🚀 Revolutionize Your Enrollment Process 📈
With the power of automation and revolutionizing your enrollment process, you can unlock the path to limitless growth and success in the digital age. In this episode, we dive into the world of Adam Chandler, a renowned expert in helping online entrepreneurs boost sales and maximize impact. Adam uncovers his groundbreaking system, the Digital Co-pilot, designed exclusively for networkers, affiliates, and direct sales professionals. He discusses how to automate your processes, streamline your enrollment, and catapult your business to unprecedented success. He also shares how to fully leverage the power of today’s cutting-edge systems and strategies designed for the 21st century. Get ready to transform your enrollment process and take your business to new heights.
#impactfulentreprenurshow #guestinterview #UpsideDownEnrollmentMethod
ASVA Playbook
- How to Shed 20 Hours from Your Workweek and 5X Your Sales with An "Appointment Setting Virtual Assistant"
● How to Implement an (ASVA) that Pre-Exposes, Pre-Qualifies and Pre-Converts Your Prospects for you... So you ONLY spend your time with the most interested 'ready to enroll' prospects.
● the Revelations and “Ahha Moments” that Helped me 30X my Business to Over $600K / year
● How Combining an ASVA with Our Proven Prospecting Scripts and Sales Processes is the Fastest Way to Gain the Critical "Authority Frame" and Make Selling 10X Easier and Way More Fun.
Lead Magnet link:
https://mydigitalupline.com/asva-playbook
Check out these free minicourse reveals:
https://www.socialsalesmachine.com/audience_explosion_toolkit
Discover Entrepreneurs Strategies To Scale here:
https://www.facebook.com/groups/6.figure.strategy
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🚀 Revolutionize Your Enrollment Process 📈
Instead of going out and hustling yourself on social media to find your next client or customer, do you wish that they would come to you and book themselves on your calendar to get what you're offering? It's a nice-sounding idea to wake up, look at your phone and see all the different bookings that came in that day. If you have ever wanted to create that dynamic in your business, this episode is for you. We're going to show you the upside-down enrollment method that has tons of people coming to you and how you can set your business up for success with this type of dynamic. Let's do this.
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I’m excited to be here with Adam Chandler. He's been helping online entrepreneurs to grow their sales and expand their impact with systems and strategies built for the 21st century. Adam is the Creator of the Digital CoPilot, which is the world's first all-in-one contact management and marketing automation system designed specifically for networkers, affiliates and direct sales professionals. He's helped thousands of students through his online courses, coaching programs and live events, many of whom have gone on to create their 6 and 7-figure online business empires. I am so excited to have Adam here with us. Welcome, Adam. We're glad to have you here.
Thank you so much. I'm honored and thrilled to be here.
I can't wait to dig into this because it's the smart strategies that you're then able to systematize that can take your business to the next level and your topic is perfect. Before we dig into all the good stuff, for those in the audience who maybe have not met you yet, could you tell us a little bit about your story, your journey and how you got to where you are in this business?
I came into the world of entrepreneurship in 2008. I was working in newspaper advertising sales at the time. People asked me, “Did you learn advertising, marketing and stuff from that?” I didn't but I did learn a few things about sales and mostly about how to not be afraid of picking up the phone and making a sales call. That was what I was doing at the time. I got laid off from 2 different jobs in that industry in a period of about 6 months after moving 2000 miles across the country by myself. I was in a new place. I had no support structures around.
One job shut their doors. 2008 was a tough time to be in the newspaper industry. The other one I got laid off due to corporate downsizing and I started looking around at other options. I found a little business opportunity ad on Craigslist that said, “We can teach you how to make money on the internet.” I was skeptical but I was also very curious. The next thing I know, I was borrowing $2,000 to start my first direct sales business.
I was fortunate enough to get some good mentors early on who had good systems in place. We were using funnels and generating leads online before it was a thing. It's not like now where everybody knows what a funnel is. Back then, it was a very new concept. That got me started in online marketing and lead generation. I fell in love with some of the concepts of leverage and entrepreneurship in general. It's been a very interesting ride since then.
I've also been downsized. I know how that feels. To happen twice in six months, that had to be such a blow to hit you. I'm glad that you had the courage and the bravery. Starting your business for the first time, how many of you reading were terrified when you first started? I know I was but thank goodness you had that background in sales, that base of knowledge that you could build on top of. It's served you very well.
It wasn't long after that that I went full-time. Another quick story, the day that I made my first $1,000 commission, I sold a $2,000 product to somebody the same one that I purchased before. I made a $1,000 commission. I'd never made $1,000 in a single day before. I decided that day that I would never have another real job for the rest of my life. That was many years ago and I have not had a real job since.
As entrepreneurs, we all have a little bit of that inside of us and it's thrilling being an entrepreneur. You never know what's going to happen next, who you're going to meet or who you're going to work with. It can lead to a lot of freedom in life as well. I love that you were building funnels before funnels were a thing. You run the cutting edge of the cutting edge. A lot of people are here because they're realizing they're burnt out. They're doing a lot of the manual hustle and grind. They're realizing, “I need to get my ducks in a row and some automation.” I hear that a lot from a lot of entrepreneurs.
“I need automation but where do I start? What do I get started with?” Let's dive into a little bit some of the biggest problems and challenges that you've encountered as you're talking with home business owners and other independent entrepreneurs. What are the biggest problems and challenges that they're facing in 2022 that you think they should be tackling?
We survey a lot of our prospects and audience. We have applications. It's great for a filtering system and that's primarily why we do it but it's also great for market research. They're telling us constantly. We ask, “What's your business doing? What's your goal? What do you think is standing in the way of getting from point A to point B?” Ninety-nine percent of the time, leads are not having enough or the right people to talk to and not having a systemized process in place that can create any predictability in terms of the outcome when it comes to sales.
Certainly, I teach this a lot. You want to break down your business into three parts. You've got the what, how and who of the business. A lot of people in my industry, home-based business owners, have got the what pretty dialed in. They know what they're selling, all the aspects of their products and everything but the how and the who is a mystery to them. The how is the process and who are the prospects.
In a way of saying it in a way is the 3Ps or Process, Prospects and Proposition because that's the what. A lot of people in my industry at least are focused maybe too much on the what and not enough on the how and the who. They need to put in more energy. That's what the pros do. The pros put as much, if not more, focus, energy and attention on the how and the who as they do on the what. That's probably one of the biggest shifts that you got to make to up-level.
I couldn't agree more because I see a lot of people struggle with the how. They don't have a systematized process or if they've been given one, it's not very effective. They don't know how so when you ask them who it is they're trying to attract, they're like, “Anyone alive, like if they're breathing. Anyone in the world.” It's frustrating that feeling of like, “I don't have enough people to talk to. The people I'm talking to are not the right people because they're all saying no.”
They're giving you a lot of excuses like they're saying, “I don't have the time and money.” In reality, for the majority of the time, that's not the case. It's just that you haven't fulfilled a need because the reality is that we have the time and money to do the things that we want or we have the resources to find it. I know that's been true for me. There's been plenty of times when I've seen an opportunity to move my business forward. I haven't necessarily had the money sitting on the nightstand but I found a way to come up with it because I knew it was going to move me forward.
A perfect example is you got laid off twice in six months. You didn't have the money but found a way to get it to get started because it was important to you. It was a priority. When people are saying, “I don't have time and money,” and those types of things, what they're saying is you don't have a very solid proposition.
It's a problem with the proposition.
A lot of people in the audience are probably realizing, “I need a better proposition and process.” One of the items that you teach is the idea of this digital co-pilot. It's a marketing system if we break it down. It's a systematized way, the how. How you're going to find those people? How you're going to engage those people? How can the right kind of system like that save people time and improve their sales process? Do you want to break that down for us?
We promote a system. It's our proprietary system. It's called the Digital CoPilot. It's a funnel system, page and website builder but there's got a built-in autoresponder, automated emails, text messages and things like that. It's also an appointment booking system, much like Calendly or ScheduleOnce but it's built-in. It's all under one roof. It's a CRM system.
It's a complete contact management system with pipelines and all kinds of things. The issue that we used to have is having to piece all these different systems because we used ClickFunnels, AWeber, Infusionsoft and Calendly. Pipedrive was the CRM that we used. We had to get all these systems talking to one another. It was a technical nightmare. Now we have everything under one roof.
I can relate to that duct taping multiple systems together and trying to get them to talk to each other. It’s a nightmare. I also tried ClickFunnels in the beginning. Spoiler alert, it's not the right system, especially if you're trying to build a network or affiliate-based business.
If you think about it, people think that the answer is in the funnel. They think that it's like, “If I just have a funnel.” The reality is that's the what. It’s like, “I have a funnel.” It's like it's another what. You need to have the how and the who. Otherwise, a funnel is pretty worthless. Not only that but funnels are a dime a dozen. Everybody's got a funnel. It doesn't give you the same competitive advantage that it did when I was getting started because the fact that I had a funnel back then was a big differentiator. It helped me to stand out among all the competition and noise.
Now, it doesn't have that same effect. It is in the specific type of funnel. I love funnels. There's so much magic and leverage in funnels but it's not the funnel itself. You want to have a funnel that builds the know, like and trust factor and positions you as a leader and an authority and see that in that way. That's one of the things that we do for clients. We build and design Video Sales Letters or VSLs. We build the funnel around the video. The magic isn't so much in the funnel as much as it's in the video.
It's the proposition that's shared. Not all funnels are created equal. I hear this all the time. People are clamoring, “I need to automate. I need a funnel.” If you asked 10 different people what a funnel was, you'd get 10 different answers. It's because not every funnel is created equal. There's every flavor, shape and size. There are a million different types out there but with that marketing that we've all heard, you're one funnel away. From ClickFunnels, that's what sticks in our heads.
What I'm hearing you say in the base essence if I break it down simply is you have a way to track your leads and prospects. You're not trying to write it in a notebook or create an Excel sheet. There's a system that tracks them. There's a way to reach out to them with both messages and emails. There's a way to funnel bookings onto your calendar with automation in the right places but it all happens under one group.
You want to keep the authority. There's a book that I love. It's called Pitch Anything by Oren Klaff. He talks about the authority frame. He's talking about it from the context of negotiating like big buyouts, deals and stuff but it's applicable to our businesses and everything. He's like, “You need to maintain the authority frame throughout the process.” A video where you're educating the prospects, you're not just pitching them. You're educating them and sharing the value that you're building up that authority frame.
Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal by Oren Klaff
This is something that we do in all of our funnels for ourselves and our clients. We'll even say in the video, “There's nothing to buy in this video. If you resonate with the information that you're going to hear in this presentation, then you'll have an opportunity at the end to schedule a call with us.” People drop their guards because they're not selling me. In a sense we are but we're only selling them on the idea of getting on the phone with us
It's a way of thinking differently. It's what you're selling them on.
That's still a big job a lot of time. That's what sales is. It's a transference of belief from one person to another. If it's your voice in the video and then they get you on the phone and it's your voice on the phone, it's almost like the video is handing you the authority baton and then you've got to continue to maintain that authority frame throughout the conversation. You do that by asking the right questions, leading the conversation and demonstrating that you're the expert.
They're even saying things early on in the conversation like, “What is it that had you decide to schedule this call with me?” Even something as subtle as that is you're sending a message to them like, “You scheduled with me. I didn't schedule with you. You're here to solve a problem. I'm here to help you solve that problem.” Do you see the frame of that?
Especially if you're feeling like you don't have enough people to talk to and you're not sure where to find those people. The few times you're interacting with people, they're probably feeling like they're glad to have them on the phone. They don't feel like they have any authority in that phone call. Imagine if all those people came to you for help. They were coming to you with questions and immediately it puts you in the authority seat, “How different that feels?” That's part of if you have a good proposition, you have the right funnel. You get instant authority and credibility. Even if you don't feel like you have it, the funnel creates it for you.
My ASVA strategy not only does work because it saves you a ton of time. You don't have to do all of the outreach, prospecting, follow-up and exposing. That's all time-consuming things. If a virtual assistant can do that for you, they're not going to close the sale for you but they'll do all the other stuff and then set the appointment on your calendar. All you have to do is get on the phone. It saves you a ton of time but also positions you as an authority because you're not the one chasing and doing all the follow-up and all that yourself.
By having a virtual assistant that can do the outreach, prospecting, follow-up, exposing, and appointment setting on your behalf, you put yourself in a position of business authority.
It's a third party that's saying, “I can get you on the phone with this person but you're going to have to watch this video first and jump through a few hoops before I'm allowed to set you on this person's calendar.” Do you see what that does to build that authority frame? As long as you can grab the baton when they hand it off to you, you can close a lot more sales because of the authority frame. There are a of couple huge benefits to doing that.
For those reading, imagine what your workday looks like or the times when you're working your business. It might not be a whole day but a lot of people do one hour here and there and it adds up. Imagine if all you had to do was show up to the calls on your calendar that day. The dynamic feels different. Everyone's coming to you.
They're not on your calendar unless they want what you have, which means your proposition has already effectively gotten them ready and the how has led them to you. It's the perfect who's showing up so they're ready to buy when they're there. With the right funnel, all of these things can be possible. People are probably wanting this. You mentioned the ASVA. Does that stand for something?
ASVA stands for Appointment Setting Virtual Assistant. Most people know what a VA is. It's a Virtual Assistant. We've been using VAs for a long time. I have three VAs that are fantastic. They're all doing different things. One of them is the entire job is setting appointments. I give him a list of leads and a script. I'm like, “Go to it. Here's my calendar link. Set them on my calendar.” That's what he does. ASVA much like a VA is a specific type of virtual assistant who sets appointments for you.
That's what leads to that moment of you waking up and looking at your calendar like, “I have prospects ready to talk to me today.”
I liken it to playing golf. Regardless of if you play golf or not, you'll understand this concept. It's like the exposing, outreach, prospecting, follow-up and all that stuff. That's your long game. Everything that you've got to do to get right up onto the green is getting them scheduled on your calendar. That's the most time-consuming part. What the strategy or the ASVA does is they get you right up onto the green so that you can tap it in because they're doing all of the most time-consuming things.
Most people in my industry are very busy. They're working a full-time job in a lot of times and a lot of cases. They're working a full-time job on top of building their business. They need a way to leverage their time and not have to do every single thing themselves. Have an appointment-setting virtual assistant who does a lot of the heavy lifting and a lot of the legwork and gets you right up onto the green so that you can tap it in and make the sale. They set you up so that you can knock them down. Imagine if your entire workday consisted of having conversations with interested, qualified prospects, what would that do for your time and your business?
Enrollment Process: Having an appointment-setting virtual assistant who does a lot of the heavy lifting and legwork gets you up onto the green so that you can tap it in and make the sale.
What would that do for your confidence?
It makes people feel like much more of a real business owner than a sales rep. That's an important distinction that you got to get to mentally if you want to get the pro results.
For the readers who are in that place of burnout. They're hustling and grinding. They're burnt out because they're trying to do it all themselves. They're realizing, “I love this idea of this appointment-setting virtual assistant. It does a lot of the heavy lifting for me.” I love that analogy like, “I don't play golf because if I tried to hit something 300 yards, I don't even know where it would go. It would disappear but take me mini-golfing.” We can all cut it in. It seems like such a different world maybe to those reading. “That is a different planet to me. What's the best way to shift into that kind of space?”
Part of it is you want to think in terms of stopping seeing yourself as a sales rep for X, Y, Z company, especially people that are in my industry. They are network marketers, affiliates, direct sales and professionals. You need to break the mindset that like, “I'm a distributor for X, Y, Z thing and that's the only way that I can make money.”
You need to shift from that mindset to the mindset of, “I’m an entrepreneur who thinks in terms of leverage and systemizing things in your business and life.” That's probably one of the most important mental shifts that you need to make. Also, thinking about, “How much is your time worth?” That was beneficial for me when I broke it down and said, “If my goal is to make $100,000 a year with this business and I'm going to work X number of weeks and hours per week,” I did the math and I'm like, “My time is at least worth $150 an hour.” This was years ago when I did this exercise.
“If my time is worth $150 an hour, why am I doing something that I could pay somebody else $10 an hour to do? It doesn't make any sense if I truly do value my time that much?” You see how I said, “If my goal income is this.” Not how much I'm making now but I want you to want to look at it from your goal, then you break it down and look at it. That's one of the biggest things that keep people stuck.
They're stuck doing the minutia. They're doing too much of the $10-per-hour activities and not enough of $100 or $ 1,000-hour activities. Those things are hidden all over your business. If you start doing the bigger leverage things, the higher impact things and you outsource all the other stuff, then you're going to get better results in that mindset shift that we talked about will also happen.
If you're thinking in terms of your reality, you're going to stay in your reality because if nothing changes, nothing changes. It’s the same things that you tell your prospects when you're trying to close the deal. You need to do those things and think that way. You need to think ahead and strive for something bigger. I love that. I'm sure there are tons of people reading who are realizing, “I want an appointment-setting virtual assistant. What is this ASVA? How do I learn more about this? How do I get started?” You have a gift. That could be perfect to help those who are ready to shift into that new way of thinking and behaving. Do you want to tell us a little bit about it?
This is something that we just launched. It's not just new for you. It's new for us as well in terms of us putting this into a video form and a PDF form that we can teach to other people. That's essentially what the gift is. It's called the ASVA Playbook, which is a PDF where I detail the strategy, why it works, how it works and everything. You also get the ASVA Masterclass, which is a 45-minute video training. You get both, the PDF version and the video version. You can consume whichever or both if you're like me. It's the ASVA, which stands for Appointment Setting Virtual Assistant. The ASVA Playbook and the ASVA Masterclass is our gift.
It's for those of you reading who are realizing you're stuck in that hustle, grind and burnout. You're doing too many of those $ 10-an-hour activities and you would love to create a future where you look at your appointments for the day. Someone else has already set them up for you and you have to close the sale. You shift into more of those $100 or $200 an-hour activities and your income rise as a result. Be sure to grab that freebie. It's a very generous gift. Thank you for sharing that with our audience because there are probably a lot of people who are needing this. For those who are VIP ticket holders, you have an extra special gift for them. Do you want to tell us a little bit about that?
I have a LinkedIn training that I did. We love LinkedIn. I feel like LinkedIn is what Facebook was many years ago in terms of organic reach that you can get on it and everything. If you're B2C, your goal is to sell products and that's it, LinkedIn's probably not the best place for you. If your goal is to find professionals, then I don't think that there's a better place that you could be online than LinkedIn.
If your goal is to find professionals, there's no better place to do it online than LinkedIn.
Everybody's on LinkedIn for the purposes of finding opportunities, collaborating and expanding their network and things. I feel like people are more receptive to marketing messages on LinkedIn than they maybe are on other platforms. It's a LinkedIn training that I created. I've got some scripts in there and some other things that can be applicable to any type of business. It answers the how of finding the right prospects on LinkedIn.
I love this combination because I've heard and it's true that the average income of LinkedIn users is a lot higher than Facebook or Instagram. if you're going to be driving appointments on your calendar to sell your offer, don't you want it to be with someone who has a higher income and is going to be more likely to afford it? That's the perfect combination. If you're using the ASVA Playbook to figure out how to drive more leverage in your business and more bookings to your calendar, you have this LinkedIn tool as well and you're driving all of those appointments from LinkedIn and people with higher incomes, imagine how much your business could explode if you had both of these?
It completes the trifecta. You got the what, the how and the who.
Readers, keep in mind that LinkedIn item that we have here. That's only for VIP ticket holders. If you're not a VIP ticket holder yet, there's still time to scoop up your ticket. There will be a button somewhere on this page. Scroll up or down and you'll find it. That's how you get this extra VIP gift. We want you to have that because Adam was very generous to pull all of this together for you. Even with his gift and VIP ticket gift, this could uplevel your business. Adam, thank you so much for being with us here. The audience’s creative juices are probably flowing at this point. They're probably getting excited and motivated.
Important Links
About Adam Chandler
For the past decade Adam Chandler has been helping online entrepreneurs grow their sales and expand their impact with systems and strategies built for the 21st century. Adam is the creator of the Digital CoPilot, which is the worlds first 'all-in-one' contact management and marketing automation system designed specifically for networkers, affiliates and direct sales professionals. He has helped thousands of students through his online courses, coaching programs and live events many who have gone on to create their own six and seven figure online business empires.