.Comment
c.Post
T DE
d.Use Hashtags
I
If you're not messaging 20 to 30 people an hour when you're doing this, then you're not hustling hard
enough. Keep track. This is 100% in your control. It will work 100% of the time if you follow the
process.
C H

ORGANIC MESSAGING: Organic Facebook Messaging
Objectives:
•Understand Facebook strategy and how to maximize its benefits
R
Now, we will look at Facebook Strategy. With Instagram, you tend to be more in control. It is really
safe because if you go hit people on hashtags, you're fine.
E R
With Facebook, you still can, but it's a little harder to do because a lot of the times you are going to
N E
find people who are in groups, i.e. Facebook groups. There are a lot of rules, and if you start
messaging people within Facebook, you'll get booted.
N T
Personal Experience
A S
Here's what I do, I use The Organics Daily Tracker Method. I put all the groups, and then I
can keep track of this stuff if you want. Start looking for groups that is like, "Journey to
T DE
Lose it Weight-loss." I start looking for groups, and I post in there. When I post good stuff,
it usually gets a lot of interaction.
For example, let's go to this one of my favorite groups, “Lighter Side Weight Loss with
I
Jay.” if you type my name, you can see some of my posts. Like this one had 28
comments, 68 likes. On one of my posts, I think, had a ton of interaction. I came and I
H
said, "As a kid I was made fun of ruthlessly, I grew up with two older sisters, tea party and
dress up," If you post great stuff, people will engage you.
Note: You're not in here to sell, so please DO NOT SELL, because these groups have
C
rules.
Let us look at the announcements and see what the rules are. This is support group, we curse, if
you're offended ... they all have different groups. See, we don't do any selling, so if you come in
here and you try and sell, you're going to get kicked out.
Once they engage with my post, I start messaging, or adding people as friends. Usually
what I would do is, add them as a friend. You just start friend requesting everybody. What
happens when you friend request them, what are they going to do? "Oh who's this Tanner
guy? Who's this Tanner guy?" They're going to come click on my post.
Here's the biggest thing, when you post from now, you're trying to create mindset shifts. You're not
telling people how to grow bigger biceps, you're not telling them how to burn fat, nobody cares.
That's not going to cause someone who is not taking action to action.

ORGANIC MESSAGING: Organic Facebook Messaging
How do you get action?
What's going to cause followers to take action?
R
•Making videos like, "Why debt is a good thing." Then I go into, “Oh I had $2,000 in my bank account. I
E
paid a coach five grand, and now I have a seven figure fitness business." That's a true story. People go,
R
"Oh, wow." Or I say, "You know, I invested in my health and ever since I invested in my health, this, this,
and this, happened."
N E
•You need to make stories that people relate to. Analogies and stories are very powerful, and this is a
N T
story. This is my story. Then I have a picture of me shredded, showing I use to be a loser, now I'm a
shredded freak. All these people come in, they're like, "Oh my gosh. Like, well said," This is how you do
S
it, guys, on Facebook. Okay?
A
•You can go in groups, and you start posting, and then what ends up happening is you start creating
T DE
that engagement. Then when they accept your friend request you want to accept people who look like
they need your help, and then go and message them. That's how organic works on Facebook.
As you see, I have a bunch of groups here I go to. Even some of these, Fitness Enthusiasts, or
I
when I'm doing business coaching, I'll go post in entrepreneur groups, or different groups, guys.
Because what it does is they go, "Who's this Tanner Chidester guy?" If you post something
good, people will follow you. If you post stupid stuff, nobody is going to follow you.
H
It's the same concept on Facebook. Then once you do that, what do you do? You go right back to the
messenger process. It's the same concept, the only thing with Facebook is I feel like it's a lot slower. I
C
would still on Facebook, post on Instagram, but Instagram you can [00:05:30] go push the action, okay?
Make sure your profile page is primed for business. Look, this is primed, they click here, it sends them to
one of my webinars, you come here, "Is your time more valuable than money?" Boom. Let's look at my
page guys. Go down my page. Proof is in the pudding.
Look, fitness pros, - "How I always make 30, 40 grand," I post controversial stuff. I post more social proof.
Here's one of my clients, lost over 170 pounds, I went to his wedding. I talk about how restriction is stupid,
okay? All right. Look at all the comments; these are good. I do a lot of videos. “
"Wrong information is much worse than lack of information."
Do you notice how none of this is teach them how to be better in fitness? Right?
This should all be flowing, making sense for you. how you do Facebook. Go in, find a bunch of groups,
start posting,

ORGANIC MESSAGING: Facebook Business Strategy
Objectives:
•Finding leads on Facebook
•Using Scripts to garner good leads and secure offers
R
In this session we will look at a video explaining how to find good quality leads on Facebook based
E
on the services you are offering.
R
With Facebook, the aim is to basically follow the money. If your ideal client is a business owner who
N E
needs help with mindset, or an entrepreneur, or anyone with money, you're basically going to follow
the money.
N T
You can find groups or magazines that have a lot of followers. [For instance, a lot of people with
S
money follow Business Insider]. If you type in Business Insider up here, you're basically just going to
A
be looking through to make sure that the account is a verified one.
T DE
•Look through the comments
•Look through the followers
•Start an organic messaging through there.
I
TIPS:
H
You can find an article that has a lot of likes, or a lot of comments and then send messages to
those people.
C
If there was a woman that you're trying to target, you are going to click ‘Add Friend’ and then as
soon as they accept your friend request, you're going to send them an initial message, which you'll
find in our organic script. So, basically, you're just going to find something on their profile to
comment on;
Click on her profile and see what her interests are that you would like to connect with her on.
These are her interests:

•We see that she has her MBA; but you're just going to find something to relate with.
•Kids, cute family, things like that.
Below is an example of your script would be just something to start generating that conversation:

ORGANIC MESSAGING: Facebook Business Strategy
Scenario 1
You: “Hey, you got such a cute family and how old are your kids?”
Lady: “Oh yeah, my kids are 16 and 12 and they're pretty busy.”
You: “Okay, awesome. Where are you from?”
R
Lady: “I'm from Italy.”
E
You: “Okay, how long have you been there?”
R
Lady: “Oh, 12 years”
You: “What do you do for work?”
N E
Lady: “I’m a lawyer.”
T
You: “Well, does that keep you pretty busy?”
N
And then depending on what you're offering as far as your business, then you're going to transition
S
into business to get them to then be able to ask them questions pertaining to what you're offering.
A
T DE
Scenario 2
Let's say your ideal client is a woman. You can look up some brands like food chain and again you're
looking for the check mark here. (It's a verified account).
I
•You're going to click on that
•Go through the comments to find people.
H
•You can see the top fans, it's the people who are constantly on the page looking at stuff.
•This is a great way to kind of find new people to message going and doing that.
C
•Scroll down and send a message to those people.
•It is important that you find people who;
•look like a good fit,
•look like they have a good profile
Recapping the steps:

•You are just going to send a friend request
•Send a message once they respond (i.e. once they respond yes to your friend request)
•Use the script.
So, that's how you find people on Facebook and how you're going to be using the organic script and
then push them through to a call and be able to set up a consultation for whatever you're offering.

ORGANIC MESSAGING: Messaging Cheat Sheet
Objective:
•Understanding organic messaging
R
In this module, we will talk all things organic. Organic simply means getting clients
E R
without paid ads. Something that a lot of people do not like to talk about or do not
understand is that what most coaches do is simply teach organic methods.
N E
Think of organic like door-to-door sales. Does door-to-door sales work? Absolutely. Are
they efficient? Absolutely not. There is a big difference between something working and
N T
working efficiently.
S
As your business grows in scales, one of the ways to be more efficient is to actually run
A
paid ads. When you are starting this course and you are starting to get clients and run
T DE
your business, you are unlikely to have money to run paid traffic. If you did, you might
already be in a higher-level course. This was an option for those people who were not
ready or could not afford it.
I
Learning this is the key to all your success after. If you cannot get clients organically, you
are not going to get clients with paid traffic. A lot of people think that the issue is ads but
H
the issue is that they do not understand how to message people and talk to them
properly.
C
One of the biggest things to understand is that just like in the mini chat section, there will
be a lot of steps and processes that you will need to master and learn. The reason for
this is that at the end of the day, if you cannot get clients organically, you are not going to
be successful with paid traffic. By the time I started running paid traffic, I was so good
with organic clients that everything started to roll from that.

Objectives:
•Learn how to handle objections
I've created a sheet with examples of scripts to use in handling objections. There are a lot of
R
examples for B2B and for B2C. So, it's hard to create something that has every single objection
possible.
E R
Example 1
N E
In this example I’m using a sheet that we use for some of our Fit Bros who are selling a B2C offer.
So, you can just change these out for whatever makes sense for your niche. So, for example, if
T
someone says, "Well, what do you offer?" These are all the types of responses you can say.
N
This one is:
S
"I teach people how to eat and train however they want without sabotaging results. Is that what you're
A
looking for?"
So, if you're in B2B, you can simply just say,
T DE
"I teach people how to scale ads without spending more money," Or whatever it is you say that sounds
unique and is different and,
"Is that what you're looking for?"
I
Also, just going back to what you should actually offer, it should be something that increases health,
wealth, or relationships, okay? So, if your offer doesn't do one of those three things, it's probably not
going to do well in the marketplace.
Example 2
C H
This is another one we use a lot because we get people who say they've invested in programs and
they didn't work and all this kind of stuff. I just say,
"Hey, I get you've bought programs in the past that didn't deliver. My program isn't about making claims
it can't live up to."
Feel free to go through and read this, but this is a section that has all the types of objections that
you're going to get and what you're going to want to do.
Example 3
This is where someone just keeps asking and keeps asking and keeps asking, and we'll say,
"It just depends. It's kind of like having a trainer for four months." Or "It just depends. It can range
anywhere between $1, $37, and $10,000. It just really depends on how much help you're going to
need,"

At the end of the day, you don't want to tell someone the price before they get on the phone. Why?
They will make a judgment call based on the price and what they feel the value is, okay? You need
to build the value over the phone before telling them the price
R
More price objections examples.
So, if they say that in your specific niche, you can say,
E R
"Hey, it just depends on what you need. It's like having an X for four months," or, "it's like having a
blank for three months."
My B2C fitness offer is four months. My B2B business offer is on average three months. So,
N E
"Hey, if you buy a water gun for your deer hunt, is that any good?" Because they'll say, "Well, is it
expensive?"
N T
And I would say,
"Well, I mean, not necessarily, but you need to pay for what you need, not what is the cheapest."
A S
We have another section for financial objections. And all you have to do is go through, you'll hit file,
T DE
make a copy, and then you could go in and edit your own copy. You can't edit this one because this
is for everyone in the course.
I
This is for men saying they need to talk to their wife. Women saying they need to talk to their
spouse. And you can see that we have done this many times over.
If they're giving you kickback in organic messaging, you could say this, where basically they start,
H
"Well, what's going on? Why are you asking me questions?"
For getting people on a call, because, remember, in organic we're going for a 10-minute phone call
C
to start.
Now, granted, if you are in the B2B space, it's cool if you'd like to go straight to a 60 minute call, and
as your business grows, you might want to go straight to a 60 minute call, but for B2C, I would just
do a 10 minute. For B2B, you could skip probably the 10-minute, and we'll talk about this in the later
sections because we haven't quite gone there yet, so you'll understand what the 10 and 60 minute
call is.
For people trying to schedule far out, you want to try to keep it within two days. You don't want
people scheduling far out. The farther out they schedule, the less likely it is they're going to show up
and that you're going to convert them as a client.
People going back on wanting help; you will have people who commit and then they'll try to back out
possibly, so they'll message you before the call and say,

"Oh, actually,"
and you just say,
"Hey man, what happened?"
People who say they aren't consistent. So, you'll just say,
R
"Okay, gotcha. You're the type of person that likes wasting time."
Again, this is a specific fitness example.
There are examples for;
N E E R
➡People who say they will work with you down the road because it's inconvenient or it's too busy.
➡Old clients who try to get access to old plans. What to do when people message you, question
N T
you.
➡People who say they need to know the price before getting on the call.
A S
➡People who don't have enough time.
➡Buyer's remorse.
T DE
➡People taking forever to fill out your application.
Very important note: You're going to get a lot of excuses so customize for your niche. Again, go
I
through the scripts. Print them out, use them until they become second nature to you.
Basically, this is your entire cheat sheet for quick stuff and things to do. And again, you just tailor it to
H
your niche. It's impossible to go through and make this for every single niche.

ORGANIC MESSAGING: “5-Guys Post”
Objectives:
•Learn how to set up your post
R
In this lesson, you will learn how to make what I call the Five Guys Post.
N E E R
Depending on your niche; you're going to say, for example - Fitness
"Looking for five guys who want to lose five to 10 inches, in the next 30 days.
N T
Comment down below if that's you, and I'll send just to see if we're a fit."
Something like that.
A S
And then you can also add emojis.
T DE
Now if you're a business, you may say something like,
I
"I'm looking for five business owners who want to make on extra 5K in the next
30 days, using paid traffic." (Or saying something more appealing "... without
H
doing any extra work." Whatever it might be. And then you say,
"Comment down below if that's you. And I'll send you details. Only doing for the
C
first five."
So, you do something like that, and it's really simple. It's a quick call to action.
You can do it in your emails, your ManyChat, which we'll go over in the later part
of the course, your Facebook page, wherever.
And it's just a great way to kind of put a feeler out to try to grab new attention, new
customers. And I would recommend doing it like once every two weeks, or so. If no one
comments, okay. But if someone does comment, it's an automatic lead generation tool.

ORGANIC MESSAGING: Organic 2-Step Strategy
Objective:
•Using Two-Step Post to lead generate
ER
This session will show you how to use a Two-Step post to generate new leads.
R
Using the Two-Step post is the most effective way to generate new leads. This is an
N E
example of one I just did, and it was absolutely effective.
T
First thing about a Two-step is you need to have something good that people actually want.
N
1. At the very top of the post, put exactly what it is about. So, in this example this post is for
S
business owners, "The best converting low ticket funnel ever with 7x ROI" catches attention,
A
right?
T DE
2. Give a little explanation and then do a call to action. So, you could say;
"The average AOV of a low-ticket funnel that is going to make you a lot of money
I
is $130 on average. This month the team and I have cracked the code and are at
over $200 with almost 50% liquidation, front end 7x ROI,"catches attention, right?
H
3. Give a little explanation and then do a call to action. So, you could say;
C
This is an example of my 1997 course that I'm promoting right now for you. And then I just
say,
"I created a quick training comment AOV and I'll get it over to you. Cut off is
8:00 PM Sunday."
And I post a picture to verify it. I've had 150 comments. It now allows me to go in and
message 150 people and start lead generating them and actually getting them to sign up
for my course.
So, this is very effective and from a personal perspective it works super well. And you should get
started and post those messages.

ManyChat 101
ER R
N N TE
A
T DE S
HI
C
MANYCHAT 101: Introduction
Objective:
• An understanding of Manychat set up and how it works with ads
R
In this section we will talk about ManyChat and how it will work when we start running your ads etc.
1. Your dashboard: You connect your page here. The page will say it is connected to Tanner
E R
Chidester, which is my page. You will see my bot or my link to my bot and the total subscribers I
have. I send broadcasts, and you will as well, but I had almost 25,000 subscribers but I
unsubscribed a bunch of people.
N TE
2. The audience: The audience is all the clients or potential prospects you have. It will show
N
your tags, your widgets and your sequences. I will go through what these mean and your ads.
A S
3. Live chat: I do not really use this. Facebook gives you an option to do this. I would not
recommend it. I rather send messages through the page app, that is, Facebook Pages Manager
T DE
app.
4. Message from your phone: It is a lot more efficient and it is faster. You can also do this from
I
a computer. We will go into this in the other sections. I recommend getting this app because this
is where you are going to run all your messages - see picture here; that is how that works.
H
5. Growth tools: This is what starts someone getting into your bots. You will see that this one
C
here had 10,000 impressions. 65 people have come through. This one had 16,000 people come
through. I had others that I deleted. This one has 1,300. This one has 11. So, most of my traffic
have come through this one with 16,000 people. That is the Growth Tool. It is the widget and
then you have the ads. I do not recommend it; it complicates things. You can run ads from
ManyChat. Run them from your Facebook Ads Manager.
6. Broadcasting: Broadcasting is like an email. You will see 81% open rate, 87, 82, 92, 82, 88,
85, 87. The open rates are absolutely ridiculous. When you first send it out, you will see that it is
a lot smaller because not as many people have opened it. Most people will not open this for a few
days. The lowest I have had is 78%, 73%. You may say, "Tanner, what about here?" The closer
they are, the lower it is, because it takes time for everyone to go through them. Over time, they
usually all get up to at least 85-ish percent, which is pretty crazy.

7.Paid messages: I do not do this. I might have to in the future, but today I have not done it and I
do not want to if I do not have to pay for it.
R
8.Automation: This is the main menu. When someone is talking to your page, if you want to put
things here, you can. This one is to my Facebook group. This is to my YouTube channel. All I
E R
want to put here is stuff where they can go to fi nd more about me, watch my content and either
connects with me or not.
N E
9.Default reply: I always disable it as I do not really like it. This would be if someone messages
N T
your page. You have a welcome message; same thing with your page. I disabled it. When
someone messages me, I want to give them an actual live response, not some crap.
A S
10.Keywords: Here is where you make sure someone can unsubscribe. You do not want
T DE
someone to not be able to unsubscribe from your bot. If you do, you are going to get tons of
negative feedback when people block you and Facebook will shut you down. When sending out
broadcast to 20,000 people, make sure they have an option to unsubscribe. The keywords are:
When they put “Stop”, it will unsubscribe them. When they put “Start”, it will subscribe them.
I
11.Sequences: Think of sequences as email automation. So, what someone will do is ‘click’. Let
H
us say they come through the Growth Tool. You can add them to this sequence. If you go down
back to the sequences, these are automated messages that we will send that require no
response. So, in here you can see I had all these messages I was testing for a fi tness challenge.
C
For this one, it sends two days, three days, and then that's it. You can send manual messages,
but you will want to send automated messages.
12.Rules: I do not use this.
13.Flows: I do not work with a lot of these either. It gets a little confusing and you do not really
need to.
14.Settings: This is where if you lose connection, it will mess up all your growth tools. So, come
in, refresh, and it pretty much fi xes it. I will go over this because sometimes, especially when you
build a team, if you have multiple people come in here, you will lose connection.

15. Live chat, again: I do not really like to use it. If you would like to and you want
other people in, you can have people see who it is. I prefer not to do that. If someone
does step in for me because I am on vacation or something, I would rather just stay
R
consistent. So, I do not do that. You have these growth tools. If you have websites, you
need to put the websites on here so that it works. Do not put it on here.
E R
16. Notifications: It is good to have this daily. This tells you if people have
subscribed or unsubscribed. Again, you can get Messenger updates or email if
N E
something happens.
T
17. Custom Fields: I do not use this a lot. Leave it be. It is already good to go.
N
18. Tags: This is so you know where people are coming from. If someone comes
A S
through a fitness offer, you can put fitness offer. If someone comes through YouTube,
you put YouTube. Tag them based off where they are coming through so that if you
T DE
need to send to certain people, you can.
19. Team: You can give them different permissions, etc.
I
20. Payments: If you want to take payments over Stripe, for example, you can. That
would be good if you are selling something inside Stripe.
H
21. Integration: You can integrate e.g. Shopify, active campaign, etc.
C
22. SMS: This was just added. I am not doing it right now as I do not think it is a
good idea. I use something separate.
23. Email: Free email sent. 20,000 limit. You may use your own email service.
24. Billing. API: That is basically so that you can connect it and lock. I lost
connection and then we restored it. Once you restore it, things will work again.
So, that is it in this video of what you need to know in terms of set up.
In the next video we will go through how to set up growth tools and what they are and
then more o broadcasting and sequences.

MANYCHAT 101: How To Use ManyChat
Objectives:
•Understand how to properly set up Manychat
•Learn how to use Growth Tool
•Learn how to use Broadcast
R
•Understanding Automations
E R
In this section, we are going to talk about what you are going to do in ManyChat and how you are
going to set it up. Now, before we get into the ads, all I am going to do is walk you through how
things work. Note that you are going to spend all your time in the Growth Tools.
N E
Now, when you go to set up a new Growth Tool, you are going to notice there's a million options,
namely;
N T
•The bar
S
• slide-in
A
•Modal
T DE
•page-takeover
•button
•box, et cetera.
I
In keeping it simple, there are only two that you should really ever focus on, namely.
1. JSON
H
Now I don't like JSON and I actually never use it. But I still think it's important that you
understand how to use it. This is the growth tool that Facebook wants you to use with their ads.
C
My experience with it is that, it glitches too much. It doesn't always work when you duplicate it.
1.Messenger ref URL is the one I use, and I use it on 100% of my stuff. And I will explain why, but
ultimately, it's the easiest, because you can do the following links
- Link it in email
- Link it in your cover photos
- Link it in your posts
- Link it in your ads
So JSON is not my preference, but you still need to know how to use it. Messenger ref
URL is good.
➡So, the first thing you are going to do is click on this. And, on the right-hand side, you will see
this is what the customer will see. And then this is how you can go ahead and set up.

-You must label it, e.g. Growth Tool REF#1 And you save it. if you want to change the name here, you
can. We will come back to this in a little bit, but this is where you can add a sequence. And we will look at that
after.
R
-You will start to edit it.
There are two ways you can look at this. So, this is basically saying where
someone clicks in, and then this is next. And then let's say you are like, "Oh, well I want to send another
message." Then what you would do is, let's say text. Okay? You could do that or, you could just send a
E R
message like this.
Once this is backed up, you can go and connect it. Let's go back to this. You can add as much as you want to this
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initial message. So, someone clicks, then they come here. And then you can add in files. You can do a user input,
(we'll talk about that later). That's also in ads. We'll do a delay. You can do dynamic, audio, files, whatever. Now,
again, in terms of this, all you are ever going to use is text.
N T
The other things you will use:
S
-An Image occasionally
A
-The audio
T DE
-Video
-Files
-User Input
I
The things you probably will not use
-A list
-Card gallery
H
-Dynamic.
This does not mean you can't, but what you will find is I just like to use these different ones here, obviously, for
C
assets.
-The delay button is used if you want to send something but not right away.
-User input – we will talk about later. Because it is complicated, it has its
-l own video, but it's super, super helpful.
Now once you have got this setup, there needs to be some type of action.
•You can add a website
•You could send a message
•You can do a call number. Call number might be really useful, especially if you have a sales team.
•Send a text message
•You could also do an email
•They can unsubscribe and stuff like that. Okay? So that's super, super cool. But I wouldn't do it right
now because I have my own email lists. I can send an email and I also can send text messages through Skipio.
I don't use any of the software here.

For future planning there are things that I could use, because if you can keep everything on one
platform it obviously makes stuff a lot easier. But I don't think it's advanced enough at the moment.
Let us just pretend, again, if you do own a website you can put your URL here. Essentially, that's
your first option. If you want to send a message then, all of a sudden, obviously here you go. And
R
this is how it can start looking. We'll do it again. You could start having a link of stuff where it's like,
"Okay, they click here. Then they click here. If they click this button, it goes here." You could also do
E
another one where I add another button and you do another send message. And it's like, if they click
R
this button, it goes there. And, as you zoom in, you can see it's really easy to start seeing the
pathway for a potential customer or client.
N E
•Now this is the advanced builder. You can also go to a basic builder. I don't recommend this
N T
because this is how it looks. So, you can't see the path and I think it makes it a lot harder to build
out. So, whenever you are doing it, just make sure you are clicking on flow builder so you could
S
see all this. Unless, obviously, you are just going to do one message. It is a lot easier to see
A
what's going to happen here. Because you are like, "Okay, they come here, they click this. If they
T DE
click here, we are going to have a website open up. Right? So, we are going to do this. Right?
And then we are going to put fitmom.com." Whatever, I use that in all my examples so, if someone
actually owns that site, they're probably making a ton of money. And that's pretty much it for this,
guys. So, this is how you create your widget.
I
Now, when we get in the ad section, I'm going to show you how to actually use this. But, if you were
H
just going to use this today, all you would have to do is grab this. And you have to publish it. Put text
in. Now you can preview it. And there it is. By clicking the new button one, there comes the next
message.
C
I then do a sequence. Now these are all follow-up.
For example, if I add someone to this sequence and this is the message I have, What I'm telling Facebook
is, for this sequence, after 15 minutes of them opting in, they will receive this automated message. For this
sequence, two days, three days, and then I turn the other ones off.
You can also set stuff up, turn it on, turn it off. This one is the same thing. And you can see I have a lot of
offers. So same thing here, I shut those off. So, then this will send after seven days.
Something to keep in mind is, if you use this schedule, if it sends after five days it's five days after
they opt in. This one is one day after the previous message. This one is seven days after the previous
message, if they were all on. Because they are off, this one sends seven days after they opt in. And ‘opt in’
means they click the link. So just keep that in mind.

If we go back to this growth tool, and let's say I want to put the Fit Pro VSL? I go down to Fit Pro
VSL and now I'm all set. So, anyone who opts in to this, if I save it, will start getting these
automations. I will start getting these automations five days after they opt in. We will cover this
when we get in the ad section.
R
•Broadcast is just an email. Okay? So, for example, this is interesting because they just added
this. So, you could say, I want to start my broadcast with, SMS. You can connect with your
E R
messenger, people who connect to email, multiple channels. Right? So usually I would say
messenger. And then you go up and set your message, et cetera. So, let's say I'm like, "I love
donuts." Okay? So, check this out. And then you go to settings and you can do,
-Subscriptional
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-non-promotional
N TE
S
-Promotional
A
-Follow-up.
T DE
Now here's a huge thing that you have to do, because, if you do this wrong and you send out the
message improperly to this many users, Facebook will shut your entire stuff down. Guaranteed.
I
So, what I do is I will send out a subscription message. I don't like doing non-promotional because it
only lets you send out... ??? It is not the best. Basically, you can't even market, which makes no
sense. So, what I do, first, is you pick all your targeting. If you only have one different offer, you
H
could just send it to everyone. But, if you have different offers or gender-specific, or something like
that, you obviously will change that stuff up. Then you can schedule a broadcast just like an email.
Or you could start sending now, and it will send out to all those people. So that's a broadcast. And I
C
do those about once every five days.
You have the option of letting people opt out. So, at the end of my message, I will always say, "Type
'stop' and hit unsubscribe to stop these messages." You also have to notice you only are allowed to
use a limited amount of characters. The reason you want this is, you have to think, if you don't give
people an option to opt out, and you send the message, and they start giving negative feedback on
Facebook messenger, which they can, they can actually block your account. Facebook will see that.
You will get a very high negative feedback and they will shut you down.
As we get in the later sections of ads and so forth I will show you exactly how this works. But this
was the overview of how to actually use Manychat and the three things.

MANYCHAT 101: 2020 ManyChat Changes
Objective:
• Looking at the changes to expect in January 2020 on Manychat
In January 15, 2020 when most of you are going to be in this course, ManyChat is making some
changes, and so this is a quick video about the updates to come, and what to expect with those
R
changes. If you're seeing this, you are either in my course or you are on my YouTube channel.
Here is a short list of what is going to happen. Essentially, in the past there was no limitations to,
E R
essentially, when you could reach out to someone.
➡Manychat is now just setting it back to within 24 hours, and this is happening for two
N E
reasons.
a.They want to try and make money with paid messages
N T
If they can cut down your window, they can start charging you to message people
S
outside the 24-hour zone.
A
b.The other reason is because of spam.
T DE
A lot of businesses will abuse stuff and that's kind of why that happens.
These are lists of the things that consider someone within 24 hours. Now the only thing I see it really
I
messing up is automated messages. You can still manually message someone. If go through my
course and you learn how I do things, you'll actually see that I don't use tons of automations like
H
people think I do, so that's actually going to get you around this.
When it comes to automations, what you're going to need to do is make sure of the following:
C
1. Have something here on your main menu.
-Why? If they see this and just so you guys know, they'll only see the first one. Unless they
scroll down, they only see this. If they click it, it reopens that 24-hour window. If it reopens the 24-
hour window, the sequences can start firing again.
2. Do not put a fake tag in your sequence.
-If you do, you will get shut down. When you come here to the tags, they are only giving you
stuff for like post-purchase updates, confirmed event, account update. Not promotional stuff. If
you start promoting with it, you will get shut down, and this is not worth your account.
-What I'm going to do is not put a tag and then if they're in the 24-hour window, the automation
will send. If they're not, it won't.

MANYCHAT 101: 2020 ManyChat Changes
In terms of what is allowable, they used to have an option to send subscription messaging. Now
here's what it's saying on it so far. Starting 15th of January, subscription messaging will not be
available for those who did not apply for it on their page. For those of you who have not applied for it
yet, you can actually go to one of your pages and for the time being, apply to have messaging.
Steps to follow:
R
-Come here to Advanced Messaging
E R
-Come down here and apply for subscription messaging, so you can get this green tick.
-Make sure you put all your websites here that you're using so that ManyChat recognizes it.
N E
Let's assume that that changes because this to me is a little unclear because it says, "Broadcast will
T
still be available," but I don't think you're going to be able to send any that are not within these four
N
tags. If that's the case, what you're going to be able to do is come inside ManyChat, and go to paid
messages instead, and send out a paid message.
A S
Now, what I've already seen with this, is when you go to settings, you're going to be able to pick an
T DE
audience. It has to be people who subscribe with your bot. it also asks you for a budget
Testing the process:
I
As of now, it's allowing you to set the budget. What I'm going to probably do is run a very low
budget, see who it actually sends to; because it's cost per impression. That means someone has to
H
see it. If they don't see it, you don't get charged for it. What I'll have to figure out is how much it
usually costs to send it to 11,000 people.
C
For me, personally, if it's like $20 bucks or whatever, if it's cheap, I'll probably do it quite often. If it's
says $100 bucks, I'd probably do it once a week because it's not worth it to me to send that many,
but in this audience that I chose, there was 11,000 people. I could come in here, and I could say,
"Okay, I want to send it to people who are in this one." That's 11,000.
I could say, "I also want to send it to people who are not in this one.”. Not much is going to change
other than the sequences just won't send, if they're outside the 24-hour window, but everything else
that I'm teaching you guys will still apply. At the end of the day, that's what Facebook wants. They
want manual engagement.
Make sure to post in the Facebook group, the paid group. The only thing being lost is automated
follow up messages, but you can still send a paid message.

MANYCHAT 101: Broadcasts
Objective:
•Getting approved for Manychat Broadcasts
For those of you who have not been lucky to get Manychat Broadcast, if you go to your broadcast
R
scene and you don't see "subscriptional content" as an option, it's because you haven't been
approved here on your Facebook page. At this point, it's too late to try to get approved. You may try,
however, Facebook is going to ask you a bunch of questions.
E R
•The bottom line is, some people will not get approved.
N E
•After January 15th, they are getting rid of this, so, you've got a month from now. It will no longer
be an option.
N T
Now, for those of you for whom it is an option, just be clear, this will go to anyone on your list. But,
S
again, if it doesn't fit these three criteria that Facebook deems, you've got to be careful because they
A
will shut you down.
T DE
A note of caution
Now, one thing I've done that has really helped me is, no matter what I do, every time I sent out
a broadcast, I give people an option to opt out, e.g., "Type stop and hit unsubscribe to get
I
out of these messages." I put that disclaimer just in case I'm bothering them, or they don't
want to be here.
•If you give people an option to unsubscribe and they just get out, you don't get negative
H
feedback to your Facebook.
C
•If you don't give people a way to opt out, you're going to get a lot of negative feedback and
Facebook will shut you down.
So just keep this in mind, when you're sending messages to people, remember, these are still
people and it's like an email. If you don't give them a way to unsubscribe or get out of your
messages, it probably won't bode well for you.

MANYCHAT 101: Flow Links
Objective:
•Looking at the different Opt-ins on Manychat
In this video I just want to show you the flows I shared.
R
1.This one is an Opt-in with no REF.
You'll just click it, it'll go right in your ManyChat.
E R
1.This one is an Opt-in with REF.
N E
1.This is a follow-up to the Facebook group.
T
This follow-up to the Facebook group here is going to look like this. It's simply just to push
N
someone to your Facebook group after they have been inside your ManyChat. You can just
send that to them as a follow-up automated message.
A S
When you are inside Manychat, you go to sequences and attach this to one of your Growth Tools.
T DE
Example: When you go to a Growth Tool, you can pick one of the sequences they go to, and send
that message. As a beginner, that's all you need to worry about. You can create a more robust
automated system as you get used to the software and the system.
The other two I sent you are
I
•Growth Tool Without Ref.
•Growth Tool With Ref.
H
➡The first one is you are scraping the email inside ManyChat.
C
➡The second one is without ManyChat
•This one right here where it goes straight to the page, because when you go straight to the
page, it's going to ask them to opt in.
•This is the alternative where they come to this page, and then they get this email.
Most of you should do something like this where you send your clients, and prospects to the Opt-in
first.
Those are the flows that will get you started. You have the structure, so you can put these right in
your ManyChat. You will have to recreate it though as I don't want these cloned.
Hundreds of people are already cloning my exact funnels in their business, and so traffic is being
sent to me causing me to be getting people I don't want, and it's a nightmare.

MANYCHAT 101: Using Zapier To Scrape Emails
Objective:
•Set Up Zapier With ManyChat
In this section I want to show you how to create REF URL where you can grab someone's email.
R
This is highly advanced, so most of you should not attempt this because you're going to get a lot of
technical difficulties. This is my high level mastermind training with one to one coaching, because of
E
the technicality of this stuff. You can reach out to Zapier, and in this session, I will show you what I
R
mean by that, but this is just harder, so be prepared.
N E
The first thing you're going to do is you'll
T
➡Click through
N
➡is button called User Input. The user input is where you're going to come in and pick email.
S
I always like to put a response that's like, “Please click below to enter. Please enter your
A
email or click the skip button to continue forward…”
T DE
If you don't, ManyChat will continue to send the same email error message over and over. I do
that because when a client sees us, it's going to preview their email. Let us just preview it so
you guys can see what I'm talking about.
I
When a client comes in, it'll pre-populate their email. E.g. "Tanner, blah, blah, blah, duh, duh, duh.”
They have to click that for it to come through. What ends up happening though is it will send an error
H
message.
C
When you come in here, and the second they type something wrong, it's going to send this
message because it' i not for them to type. It is for them to click that button that pre-populates
their email.
This is what happens. So, let's say "Please enter your email or skip the button to continue forward."
That's the message that I wrote here, right? Which is why that's important.
The way you grab their email is you'll come over to Zapier, okay? Now, if you're not familiar with
Zapier, it integrates one platform with another
➡Come into Zapier
➡Add ManyChat subscribers to Active Campaign
➡Add a new or updated, custom field of ManyChat
➡You'll choose ManyChat as the app, new or updated custom field.
➡You'll choose your account.

All this will pop up and populate as you're doing it. If it does not, it's going to show you how.
➡Go to ‘customize your field’
➡Put in your Email (You will be asked for a sample)
➡Click to get more samples.
R
Now, what you need to do first to get samples. This is part of the challenge and why people
E
mess up, is you have to go in and click the Publish it and then click the Preview button like I
R
did and then go through this and actually click this button so it scrapes the email data. This is
done, because when you come to Zapier, if it doesn't have that data scraped at least one time,
N E
Zapier is not going to pick it up.
N T
I'm not going to get into the technical reasons. Just do it. So, remember, when you're in here
these are the steps:
A S
➡Publish it,
T DE
➡Set up user input,
➡Publish it,
➡Click preview.
I
➡Put in your email,
➡Go to Zapier
H
➡To go to Active Campaign, these are the steps:
➡Go to Active Campaign
C
➡Create update
➡Contact an active campaign.
➡Pick the account (this is obviously Active Campaign)
➡Pick the list
Make sure you have created a list inside active campaign like we have done earlier in this course.
➡Pick User Custom fields,
➡Email (first name, last name, and that's it)
You will skip the rest.

➡Click continue
➡Click test and continue.

It will run a process and alerts you to whether is working or not. If you get the green light, it's good,
and once everything is working, you can turn your ‘Zap’ on.
To Conduct a Test
R
This is how I conduct a test, and this is basically repeating what I did before for validation:
➡I'll go inside active campaign
E R
➡Send an email to a friend, send it to your mom, whoever. Have them test it, right?
➡Grab a Growth Tool
N E
➡Click Set Up.
N T
You need to send that to a friend, have them see if it actually works, and then
➡Go inside your active campaign
A S
➡Click on your list and see if they're actually inside your list
T DE
If they are not, you know you have a problem.
HI
C

MANYCHAT 101: Business Messaging Through ManyChat
Objectives:
•Learning how to use the scripts for business
•Get people your typical call through Manychat
R
•Do messaging through Manychat
E
This session looks at how to use the general business script for your business and to get people a
R
typical call with you through your Manychat.
N E
Once you are in Manychat. you can go up here and click. You have two choices here
•You can either message from the main tab, but we like to go through the unread message part.
N T
In this way is a lot easier to keep track of things.
A S
As an example, this is our ad:
•They clicked on the ad
T DE
•We send them a first message
•He responds to say, “No I'm not a trainer.”
I
This is someone who is probably not a good fit, but you need to ask some more clarifying
questions, such as
H
-Are you a general business owner?
-what is your business?
C
Here is a better example of someone that just came in to our Manychat. You are able to see the
timestamp showing that he just came on; that can be seen here as 11:20 am. So, we'll go over to our
business script, and as it says in the script, you're going to wait 15 minutes before sending this fi rst
message.
•Your first message will go out at approximately 11:44 am

Another great thing about [Manychat] Facebook Messenger is that you can create saved replies. By
putting in your customary replies, which you use day to day, it will personalize it for you. So, all you
would do is to click and send. Notice now, that this is the first message, as you have it here.
•The next part of the script would include questions to find out what he might currently be
struggling with.

Example of someone with experience:
As you can see in this conversation this woman says,

“I'm transitioning out of my job at the moment and into a gym. That's where I want to
R
end up. But I feel like I need to get over my imposter syndrome and have some
experience. I started online and following the steps you've listed in Facebook and what
E
every other trainer does.”
R
Notice that she talked about how she wants to be a personal trainer. At this time, you want to clarify
N E
if she's the ideal candidate. Ask some more questions pertaining to what you are looking for, which is
a personal trainer.
N T
Your questions for instance: Have you coached people before and gotten results?
A S
Her response: I'm pretty much brand new to it all. My own journey is where my passion
to change others’ lives has come from. While there's results at the
T DE
moment, they were family and friends. And so, hit me with what you offer
and what prices because I want to work with you when I have the funds to
do so.
I
A Rule to Remember:
When you're talking to people with paid ads, you don't want to waste time on the wrong people. So,
H
number one, she's not our ideal client, because we're looking for personal trainers who want to go
online. And she also says that she doesn't have the money currently. This is where you want to be a
little bit blunt and tell them basically what the ideal client you are looking for is, while with still being
C
professional.
Example: “Our personal trainers currently have their own business. So, please do contact me
when you have a bit more experience and are ready to start.”
This is all about time and it's about the number of persons you hit. Sometimes Manychat will glitch
and your ad won't come through. That is a normal. So, it helps to ask what they came in on and just
troubleshoot and make sure that your ads are currently working. So again;
-Timestamp at 15 minutes
-Send the first message right here. (i.e. saved replies. Click and send)

We may ask what their goals were.
They said that they're getting qualified to be a personal trainer. Right away we know that they are
not currently a personal trainer.
Ask the clarifying questions again to make sure you are getting your ideal client here before wasting
R
your time.
E R
Example of someone with experience:
•This guy has trained people before.
N E
•He understands how to make a meal plan.
N T
However; He does not know how to start online. That is currently the biggest struggle.
S
Going back to the script, once you send the first message, they tell you what their goal is, and you
A
ask,
T DE
Your question: What are you currently struggling with?
So, the idea is to get your client to tell you what they're struggling with so that you know how to help
I
them, and you know how to get them to book a call with you.
His response: I was thinking about Instagram, but I don't really use social media so honestly
H
don't know where to start.
C
So, he doesn't know how to start online. Again the idea behind the script is that the script is the
process, but this is you being personable; because you could just create a bot that would go through
the steps and the process of the script, but that is not what is going to book you calls. It is going to
be adding in personal touches and hearing what they have to say.
When you are online, it is just about delivery and marketing yourself; and there are several platforms
you can use. So, just hearing what they have to say and just adding a little bit of value and then
using the script.
So, your typical questions are:
1.What have you tried so far?
2.Have you worked with anyone before?
3.Have you ever worked as a business mentor before?

These questions are asked; because again, this is B2B currently who you are talking to. So, we are
using the word fitness mentor. Obviously, you would change that according to your purposes as far
as who your ideal client is and who they may have worked with.
R
His typical response to each question might be:
Q1 Response:Not really. I choose this path because I really enjoy it and like working out, and
E R
I wanted to do something that I really love as I work.
N E
Once you ask them if they worked with anyone before, if they say no, then you would ask if any
reason why not? Now he said not really. And then he wrote this.
N T
Q2 response: No.
A S
So, you're going to have to be a little bit creative in how you respond back.
T DE
“So, you haven't worked with anyone before because this is a new adventure for you?”
I
Again you want to be always ending in questions just to try to get them to move through this script,
but still kind of cultivating the response we want out of them to get them to like agree to book a call
and just moving through the process.
H
Note that this has not been 15 minutes yet, as you can see from the timestamp. You will go ahead
C
and click on red. If someone unsubscribes you can always create what we have created as a saved
reply as an unsubscribe reply. Just to let them know, “Hey I am online if you have questions, if not no
worries.” You can just send that right away.
Yes, this person came in. These are broadcasts as sometimes they get in through the messages, so
you just have to be careful of that.
Question: In this case, we asked what is the goal?

Response: My goal is to open a couple of studios and train kids from 8 to 18, so that way
whatever sport they're in, I can get them close for scholarship, help them perform at
their highest level. And I also want to train adults, but my target is children.

So, you know what the goal is. And then as per the script;
-You are going to try to figure out who they are
-What their goal is; especially if they are doing business to business.
-You always want to figure out like where they're struggling and
R
-Where they are currently at.
E R
Question: So, are you a personal trainer?
Are you looking to scale your online services?
N E
Response: I am in school with NSM and want to get a head start before I get certified.
N T
Again, this is something you are clarifying to see if he is the ideal client; someone who wants to use
S
your services currently. Like I said before, you don't want to waste time on the wrong people.
A
T DE
Question: So, you aren't looking to start anything now?
In this business, you will encounter persons who just want to waste your time, as In this example
below: This is someone who is just being dumb. DO NOT WASTE YOUR TIME
I
•So, what's your goal and knowledge of the body and being able to climb trees better? Oh yes
H
and enhance my communication skills.
If you want to see if he is really is acting dumb, you can click on his profile and see what he is
C
about; which looks like he is kind of messing around and he is pretty young. So do not waste time on
him.
This person says, “My goal is to be successful and make good figures like you've done. I'm a
professional kickboxer and boxer. I just started working as a full-time personal trainer in the
gym, but I have to build.”
Here again, just make sure that they have worked with people before. Also remember your ideal
client is someone who wants to go online. So, verify that exactly to make sure that you are talking to
your ideal client by asking something like;
•Okay awesome, are you wanting to start your personal training business online?
•Have you ever worked with anyone before?

So, as to the script, when you ask them if they've worked with someone before, and you move too, if
no, any reason why not? You kind of get the idea of the script, that again it is just the process. It is
the steps you need to take in order to get through to booking a call.
R
There are different ways that you are going to need to know how to handle objections through here if
they have examples. So just keep in mind, that the script is just a process, but you have to add in
E
your personal touches, or you are not going to be able to book the calls.
N R
Just keep practicing your scripts, and I hope that was helpful.
E
A N S T
T DE
HI
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N N TE
A
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HI
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Facebook Ads 101
FACEBOOK ADS 101: Ad Manager Overview
Let's dive into how to start running your ads. You should have in place:
•Your click funnels account set up.
•You should have already started editing your videos and making those videos.
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•You should have your pixels already set up on your page.
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You now need to just start running traffic to those pages. We need Ads Manager for that. The old
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version being used here is a little easier that the new version you just saw.
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So, let us just start from the top, and the first thing you are going to do is;
1. Create what is called a Campaign.
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2.Then an Ad Set
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3.and then an Ad.
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We will see what all the options are and just walk you through this.
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1.Awareness Ad. - The easiest way to coach you is just to tell you what to do and what not to do.
Don't do these types of Ads. These are for humongous brands like Coca Cola, Pepsi, et cetera,
where they're just trying to get their name out there for as cheap as possible. And that might mean
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people go into their stores and buy their stuff from seeing it.
2.Brand awareness and reach. (I hardly use that)
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3.Traffic. You may use occasionally. If you choose brand awareness, it's going to pick people
who, again, are more likely to pay attention to your Ads and increase awareness for your brand.
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That's it.
4.Reach is just to show your ad to the maximum number of people.
5.Traffic is people who click. So, this doesn't mean they will take action. It just means they are
click- happy. You will only use if you are trying to retarget based off that video, and I'll make a
separate video on that about how to re target based on video views.
6.Messages feature. Again, this is just people who are more likely to respond to messenger. Now
where you're going to spend 95% of your money is this one.
7.Conversions - this is where you will spend 95% of your money. This is people who are actually
going to buy your stuff, who take actions.
Ultimately, you want conversions, and we will go into different scenarios, but the only time you would
use traffic is, possibly to build up a retargeting audience.

Retargeting mean anyone who takes that fi rst action, you'll send them another ad. Or to maybe
build up your Facebook page. Or the other one would be video views, again to re target. Other than
that, I always use conversion and the reason is because that's what gets people to buy my stuff.
YOUR CAMPAIGN
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Now down here, you can name your campaign. A useful tip is to name your campaigns according to
what you are targeting.
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Example: Let us call it Gary Veynerchuck. We will do 25 to 35 males. Have your pixel ID.
Remember, you should have the pixel that you are going to use on hand. Now this pixel ID
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is not active on my accounts. This is backup account number three which is used just in
case another Ad Account gets shut down. When you are adding this pixel, it should usually
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be for a lead, or if you are optimizing for an application. My personal preference is to use
“Initiate Checkout”, but here, they added an application option. It means it can be one of
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the two. If these are red, it means they are not active.
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If you have never ran traffic before, it might be red, but then you are going to want to verify
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your pixel. Make sure that it is on the page and if you are unsure how to, you can always
go back to previous session to refresh.
In continuing;
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•Skip dynamic creative
•Skip offered. Then you can come down here.
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This is just an example where we are looking at 25 to 35 males in the United States and
then I do Gary V.
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Go to the top, Gary V, 25 to 35 males - Done. And this now becomes a potential reach. With potential reach, you
don't usually want it this high. Now when you are not spending a bunch of money, watch how that changes. It just
went from 35 million to 3 million. Typically, what I tell people is you want a range of one to 2 million on average.
Now this may change depending on how much you are spending and other scenarios. So, it is hard to give a
certified specific rule, but one to 2 million is a good reach. If it's below 1 million, it is usually not big enough. If it is
over 2 million, it is usually a little broad.
If we try a personal trainer, the outcome may be different, as seen in this case. It's now in the range or 1 to 2
million people.
Let us use MTV as an example:
I could exclude people, which shortens it even more. So, you are saying these are people. Now just keep in mind,
there's a difference between this versus just putting them all here. So here I am saying target people like Gary V
and personal trainers. Now if I were to get rid of this, and I put personal trainer here, that means target people
who like Gary V or personal trainers. So now it's gotten even bigger, because now there are more people - 6.7
million versus when I just said Gary V, it was 3 million. And then when I narrowed the audience for trainer, it got
even smaller. Watch it again, and it will get smaller.

When you are targeting, you want to have one to 2 million on average. Greater than 2 million is a
little too much. Keep it under a million, as a baseline rule.
Now when you are only spending 10 bucks, it is not going to matter that much. So, one of the
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biggest questions I get is, Tanner, how much money should I spend a day? It should be the amount,
and we will get down to there in a second, but it should be the highest amount you will pay for a
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lead. So, people who like my page, or friends who like my page, or exclude people who like my
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page, et cetera. Automatic placements suck.
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Some media buyers will tell you to do that all the data that I have ever seen shows me that you
should not, until you are at scale. When you are at scale and you are running 150 grand a month like
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I am, you will find that you can get automatic placements to work better; because you are just
pushing so much traffic. Make your every dollar count.
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PERSONAL TIPS
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•If I were to make a suggestion, I would say always do mobile, and I would run it to the feeds. So,
I would turn off all this stuff. You can do Facebook video feed if you want. More than ninety
percent (90%) of my traffic is mobile; even if I pick automatic placements and most of my results
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are the feeds. Now that does not mean you won't get results other places, but for the most part it
is going to be in the feeds.
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•Now another pro tip to keep in mind is that Facebook typically works a lot better for a B2C offer.
So, my fitness offer does excellent on Facebook. It does not do great on Instagram. Why? Well,
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most people in my fitness programs are older and have money and they are on Facebook, but
younger people are on Instagram. Well guess what my B2B offer is? If you're in my program, you
are probably on average a younger individual, twenties maybe or thirties, and you are on
Instagram.
So, Instagram does great for my B2B offer. Now, this will vary depending on what you do, but
just keep that in mind. If you are a B2C offer and you had to choose one, I would choose
Facebook. If you are a B2B offer, I would not necessarily say I would choose Instagram, but it
does do well. These are the two most important ones to use. If you only have to pick one,
obviously do Facebook. But if you are willing to do more, I would do these three. But in order
of importance it'd be;
1.Facebook one
2.Instagram
3.Mobile

After that, you are going to come down here and you are going to pick your budget, and again, this
is an overview.
The daily budget should be the maximum amount of money you are willing to pay for leads.
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For example:
In my fitness business when I started, the max amount of money I wanted to pay for a lead was
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10 bucks. And my B2B offer, the maximum I wanted to pay was 15 bucks. Now is this the best
way to run your Ads at scale? Scale meaning a lot more money. No, but when you are broke, or
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you are starting, or you are new and you only have a thousand or 2000 bucks, I need to
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maximize every last dollar you have to get you the best chance of getting results.
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So, if I have to give you, this is not the most efficient way long term, but when you're spending
let's say anywhere between $20 000 or less a month, this is the best way to run ads. How do I
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know? Because this is how I got to seven figures. Use the highest amount you are willing to
pay for a lead. Typically, that is going to be anywhere between 10 and 15 bucks. So, let us just
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say we are doing a B2B offer for trainers or business coaches. Let's do 15. Down here what I
personally like to do is I like to do one day click. What this means is if you select the amount of
time it typically takes for someone to complete a valuable action after clicking on your ad. I
want them to optimize for one day, because I want them to take action quickly.
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If you do seven days, they are going to optimize more for that. It doesn't mean that this won't
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work or that this works necessarily better, but essentially Facebook is telling you that. You could
also do one day click or view, that just obviously adds in somebody who views it. For me, I want
them to optimize for people who click. That is the initial set-up.
THE AD
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The final page is obviously the Ad. This is what people will actually see on Facebook. So, you can
add your Instagram account, you can add your Facebook account, et cetera.
I would recommend just label.
In the case of Gary V, you could do say image one ad. I always like to see who this ad is going to
and then the image or the video, whatever. You will come down here and your ad, it is awesome
because as you add stuff you can literally see it here
Example: Let me just add an image really quick, and I'm just going to add anything so
you can see. And as I add stuff, it is going to literally populate here so you could see what
it looks like.

That is how it would look, and then you could now start writing texts.
I love apples and you can just see where it pops up here. This is texts - I love apples.
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This is what people will see on the Ad. The headline is right here. I like horses. There is that - the
display URL, I don't usually like to use that personally. So, let us just do fitmom.com. Let us say you
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put a URL in here. That is where it is going to go. Someone clicks it. You can also preview the URL
to see what they'll see when they click on the Ad. So, there you go, and then that is how your Ad
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would look. They should give you a “call to action” button. Yeah, so you could even do “no
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button” so that will disappear.
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As you will see, a lot of times I like to do “no button” or “learn more”. You can use a description,
but again, that is optional. It is only seen in certain placements. Again, it is not a personal choice. For
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me it is just so people will see my headline You are also able to see if it is set up. In this case, this
one is not active. If it is active it should be green, or it could be red.
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If you never ran traffic before, just double check your click funnels pages to make sure that it is set
up. Again, if you are unsure about this, go back to the previous videos where I give you the share
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funnels and make sure you have set up your pixel properly, then you click confirm and you are all
set.
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So, this was your Facebook Ad Manager overview. In the next videos, I'm going to get in a lot more
detail on:
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a.how to find targeting
b.how to read data
c.How to set up your columns, and all that kind of stuff.

FACEBOOK ADS 101: Overview
Objectives:
•Understand how to set up your Ads
•Understand how to message properly
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Welcome to this video where today, we are going to look at:
•The Ads section
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•An overview on how to set up your ads and so forth
•Look at videos on how to message properly when a prospect comes from your ads.
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Someone who comes from an Ad is going to be a lot different than a cold traffic, But before we really
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dive in, I want to show you that we're spending minimum about $25k a week, and that should give
you comfort to know that I say what I say I do, and I do what I say, and blah, blah, blah.
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There are three things that I want you to keep in mind in terms of Facebook. And the first thing that
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we have to understand is, what is the goal of Facebook? What is it that Facebook is trying to
accomplish? And if you know what Facebook's trying to accomplish, then it's going to be easier for
you to get results. It's the same thing as knowing what's your potential client wants to accomplish.
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Here is how it works.
1.The first thing is that Facebook wants its users to have a good experience, which means that if
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you put false, misleading or information that they find harmful, they're going to not allow you to
thrive.
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2.The second thing is that Facebook wants to make money, that means the more you spend and
the better ratings your ads get, and the better experience the users on the platform have with your
ads, the more they are going to push your stuff. They see that you are playing by the rules and
that you are making them money.
3.The third thing is that they want to make money for you, the advertiser.
That is Facebook's three goals. And if you understand those goals, it will be a lot easier to
understand what you need to do to achieve that and how to go about things.

There are some key questions as well:
a.Can you really control how much money Facebook makes?
b.Can you control if a user has a good experience?
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➡Yes, you can, by the copy you use, the images you use, how you engage with them inside
the platform or off the platform.
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➡You also have control on making money for yourself, which will obviously come through
marketing.
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The number one thing you need to focus on is making sure that your users, the people you interact
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with, have a good experience. And that's going to come down to the copy, to the ad and who you're
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targeting, which is what this whole section is about.
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In this section I want to break down every single part of Business Manager.
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Now at this point, you should already have a set up and you should already have at least one
Ad Account. If you don't, go ahead and come in here and there should be an option to Add an
Ad Account.
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You have Business Settings here, notifications, these are just quick buttons you can get to. We will
go over how to get help. if you get your Ad Account shut down or something is wrong, they don't
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know how to efficiently get help
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•A lot of people try to send the email. Now you can send the email. And if you need help go to
this link - facebook.com/business/help. You can actually take that URL, post it right in your
browser and use it when you need to find answers or contact support.
•You want to click get started and you need to pick whatever it is you need. So, for example, you
pick Ads, you can email the support team, and when they are opened, this little icon here is for
Messenger inbox. Click that, and then they will actually message you.
What I tend to do is, a bot will start, and I'll incorrectly respond to it on purpose so that a
human being will actually respond to me. Now this is the best thing to do.

1.Now, if you have a newer ad account, I don't know for a fact, but you may not have this option,
so you are going to want to go here, but that is the fastest way to get help. If you are in
Messenger and it is an actual human, that is going to be your best bet. That's one of the first
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things.
2.Second thing is let us go ahead and go through every single part of this; because it's easier.
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a. - We can click on this, and you can do this inside your Ads Manager.
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b. - self-explanatory.
c.This is brand safety - Let's say you signed the NDA with someone, and you don't want
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them to see your stuff. You could actually put them on here, or you could put URLs, or you could
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put emails, whatever, and that would obviously allow you to not have certain people see your
stuff.
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d.After that we have Business Settings. This is a big one, so we'll go into that shortly
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e.Events Manager is going to be where you set up your pixels and all that kind of stuff. Self-
explanatory here.
Most of my clients are online clients, so let us just dive into business settings. You are going to
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spend a lot of time in here and then you should only have one Ad Business Manager
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•You will have people and partners, and you would just add someone.
•You can put their email here and give them access to your Ad Account.
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•You'll get requests here, for example, in terms of people who want to get user permissions.
Pretty self-explanatory there.
•You can go to your pages and you can also give people access to it. (For example, I have
my Ads guys there. I have my team sitting in there, so that stuff is super helpful in terms of that)
• We also have the Apps and the Instagram accounts. (I have my Instagram accounts there,
line of business, data sources)

The biggest thing here will be the Pixel, and you can make new pixels constantly. You only really
need one for your business.
The reason I have a lot of these is just I have been running ads for a long time and so I
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have had different Ads guys come in here and do weird stuff, but ultimately the only ones I
use is this one for my personal trainers. I use this one for my fitness. I had this for gym
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owners for a while, and that's really all I use. In fact, I still use the same pixel for my other
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business, which is general business owners.
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•Custom conversions, we'll go into that.
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You're not going to want too many of these. Essentially what that is, is you're telling
Facebook to track a certain action.
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Let us say you send someone to fitmom.com\lead, You would make a custom conversion
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that just says whenever someone lands on this URL, they will become a lead. You would
say, fitmom.com, and, slash lead.
And then what you usually want to do is equals, because if it contains it, that would mean
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anything with fitmom.com, and if you had like five pages, then it would track all of it. So, it
would just be as simple as saying, "Hey, if someone lands on this page, then I want that to
track as a lead." And then you would go down here and you would
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-Click lead
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-Name it (so you get a fitmom.com lead)
-Create it
-The value. I wouldn't worry about that. Just don't confuse yourself and click create.
You don't really need to do that if you set your pixels up right.

After that, you're going to have;
•Audiences. Again, shared audience is only going to be if you are sharing accounts from
other people, or you are sharing it to someone else's Business Manager.
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•The Events Manager is where you would set up a pixel if needed
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•Ad Account Settings - You can go in here and you're basically just going to be setting up
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payment.
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•Ads Manager is where we're going to spending all of our time.
•Automated rules
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•Custom audiences
•Audience insights
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•Page posts - Again, you can just go to your regular page for that, so not too big of a deal.
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These are the majority of what you will need inside your actual Business Manager. Some are not
critical, but we will go through the important ones in depth. This was just a quick overview of what
Facebook's goals are.
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In the next video I will show exactly how to target, how to set your campaigns up, what's the
reasoning for it, all those types of things.

FACEBOOK ADS 101: Setting Up An Ad
Objectives:
•Setup a Facebook Ad
•Understand how to set up the Rules
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Welcome back to this video. In this one, we are going to is set up an entire Facebook Ad. We have
already gone over the following:
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•Targeting
•Audience insights
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•How to find better things to target and so forth.
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We have gone over some of the rules, but now we are going to go through step-by-step on exactly
what you should do.
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The first thing is to just understand what we want as the objective. The objective should be
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conversions, and you should try to optimize it for leads because Facebook says that it needs 15 to
25 conversions per week, per Ad Set to optimize. A high-ticket offer needs only to optimize for leads
because you won't get enough. When you practice campaign leads, leave these alone, right? Come
in here. And you will need to have your pixel ready to go, so make sure that you have that done.
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Again, I have mentioned multiple videos, if you don't know how to do this, go back to the previous
videos where I give you my share funnels and I show you how to set it up.
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Now, once you have done that, let us come down here. Let us just pretend we are going to target 25
to 50. We are going to do all, and we are just going to do anybody who likes Tony Robbins. So, then
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what I want to do is go up here in the Ad Set, Tony Robbins, 25 to 50, all genders. And then you will
come down here and again, dependent on your budget, guys, you can test this. It's going to be easy
to kind of tell where the data is and what you need to do differently. But I would recommend if you
are not on a tight budget, start with automatic.
If you are on a very tight budget, again, I am going to go back to this. I would just simply go right to
Facebook and I would just go just like this and I would take off anything that is not Facebook to the
feed and just start there. Because that is where most of your conversions will take place. If you want
to do all devices, that is fine. Just understand that most come through mobile and that is not ever
going to change. Most people, unless they're shooting a video like this, are going to be on their
desktop.

Now, this needs to be your average lead cost or the highest cost you will pay. So, some of you will
go, "Well, Tanner, I don't really know." If it's a business offer, more than likely you are going to want
this at 15, definitely never higher than 20. If you are doing some type of business to consumer offer,
it's probably going to be 10, max 15. So, we are only talking about a five-dollar difference; but let us
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just say we are doing a business offer, so it's 15 bucks.
Then when you come to this page, you will just name your Ad. So, I would just do Tony Robbins,
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add image one. And what we can do is then we will just add any image just for the sake of doing
this. Let us just say I did this. It's uploading. Continue. Okay? And then obviously, you will come in,
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you will fix your headlines and your URL. And at this point, you are good to go. And just so you
understand, this is how you do a normal Ad Set. Here is this Tony Robbins one right here and then
we'll go inside the Ad Set. Remember;
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•You have the Ad
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•You have the Ad Set
•You have the Ad at the Ad level
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Right now, we are in the Ad Set. We want to make sure that we go to the Ad Set level, okay? Let us
go click on ... again, let us go to the ... this is in the convergence campaign, all right? And then we
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want to go to this Ad Set.
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Now, let us pretend that my budget is for 15 bucks a pop. First off, people go, "Well, Tanner, how
much should I spend in a month?" Or, "How much should I spend in a day?" Stuff like that. It's going
to depend on your budget. You take how much you want to spend for the month. In this case, let us
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say $3,000. You divide that by 30, and then that is how much you should spend in a day. Let us say
for this scenario, we do $3,000 divided by 30. That is $100 a day, because you would do 100 times
30 is 3,000.
If my max lead cost I am going to take is this $15, then what I suggest you do is do 100 divided by
15 and you should have 6 Ad Sets per day. Here's what I like to do. I will go ahead and duplicate 6
Ad Sets, so I'll do five more because five plus one is six. Duplicate those, and then I will go in and I
will change the audience on each and every one of these, so there are six. This one was the
original.

Then, we might go into this one. And I will change this to, let us say, I do Gary V, and I'll publish it.
And the reason I do this, is because at the end of the day, I would rather throw more darts at
different spots than all my darts at one spot and hope that it is the right spot. It's just never going to
work out well for you if you try to do stuff like that. If this one was Gary V, let us do Gary V, 25 to 55,
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and then all genders. So, we will try this again. Sometimes when you upload them, they just start
going to an active pile, and these are all inactive right now. So, Gary V. Okay, let us do publish.
Voila. Okay? So, there's that Gary V one. This one right here is probably the one we edited earlier.
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Let us look, I see Gary V, but I didn't label it, so let us do this one. And this is literally how I would do
my budgets until I was spending $20,000 a month.
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For you who are trying to maximize your return and mitigate your risks, the best way is to run low Ad
Set budgets so in case you miss one or something messes up or it doesn't convert, you are not left
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with all your money just blown through. You don't want all your money just blown through by running
super high Ad Set budgets. You are just not in a place to scale that way. Now, as you start scaling
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higher and you start spending more, it becomes more efficient for you to do stuff like that, but
otherwise it does not. Again, Robert Kiyosaki, so on and so forth.
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After this, I will check my Ad Sets once a day. If it's 8:00 AM and I usually pick a morning time, so
say you start checking your ads at 6:00 AM, I will check my ads the next day at 6:00 AM. And I
usually would have a rule for my Ad Set. When I was doing B2C, I would have a rule that was
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essentially I had to get one lead for 10 bucks, and then I had to get two leads for 15 bucks, or it
would shut off. For my business offers, it would be 15 bucks for one lead and then 25 for two bucks,
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because if it didn't get those numbers, it just started to get too expensive and then I wouldn't be able
to hit my metrics, okay?
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With that being said, what I do is
•I will create what I call rules. And the way you create a rule is you just come right in here. So,
you are going to want to click and most important, don't just click this and create a rule. It'll apply
to every single thing. You don't want that. You want to click the Ad Set and you want to go click
and create a rule.
Now, what I would do is,

•I would do cost per result is greater than 10 bucks, or
•I would do spend is greater than $10, and results is less than one.
So, I am telling Facebook to "Look, if I spend over 10 bucks on this Ad Set and it gets me less than
one result, which is a lead, right," or if you feel better about it, you can also come to the bottom and it
will say, "Website conversions Facebook pixel," and then it generate your Leads.

It doesn't matter how you do it. It's just making sure that you put this in correctly;
•I Label it and I'll say, "Spent $10 in less than one lead,"
•Save it.
It should let me save it at this point. Oh, because I don't have a subscriber. So, you got to make sure
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you are subscribed, and then we will just create that.
Remember, if you are doing a business offer, you are just going to raise it about five bucks. That’s it.
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•I will do that rule for $15, and then I would create a second rule, right, where I would do the same
thing.
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-I would say, “Cost or Spend is greater than 15, and results is smaller than two.” Or again,
if you want to go back, you would do website conversions and you would do leads smaller than
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two. Same thing.
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I would do that for B2C. Now, when I was doing B2B, I would just make this second one $25 and the
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same concept.
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The reason for that is, when you run your Ad Sets, before I leave, I'll click on Apply an Existing
Rule, and there it is. You then apply it. Let us just pretend we applied it. So, what is going to
happen is any of these Ad Sets, if they become active, will shut off if they do not stay within
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this rule. And you are going to want to use rules; because sometimes maybe an event comes up,
you forget, you are tired, something happens. You don't just want to blow through ad spend because
this is real money. This isn't monopoly money. This is real money.
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What I would do is every day is come back in, and if an Ad Set was working, right, meaning it's
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staying within KPIs, and [in the very next video we are going to go over specifically what those KPIs
are and how to think about it] I would keep it on. As soon as it goes over KPIs, I would turn it off and
then I would just duplicate it, and I would just change the targeting. I might come in here, I am like,
"Okay, Tony Robbins isn't working, so let us try ice cream," or whoever else you think of. You can do
Russell Brunson, right, in terms of if you have a business offer. And then I would publish it and just
do it all over again. And I did that up to $20,000.
At one point, I was running $25 Ad Sets on average; because as you start spending more, you are
going to start raising your budgets a little bit. But I would run 40, 50, 60 in a day; because I wanted
to maximize my spend and minimize my risk. Now as I have grown and I am starting to spend
thousands of dollars a day, we obviously have budgets well over $106 an Ad Set, or $150 an Ad Set.
But I had to build up to that. And a lot of you don't even need to concern yourself with that because
unless you are spending over $20,000 a month and you are already a seven-figure business, then
you don't need to concern yourself with that. And more than likely you won't buy this course if you
are already over seven figures.

Now, the last thing is a lot of people will say, "You know what, Tanner? How do I decide on what Ad
Sets are on my Ads? How do I know if my Ads are working?" It's really simple. When you go look at
your ads, you are going to go to performance and clicks, and guys, you are going to want to learn
how to use this thing, okay? When you go to your Ads, you can only get performance and clicks, and
R
you can actually see what the CTR is.
Now, there are two types of CTRs.
E R
1.CTR link click-through,
2.CTR all.
N E
Now, what you guys see here with the grading, this is actually just a grading software that we use
N T
and essentially, obviously F is horrible, D is not good, F is horrible, D is not good, C is average, right,
B is good, right? You guys can kind of see, A is really good, okay? And it tells you above average,
S
above average. It tells you.
A
T DE
So, if you look at this click-through rate, that means how many people out of 100 are clicking
through. Usually anything over 1% for a business offer is good, and we'll go over this in the next
video. Anything under over 2% for a B2C offer, so a fitness type offer possibly, is good. If we look
here, we can tell that this picture is getting a ton of engagement, but it just doesn't have the leads,
I
because it is really expensive. What this tells you is, the picture is good, the Ad is good, but the
audience might be off because this has an extremely high click-through rate here. These have low
click-through rates. So, it might be the Ad. The Ad might be the problem if it's getting that.
H
Note: When you run hundreds and hundreds of ads, it's not going to be perfect every time,
C
so you have to look at the law of averages.
In this one, if you can see this picture here, has a 3.65 click-through rate and this picture has always
done very well for me, as you can see. It's got almost 2000 likes at this point, so a lot of social proof.
If I go down and look again, there it is again, high click-through rate. Let us see how many times we
see the high click-through rate. We see about four high click- through rates so far. That starts to tell
me that the picture and the Ad is good, and it's just about finding the right audiences, because it
seems no matter where I run it, it's high.
Now, if you are seeing low click-through rates for all these other pictures repeatedly, it may not be as
good. Because if it is constantly being a low click-through, like a lot of these are low, they're not as
good. Again, look at the higher click-through rate. Look at the Ad. These probably need more work
on the Ads. These Ads are not performing as well.

Again, when you run a lot of Ads, it's not all going to be that way. When you are looking at, is it the
Ad that is the problem, or the audience? You want to look at click-through rate. When you are
looking at the audiences, that is as simple as looking at the lead costs; because either people are
opting in and becoming a lead or not.
R
I hope this overview helped. I just wanted to make sure that is clear, and I'll see you guys in the next
video.
N E E R
A N S T
T DE
HI
C

FACEBOOK ADS 101: Audience Insights
Objectives:
•Effectively use Audience Insights to target on your social media based on different
criteria.
R
In this video, I want to take you guys through audience insights. Before you ever start running an
ad, the first thing you should do is go to audience insights. Now, why is this effective, and why is this
E R
important? This is essentially how you are going to find targeting on Facebook, and how you can
maximize your opportunity for success.
N E
The first thing is we are going to start with everyone on Facebook. Now, obviously United States is
going to be the best option for most people for the following reasons:
➡It has one of the best economies
N T
➡It has the highest paying individuals, and income, and all those types of things.
S
If you live in another country, you might want to start there.
A
In this scenario, we are doing a fitness offer.
T DE
The first thing to think about is, who is your ideal age range? When I say ideal,
•They need to have money
•They need to have the issues that you're going to fix
I
•They need to be the right gender on top of that
H
Example 1: When I'm doing a fitness offer, B2C, I personally like to do 35 to 55, because it's an
expense, and not an investment, and so, for them to be able to afford my service they
C
have to be making enough money. On the other hand, if you do B2B, they're going to be a
little younger typically, because those are people who want to own businesses, but I also
still want them old enough to afford my services
Example 2: When I do fitness offers, I will do 35 to 55. When I do business offers, typically, the
age range that I won't go below is 22, because these potential clients are at a college and
might have access to credit. A lot of times I like doing 25 to 40-ish, because that is mostly
when people want to start businesses because they have more time, they're still not as
family set, they don't have a ton of responsibility.
At 25 most people have been in the workforce for a couple of years, they have the funds,
they have access to credit, and that is why I like that age range, so be smart about that.
Don't pick someone who is 18 years old for a business offer, who is still in high school,
they cannot pay for anything guys. Again, be smart about that.

Now, I don't usually like using this. If I'm doing a fitness offer, for example, I might do fitness and
wellness. Now, let us go back to that age range we talked about, and I'll do it for both. In this video
let us do the B2C, and in the next video we will do B2B.
R
Let us say we're doing 35 to 55. Right off the top, and before we even do that, let us just keep it
open so you can see. Out of everyone on Facebook, the biggest demographics are almost always
going to be 25 to 44, because that's kind of when Facebook started coming out. It's pretty normal.
E R
Sixty-three percent (63%) of the people have gone to college, and 52% are married. Now, this
N E
doesn't tell you a lot because it's so broad. Now, the first thing I like to do is go to the age range that
I prefer, and that is just based off income.
N T
Of this, there is 67% who are married, 62% have gone to college, and it also can tell you about the
type of jobs they have. 27% of these people are in management. That's something to note. 6% are
A S
veterans, but this is the biggest one. Now, what I want to do from here is then go to page ‘likes.’ This
is going to be where you're going to find most of the data that's going to actually help you. If we go to
T DE
fitness and wellness you will find many different interests, but for this purpose we will just stick with
one.
I
If we go to fitness and wellness, we could start seeing top categories that are similar to that, that
focus on fitness and wellness, and also pages that are similar, and we will get into that.
H
These pages are going to be similar or have things similar to fitness and wellness. This isn't the best
interest, but I want to show you. We will do a different one in a second. These are things that you
C
could target on Facebook.
➡Down here, Relevance is if you just read it, it tells you the pages are most likely to be relevant
to your audience, so these pages in order based off these interests are highly likely to have the
type of audience we want, so this is literally telling you who you could target.
➡Affinity is how likely your audience is to like a given page, and that is why the relevance is
high. If you're targeting people who like fi tness and wellness, and they are on these same pages,
you will want to target these persons as well for some of your ad sets.

Now, typically a better interest to target would be someone in the fitness industry, because you are
going to get people with similar interest.
•Now, Paige Hathaway is one of the most well-known fitness models, coaches. However, you
want to describe her in the fitness industry. Right at the top you start seeing that, she used to work
R
for ShredZ, bodybuilding.com. Obviously, people who are into fitness will be there.
E R
•Jim Stoppani, Vitamin Shoppe, Premier Protein. I'm not sure why that's there, but ironically it is.
•Female Hard Body, Paige is also there as well.
N N TE
•Jamie Eason is a huge influence in the fitness industry.
As you scroll down, you start to see different things you can target. You can target
A S
•Nicole Wilkins
T DE
•Pauline Norden
•Vanessa Tib Fitness
•Jim Stoppani, and
I
•Daniel and Bailey.
If you Look at the affinity, you will see how it is phenomenally high.. This is one of the best ways to
H
simply come in, and figure out who to target, and you should have a list of interests.
C
Something else that people in fitness might be good clients would be entrepreneurs -
entrepreneurship, why? Because they have more money, and if they are in business, they are
probably not always in the best health.
Remember, people are usually going to be better to target than interests, so who is an entrepreneur
that you know? Gary V. You could run traffic to some of these audiences to try to find people who are
into fitness, who also are entrepreneurs, because again, you need practicality when you run ads.
When you run an ad, it's a real person, on a real phone, on a real laptop, looking at your stuff, and
so, if you don't even think about that as a real person who's seeing your ads, it's going to be hard to
get results. I always think, "Okay, I need some of the money. I want some of the money. I want
someone who is this age range, who does this type of job." So, start trying to target those types of
people.

Facebook will never be perfect, but you can get it pretty close if you try. You can also go, and look at
locations, and you can see these types of people. It doesn't really surprise me.
•Miami is one of those places, because there is no state income tax.
R
•Texas will also be one, because there's no state income tax.
•Nevada, no state income tax, so entrepreneurs really like to go to those types of places.
E R
Targeting locations is an option. You can also go to top countries. USA is obviously, going to be there
N
because that is the only one, we chose. Let us do the United Kingdom, Australia and Canada.
TE
Notice that you start seeing different pockets. The USA is always going to be probably one of the
N
best ones, but it's just to kind of show you how that works. It is as simple as that.
A S
Next thing will be activity. This is not much looked at, but you can see what type of devices they
use, e.g. mobile only versus desktop; what type of phone, how many times they click ads, posts,
T DE
likes, comments, whatever.
The biggest thing you are going to probably look at is here, relationship at educational level. You
I
can target off of that, and then, obviously, the page likes.
The most important thing you are looking for is pockets you can target with your offer. That's really
H
what audience insights is.
C
In the next video, let us go more of a B2B route, and I'll show you how to target based off the type of
offer you have.

FACEBOOK ADS 101: B2B Audience Insights & Google
Objective:
•B2B Audience insights – who do you target
R
This video looks at B2B audience insights and Google trends.
E R
Audience Insights
In the last video we did B2C where it was 35 to 55. For B2B you are not going to get a client. You
N E
may get a couple. I do not have hundreds of high ticket clients. I actually think I am in the
thousands. You will not get a lot of people under 22, unless their parents pay for it. What I like to do
T
is, I do 22 to 40. You may get more above that range but if I looked at the majority of my clients,
N
they all fall within that.
A S
Depending on who you are targeting will dictate what interests you put in. For example, if I do
T DE
personal trainers, I put personal trainer and see what comes up. You get Coach Beach Body, Clean
Food Crush, Saved by the Dress, The Honest Company, Fabletics, a clothing company, H&M.
Let us assume your offer is for consultants. You could type in consultants. Let us go to page likes.
I
You are getting some of the similar pages but some are different for that.
H
What I would rather do is, if you are trying to target entrepreneurs, do something like say, Tony
Robbins, not Tony Award, Tony Robbins. This is more for coaches, entrepreneurs, authors etc.
C
Look at that. So you type in Tony Robbins and what do you get? - All other kinds of entrepreneurs.
You immediately go in and can see all the different types of people you can target for your ad sets.
Look at demographics. You will see that a lot less are married. More are single. You will also see
that a lot have gone to college; in sales jobs. Management is over 50%. Take production, over 70%
of the people you are probably looking for are in these types of jobs. So target people in sales,
management, production. It helps to see these types when trying to target on your ads. Looking the
categories and the page likes.
Google Trends
Go on Google Trends, type in fitness and you can find people in the United States who are looking
for those types of things. Arizona is # one, Rhode Island is #2, California #3. This can give you
different area targeting.

FACEBOOK ADS 101: B2B Audience Insights & Google
You can look at the related topics eg physical fitness. Click on it. You will see the biggest cities that
are asking about that. Utah does not surprise me because plastic surgery is big there. New York
does not surprise me either. I am surprised California is not higher at the top. Look at Delaware,
Massachusetts, Hawaii, Rhode Island.
R
Look for states that have more income, if you were to do a fitness offer. If you do eCommerce you
E R
will get the same type of states that are telling you where those are coming from. You can even click
on New York and see what parts of New York.
N TE
You can see the biggest states. You can also see the types of related topics because this might give
N
you more interests that you could target. You can look in the past 30 days or 12 months. You can
look at all kinds of different categories. If I am in fitness, I might do beauty and fitness. You can see
A S
by the states how much interest there is. California, there is a ton of interest in it and also New York.
T DE
Podcasts and media communication are related topics.
Google Trends is another way you can come in here and see what type of states. Do Shopify. Utah
I
and California are super interested in Shopify. If you ran ads, you could possibly target California so
you know where the demographics are. It also gives you other related topics you could try to target.
H
This is for Facebook ads but it is called Google Trends and it gives you other type of related stuff
C
people are looking and searching for. If they are searching for it that means there is an interest in it.

FACEBOOK ADS 101: Likes Strategy
Objective:
•Learn how to generate likes on your Facebook Page
R
Today's video will show you how to get some page likes on your page at a really cheap cost.
Like are not everything, but if someone comes to your page and they only see three likes, it's going
E
to be really hard to get traction because they're going to just think, "Oh, well, who is this guy?". I tell
R
my clients to get five to 10,000 likes just to build up some social proof.
N E
One of the easiest ways to get "likes" is
•Go to your Facebook page
N T
•Click Promote. (This takes you to the next prompt)
•Promote Your Page
A S
Note that this doesn't have this feature in Business Manager, so the preference is to do it here. It
T DE
should pop up in Business Manager after.
The other option is try to do traffic and try to push them to your page. Stay away from certain images
I
as Facebook doesn't like certain images.
Keep it simple and just say "like my page to get more, more free info on whatever you are trying to
H
sell or promote.
C
Page likes are super cheap and you can then picture, target who you want. (I do super cheap
countries to get my initial likes). You will want to exclude certain people, as you are aware that there
are some bad people in this world. So it's really not a big deal, but it does give you some of that
social proof.
Let us look at India, Bangladesh, Pakistan, and Philippines. Remember, you are not using this for
anything other than social proof. So it is no big deal to panic about.
In this example, I'm trying to type in Philippines. This one is a humongous audience size. It doesn't
really matter what age range either. So I just leave it open and then you can start to just target all
those people.
If you want it to be related to your niche (eg. Fitness or business), you can do that. But the reason
we're doing this is for you to get page likes for less than a cent. And doing this guarantees that you
are going to get a ton of page likes for extremely cheap.

FACEBOOK ADS 101: Likes Strategy
A hundred page likes would cost you a dollar. So, I mean, you'll literally be spending a couple USD
dollars to get the amount of likes you need which is only 5 to 10,000. And again this is just to build
social proof.
R
➡You then save it
➡Start promoting the ad and you are well on your way.
E R
➡ Run a very simple image.
N E
Remember from previous session; don't have a lot of texts in it. Facebook will throttle this. Just
run it to those countries.
N T
Again, on average, I think that you will spend to get these likes, probably less than a cent per page
like if you run it to the proper places. So, if you're running to these countries, a cent per, you do
A S
5,000 page likes divided by one cent, and then that'll kind of let you know how much money you're
going to be spending, but it's very cheap; 5, 10, 15 bucks, whatever.
T DE
HI
C

FACEBOOK ADS 101: Overlay Tool
Objective:
•Understand the effect of too much text with your images
R
We will look at a tool today, which is the Facebook Overlay tool.
E R
Now the reason for it is that Facebook will throttle your images if you have too much text in them.
N E
To determine if this you have too much image, you can go to this website, upload any image and see
what happens. Because there is too much text in the image, it shows you that the text is too high.
T
Conversely, if there is too little text, it will show that the text is too low.
N S
You will also get a message if there is too little text, saying it's low. If it is, you want to get a different
A
image or remove some of the text. If it's more than 20% it won't run, or they'll throttle it.
T DE
Should Facebook throttle it, it means paying more to get people to see your ad, which is the exact
opposite of what you want.
HI
C

FACEBOOK ADS 101: Set-up bit.ly With ManyChat
Objective
• How to use Manychat to amplify your earnings
In this section you will be looking at how I have used ManyChat to scale to over eight figures.
R
The previous video showed how to message organically, and showed how much success we have
E R
had. Our ultimate goal is to try and take that and move it into paid traffic. People think of paid traffic
as different from organic. Paid traffic amplifies what is working and it also amplifies what is not
working.
N E
So all we are trying to do is to take that which is already working, use paid traffic and get things
N T
moving.
S
To get started have the following done:
A
•Set up an ad campaign just like the other videos
T DE
•Do conversions
You will be shown the little difference in nuance that you are going to use to make it work.
I
These are the steps:
1.Do PP convergence like practice
H
2.Open targeting.
3.Pick whatever pixel you want
C
4.Lead
5.Put whatever you want to use as a link (e.g. I use Fitmom.com)
6.Grab the growth tool
So when you go grab that growth tool, here is where it changes. So you can find out the hard way or
the easy way, but this is my tried, tested and the best way to run Messenger Ads on Facebook.
With that done, you are going to want to disguise it with a Bitly link or some type of URL shortener.
The reason for this is that it disguises the link and Facebook cannot figure out what is going on,
otherwise it doesn't let you run Ref URL.

FACEBOOK ADS 101: Set-up bit.ly With ManyChat
You then go back to the Ad.
The growth tool is going to lead to getting on the messages that will take them to the website you
want. So you take this URL shortener, and this is what goes in the website URL. Once they do that,
R
you will be able to run the ad and it will disguise it.
E
One benefit of this is that you can run your traffic to this and it'll start to work. When they click on the
R
Ad, go ahead and put that URL there and then they are going to click on your Ad and you are going
to start the paid messaging process. So we've already shown you the organic way.
N N TE
A
T DE S
HI
C

FACEBOOK ADS 101: Retargeting & Lookalike Audiences
Objective:
•Creating look-a-like audiences through emails or Wave
•Creating and retargeting audiences
R
In this video, we will look at how to create lookalike audiences and retargeting audiences, and what
that means.
E R
The first thing is understanding where these audiences come from.
N E
A custom audience is where you're going to first gather data. Your sources can be
•An email, right, so you come over and grab an email.
N T
•Inside Wave where you've taken purchases and you can actually download their data.
S
To do this;
A
➡go to settings
T DE
➡data export
➡download all the transactions
Email Audience
I
In the case of an email audience. You'd come in here, and you would download this list. Export the
contact by clicking this, export, and it will download.
H
•Once you've done that, before we even do this, what you'll want to come inside your Facebook.
•Open up your Facebook, and go import that tab. go to audience insights, audiences, and just
C
upload it.
Let's say we've just downloaded that. We're inside audiences, and now we're going to
create a custom. You'd click a customer list or you could use a website. You could use the
pixels on that page. You can do whatever you want. We'll talk more about that in
retargeting, but usually when you're creating a lookalike audience, you're going to want to
input some type of data there. Also, you can see how much stuff you have to do this with.
➡You can create a custom audience with your Instagram followers.

➡You can create an audience with your video views, your Facebook page, whatever.
Typically, the most used ones are going to be these two. So, people who've landed on your website
or a customer list.

1.Create a customer list by uploading it. Now, unless you have a paying customer, you're not
going to use the LTV. LTV means lifetime value. Lifetime value? Say a customer comes in at 100
bucks, but in a year they spend $1,000, so when I'm setting up this file, I would attach the number
R
1,000 next to their name.
2.Name your audience.
E R
3.Run ads either straight to that audience or create what's called a Lookalike Audience.
N E
Creating a Lookalike Audience…
N T
To create a lookalike, you're going to pick one of your existing customer sources.
A S
For example, let's just say this one.
T DE
a.You'll pick the region. Usually it's going to be United States.
b.Pick the audience size
I
And you can literally do all the way up to 10%, so you could have 10 different audiences. The
farther you get from 1%, the less similar it is to your audience that you've inputted.
H
The best one will usually be 1%. You can also make it bigger by going up like this. But
typically, I would just do 1% and then I would do % to 2%, and I do up to 5%, and call it a
C
day.
Once you've done that,

➡Run your ads
➡Pick lookalike audiences.
If you watched my scaling video, you'll actually see that I had a lot of lookalike audiences and
custom audiences, and you can see the lookalike audiences come from this - the custom.
When you're running lookalikes, those are built off of your custom audiences.

Retargeting
Now, in terms of retargeting, this is custom audiences only, as in the case below.
I have a website here, so people who've purchased in the last 60 days, purchased in the
R
last 30 days, purchased in the last 90 days. I can create lookalikes off of those or I can run
it to actual people who've engaged my Instagram in the last 60 days or engaged with my
page in the last 30 days.
E R
To show you what this looks like, let's just pretend we come here and we pick one of my
clients. But let's say that I go, "Hey, I want anyone who's engaged with my Instagram the
N E
last 100 days."
T
➡You can come in here and you can pick your name here. Example, Tanner Chidester
N
➡Create that audience
A S
➡Start running ads to it.
T DE
It is that simple.
When you're retargeting, you're going to want to retarget people who've become a lead, but they
I
haven't done an application, or they've done an application but they haven't signed up for a call or
whatever.
H
Typically, most of your retargeting is going to be leads who have not booked a call.
Example:
C
If someone here has become a lead but they haven't signed up for a call, what you could
do is come in here and run an ad that's like, "Hey, hey, hey, wait, wait, wait. You haven't
signed up for the course and X, Y and Z. You haven't signed up to book a call, so I just
wanted to tell you three objections that most people give me," and so on and so forth.
You're not going to want to use a big budget. For most of you, if you are spending, let's say, 50
bucks a day, you can run $2.50 of retargeting for a custom audience. So this video is just to get you
to understand.
As usual, a link to one of my YouTube videos will be provided. That's an hour long and it's a free
resource and goes in-depth on a lot of these things, providing more detail because sometimes as
you're going through a course, you might have a specific question that wasn't answered.
So, this is it for retargeting and lookalikes.

FACEBOOK ADS 101: Scaling
Objectives:
•Understand how to scale Facebook Ads
•Applying cost-effective ways of scaling
•Looking at the best strategies you can use to scale
R
Today, we will talk about scaling Facebook ads. Now for 99% of you, this isn't even a thing. I'm
E R
spending anywhere between 5 and $6,000 a day on ads. You will find that none of this is even really
relevant, but this is just to give you an idea of where you are going.
N E
When you retarget your budget, you want it to be about five to 10% of your total Ad Spend.
N T
In this example, this is 225, which is about a thousand bucks a day. There is about $1,000 here,
$1,000 here, $1,000 here. And this is just for one of my offers. My other offer is actually two or three
A S
thousand, so we are really starting to push Ad Spend. But this is just showing you a few ways how to
scale.
T DE
In the previous video, the best way I taught people how to scale is if you're going to spend $3000 a
month, that's $100 a day, and then you do $15 Ad sets. You want to take the maximum lead costs
I
you'll pay, and you'll divide that by the amount of money. So, if your max lead costs will pay 15
bucks, you divide that by 6. 15 times six is about $90 You're at your goal for the day.
H
As you get past $20,000, you will find that you can no longer spend that low of an amount. It is great
in theory, but eventually there are restrictions. So, you have to start making higher budgets.
C
So, there are two ways to do it.
1.You can duplicate Ad sets that do well. You raise the budget, and you run more money to it. This
is one of the simplest ways.
1.The other way is you can do what's called a CBO.
So, this is a CBO for example. And all we're doing is we're taking 1000 bucks and we run
a ton of lookalike audiences. What you guys will find is you run a ton of look-alike
audiences, which means I take my top look like audiences between purchasers, leads,
applications, et cetera, and throw them in there. And then in this offer, this is a lot of
personal trainers. And Gary V works really well too. For almost any offer I've ever done
Gary V does really well because he's a very popular entrepreneur.

FACEBOOK ADS 101: Scaling
Now in the ones that are not CBO, (and CBO can be a hit or miss) I like to run either like a $77
budget or $106 budget. And you will see where it's targeting a lot of the same stuff, because it's
more about how we can raise the budget versus finding new targeting. A lot of people try to make
ads complicated, but it's not.
R
My theory is, instead of spending a hundred bucks, by raising the cost a little bit, what
ends up happening is that you are able to go in and beat other bidders. Because
E R
remember, Facebook is an auction. People are bidding on the same audiences. And if I
bid a little higher than the people doing a hundred dollars budgets, I’ll win.
N E
The rule of thumb for scaling, you want to typically scale your ad set 10 to 15% a day, as long as it's
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within KPI.
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For example: If you're spending 10 bucks a day and it's in KPIs, you would raise it by a
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dollar. Now when you are spending that little, it is not a big deal, but when you're spending
A
100 bucks a day, and then you go to $115, and then you go to $135. And it scales a lot
faster and that's why you are seeing these go up like this.
T DE
There is a software you can use to help you to scale. (I will provide the link to that later.) These lead
costs are high, but remember it's going through ManyChat, and when they are in ManyChat, the lead
I
costs will look double what it is.
With ManyChat, because some people go inside ManyChat, but they don't click over to the page
H
where the lead pixel will fire, the cost will double. Just remember this when you are running your ads
to ManyChat versus a Landing Page. You can either run straight to one lookalike or stack them and
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then you are just raising your budgets.
•Because 99% of you are not going to be in this position, we will not spend too much time on it,
because for most of you it's not really going to be a necessity. But if someone comes in this
course who watched this video and you're like, "Hey Tanner, I'm already doing multi-seven
figures." Let me know and I'll be happy to do more intensive on this.
At the end of the day, I'm going to a lot of the same places and using the same lookalikes, and just
continuing to improve my lookalikes as I get more leads and purchasers, but I'm just raising the
budgets. And then I scale the budgets by about 10 to 15% a day on average.

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High Ticket Sales
Conversions
HIGH TICKET SALES CONVERSIONS: Intro
Objective:
• Understanding how to handle sales and conversions
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In this module we will be talking about sales and conversions. The number one thing to a business
being successful is getting actual sales. You can get people on the phone, you can get leads, you
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can do all those things right, but if you cannot convert them on a call to become a client, you are not
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going to be very successful.
N E
In this section we are going to have:
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➡the sales scripts
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➡the sales recordings
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➡the sales trainings
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➡a B2C and a B2B conversion
For those of you who are selling more, let us say a fitness product, or you are selling soap or shoes,
I
or whatever it is you are doing, versus someone who is selling a business coaching opportunity, you
are going to have two different ways of handling it and two different scripts.
H
As you are going through this, make sure you do not skip anything. Even if you are only doing one
of those offers, watch everything because it is going to help you to think better and understand how
C
people think. Make sure that you understand the process outlined because ultimately you have to
take someone who is very skeptical, who does not trust you, who does not know who they should
hire, and turn them into a paying customer. That is something that is going to take a lot of work.
I hope that makes sense. Make sure to take this section just as seriously as the rest, but ultimately
understand that if you cannot make a sale, you are not going to grow your business.

HIGH TICKET SALES CONVERSIONS: B2C Sales Example
Objectives:
•Understand how to use the Script when doing B2C Sales
•Making use of your time wisely while on a call
•Importance of brevity
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•Importance of being polite and professional
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Welcome to this video on the Sales Script. Now there's going to be a video on the B2C side and the
B2B side. What I do is, again, I've done a seven-figure fitness business and I've also done a seven-
N E
figure a B2B business. So, each script is going to be specific to what I was selling, but it is to get you
to understand how to try to make it specific to what you're doing.
N T
Now if you remember earlier in the modules, we talked about setting up your three pillars and
S
making sure those are super strong and having everything lined up to a tee and all those types of
A
things. So, I will go through what I have, but obviously you're going to have to cater this to what
you're selling. I want you to understand how I frame everything, how I question everything and then
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I'll have recorded sales calls for you to listen to.
So, the first thing is, we are just going to go right through this thing is make sure you say hello. It
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doesn't have to be long. We will try to keep the greetings, three to five minutes. So,
•"Hey Betty, what is up? How are you? This is Tanner. Excited to talk today. Before we get
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started, how about you tell me a little bit about yourself, kids, dogs, cats, et cetera, and then we
will jump right into it?"
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The reason for that is because, ultimately, I just want to figure out stuff, sound interested, and then I
want to get right into it. Brevity is a word I'm going to say a lot, which essentially just means moving
into what you need to say as quick as possible. Remember, ‘Less is More.’
So, they will say that and go, "Awesome." And we will do this more on the business call. For B2C,
you are selling things like;
•Fitness
•Soap
•Getting in shape
•eComm

You are selling things that are business consumer related. So, you are not helping their business,
they are buying a product, they are buying a service. That’s it. They don't get sold a lot and so you
don't have to ask too much. So, I just like to say, "Look on this call, my ultimate goal ..."
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One other thing, you don't have to say what is on this script word for word. The reason I put it word
for word is to give you as much help as possible without living at your house.
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So, I want you to understand that if you don't understand something or you think, "Oh, well, Tanner
said exactly like this, I have to do it." No, you don't. A sales call is just a conversation with money
N E
attached to it. Nothing else. You have to think of a sales call like a conversation otherwise you're
going to psych yourself out and you'll realize you're not going to close a lot of deals because you're
not doing it properly.
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•In this call, my ultimate goal is to give you clarity. Simply meaning, what is your goal, what are
A S
you struggling with and what do you need help with? From a business perspective, I don't care if
you sign up or not. Obviously, I care about you as a person but financially it simply is a numbers
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game for us that X amount of people will sign up and X amount of people won't.
"I tell you so that you know this call is for you and I truly do want to help, so I may push you if
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you feel it is best for you, but ultimately it is because I'm just trying to help. Make sense?" They
are like, "Yeah." Right? So, you have set the frame for the call. That is very important. It is just
like if you're about to go on a date, you want to tell the girl like, "Look, I'm not trying to take you
H
home tonight. I'm interested in getting [00:03:30] to know you. So I want to go here and let's
just talk. Let's see if we like each other." You have now framed it and so people will usually
relax once you have done that, okay? It doesn't matter what situation. I always pre-frame
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everything so that I set the tone for what is expected and what we are going to do.
So, then I go, "So by the end of the call, if you feel this is a good fit, and I do as well, there'll be three
options for you. You could tell me yes and we will immediately get you going with the strategy for
you. That is totally cool with me. You can say no or that you don't like me, and that is totally fine as
well.
The only thing that I want to avoid is the, 'I don't know. Let me talk to my goldfish or my cat or my
unicorn,' and just because I am not trying to force you to do something you don't want to do, but
because if you don't feel comfortable by the end of the call, it either means you don't understand
something or you honestly don't think it is a good fit and that is okay. But I'd rather you just be direct
and upfront."

By saying these things, people will then feel compelled and obligated to do so. But if you don't do
that, then when they get to the end, what is the most common objection people get on a call? "Oh, I
just need to think about it. I'll let you know." Which just means you are never going to hear from them
again. Just a heads up for those of you who haven't done a lot of sales calls.
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So, then I just go, "what I'm looking for is at the end you give me a yes or no. Yes mean, 'Hey,
sounds good,' and we take those next steps. No mean, 'You're nice, but I'm not going to do it.' So,
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before we dive in, are you 100% clear on that and in a position to make a yes or no decision on your
own?" and they need to verbally give you a yes. So, they are like, "Yes”. Okay, cool. So just so I'm
clear, that all sounds good and makes sense. You can give me yes or no at the end. Awesome.
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•Make sure you use good tonality. So, the way I'm saying it right now, make sure you use that
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upbeat, high tempo tonality. Not very stern and serious and like you're in trouble; upbeat, high
energy tonality. Then if they say, "Oh actually," then I'm always like, "Okay cool. So, if you can't
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make a decision by the end of the call, is it ..." fi gure out what it is and then be like, "Oh cool. So,
can we reschedule when your spouse needs to be here?" Sometimes they will say, "I need my
T DE
spouse or business partner." Or they will say, "Oh I only have 30 minutes." You're like, "Oh hey, no
worries. Just because this call is really important, and I know you want to take your business
decisions seriously; let's you schedule a time where you can dedicate the full 60 minutes. Will
tomorrow at this time or this time work?"
HI
•Don't start a call that they are already giving you objections and saying they can't make a
decision; because then what is going to happen is, they are already telling you they are not willing
to make a decision today. At the end of the day, if they are not willing to make a decision, there's
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no point in getting on a call. Because if they are not going to pay you money or become a client,
you can't help them and so why are you on the phone wasting time when there's someone else
you could talk to who is ready. Just keep that in mind.
So, then it goes to the second thing where you say, "Cool. So, let us just start at the top.”
-What is your goal?

-Why are you on the call today?
-Why is this important?
-What is the goal?

Script example
Let's just pretend this is fitness for this B2C sell script, okay, because that is the easiest thing to
relate it to. So, they are like,
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Client: "Oh, I'm trying to lose weight."
Tanner: "Cool. So, what is it about losing weight that is important to you? Why do you care if you
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lose 20 pounds? Because otherwise you could just stay overweight, right? So why is it
that you care if you lose weight?"
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Client: "Oh, so I'm depressed."
Tanner: "Okay, so you're depressed. Why does that bother you?" "I'm not trying to be over the
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top, but I'm just trying to understand why you feel you need help and why this is
important."
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You got to really dig and get deep until you get to the micro level.
T DE
When someone wants to make money, they are going to say, "Well, I want to have a better life
financially." It is like, "What does that mean? Why do you have a girlfriend? Do you have a mom, do
you have a dad? What is it about making more money that intrigues you and is important to you?"
Because if you can't get that down, then it doesn't really matter and you need to dig and dig and dig
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and the best way to dig is, no matter what they say, just say why, until they break it down to minute
level.
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So, for example
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Client: "I want to lose 20 pounds because I'm overweight and have low self-esteem and the
reason that bothers me is because I'm not happy in my life and I don't get asked out on
dates. So, the goal would be to lose this weight so that not only am I happy and get asked
out on dates, but that I can feel more fulfilled."
Ultimately, they don't want to lose weight just to lose weight. They want to lose weight because they
are depressed or they have low self-esteem or they want to get asked on a date, so they are not
getting asked out. Keeping those things in mind. Once you figured that out, then you're just going to
move into these.
Now, something I want you guys to keep in mind with these scripts is, you don't have to ask every
single question. This is a script, meaning it is a guideline. It is an outline. It is a structure or a
framework. It is not to just lose your mind and not think at all and just read it word for word. That is
not what it is supposed to be.

Example of the Script and Dialogue
Tanner: "Cool. So, what is your biggest struggle? Why do you need my help?"
Client: "Oh, I've tried a bunch of programs and I just don't really know what to do,"
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You will find 90 something percent of the time they don't know what they don't know, okay? Simple
as that.
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Tanner: "What have you tried? What have you all tried before?" "Okay, why didn't those things
work?"
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Client: "So I really struggled. I haven't gotten results. I've tried a bunch of programs."
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Tanner: "Okay, cool. What have you all tried?"
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Client: "Well, I tried p90x, Insanity."
A S
Remember I'm making a fitness analogy, so tailor it to your business.
T DE
Client: "Oh, I've tried Insanity, p90x, et cetera, et cetera, et cetera, et cetera."
Tanner: "Oh, cool. Got it. Makes sense. What was it about those that you feel made it you fail?"
Client: "Oh, well, their meal plan was too stringent." "The workout program was too hard."
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Whatever they say, you need to be writing these things down and make sure you have a pen and
paper and notepad and you're actually writing these things down because that is really important. If
H
you're not writing stuff down and you don't understand why they are saying certain things, it is going
to be really hard for you to get results because you don't know why they are saying what they are
saying.
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Tanner: "So what have you tried?" (Now you're getting a lot of data) "Okay, cool. How long have
you been stuck?"
This is an important question. The reason this is important is if they are,
Client: "Oh, I've been stuck for six years."
At the end of the call, you can be like,

Tanner: "Oh cool. You have been stuck for over six years. Got it. Okay, so let me ask you
something. If you have been stuck for over six years, why is that? Are you just not serious
about this or do you just feel like you haven't found the right solution?"
Client: "Oh, I just haven't found the right solution."

That is an opportunity for you to say,
Tanner: "Oh cool. Got it. So, if you found the right solution, you would 100% do it, yes or no?"
If they say, "Yes," it is helping you close people at the end, it is called trial closes. The more yeses
they say throughout the call, the more often they are going to actually close. So, if you get someone
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to say yes, yes, yes, yes, over and over again, the chances that they close are ultimately a hell of a
lot higher, okay? Then you're going to go through here, you ask some more things, so like,
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Tanner: "Cool. So, does it stress you out?"
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Sometimes I'll do it like this. So, to give you an example, I'll say,
Tanner: "Cool. So next question, Bob, has it stressed you out? Has it affected your self-esteem?
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Does it impact family and friends, anything like that?"
So, I just asked all these questions essentially in one go. You don't have to do one at a time and you
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didn't have to ask all of them. You now have all the data you need. So, then you're like,
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Tanner: "So Hey, if you don't do anything about this, Todd, what is going to happen? Are you
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willing to keep going this direction without actually trying something or without doing
something?"
More than likely he's going to say no, in which case you will say;
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Tanner: "Okay cool. So, you're 100% going to actually do something and you're not just going to
avoid everything and keep going the way you're going, right? Because if you don't do
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something, what is going to happen negatively?"
Then finally in a B2C program, because this is fitness, right? So again, you need to tailor this to your
business. But I would gather that most people selling business to consumer are doing some type of
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fitness service. There's really not too many other services outside of fitness that are business to
consumer. Most everything else is like B2B, like business to business,
So, then you just say,
Tanner: "Okay, cool. So, what do you need this program to do?"
The reason you asked that is because they are telling you what they want you to sell them. So, if I
say,
Tanner: "Hey, what does the perfect program look like to you?"
Client: "Well, Tanner, it is going to have one to one. It is going to have nutrition. It is going to have
an app, all these things."

You know that if you hit on those points in your pitch, they are probably going to buy. That is exactly
what you're looking for and what you want.
So, then that goes to this one where you're just like,
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Tanner: "So cool. If we actually were able to figure this out, what would your life look like?"
At this point you're ready to rock. You have got all the data; you should have been taking notes and
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think of this section from the top to here as putting bullets in your pocket, and you have a gun in your
hand, and when they give you the objections, you're going to start spraying them with all the bullets
that they gave you. Because they are telling you,
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Client: "I've been stuck for this long, this hasn't worked. I've tried this. I need this perfect
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program."
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You: "Look, I have those things,"
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and if they object, you're like,
T DE
"Wait, I'm confused, because you said…"
And you start just picking up all the points they gave you and all the problems they are having,
okay?
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Now number seven is when you finally go into what I call the Three Pillars. I'm just going to undo
that. So, what I've done just to explain this to you, is first, this is the selling part of any program,
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these three pillars, okay? So mine for fitness were Lorraine had to eat whatever you want without
sabotaging results. So, any fitness trainers here, you know that if they stay within a calorie deficit,
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they can literally eat whatever they want and fit in like at least body composition wise, they will all
look the same, okay? Now if you're going to talk about health and stuff like that, that is completely
different. But in terms of just straight body composition, it is all the same. So, if they eat less than
their body needs, they are going to lose body fat because their body has to get smaller. It is common
sense.
1.the first one I make and then what I do is, these are word for word what I said on an actual sales
call. Now does that mean you should copy it and say exactly what I say? Absolutely not. But
again, I'm trying to give you the highest chance of success possible. So, I wanted to take
something from an actual sales call to get you an idea of what this point looks like. Because guys,
if you can't explain your points in a call, it is really hard to separate yourself from the competition.
It is really hard to scale. So, I hope that makes sense.

We are going to just go into this. So, what I said here in this call is I said,
Tanner: "So, the first thing we are going to do is teach you how to eat whatever you want
without sabotaging results. So, the first thing is nutrition, but specifically it is customized training,
nutrition plan based around your goal."
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The way I get people to understand this is what most other coaches or trainers or programs do,
they say,
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Tanner: You need to eat that. You need to do this. You need to do that. If you don't like it, well,
suck it up because that is what gives you results. That is what it takes, okay?" Now that
sounds great, but here's the deal.
N E
I'm literally reading this word for word. So I did say this on a call. If I came to you right now and
said,
N T
"Hey, Michelle. Can I 100% hit your goal, all I need you to do is eat chicken and broccoli
for the rest of your life a you're going to lose the 10 pounds, you'll feel great, have tons of
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energy, [00:16:00] your clothes will fit. But I just need you to eat chicken and broccoli for
the rest of your life. I mean, is that something you think you could do?"
T DE
She's like: "Yeah, not really. That doesn't make sense."
I was like, "Right." So, this was her responding and then I go, "Right." So, the reason I say that, is to
get people to understand, and this is where the clarity is going to come in for you, just go, "Well,
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look, it doesn't really matter. It is not about getting to your goal. It is all about how you get there,
right?" So I'm making the analogy in fitness. It doesn't matter if you lose 50 pounds, if you do it
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eating things you hate because you'll never stick with it, right? You have to do it with things you're
actually going to stick to, right?
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You can do tons of cardio, that works. You can work out three hours a day, that'll work. You get do
chicken and broccoli every day, that will work, but you can never eat sugar again, that will probably
work. But that is where I basically end that part, guys. But basically I'm just making the analogy that,
"Look, at the end of the day, if you don't learn how to eat whatever you want without sabotaging
results, meaning how to eat sweets, how to eat on Thanksgiving and Christmas and all those things,
it is not going to work for you." So these pillars are super important.
So if you're selling soap or you're ... It doesn't matter what you're selling, you have to have
something different and unique and explain a point of view that is going to help them understand
why they have to pay you so much money. Because otherwise, if you don't, it is going to be
extremely difficult, right? It will be really difficult for you to get [00:17:30] results, okay?

2.Now the second one is then I go, "So look, the second thing is learning how to train however
you want without sabotaging results." Because it is about maximum results with minimal effort,
right? In a perfect world, because I'm relating this back to fitness, people want to eat food and still
have a six pack, and people want to have a great body, but they don't want to have to put in a ton
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of work. Now, that is not always the case of how things work, but that is ultimately a best-case
scenario. That is what people want. If you understand that, and that makes sense to you, then
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again, what I do here is, you can go through, I'm not going to read all of this, but again, here's
another analogy of literally what I said word for word. You guys can go through and be like,
"Okay, that makes sense." Again, I give you something word for word that I did from a call so that
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you can dissect it and understand what that point is.
N T
3.Then the third thing, and again this goes back to fitness. Early in the modules we broke down
how to come up with your three pillars. Your three pillars are what you're going to use on your
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sales calls, your BSLs, you're going to do objection handling and emails and all those types of
things where you're explaining why you're different. So, we will do this in the second call, but if I'm
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an ad agency, there's a million ad agencies. What are the things that I can bring up that make me
a lot different from everyone else? The third thing then is what I call the lifestyle recalibration,
okay?
You have got access to the best body coaches in the world specifically to keep you on track. I also
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go into these three points here. I'm like,
"Look, the third thing is lifestyle recalibration. So at this point if you understand you can eat
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whatever you want and you understand you can train however you want, then the next thing is
to understand your options and what is best for you, okay? The first option is you could get a
personal trainer."
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Again, this one pertains to the third point in purple. So this lifestyle recalibration, okay, this part in
purple is the biggest thing you need to portray. But this is, again, this is word for word down here, all
this, from here to here is word for word what I said on a call about these three pillars. So, when you
are like, "Well, Tanner, can I have an example?" The examples are right in the script. You should
understand that you can try to tailor.
So what I do though for fitness is I go, "Well look, you can work with a personal trainer," and I'm not
going to read this through, but if you read this through, you'll see, I'm saying, "So personal trainers
are stupid because they cost 50 to 200 bucks a session. Yeah, they have good intentions, but
ultimately they don't really want you to get results because if you actually got results, then that
means you're not actually ... They are not going to stop working with you. Because if you have got
results, they are not going to get a paycheck anymore. So, they are really not incentivized to do
that." X, Y, Z, P, M, P, whatever.

Then you go to the second thing, you’d say,
"The second thing is why it is better than online program? So, you can definitely go get a cheap
program for 47 to 100 bucks typically, but the problem is that it is usually what we talked about. It is
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eat this, it is eat that, it is do this, it is do that. So you lose weight and then you stop because it is too
hard or you don't like it and then you gain it back and then you try another program and you'd lose
weight or you stop it because it doesn't work and then you gain it all back and you do this over and
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over and over again with little to no results, and you just do what is called yoyo dieting. So at the end
of the day, John, you can get a water gun for a deer hunt, but it doesn't really matter if you can't
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actually kill a deer with the water gun. Even though it is cheaper, doesn't mean it is the best option,
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right?"
N T
Notice also that I try to make stories with my points. I try to make analogies that a person can
understand. What you're going to have to re recognize is you got to dumb stuff down for most people
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because most of the stuff will be too complicated otherwise. Then I go,
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“The final things you can work with me. The reason I'm the best is not only," right, we will come up
here, "Not only do you get unlimited one to one support and customization by me, but at the end of
the day, I'm going to teach you how to eat and train the way you want for the rest of your life so you
I
never have to pay for this again."
If I'm selling a fitness program and it is $3,000 plus, but they never have to pay for fitness help again
H
and I'm going to give them one to one, I'm going to teach them how to do it on their own and they
are going to have all these things and knowledge integrated that they are going to learn that they
never had before, well, all of a sudden it is like it makes sense why they pay so much. It makes
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sense why it works.
So that is the third pillar. Just understand that the three points or pillars you have are super
important and you got to make sure that you have those things down because if they are off or they
are not correct, you're not going to do well and you're going to struggle, okay?
At this point you're getting ready for the price drop. So here's how I do it. Now, it depends if you have
a sales team or not. Most of you guys, if you're taking this course, you don't have a sales team yet,
so I'm going to do this, right? I'm going to do this as if either A, I worked by myself, or B, I have a
coach. So the first one is like, okay, I'm still doing everything in my business. The second one is I'm
doing the sales calls but I'm not coaching anymore. Some of you, once you get about 15, 20 clients,
you're going to want to know how to start scaling a sales team.

Here is what I said, and this is when I had a coach.
Tanner: "Okay, cool. Option A, John, are you ready to get in and price and all that?"
John: "Yeah." I'm like, "Cool."
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Again, here is word for word, okay? My response;
Tanner: "So look, option A is more expensive. We will start here. Okay, right here. Before I get into
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that, logically, the reason why is you'd work directly with me. The reason this is more
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expensive as I've grown to make it fair, I have to because otherwise everyone will want to
work with me, right John? You want to work with me, don't you?"
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He's like:
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John: "Yeah."
Tanner: "Cool. So, I'll explain this in detail, but essentially what that would mean is you technically
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call me, you don't report to anyone else on my team, okay? So, I only have five spots at a
time. I have four filled right now. So, once they are filled, this offer is off the table and
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there's one I keep and there's one I have open. So, you can do that. It doesn't matter to
me. But that is the first option. So, what this program is it is 16 weeks or four months. Now
if you want to continue after the 16 weeks, you can. But what I said early on is a call and
what I've been saying the entire time is you won't need to continue unless you want to and
I
the only reason people continue is if they want motivation, accountability, right? That’s it."
H
Don't worry if you say something like that to someone on a call because that it doesn't matter. At the
end of the day, I still have people resign at the same rates. So, if you think it is like a big deal or bad,
don't worry because it is not, it is not a big deal.
C
So, you're not going to continue because you need me. You're going to, because we are going to
teach you everything you need to know, but you might continue because you want the extra
motivation, accountability, okay? So I say that up front. So, after I dropped the prices and stuff,
you're like, "Well, what you said," so just so you know, that is what I meant by that. I want to keep my
clients, I do have clients who continue, but the goal is at the end of the 16 weeks, you know
everything you need to know to get everything out of it, blah, blah, blah, blah, blah, okay?

So then here it goes, my price. And you have two options:
Option A is like I say, work directly with me, is if you decide because it is 16 weeks, it is 4,800,
okay? So that is working one to one directly with me."
R
Say this with confidence, and like it is not a big deal. Do say,
"So, it is 4,800 to work with me."
E R
You're like, "Yeah, so it is just 4,800. It is really cheap."
N E
The next option is if someone comes off the street and asked me how much the program is, they
don't go through the application, they won't get on a phone call with me, right? They are just
N T
adamant. I just tell them it is 4,800, period. That is usually the price of my program and to work with
me.
A S
Now what I'd do in your scenario is if you feel this is a good fit and you want to be on board, but the
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price tag makes your eyes pop out of your head or you have a mini heart attack or whatever your
reaction might be, maybe you didn't have one, but I always like to make a joke. I would say…
You: "What I'd do is as long as you can put down a minimum deposit,"
I
And you always want to lead with the minimum deposit, okay? Because if you don't put in a
H
minimum deposit, it is just not really that great of an option. It is not really that great of an option
because what they will do is, they say,
C
Client: "Oh yeah, well, I just need to think about it."
You: "Oh cool, well the price would go up. And what we will do is we will just take your minimum
deposit,"
And these are things that you would hear these on my sales calls.
If you don't take at least a minimum deposit guys, it is just not going to work out well for you because
they have no reason to. You have to give people logical reasons why they would want to put a
deposit down and why they'd want to work with you, okay? So just make sure you guys keep
that in mind.

The next thing is, then I say…
Tanner: "So as long as you can do that, I take $1,600 off the price tag, so it dropped to 3,200. So,
the only difference with that in option B is that set of working directly with me, you get
assigned to one of my coaches." Then I just reassure them; "Look, so I don't disappear.
This call is off of my personal cell phone. If you guys come on board, you could still
R
message me whenever you want. But if I have six phone calls in a day and you text me at
AM, I can't just respond right away. So, this option is to make sure that you still get that
E R
high level one to one, but it is just a little more affordable for you, etc. “
N
I usually say it is a little cheaper and all those things, then I say…
TE
Tanner: "So the only thing you're going to regret at the end of this, Jason, is that you didn't start
N
three months sooner. Sound fair enough?"
A S
Then I shut up and then I let them tell me what they want to do. Now if you're just by yourself, what
you're going to say is;
T DE
"Hey, usually it is 4,800 but I'll be honest, Jason, I know on this call you said finances were
a struggle a little bit, but I did enjoy our call. I think you're going to do well. So what I want
to do for you is as long as you can promise me you'll do two things, you'll work hard and
I
then you'll just keep this between us, I'll just take 50% off so that it is more realistic for you
and then we can get you in and getting you started right away. Sound fair enough?"
H
It doesn't matter how you close guys, you'll hear me sometimes I'll just be like, "Sound good?" or I'll
just be like, "What do you think?" Because I'm waiting for the objection. Most everyone has an
objection.
C
Now I do have so many objections here, but I'm going to have a whole sheet in another section
where I do this, but that is how you do the call.
I'm going to have recorded sales calls; because it is going to be a little easier to listen to a call, but
what I would recommend is make sure as you're going through this, that you have this pulled up so
that when you're doing the recorded sales call, or listening to the recorded sales call, and you can
listen to me go through it so that you're like, "Oh, it makes sense," and you're following through and
you're connecting the dots.
In the next section, we will go over the B2B side, and then after that we will do one on strictly
objections.

HIGH TICKET SALES CONVERSIONS: B2B Sales Example
Objectives:
•Use the Script to maximize on building your business
•Tailoring your Scripts to suit your business needs
•To target the right fit
R
In this video, I want to make sure that if you are here and you haven't seen the last video, that you
E R
go back to that one and watch that first. Because even if you are selling a B2B or you are selling a
B2C, seeing both sides of the coin are going to help you no matter what you are selling. So, if you
haven't seen the previous video, I would go ahead and stop, go back, watch the B2C one, and then
N E
watch this. Because regardless of what your business is, it is going to give you, perspective and
clarity on really how to position.
N T
Now, what you are going to notice is that this Script is very similar. And again, these are the Scripts
S
that made me millions and millions of dollars. Obviously, I update them, and I change variations and
A
stuff like that. But these things do work, and they are really helpful. So, here's the first thing that I
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want to go through. And again, some of these things I went through on the previous call. if you
haven't watched this, please go back and watch it. I will not be going to go through all the same
things on this because it would be a waste of time to just basically repeat myself two times in a row.
Don't skip it because if you skip it and you are watching this right now, you are just going to get
I
confused because I'm going to skip some of the processes.
1.Go through the rapport. There is going to be three options for you. And then after that, what I've
H
usually found is dependent on who you are talking to. So, this is B2B, meaning that you could be
selling;
C
a.business coaching
b.agency coaching
c.how to get leads for brick and mortar.
You can be helping gym owners, doctors, psychiatrists, or whatever. There are different things you
could do.
The first thing that I've noticed is that if you get a brand-new beginner who wants to start a business
is,
a.Understand that they may not even really understand what kind of business they should start.
For example, if I get a beginner and they are like, "Tanner, I want to be successful like you or I
want to be more like you. Where do I start?" The number thing they are going to want to do is
make sure to understand that they start a high-ticket business, not fitness, because that is what
my program matches.

I teach this is because I genuinely feel it is best for people, not just because it's something for me to
do. If that's true, then what that means is, I have to first explain to them, for someone who is starting
from scratch, who has no clue what to start at or what to do, that high-ticket is better than low ticket.
That is what people are going to push. They are either going to try and push you into high-ticket
businesses or low-ticket businesses. For me, my entire goal is to try to make people who are
R
beginners understand that they should build out a high-ticket business and not a low ticket.
E R
The way I do that, and this will depend on what you are selling because some of you might be
selling subscription services, maybe you are selling a different model than high-ticket, but most of
you, I'm going to imagine you are selling some type of high-ticket service. If you are going to work in
N E
my program, you are going to do that. And so, it's really important to understand that you need to
explain this concept to a beginner; because they might come on a call and they are like, "Tanner, I
N T
want to start a business, but I have no idea where to start." Well, if that's true, then you need to
explain to them why high-ticket is better.
A S
Let me break this down for you really quick on what I mean. If I get a beginner, I'll say,
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Tanner: "So look, George, have you ever been on a call like this before? Or have you ever thought
about starting a business?"
Client: "No man, it's my first time. I'm brand new."
I
Tanner: "Cool man." So, look, there's two ways to run a business. You can either sell low- ticket
products, which will be like 37 to 100 bucks, or you can sell high-ticket products. What I
found is that high ticket is way better for beginner. I'm going to tell you why. If you were to
H
sell a low-ticket product, unless you have hundreds of thousands of dollars sitting in the
bank, or you have a massive budget, or following, to start pushing these products, it's not
going to work.
C
Most people come to me and they think like Bradley Martin, or Christian Guzman, or Dean Grasiozi
or Tony Robbins. They see them sell all kinds of money. But at the end of the day, it's like it doesn't
work for your business model; because you don't have the same type of following. You don't have
the same type of strategy or network in place. For you to really grow fast, you'd have to run Paid
Ads.
I am saying this from experience, and what has actually happened in the marketplace, is that
typically, for every $37 purchase you get, you usually lose about 150 bucks. If that's true, and you
usually lose about 150 bucks. What ends up happening is that when it is all said and done, you are
losing money on the front end. So, unless you have a massive budget to be able to afford to lose
money up front, this isn't a good model for you, and you will fail because if you only have a couple of
thousand dollars in the bank, how do you possibly think you are going to be able to handle that.

So this is only a business model for experienced veterans, but for you beginners, high ticket is
actually the best, because if you can sell a $3,000 plus product for a lot of money, and you are only
spending let's say $1,000 to acquire a customer, well, that's $2,000 a profit and then you can
reinvest those back into Ads and grow and scale very quickly, which is how I grew zero to eight
figures in two years, which is true.
R
I didn't start doing low ticket until just recently, because it started making more sense to my business
E R
to incorporate it and do in conjunction rather than just do high ticket. But for most of you that, I
mean, 97% of you, if you are watching this, 99% of you, it's not going to make sense.
N E
Tanner: "So look. High ticket has the least amount of risk, the high subside, you can scale it the
T
fastest, it's the easiest to do and it's beginner friendly." And I get them to go. "So, does that
N
make sense to you George?"
A S
And he's like, "Yes." Once he agrees that, that is the right business model, I can start to sell him,
because if you guys are watching this course, I'm selling people how to sell high ticket courses. So,
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if he doesn't agree with this, then he's not going to sign up; because if he thinks my way and my
path is not good, then it's not going to work. Simple as that.
I
Then I go into the same stuff I did in the previous call. I start asking their pain points, what they
need.
H
Now, the difference is you are going to ask more stuff about their business. So, you are like,
•Have you ever done sales before?
C
•Have you ever done marketing before?
•Have you ever done ads?
You are getting more questions about their actual business versus asking about their weight and
stuff like that. Again, you don't have to ask all of these questions. They are just here to make sure
that you understand how to kind of work through a structure and a process and get data. And you
should have pen and paper right next to you writing all this stuff down. So, make sure you guys are
doing that.
After that you are going to ask all these questions. Where do you want to be in 12 months? And
again, I'll have recorded sales calls down below so you can listen to exactly what I say. But here is
where I really start going into my offer. And this is for my B2B offer. You just understand it and how
these are my pillars and stuff like that.

Anyways, this is what we will do. So first I say,
Tanner: "Look, if you come into my program, the fi rst thing we are going to do is help you craft a
package together and offer them, so you don't become a commodity."
R
That's my point. And what I mean by that is;
Tanner: "Look. There's a lot of competition out there. There's a lot of people who sell the same
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thing. So, if you sell the same thing as them, then at the end of the day when people
decide if they are going to hire you or someone else, they are going to choose based
N E
strictly off price. At the end of the day, if you are not willing to do that you are going to
struggle. Does that make sense?"
N T
And they are like, "Yes." So, I'm like, cool. What I try to get across to people is, at the end of the day,
they need help crafting a package and package it together an offer that's sexy. That makes sense.
A S
Simple as that.
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2.The second thing is we are going to create what we call Conversion Conversations for your
unique offer. Okay? And what I tell my team to say and what is true is I essentially, it's increased
my application rate by 50%. Obviously if you upgrade to my high-level mastermind, you are going
I
to get one-to-one coaching, which is obviously if you are having issues, that's what we are there
for. So, we can dive into your stuff and help you. But ultimately what you guys will find when you
start running Ads the way I have it and the way I've laid it out, is that your conversion rates and
H
your application rates, if you do it properly, are going to go through the roof. And that's where you
start getting a lot of opportunity. Okay?
C
That's the second thing I'll say. Next I say,
"Look everyone's teaching Ad to landing page to webinar. If you learn how to do it this
way, imagine the type of results you will get, right?"
And they are like,
"Yeah, that makes sense."
3.And then the third thing is relying on the wrong coach. Now, again guys, you will have to work
on your three pillars, but one of my big selling points is that I am one of the only coaches in this
space who has built a seven figure B2C business and a seven figure B2B business. There's not a
lot of people who can say that or have done that, especially in the B2C industry; because it's
much more difficult.

What I say is, "Look. I mean, you can hire whoever you want, but at the end of the day, I'm probably
one of the most qualified people to help you." Now that's your decision if you want to hire me or not.
But that's just reality. X, Y, Z, A, B, C, whatever.
So that's how it works. After that, if they understand those things, I'm like, "Cool. Does that all make
R
sense?" Okay. And then they are usually like, "Okay, cool. No, it makes sense." I'm like, 'Awesome."
E R
•We then go into the particulars of the program quickly. And this is more important for business
coaching because they are just smarter. Most of you are going to be a little smarter than, let's say
N
a fitness client; because you are going to want more detail. You may have had coaches before,
E
you have been lied to. You have had a bad experience. So, the more detail you can give them, the
better. Don't just go overboard though, right?
N T
Even for example, when I go Conversion Conversations and craft and package your offer, I'm
A S
telling you what we are doing, but I'm not giving you a lot of specifics because ultimately if you think
you can do those things on your own, why would you hire me? So, I want to give you detail what we
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will do, but I don't want to give you the exact specifics because if you think that you can figure it out,
that's not good because then you are not going to want to work for me or work with me. So that's
how that works.
I
•Then the next thing, right, is then I go into the particulars. And basically, the way my program
works is we have six group calls a week. We give unlimited one-on-one and a membership portal.
H
And so, that is what I do, is I go into here and I'm like...
i.First thing we are going to do is help you package your offer. Because the biggest
C
thing I get is people go, "Oh, well, Tanner, you only do fitness, right? I don't want to sell fitness."
But that's not all I do anymore, right? I've expanded beyond fitness. I want to go beyond that. I
want to grow my business, et cetera. Okay? So, that's... the first thing I explain is like, "Look, it
doesn't matter if you want to sell fitness or not.
Obviously if you do want to sell fitness, I've done that before. So, we will have a lot of stuff
ready for you. But if you want to sell something else, it doesn't really matter as long as you
have a strong offer. And so, the first thing we are going to do is help you with that.
i.Then the second thing, right, is walking them through automation. So, then the second
thing is like, "Cool." So then second thing is we will help you automate your system X, Y, and Z,
right? Because we need to build a system that is pumping leads out and applications for you all
the time. Because otherwise you are always looking for leads and that's no way to live.

iii.You go to the third thing, which is, "Look, I got six group calls a week: ads coach, carb
coach, sales coach, messaging coach, mindset coach. And you can hop on the call we explain
that, right? And so, I just say, "Look, you hop on the call. You ask whatever questions you want.
Then if that's not enough or you need more support, we have one-on-one in the membership site,
R
and I'll talk a little bit about the particulars.” I am like, "Do you have any questions?" And they are
usually like, "No." I'm like, "Okay, cool."
E R
•The next thing is expectations. And I do this on all my calls because it's true.
N E
1.The first thing is I do something I've called the Michael Jordan versus fifth grader
T
analogy. So, I say:
N S
"Look, if I'm the best basketball coach on earth and I have a fifth grader in front of me, and
A
then I also have Michael Jordan, who's going to get better results if I teach them
T DE
everything I know?" And they are like,
"Well, Michael Jordan..."
I
“Exactly. One thing I want you to understand, George, is that if you come into this
program, I can help you.” But if you are not willing to change or you think that just because
H
I teach you everything, I know you are going to make $1 million, that's not necessarily
true. Because if you suck at implementing or you are not good at stuff, it doesn't mean you
can't fix it, but it means you have a longer road. So, if you are closer to a fifth grader in
C
terms of business skill, I can help you. But understand you are not going to get results as
fast as John who's had five business coaches before. Is that fair?”
And they say;

"Yeah."
"Cool. Make sure you guys understand that stuff because that's really important to
understand”
Then I go into that.
Next thing I go, “Cool”. The second thing that will happen when you come in is, expect to
pay a lot of money. And I'm saying that because I go, "Look, if you are going to get help from
someone making this much revenue and with this much success, you are going to have to pay
me a lot.”

It's not because I'm mean or rude, it's just reality. And it's what's fair to me and my team and it's
how I build my business. At the end of the day, you are not doing something that I haven't done
before, but you are going to have to pay a lot. Okay? Just expect that.
2.The second thing is that we need to get money for Ads using organic methods as fast as
R
we can. So, look, organic is not a long-term strategy, John, but it's to get money for ads as fast as
we can so that we can build your system and really start to push your business. So, guys, I'll
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spend anywhere between a hundred... At the time of this video, anywhere between 100 to
$200,000 a month. By next year, I'm hoping to get to like 500,000 plus a month, if not a million.
So, it starts to kind of get you to see how much money I spent on ads and how quickly. Okay?
N TE
3.So, then it gets to the third thing, which is set up systems and turn your Paid Ads system.
N
Okay? And then I'm like, "Cool. Does all make sense, or you have questions?" They are like, "No,
that makes sense." I'm like, "Cool." So, then what I do is I go into my price right now. The price
A S
drop, excuse me, will be a little bit different than the B2C course. Now, you guys will hear me on
B2C calls drop the price, and you will see me, you will hear calls where I actually do drop the price
T DE
and I don't sell it for exactly what I say.
For example, let's say I am on a fitness call and I say,
I
Tanner: "Hey, it's 3,200."
And they are like,
Client: "No."
H
And I go through and I am fighting their objections and they are like,
Client: "Ah, still no."
C
And I to keep fighting their objections. And they are like, "Still no." Well, then what I do is I,
Tanner: "Well, look, is it only in the price?"
And they are like,
Client: "Yeah, it's just the price, man."
Tanner: "Okay, cool. Price aside, do you like the program."
Client: "Yeah, I like the program."
I'm like,
Tanner: "Cool man. If that's the case, what's the most that you can pay without taking advantage of
the situation? If you were to actually be able to do this, knowing the price is usually 800 a
month or whatever I say, what's the most that you can usually pay?

And they will say,
Client: "Oh, like 600." I'm like,
Tanner: "Okay, cool."
R
And I will do it because in a fitness deal or a B2C deal, they are not getting a financial ROI.
Therefore, it is a harder sales call. And somebody who tells you it's not, they are just full of crap. But
in B2B, you don't really want to do that or drop prices because it's a financial ROI. They know it's
E R
expensive, they are probably going to have to take out credit cards, all those things. So, you really
have to hold your ground, I guess, because then you sound desperate. It's just a difference in
N E
structure and how it works. Like I don't know how to explain, it's just different. So, what I do is then I
will be like,
T
"Hey, my program is three months or 12 weeks. Normal price is 12,000," or whatever you
N
want to say.
A S
And then this, I actually do say this on the call, literally,
T DE
Tanner: "Look, there's two reasons. I want you to make a decision straight up. And the second
thing is, we run a lot of money for Ads daily. We run 5, $6,000 a day. And so, while you are
out deciding where to go in the red. And so, we don't have time, nor do we want to run a
business where we are risking and stuff like that. It doesn't make sense for us and we
I
don't want to do it, blah, blah, blah, blah, blah, blah, blah, blah, blah."
"Look. As long as you can put down a minimum deposit...The standalone price is usually
this, but as long as you can put down at least minimum deposit, we will drop it to 9,800,
H
right?"
C
And again, the reason I say this here and I go, "Cool." So, those are the two options. From here I will
just shut up and you tell me what you want to do or the alternative close is you can say, "I promise
you the only thing you are going to regret..."
So, you may set three months sooner. Sound fair enough. And then the objections come in.
Now in the next video, again I have some objection handling here and I will let you guys have this.
But just understand that I'm going to do a whole sheet on objection handling, but that's how I price
drop. And some people don't agree with price drops, but I think there's nothing wrong with it. I think
at the end of the day, if someone doesn't sign up on the call, they are not coming back. And you
need to understand they are not coming back unless they have put some money down.

For example, if you are asking for, "Hey, can you put down a small deposit and we will re-discuss
tomorrow if you need to think about it." And they say, "No," then they are not serious; because
there's no reason why they would need to do that otherwise.
R
At the end of the day, it comes down to you making sure they put something down and finding out if
they are serious or not. If they don't put something down, they are not putting their money where
their mouth is. They are probably not that serious.
N E E R
In one of the next sections, I'm going to be going over objections, but this is the structure and what
has helped me make millions of dollars. And it is just really following this process and then listening
to my sales calls. The most value is going to be obviously listening to my actual sales calls to see
T
what I say. But if you could follow this process, you are going to end up making a lot of deals and
N
making a lot of money.
A
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HI
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HIGH TICKET SALES CONVERSIONS: 10-Min. Script
Objective:
•Understanding 10-minute scripts – when, how and why you use them
In this video we are going to talk about 10-minute scripts:
R
➡when to use them
E R
➡how to use them
➡why you would use them
N E
This script is typically used for cold leads coming from your personal Facebook and your personal
Instagram. It makes more sense for people in the B2C market. For example, Fitness is B2C. If you
N T
are doing some type of business coaching that is going to be B2B. Typically, in this market, the
customer is more used to being pitched. They get pitches all the time so they already know what you
S
are doing. In the B2C market like Fitness, they will not know this as much because they do not get
A
pitched all the time. They might have a 9 to 5 job and not be interested in building a business.
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When to use this
Use this for cold marketing to your Facebook, Instagram or similar pages. Recall, we have already
gone over how to message them earlier in the trainings.
I
How to use this
H
For organic cold leads on your Facebook profile or Instagram, you are going to set up the call. Make
sure to tailor it to your business. Typically when it is a B2C business, this is best. Once you have
them on the call advise them that it will be a quick 10-minute call in which you will share information.
C
Get to know them. For example, "Hello, how are you? Tell me a little bit about yourself etc." Do this
for about four or five minutes maximum. After that, ask about their goal; what they are struggling
with; what they have tried; what type of results would make them happy.
At the end of that conversation indicate to them that now that you have this information, you will
email them additional questions for them to fill out to get an understanding of their specific needs,
weight, height etc. Send the email, text them that you have done so and request a text back once
they have filled it out.
Why you would use them
The email will be the application. If you do not get a response within a day, do a follow up call. You
may get some resistance because ultimately the questionnaire will push them to take action and
give you a good app. If they indicate that they have no money or do not have this or that, obviously
you would want to know this before you waste your time on a phone call.

HIGH TICKET SALES CONVERSIONS: Rebuttal Sheet
Objective:
Knowing the different types of rebuttal/objections you may face daily.
R
Welcome to this video which is simply a Rebuttal.
I have put all kinds of objections here:
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•Need to talk to my wife
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•It's expensive
•Over the budget
N T
•No money
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You can tailor how to handle these rebuttals to your business. But these objections are universal.
A
So, while you are going on your sales calls, not only have your sales script open, but have this
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objection sheet open, because it's going to really help you hit your goal.
Grab The Rebuttal Sheet (CLICK HERE)
HI
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N N TE
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HI
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Resigns & Referrals
RESIGNS & REFERRALS: Intro
Objectives:
•How to go about it re-signs and referrals
•Simple ways to get clients to re-sign and feel more appreciative
R
This will be a quick video, but in this section we are going to talk about re-signs and referrals:
E
•How to go about it
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•Simple ways to get clients to re-sign and feel more appreciative of what you do and how you can
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make them feel appreciated.
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The biggest numbers I make in my business is getting clients to re-sign.
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Understand that every time that you can get a client to re-sign, it will help to double your revenue
without having to pay the client acquisition fee. Re-signs and referrals is one of the best ways to
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grow your business for free.
Whenever you can get a client for free without having to use pay traffic or paid ads, it is going to help
your business to take off.
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RESIGNS & REFERRALS: Resigns + SendOutCards
Objective:
•Get your clients to resign
•Use Send-out Cards
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Today, you will go through what we do when we get our clients.
E R
So, Iggy is one of my clients, and we are going to look at two ways to get your clients to resign. So,
first, you get on the call and you say,
N E
You: "Look, so I just want to talk about how the program went and what's the breakthroughs
you've had in the last 12 weeks. You will find that as you go through any program, there's going
to be new challenges that come up after that come up. What are the challenges that you face
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right now that we can help you with going forward?"
A S
This is how you pre-frame to get them to tell you what they're struggling with. And then you literally
start getting them to tell you,
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Client: "Well, oh, so now, I need help with this and this,"
You: "Awesome. That is what we do in our next program."
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And this is how you upsell them or you can continue them,
You: "Cool. So now that I know your breakthroughs challenges, what are the goals you have?
Let's say, for a medium period of time, the next nine months, or however long your next
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program is,"
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This gets some them thinking about the backend program and coming up with a new goal. |
Once the client tells you his/her goals and where he/she wants to be in the end, you can move in to
resign options.
These are different resign options we have, as well as

-Retainer Option
-Membership Option.
-Options to clear stuff with me, if needed.

RESIGNS & REFERRALS: Resigns + SendOutCards
You will be given access to that.
1.And then also, there's something really cool called SendOutCards. I don't have any affiliation
with them, but it is a really awesome company.
R
When someone signs up, what you can do is you can actually send them a whole campaign of
cards;
E
•We have birthday campaigns
R
•Business clients didn't sign back up
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•Gym business
•Business clients
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These are the campaign. And so, what you can do is, you can click on any of these. You can literally
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send them cards and you can also send them gifts that are really helpful.
A
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For example:
•This has seven different cards, and so we send this one immediately.
•This is the gift that you get - a journal.
I
These are then sent with the key success, and we send them some brownies. This is then
strategically placed throughout the program and see, seven days, 14 days, 21 days, 42 days, 56
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days, et cetera, so that they feel validated throughout the program and that they're getting what
they've asked for. And these little touches, even though they may not be a big deal, your clients will
appreciate it.
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The resign rates are extraordinarily high. So if you guys do these two things, not only are you going
to get a lot of resigns, but you're going to have really happy clients.

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Miscellaneous
MISC: Setting Up An LLC
Objective:
• Setting up your LLC
This is for educational and entertainment purposes only but take it for what it is worth. If I were
R
making a video on that, I would just simply say that you do not need to worry about this until you are
actually making decent money in your business. A lot of people think they should do this fi rst, but the
E
reality is that you do not need to until then.
E R
When you are ready to set up your business you should come here. There are places you can do it
N
for free but, honestly, when I set up my business, it was kind of a nightmare. I did stuff wrong. I
went out of place.
A N S T
For LegalZoom, it is like 79 bucks and you do not have to use them. There are free places, but at
the end of the day, if you are going to set it up, make sure it is set up right. Set it up in your correct
state and file it properly so that when you start getting stuff, you do not get any letters from the IRS
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and so forth.
There are a lot of free sites. I would highly recommend LegalZoom. I do not have any affiliation with
I
them. It is super cheap, and they can get it done for you. It is something that you only have to do
once. You are not going to remember it. It is kind of frustrating so someone else is going to do it for
you.
H
If you are looking for free options, you can even type stuff in. You are going to get all kinds of things
C
that show up on the internet. If you have a CPA or something like that, they would know how to do it
as well. You can go into your bank and they will actually walk you through some of those processes
as well. They will also help you get your business credit card. It is easier if I tell you guys to go to
LegalZoom because they will take care of all of it.
If you look, for example, like we will do this, I have not gone through this process before but let us
just say it is Texas. It is really simple, and it walks you through it. It is almost like Turbo Tax. So
there are a lot of options. This is what I recommend because, at the end of the day, you just want to
make sure you set up right. In fact, when I set up my LLC, I tried to do it on my own and actually
set it up wrong and it turned out to be this big kind of problem.
So that is all I have in this video. Just keep it simple. I showed you a couple of things, but ultimately
just use LegalZoom. It is cheap, it is effective, and it will get the job done.

MISC: Email Set-up With GoDaddy
Objective:
•Learn how to find a perfect Domain URL
•Set up a business email
•Connect your Website to ClickFunnel
ER
Today we will talk about how to find a perfect domain URL, and a business email, and GoDaddy is
R
really easy, because all you have to do is;
➡You go to fitmom.com,
N E
➡Type in whatever you want your URL to be. (It will immediately tell you if the URL is taken or not)
➡Be sure you pick one that is dot com. Dot com is just by far the most popular.
N T
➡Make it specific. It needs to be exactly what you want, otherwise people are not going to find it very easy.
A S
After you have done all the above, sign in. (I will sign in to show you and you can see how my back office works.
➡Go to my account
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➡Go to Manage Domains
-You will see that I have all my accounts here. I have all these different websites that I
I
have purchased over the years, or I don't use as much. And it is cheap to keep websites, so if
you're not sure if you're going to keep one or something like that, I would just really keep it
regardless. It is always good to just have these websites in your back pocket.
H
➡Now when you go here, it's very simple. Go to email an office, and as soon as you go
C
here, you can actually start setting up emails. Here you will see that I have
-One for my CMO

-One for Support
-Elite CEOs
-Fitness CEOs
-Tanner Chidester
-Wealthy gym owner
We have all these different emails, and it is really simple. You can actually open one up or
you can just add a new account.

MISC: Email Set-up With GoDaddy
If you get stuck, GoDaddy has an amazing customer support service in case you need help setting it
up. It is easy and efficient. And this will be your website for your courses that you are going to use
inside ClickFunnels and then also for your email address.
R
Speaking of ClickFunnels, I would like to show you how you would connect that.
Once you come into ClickFunnels,
E R
➡Go to account settings. In here, there is going to be a way for you to integrate
domains, and also new domain.
N E
➡Register an existing domain (You are not going to use this because this is what
N T
ClickFunnels wants you to use, but you're going to use an existing domain).
➡Input ‘www.whatever you got here’. E.g. fitmom.com or whatever it is.
A
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➡Follow the prompts right through it. It says, in order for you to connect your domain,
you're going to need to do this right here. Detailed instructions are provided, so it is really simple.
And so that is how you take your website and connect it to ClickFunnels. When you tell
I
someone to go to your domain, it will actually show up on the page that you have created
inside ClickFunnels.
H
Example:
If I go to this page right here, and I click on this page, you guys will see at the top that it's
C
onlineptlaunch.com. (I own this website). If we come back here in the dashboard, and I go
to my domains, it shows that I own onlineptlaunch.com. But I have connected it to
ClickFunnels so I can use it.
Connecting your website to ClickFunnels is something you need to know to run your business.
It is going to make your life a lot easier.

MISC: Pixel Helper
Objective:
Understand Facebook Pixel Helper and its implication of having it or not having it on your
page
R
In this video we will look at something called Facebook Pixel Helper.
E
•You go to Google, and Type in Pixel Helper.
R
It's a Chrome extension, and you just simply add it.
It's says, no pixels are on this page. That's going to be really helpful when you're running your
N
Facebook ads.
Example:
N TE
If I go to one of my pages and you let it sit, all of a sudden it alerts me that there is a pixel on
this page with the ID number to check.
A S
It is one of the best ways to ensure that your data is tracking properly and that you have pixels on
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the page. If it doesn't, that is a problem.
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What’s The Next Step?

If you’re ready to take your business to the next level and you’re
ready for the 1 to 1 coaching that our Elite Mastermind provides
R
then schedule a call with one of our Elite coaches today. This is a
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FREE 1-hour strategy session that will provide you all the details
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and help you make an educated decision…
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ELITE MASTERMIND S
STRATEGY SESSION
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ELITE MASTERMIND STRATEGY SESSION

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Tanner Chid!

Welcome to Elite Strategy Secrets! First off, I want

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ManyChat and its growth tools

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•Understanding, what is a Click Funnel Account?

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•Understanding the worksheet

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1. Can eat whatever you want without sabotaging results

1. You can’t rely on a social media following

You need conversion conversations to increase app rate by 50%

3. You need to hire the right coach

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How to build your business using Favicon

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•How to prime your profile for success

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What should you Post?

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A “What Not to Do” Example:

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Think of your funnel as like a website, but just a lot better.

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• Set up Facebook pixel on your template funnel

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•Learn how to create a One-Step Acuity Booking Form

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Be specific with the questions.

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•He is following your page.

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How do you get action?

What's going to cause followers to take action?

"Wrong information is much worse than lack of information."

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