I Love Marketing

Joe Polish is sitting inside Tony Jeary's Results Center in Dallas for this episode of I Love Marketing Live, a building built around a single obsession: helping people get results faster. Joe and Dean pull apart the wow package philosophy, the practice of using small, personal, physical gestures to cut through inboxes and mailboxes that are more crowded than ever, and they back it up with real numbers on why it works. Here's what you're about to discover in this conversation: Why Tony Jeary keeps a stack of pre-addressed, pre-stamped cards sitting on his desk after 30 years in business, and the simple system that makes sure not one relationship in his life goes unappreciated. The real math behind a $2.43 stamp, and why Dean Jackson says spending money on a mailing is actually the cheap option compared to what a free email is really costing you. The email exchange with Richard Branson that starts with old magazine covers found and Richard's one line reply about Playboy that has Joe laughing out loud. How a Dollar Tree pinata stuffed with over 1,000 postage stamps, mailed for $24.80 in postage by a guy named Mike Dimmock, ends up getting shared with tens of thousands of people. The one shoe direct mail trick Joe used in 1994 to get carpet cleaners past corporate gatekeepers, landing multi-thousand dollar commercial contracts nobody else could close. Dean Jackson's Return on Relationship formula, and why a 20 percent annual yield from the people who already trust you beats almost every dollar spent chasing brand new Customers. If you'd like to join world-renowned Entrepreneurs at the next Genius Network Event or want to learn more about Genius Network, go to www.GeniusNetworkEvents.com. Show Notes Live From the Results Center in Dallas Joe records this episode from inside Tony Jeary's Results Center, a Dallas building Tony built specifically to help Entrepreneurs and teams think better and get results faster. Joe got the invitation through his 100k Member Peter Thomas, an 88 year old Entrepreneur who used to run this same annual summit on his own yacht until he sold his boats and switched to chartering one instead. Tony has been in business 45 years, starting with his first Client in 1982, the grandson of the Founder of Hallmark Cards. Tony currently owns stakes in about 10 companies, including a mortgage company, and regularly brings groups of 12 to 15 employees through the Results Center to work on their thinking. Tony Jeary's 30 Year Handwritten Card Habit His system: keep a stack of pre-addressed, pre-stamped cards sitting in front of him at all times, so the only decision left is who to thank. He relies on his assistants to prompt him with who deserves recognition that week, because even someone intentional about appreciation forgets to do it without a system. Joe connects it to Dan Sullivan's referability habits: show up on time, do what you say, finish what you start, and say please and thank you. Why a Handwritten Note Beats a Free Email Joe argues relationships work like money: they either appreciate or depreciate depending on whether you keep watering them. Dean points out that most inboxes are packed but mailboxes are nearly empty, so a physical note almost always wins the fight for attention. Joe challenges anyone to spend an hour on an email campaign and get a better response than an hour spent writing personal cards. The plan: write one to ten handwritten cards a day, five days a week, and skip AI entirely so the process stays a meditative, personal one. The Richard Branson Magazine Email Exchange Digging through his archive, Joe finds a stack of old magazine covers featuring Richard Branson, saved from the years he ran Necker Island retreats before handing that business off to Yanik Silver. Joe emails Richard a short video of the covers, including one Playboy cover Branson appeared on. Richard writes back asking Joe not to go to any trouble, then jokes he isn't sure if it's his own photo or the other pictures that attracted him to the idea. The exchange becomes another example of using something already sitting in a drawer to reconnect with someone in your network. Moonshots and Multipliers: Turning a 2017 Book Into 90 New Videos For Genius Network's Alumni August, Joe pulls out Moonshots and Multipliers, a 2017 book built from Member interviews about big decisions, moonshots, and recommended reading. He and Eunice tear out each Member's individual page, record 90 personal videos responding to what that Member wrote, and mail the physical page back with Joe's handwritten notes on it. Every video asks the Member to update their thinking nine years later, which becomes the seed for a brand new edition of the book. Robert Cialdini's Influence and the Power of Reciprocity Joe records a message to send directly to his friend Robert Cialdini and his wife after bragging about Cialdini's book Influence during a speech to 500 people in Toronto. They recount Cialdini's own story about two strangers who exchanged Christmas cards for years without ever meeting, until a favor tied their families together across countries, a live demonstration of reciprocity, commitment, and consistency. Strategic Gifting and the Five Love Languages Tony pays tribute to his late friend John Ruhlin, and recommends Ruhlin's book on thoughtful business gifting. Tony shares his own $3.50 strategic gift: a deck of printed quote cards with a holder that recipients keep on their desks for years. Dean connects it back to Gary Chapman's Five Love Languages, pointing out that a physical, thoughtful gift is the rare gesture that can touch all five languages, physical touch, words of affirmation, acts of service, quality time, and gifts, in a single action. The Arithmetic of a $2.43 Stamp A listener asks how to decide which relationships justify the cost of an expensive stamp instead of trying to systematize the whole approach. Joe reframes the question: every business is really in the arithmetic business, and the right way to judge a mailing cost is against the lifetime value of the relationship, not the price of the stamp. He points out that free communication like email and social posts gets treated casually, while something that costs money to send signals real thought and care. Dean runs the number: mailing 1,000 people three times a year at $2.43 each comes to about $7,500, a small price against the revenue even a handful of those relationships can produce. Mike Dimick's Dollar Store Pinata Mike Dimick joins the call to explain why he mailed Joe a pinata stuffed with more than 1,000 postage stamps. The idea started after Mike received one of Joe's mailings in a bulky yellow envelope covered in 14 stamps, and he wondered whether Genius Network could put a bigger batch of stamps to use. Total cost: about $7 for the pinata at Dollar Tree plus $24.80 in priority shipping, and it worked because it got sorted straight into Gary Halbert's A pile instead of getting tossed with the junk mail. Joe turned the unboxing into a video that reached his entire audience, a return Mike never would have gotten by simply asking for the attention directly. The One Shoe Gatekeeper Strategy Back in the 1990s, Joe taught carpet cleaning companies a direct mail trick to get past corporate gatekeepers on commercial accounts: send one shoe, signature required, with a letter promising the matching shoe at a scheduled meeting. The campaign cost roughly $1,000 to $1,200 to mail to 10 decision makers and typically produced two to five callbacks and one or two appointments, most of which turned into multi-thousand dollar jobs. Joe admits that even when he taught the exact strategy to a room full of people at his $6,000 an hour consulting rate, most people still never acted on it, which is the real lesson: ideas only work if you actually use them. The Dominator Postcard and the Camelback Mountain House Dean pulls out an oversized postcard, roughly 18 by 12 inches, that he and Joe built to sell Joe's former house at the top of Camelback Mountain in Paradise Valley, Arizona. The headline: "An open letter to anyone who wonders what it would be like to live at the top of Camelback Mountain," mailed to everyone in the valley who could see the house from their own property. Dean's team nicknamed this postcard format the Dominator because its size and story completely take over a mailbox and get near universal attention. Joe reflects that without that campaign the house, which cost him over a million dollars and two and a half years to remodel, might never have sold at all. Return on Relationship: The Math of the After Unit Dean introduces Return on Relationship, a metric that measures how much revenue comes from people who already know, like, and trust you versus brand new Customers. His gold standard for a real estate agent's book of business is a 20 percent annual yield, meaning roughly one in five existing relationships produces a repeat sale or a referral each year. Dean's formula: calculate what your relationships would generate at a 20 percent yield, subtract what you are actually getting, and the gap is the revenue you are leaving on the table by not systematically nurturing your after unit. Joe closes by pointing to Genius Network's Annual Event in November as one more way to keep building the relationships this episode is all about. Resources Join the next I Love Marketing Live Tony Jeary Influence: The Psychology of Persuasion  |  Robert Cialdini's classic on the principles of persuasion, endorsed by Charlie Munger and Warren Buffett. Simple Numbers, Straight Talk, Big Profits!  |  Greg Crabtree's guide to understanding the financial math behind running a company. Giftology  |  John Ruhlin's book on using strategic, memorable gifts to deepen business relationships. The Transformation Economy  |  B. Joseph Pine II's follow up to The Experience Economy, on guiding customers to their own aspirations. What's In It For Them?  |  Joe Polish's book on the genius networking principles behind getting what you want by helping others get what they want. The Five Love Languages  |  Gary Chapman's framework for how people give and receive appreciation, referenced as a lens for strategic gifting. Word-of-Mouth Marketing  |  Jerry R. Wilson's book on turning unhappy clients into advocates through genuine gestures. Breakthrough DNA Report  |  I Love Marketing's free report on the eight Profit Activators, referenced as a resource worth rereading. Genius Network Annual Event  |  Applications are open now for Joe Polish's November event in Scottsdale, Arizona.  

 Joe Polish and Dean Jackson answer a  question live from Chris at Clearfield Leadership: How do you use Dan Sullivan's unique ability concept to make your marketing stand out amid the noise? Joe breaks down what unique ability actually is, Dean ties it to his capability and cap gap framework, and the conversation moves into the E.L.F. vs. H.A.L.F. exercise, why pain is the greatest teacher every business has, and why the future of marketing depends on staying stubbornly human in the age of AI. Here's what you're about to discover in this conversation: Why Joe says Entrepreneurs give away their unique ability for free while charging full price for the stuff that's actually hard for them. Dan Sullivan's four levels of ability, incompetence, competence, excellence, and one more, and why excellent is not the level you want to build a business on. Why Joe calls himself "a multiplier, not a simplifier" and Dean the opposite, and what that reveals about how each of them should market. Dean's cap gap framework and the $4 million a year one hotel loses on a single restaurant, and why naming your gap as a loss is what moves you to act. The E.L.F. vs. H.A.L.F. exercise Joe uses on a single sheet of paper to sort every activity, person, and marketing initiative in his business. Why Joe says pain is a messenger. If you'd like to join world-renowned Entrepreneurs at the next Genius Network Event or want to learn more about Genius Network, go to www.GeniusNetworkEvents.com.   Show Notes: Chris's Question: Where Unique Ability Meets Marketing Chris from Clearfield Leadership submits a question during an I Love Marketing Live Q&A: how do you use Dan Sullivan's unique ability concept to make your marketing stand out amid the noise? Joe reveals he and Dan Sullivan have discussed unique ability so much that the two are considering writing a book together on the concept. Dan Sullivan's Four Levels of Ability Dan Sullivan's framework breaks every activity into four levels: incompetence, competence, excellence, and unique ability. Excellence can still drain you. Joe's example is public speaking: you can be excellent at it and still find it hard and exhausting. Unique ability feels different. It gives you never ending energy, you're skilled at it without feeling like you're working, and it energizes rather than drains you. Dan Sullivan has noticed people often place no value on their unique ability because it doesn't feel like hard work, so they give it away for free and charge instead for the stuff that looks difficult. Joe's Unique Ability: Connection Through Interviews Joe defines his own unique ability as connection through interviews: curating discussions with high level people and generating endless amounts of ideas. He calls himself "a multiplier, not a simplifier," in contrast to Dean, who Joe says is one of the best marketing minds in the world because he's a simplifier. Every company Joe has built, Genius Network, Genius Recovery, and Ghost Town Cleator Arizona, and every book he's written trace back to the same theme: connection, built on the belief that the opposite of addiction is connection. Dean's Framework: Capability, Capacity, and the Cap Gap Dean builds on Joe's answer with his own model: capability is what you're able to do, capacity is how much of it you can take on, and the gap between the two is what he calls the cap gap. The bridge across that gap is your ability, whatever it takes to reach the people you're actually able to help. If someone has an outstanding capability to create a result but doesn't have the reach to find the right people, and has the capacity to serve twice as many clients as they currently do, that gap is exactly where unique ability and business strategy meet. Your unique ability as an entrepreneur becomes your business's unique ability once it's tied to a clear signature result people can see themselves in. Congruency: Marketing Something You're Actually Connected To Joe argues you can't be a great marketer, or enjoy marketing, if you're disconnected from what you're selling or how you're selling it. Part of congruency is choosing to market only what you feel genuinely aligned with, so you naturally attract people who are aligned with you. Joe points out that the best description of the Genius Network Annual Event is really just a restatement of his own unique ability: bringing people together, doing interviews, making connections, with some healing and service built in. Unique Ability Becomes the Offer Joe's direct answer to Chris: unique ability becomes the offer, and unique ability becomes the marketing. The more clarified you are on it, the more attractive you become. Dean Jackson is Joe's example: Dean's unique ability is simplifying, and the nine word email he invented is that unique ability expressed as marketing. Joe's advice for anyone chasing simplicity in their own marketing: study what Dean Jackson does. The E.L.F. vs. H.A.L.F. Exercise Joe hands Chris, and everyone listening, a simple diagnostic: draw a line down a piece of paper, label one side Easy, Lucrative, and Fun (E.L.F.), and the other side Hard, Annoying, Lame, and Frustrating (H.A.L.F.). List every activity, person, project, and marketing initiative currently in your business, and sort each one onto the E.L.F or H.A.L.F. side. Whatever falls inside your unique ability lands on the E.L.F side. It may not be lucrative yet, but it feels liberating rather than like grunt work. E.L.F is a result, not a starting point. Setting up an E.L.F business can be genuinely hard at first, and it doesn't arrive right out of the gate. When Your Life Is the Furthest Thing From E.L.F. Joe gets candid about what's currently hard in his own life: nonstop tinnitus and 70 percent hearing loss in his left ear since March 15, a possible fracture in a transverse process in his low back, and a knee injury. He frames these physical struggles as a metaphor for the stress that shows up in business, something to navigate rather than eliminate. If your activities and the people around you are constantly hard, annoying, lame, and frustrating, Joe says that's life's way of telling you to make a change. Pain as a Messenger and a Teacher Joe references the first chapter of his book, What's In It For Them, pain is a messenger, and describes how life creates pain until he pays attention to what's off track. Pain shows up no matter how well you plan. The real skill is learning to transcend it, navigate it, or accept it. The same pain that shows up in your life is what your prospects and clients are carrying too. Joe credits Richard Rossi with the line: wherever there's anxiety, there's opportunity. Naming the Cap Gap as a Loss Dean connects pain back to his cap gap framework: recognizing your cap gap and framing it as a loss, not just a missed opportunity, is what moves people to actually act. His example: Gamal Aziz's hotel is losing an estimated $4 million a year because of one underperforming restaurant. Framed as a loss instead of an opportunity, that number demands action. Dean references Joe Rogan's point about ancestors and anxiety medication: humans are wired to treat pain and threat as urgent, because the ones who weren't wired that way didn't survive to pass it on. Finding Your Own Pains to Remove Joe encourages listeners to become pain detectives in their own markets: find where people are hurting and build a business around removing it. He points to an attendee on the call as a real time example, noting that her business, if she really thought about it, is about finding the pains people have and helping remove them. He's careful to note this isn't about minimizing anyone's suffering. Some people are in pain severe enough that they can't function, and removing your own pain and suffering first makes you more capable as an Entrepreneur. Bringing Back I Love Marketing Chapters Joe and Dean talk about relaunching I Love Marketing chapters and meetup groups worldwide, something that existed in the early days of the show. Back in 2011 through 2013, more than 100 people met in person every single day around the world just to talk about what gets covered on I Love Marketing. During the live recording, the idea plays out in real time: Bantu volunteers to lead a South Africa chapter, Ramon immediately says he'd love to start a group in South Africa too, and the two are introduced to each other on the spot. Staying Human in the Age of AI Joe's closing message: in a world moving toward AI, stay connected to real humans, go out and meet people, and handwrite cards instead of letting your brain get lazy.   Resources: I Love Marketing  |  Subscribe to the show and get show notes for every episode. Breakthrough DNA  |  Free report from Dean Jackson and Joe Polish covering the three units (before, during, after) and the eight profit activators. Genius Network Annual Event  |  For Entrepreneurs running a $1 million plus per year business. What's In It For Them  |  Joe Polish's book, opens with the chapter "pain is a messenger." Strategic Coach: Unique Ability  |  Dan Sullivan's concept behind this entire conversation. The Nine Word Email  |  Dean Jackson's signature lead conversion tool, referenced as unique ability turned into marketing. Genius Recovery  |  Joe Polish's addiction recovery nonprofit, built on the idea that the opposite of addiction is connection. Join the next I Love Marketing Live  

Recorded during an I Love Marketing Live Event, Joe Polish and Dean Jackson open the mic to real audience questions about marketing wins and roadblocks. What starts as a listener's success story with the nine word email turns into a wide open conversation about ethics, attention, and why your email inbox might be the most valuable piece of real estate you own. Here's what you're about to discover in this conversation: Why a periodontal equipment company's LinkedIn message, built around one simple question, helped them land a number one Google ranking for an industry award, even though competitors had used the exact same words for 100 years. The real reason Joe says some people apply an idea and transform their results while others swear they "didn't learn anything today" (it has nothing to do with the content). Why Joe believes the only thing you should ever be "above" in marketing is being unethical, and what happens when you get someone's money but never earn their trust. Dean's "more cheese, less whiskers" rule for why you never have to convince a mouse to want the cheese you're already offering. The scientific calculator math to figure out exactly how many minutes of human attention exist on Earth in a single day, and why it makes attention the most scarce resource alive. Why Dean says your email inbox, not TikTok or YouTube, is still the most intimate piece of real estate you can own, and the one open rate metric your mom already has that you don't. If you'd like to join world-renowned Entrepreneurs at the next Genius Network Event or want to learn more about Genius Network, go to www.GeniusNetwork.com.   Show Notes:   A Listener's Win: The Nine Word Email Meets What's In It For Them John and Amy's team, who provide equipment and services for oral surgeons and periodontists, rebuilt their LinkedIn messaging around one question: "What would move the needle for your periodontal practice?" Applying the same What's In It For Them thinking to their industry's Hero Awards helped them land a number one page on Google, even though competitors had used identical language for 100 years. Joe credits the win to actually applying an idea, not searching for a newer one. Why Some People Apply an Idea and Others Don't Joe says he has watched people stand up in seminars and credit a single tactic, like the nine word email, for generating massive new business. In the same room, someone else insists they "didn't learn anything," prompting Joe to wonder why the same idea lands for one person and not another. His theory: it comes down to the vantage point you're listening from, not the content itself. The One Thing You Should Be "Above" in Marketing Joe argues the only thing worth being above in marketing is being unethical, not marketing itself. He distinguishes between "effective" and "ethical": you can sell someone something and still leave them worse off. Real marketing, in Joe's view, means the Client is happy with the outcome, not just that money changed hands. Money vs. Trust Joe says you might get someone's money without ever earning their trust. People love to be sold, he says, but they hate to be pressured; the difference determines whether a sale builds or breaks a relationship. The goal is to build the relationship alongside the transaction, not instead of it. Attracting the Right People and Repelling the Wrong Ones Joe points out that a small percentage of people are simply incapable of being happy, no matter what you do for them. He compares this to the small percentage of the population that are sociopaths or predators, always looking for who to take advantage of. Good marketing should be built to attract who you want and repel who you don't, even though no system does this perfectly. The Nine Word Email as an Outwardly Focused Question Dean highlights why the nine word email works: it's a single outward focused question, like "What would move the needle for your periodontal practice?" It works as a conversation starter whether you're initiating contact or replying to someone who reached out first. The key is appearing genuinely interested in the other person's outcome, not pushing your own solution. Cutting Through the Noise with WIIFM Dean says everyone is tuned to their favorite radio station, WIIFM: What's In It For Me. A message that sends a crystal clear signal of value can be "whispered" and people will still pick it up, no shouting required. The nine word email works because it's direct enough to cut through without competing on volume. Signature Result: Selling What They Want, Delivering What They Need Dean frames the challenge as giving people what they want so you can eventually give them what they need. Example: business owners want more cash, but what they really want is what that cash lets them do or become. Getting clear on your signature result, and describing it the right way, helps that message land. What Genius Network Actually Sells Joe admits that on paper, no one wakes up wanting to join a mastermind that costs tens of thousands of dollars a year. What he's really selling is helping high achieving, ambitious Entrepreneurs reduce suffering in their minds, addictions, and ambitions, framed around what he calls E.L.F: Easy, Lucrative, and Fun. He acknowledges that message is hard to headline directly, so it has to be conveyed and delivered in layers. The Hidden Cost of Being a Caring Marketer Joe shares what he calls an unpopular opinion: caring deeply about a world class client experience can put you at a disadvantage next to competitors with no empathy who will say anything to close a sale. He asks Dean how a caring business owner can still create the emotional engagement needed to earn attention, without resorting to a bait and switch. More Cheese, Less Whiskers Dean answers with his "more cheese, less whiskers" rule: you don't need to convince a mouse to want cheese, you just need to offer cheese. The real work is getting clear on the outcome you produce and aligning your offer to it, rather than trying to talk someone into wanting something else. Dean's diagnostic question: what would you do for a client if you only got paid when they got the result? The Global Attention Economy Dean breaks down the math: each person has about 1,000 minutes of attention available per day, and most Americans spend around 450 of those minutes looking at screens. Joe adds that 500 hours of video are uploaded to YouTube every minute, piling onto billions of hours of existing content competing for that same attention. Joe and Eben Pagan once used scientific calculators to compute total global attention units: 1,000 minutes times roughly 8 billion people. Why the Inbox Beats TikTok, Facebook, and YouTube Dean calls the email inbox one of the most intimate input channels people check daily, sitting alongside messages from their mom, spouse, and kids. He notes that your mom effectively has a 100% open rate because the relationship, not the platform, earns the attention. Building a first party relationship where people welcome you into their inbox lets you direct action directly, unlike building an audience you don't own on a rented platform. Resources: Attend the next Genius Network Event The 9 Word Email  |  Dean Jackson's outward focused re-engagement email, referenced throughout this episode. What's In It For Them? by Joe Polish  |  Joe's book on the networking and marketing principle discussed at the top of the episode. Genius Network |  Joe Polish's mastermind community for high achieving Entrepreneurs. Eben Pagan Training  Join the next I Love Marketing Live

Joe Polish and Dean Jackson host a I Love Marketing Live, answering two questions the audience submitted on marketing wins and roadblocks: how a newer Entrepreneur cuts through the noise, and how a local service business turns website clicks into real trust. The conversation runs from Dean's blunt case for why crack sells itself to Joe's confession about his own monkey mind, and lands on a single reframe: the signature result you'd deliver if you only got paid for the outcome, and the one list of relationships that actually cuts through the noise. Here's what you're about to discover in this conversation: The blunt Chris Rock line Dean uses to explain why nobody sells crack, crack sells itself, and what it means for the way you position your own product. The one question Dean says defines a real business: what would you do if you only got paid when your client actually got the result? How Dean was sitting three feet from the exact person who could solve his website integration problem for weeks, separated only by a pane of Starbucks glass. The "What's In It for Them" alignment model Dean compares to magnets, and why it instantly cements trust instead of repelling it. Building a list of the 10 to 20 highest leverage relationships in your business, and why that list matters more than any tactic. If you'd like to join world-renowned Entrepreneurs at the next Genius Network Event or want to learn more about Genius Network, go to www.GeniusNetwork.com. Show Notes: Dean's Signature Result Question Dean says the single most important question any business owner can ask is what result they would create if they only got paid when the Client actually got that result. He connects this directly to the transition point where new Entrepreneurs get stuck trying to pick a direction or an offer. Why Nobody Sells Crack (Crack Sells Itself) Dean uses Chris Rock's famous line to make the point that a strong enough product sells itself. He challenges listeners to find the version of their product that people would line up for at 2 in the morning. What's In It For Them: The Magnetic Model Dean and Joe describe self-interest as a universal default. Nearly everyone is thinking about themselves, not about how to help you. Dean compares alignment with a Customer's desires to a magnet flipping around: repulsion becomes an unbreakable bond once you're facing the same direction. The "What's In It For Them" question should be completely ingrained in how an Entrepreneur thinks. Joe's Monkey Mind and the Real Fundamentals Joe openly says he is a highly distracted person and would never claim to be naturally good at focus. He describes building architecture, scaffolding, and outside help just to function, and admits he still struggles with what people call time management. He reframes the real skill as managing priorities and energy rather than managing time, and lists the fundamentals he refuses to skip: real food, water, sunshine, sleep, and limiting screen time. Employee Mindset vs. the Results Economy The employee mindset as getting paid for time and effort: hours logged, shifts worked, salary collected regardless of outcome. The Entrepreneur only gets paid for results, whether that means 100 hours a week and going broke or two hours a week and becoming a millionaire. The Entrepreneur does not eat if they do not catch a fish, even if the people around them still get paid. The Shadow Self and Negative Self-Talk Joe describes most of his internal dialogue across his career as harsh and self-critical rather than encouraging. He frames this as a devil and angel dynamic on the shoulder, and connects it to how people with ADD often default into a negative internal loop. Part of the work, he says, is directing that same creative energy toward solving problems instead of beating yourself up. Keith Cunningham's Thinking Time and the 50 Minute Focus Finder Joe references his friend Keith Cunningham's book The Road Less Stupid and its Thinking Time chapter, where you sit, write, and let a single question or opportunity percolate. He points listeners back to Dean's 50 Minute Focus Finder, one of the very first I Love Marketing episodes, as a process for dumping and organizing everything in your brain. New business owners, Joe says, need to give their brain time to percolate on something new, even after years in business. The Dan Sullivan Distinction: Time and Effort vs. Results Joe credits Dan Sullivan of Strategic Coach with first articulating the shift from a time and effort economy to a results economy the moment someone decides to run a business. Cutting through the noise, in Joe's framing, comes down to focus on what actually matters rather than everything that could matter. Build Your List of 10 to 20 Highest Leverage Relationships Make a list of the top 10 to 20 highest leverage relationships in your business or life. Give those specific people real time and attention through the lens of what's in it for them, and they will help you get what you want in return. Wayne's Question: Turning Clicks Into Trust on a Small Budget Wayne asks how a local service business with a small audience and limited ad budget should structure front end offers and follow ups. His goal: give away genuinely useful work up front and build a repeatable path from first attention to real customer action, without it feeling like a pitch. The Starbucks Story: Sitting Feet Away From the Answer Dean tells the story of sitting on a Starbucks patio in Winter Haven, Florida with his operations guy Stuart, separated by a pane of glass from Wayne, who was working at a table inside. Weeks later a casual conversation revealed Wayne did exactly the WordPress integration work Dean needed, and Wayne went on to do a lot of great work with them. Know your signature result clearly enough that a stranger understands what you do in the first exchange. Resources: What's in It for Them? by Joe Polish  |  Joe's book on the networking principle referenced throughout the episode. The Road Less Stupid by Keith Cunningham  |  The book behind the Thinking Time process Joe references. Focus Finder: Take Control of Your Time and Improve Productivity  |  The I Love Marketing episode featuring Dean's 50 Minute Focus Finder. Strategic Coach with Dan Sullivan  |  The coaching program behind the results economy distinction Joe credits to Dan Sullivan. I Love Marketing Live  |  Sign up for the live version of the show and see past episodes.

Joe Polish and Dean Jackson host a live I Love Marketing session built entirely around audience questions submitted on marketing wins and roadblocks.  The conversation runs from AI as a chainsaw in a lumberjack's hands to the 16-year origin story of I Love Marketing itself, and lands on a single reframe: the signature result you would deliver if you only got paid for outcomes. Here's what you're about to discover in this conversation: Why Joe compares today's AI tools to handing a lumberjack ten million lightsabers, and the one question he says determines whether that power builds a business or buries it. The real reason Joe registered "I Hate Marketing.com" back in 2010, and the no-selling rule he and Dean kept until a listener complained they weren't promoting anything at all. Dean's "cap gap": the math behind how Gamal Aziz turned a profitable $4 million MGM Grand restaurant into an $11 million one by booking it as a loss. The journal prompt Dean uses to expose what people are actually being paid for: "What would you do if you only got paid when your client got the result?" Why Joe once had to loan Gary Halbert rent money despite the hundreds of millions that passed through his hands, and the phrase Halbert used to describe himself that Joe now recognizes as undiagnosed ADHD. Why Joe tells hydrogen water Entrepreneur TK that the real competitor isn't another water brand on the shelf, it's Coca-Cola and Pepsi fighting for "stomach share." If you'd like to join world-renowned Entrepreneurs at the next Genius Network Event or want to learn more about Genius Network, go to www.GeniusNetwork.com. Show Notes: The AEO Roadblock Joe names his current roadblock as learning answer engine optimization (AEO) versus SEO. He credits Genius Network Members for helping him navigate the positioning shift. AI as a Chainsaw, Then Ten Million Lightsabers Joe compares adopting AI to a 30-year lumberjack discovering a chainsaw: the tool doesn't replace the skill, it multiplies it. He extends the metaphor: AI now hands Entrepreneurs "10 million lightsabers," and the real roadblock is letting go of old habits, not the technology itself. Dean picks up the analogy and pushes further: a chainsaw is only useful once you actually point it at a tree. "To What End" Is the Real AI Question Dean reframes AI adoption around bankable results: more leads, more appointments closed, more sales, more referrals, more long-term relationships. He warns against becoming an expert at operating the tool without ever asking what it's for. The Highest Achievers Live With the Highest Dissatisfaction Joe quotes his friend Dave Kekich: "the world's highest achievers live with the highest levels of dissatisfaction." He connects it to the paradox of being your own boss: the best and worst thing about it is the same thing. Why "I Love Marketing" Almost Launched as "I Hate Marketing.com" Joe reveals he originally registered I Hate Marketing.com, aiming at people who'd never had marketing work for them. The podcast began in late 2009 after a single conversation between Joe and Dean that they thought other business owners would find valuable. I Love Marketing has run for 16 years and helped inspire other podcasts to launch, including nudging Tim Ferriss toward the format. Teach First, Sell Never (Until Someone Complains) Joe and Dean deliberately avoided pitching anything on the podcast for its early run. The rule held until a listener posted that they didn't understand why the hosts never tried to sell anything. Joe's takeaway: real value creates demand on its own, though a hobby project still can't pay the rent. The Signature Result Framework Dean defines a signature result as the outcome you'd create for someone if they simply got out of your way and let you do it. He compares most businesses to a "fire hydrant of value" metered out through the "garden hose" of a current pricing model. The prompt to test on your own business: what would you do if you only got paid when the client got the result? The Cap Gap Dean names the gap between your capability and your current output your "cap gap," the money you're losing by not filling that gap. He illustrates it with Gamal Aziz, who ran the MGM Grand and asked "how high is high" of every revenue line on the P&L. Aziz booked his own profitable $4 million restaurant as a $4 million loss, rebuilt it with chef Michael Mina into Nobhill, and did $11 million in sales the first year. Gary Halbert and the Arithmetic Business Joe recalls his friendship with the late direct response legend Gary Halbert, who had hundreds of millions of dollars pass through his hands and saved none of it. Halbert called himself "an edge walker," a phrase Joe now recognizes as a description of undiagnosed ADHD. Halbert's core lesson: "you're in the arithmetic business," no matter what you sell. What to Creatively Destroy Joe argues breakthroughs require breaking something first: a mindset, a business model, or a relationship that's no longer aligned. He notes that in most industries, roughly 5% of participants capture nearly all the money. Live Q&A: TK's Hydrogen Water Business TK, a pharmacist with a degree in functional anti-aging regenerative medicine, describes a molecular hydrogen water product built around raising water's "vibration." Joe presses on the real obstacle: educating customers on unfamiliar science, and competing for shelf space against Coca-Cola- and Pepsi-owned brands. Stomach Share Joe recalls consulting for Bill Phillips and EAS, where the operative metric wasn't mind share but "stomach share," how much of a person's daily intake one company could claim. The larger point: know exactly how your product fits into a customer's life and gives them a reason to keep buying and tell others. AskJoePolish.com and the Four Audiences Joe mentions AskJoePolish.com, his free AI clone trained on his books, videos, and articles, now being used by people to draft business plans and prep talks. Resources: AskJoePolish.com  |  Joe Polish's free AI clone, trained on his books, videos, and articles. Genius Network  |  Joe Polish's membership community for high-level entrepreneurs. BreakthroughDNA  |  Dean Jackson's 8 Profit Activators framework, referenced as the free download Joe and Dean built early in the podcast's history. MINDBODY Matrix Ultra Pure Molecular Hydrogen Rich Water I Love Marketing  | Join the next I Love Marketing Live.  

At a live I Love Marketing event, Joe Polish and Dean Jackson dig into the follow up emails nobody thinks twice about, and why that's exactly the opportunity. From Derek Sivers' legendary CD Baby letter to Jesse Cole's billion dollar Savannah Bananas, Joe and Dean make the case that the fastest way to grow word of mouth is to make the forgettable moments memorable. Here's a glance at what you'll learn from Joe and Dean in this episode: Why the most opened email CD Baby ever sent wasn't a sales pitch or a newsletter, it was the receipt, straight from the discovery that changed how Derek Sivers wrote to Customers. The 20 minute email Derek Sivers wrote in 1998 that packs in a team of 50 employees, a private jet, and an entire town waving goodbye. Why searching "private CD Baby jet" online still turns up thousands of results decades later, and what that says about what actually makes people forward your email to their friends. How Jesse Cole turned a struggling baseball team into a billion dollar company by asking one weird question: what makes us the yellow tux in a sea of gray suits? Show Notes Why the Receipt Beats the Newsletter CD Baby discovered its shipping confirmation email was the most opened email it ever sent. Most companies default to a flat "here's your confirmation number" message at exactly the moment a customer is most excited. Dean frames every touchpoint in a customer's timeline, including a receipt, as an opportunity to add fun. The Letter That Started It All Derek Sivers wrote the first version of the CD Baby shipping email as a plain, forgettable confirmation. After a few months it felt incongruent with his mission to make people smile, so he spent 20 minutes writing something goofier. He later titled it "the most successful email I ever wrote" on his own blog. Inside the Actual Letter Sterilized, contamination free gloves and a satin pillow cradle the CD before it ships. Fifty employees inspect and polish the disc, and a packing specialist from Japan lights a candle before it's boxed. The whole town of Portland marches to the post office to wave the package off on the "private CD Baby jet." The Customer's picture goes up on the wall as "Customer of the year." What One Email Created Search "private CD Baby jet" online today and you'll still find thousands of results. Each result is someone who received the email, loved it, and posted it to share with friends. One goofy, 20 minute email turned into thousands of new Customers through pure word of mouth. Tiny Details Over Big Plans Joe and Dean's core lesson: business owners often chase "world changing massive action plans" when a small, delightful detail does more to make people talk. The CD Baby letter cost nothing extra to send, it just took intention. AI now makes it easier than ever to draft your own version of a delightful follow up. Every Touchpoint Is an Opportunity Dean's framing: every moment in a Customer's timeline, before, during, or after the sale, is a chance to inject personality. A confirmation email, a shipping notice, or a thank you note can all carry the same spirit as the CD Baby letter. Jesse Cole and the Savannah Bananas Joe points to Jesse Cole, owner of the Savannah Bananas, as another example of fun driving results. Cole's book Find Your Yellow Tux argues that standing out beats blending in. The Savannah Bananas grew into a billion dollar company, and one player has a bigger social media following than many Major League Baseball stars. Resources The Most Successful Email I Ever Wrote  |  Derek Sivers' blog post containing the full CD Baby shipping confirmation letter. How To Live: Derek Sivers' Most Valuable Life Lessons  |  Joe Polish's Genius How To Achieve More by Doing Less | Lessons from Derek Sivers Network interview with Derek Sivers. Find Your Yellow Tux  |  Jesse Cole's book on standing out in business. The Savannah Bananas  |  Jesse Cole's fan first baseball team, built on the "make it fun" philosophy discussed in the episode. How to Be Successful by Standing Out: Find Your Yellow Tux  |  The earlier I Love Marketing episode with Jesse Cole Building, Scaling, and Selling: 35 Years of Lessons from Three Exits  |  Joe Polish's interview with Mark Rukavina, founder of iMemories. CD Baby  |  The online music distributor at the center of the episode's story. Genius Network  |  Attend the Next Genius Network Event. I Love Marketing  |  Subscribe and Join the Next Live I Love Marketing Podcast.

At a live I Love Marketing event, Joe Polish and Dean Jackson answer the question every marketer eventually runs into: how do you sell something people find confusing, boring, or depressing? Joe and Dean answer with a swing through David Ogilvy, Gene Schwartz, and David Sandler, and one of the strangest, funniest product launches. Here's a glance at what you'll learn from Joe and Dean in this episode: Why Joe Polish says you cannot bore people into buying, straight from a rule David Ogilvy wrote decades ago that still holds up today. The exact moment you sabotage a "boring" product, according to Joe, and why believing it's boring is the real problem. Why nobody buys the flight, the hotel, or the TSA line: the destination versus travel distinction that reframes any hard to sell offer. Inside Slick Feet 50, the $59 lotion that never claimed to do anything, and how Dean and world champion barefoot skier Lane Bowers turned it into one of his most fun launches ever. The "confession" email disguised as a leaked Water Ski Magazine press release, and why customers asking "is this even real?" was exactly the point.   Show Notes The Question: Selling Something Boring, Confusing, or Depressing Joe and Dean demonstrate how to use fun to sell a product or service that people assume is confusing, boring, or depressing. Joe frames the answer around delivery and framing before anything else. You Cannot Bore People Into Buying Joe cites David Ogilvy's Ogilvy on Advertising and Ogilvy's rule that boring people never sells. Even genuinely exciting products fail if the delivery is flat. Desire Already Has to Exist Joe brings in Gene Schwartz's Breakthrough Advertising and the idea that marketing cannot manufacture desire from nothing. Every person already has "a pilot light" of interest that marketing has to turn up, not create from scratch. It is less about what you say and more about how you say it. Marketing With People, Not At Them The founding purpose of I Love Marketing: most people underestimate how important marketing actually is. Framing marketing as something you do "at" someone instead of "for" them changes the entire interaction. The Trap of Believing Your Own Product Is Boring Joe says if you believe your product is boring, you have already talked yourself into a harder sale. You have to actually believe there is a real benefit before you can sell one. Pain Selling: Features vs. Benefits Joe references David Sandler's book on pain selling, noting that a feature is what a product does and a benefit is what it does for the buyer. Even a "boring" product can be sold hard if you focus on what it actually does for the person buying it. Sell the Destination, Not the Travel Joe compares selling to booking a trip: nobody wants the delayed flights or the TSA line, they want the beach in Hawaii. The lesson applies to any offer: sell what the buyer arrives at, not the process of getting there. People do want to hear about the "labor pains," but only because they want to see the baby. The Slick Feet 50 Origin Story Dean's favorite marketing memory involves his friend Lane Bowers, a former world champion barefoot water skier, and his $59 training DVD. They created "Slick Feet 50," a fictional magic lotion for the bottom of your feet, packaged as the "Slick Feet 50 Barefoot Success System." The system layered up a full ritual: apply the lotion, elevate your feet for two hours, watch the two hour instructional DVD, sleep eight hours, and wake up a better skier. The Confession Email The launch email had the subject line "Confession" and read like a personal heads up before a Water Ski Magazine story broke. The linked "press release" had Lane Bowers swearing under oath that Slick Feet 50 contained no illegal performance enhancers and should be legal for international competition. Tongue-in-Cheek Marketing That People Question (and Love) Kids and even a doctor asked Lane and Dean if Slick Feet 50 was "real," comparing it to finding out Santa isn't real. Dean says the product was always sold with a wink, and the skepticism itself became part of the fun. Ritualizing Compliance With a Wink Dean and John Benson later laughed almost to tears designing a "weight loss pebble" you keep in your pocket and touch before every meal, paired with John's actual diet system. The idea was never that the pebble did anything on its own. It was a way to ritualize following the real system underneath it. Why Fun and Curiosity Sell Better Than "Serious" Marketing Across every example, the common thread is a system wrapped in enough curiosity and humor that people want to follow it. It is not the product that has to change, it is how it gets framed and delivered.   Resources Ogilvy on Advertising  |  David Ogilvy's advertising classic, cited for the rule that you cannot bore people into buying. Breakthrough Advertising  |  Eugene Schwartz's 1966 copywriting classic on tapping desire that already exists. You Can't Teach a Kid to Ride a Bike at a Seminar  |  David H. Sandler's sales book behind Joe's "pain selling" reference. Genius Network  |  Attend the Next Genius Network Event. I Love Marketing  |  Subscribe and Join the Next Live I Love Marketing Podcast.

Auto repair is one of the few purchases Customers never look forward to making. Someone comes in expecting a simple oil change or minor repair, only to discover they need hundreds of dollars in unexpected work. Joe Polish and Dean Jackson explore how businesses can transform that disappointing moment into an experience customers appreciate, remember, and enthusiastically tell others about. Here's a glance at what you'll learn from Joe and Dean in this episode: Why Customers judge an experience more by how they're treated than by how much they spend. How to turn an unexpected repair bill into an opportunity to surprise and delight Customers. Why strategic partnerships can increase the perceived value of every Customer interaction. How to create "bonus value" that Customers weren't expecting. The VCR Formula and how it can uncover additional opportunities to serve Customers. Why community often generates better marketing ideas than brainstorming alone. If you'd like to join world-renowned Entrepreneurs at the next Genius Network Event or want to learn more about Genius Network, go to www.GeniusNetwork.com. Show Notes: Customers Don't Mind Paying for Value—They Mind Unexpected Surprises Most Customers expect a small repair but discover a much larger expense, creating an emotional challenge. Improving the experience after delivering bad news builds trust and loyalty. Customers remember how they felt more than the repair itself. Every unexpected problem creates an opportunity to exceed expectations. Ask a Better Marketing Question Ask what additional value Customers can receive rather than how to make them spend more. Shifting from revenue to value changes the entire Customer experience. Customers become more receptive when they receive unexpected benefits. Added value naturally strengthens Customer relationships. Create Strategic Partnerships That Benefit Everyone Partner with car washes, detailers, wheel shops, tint companies, stereo installers, tire shops, and other complementary businesses. Partners receive qualified referrals while Customers receive meaningful bonuses. Transform a Repair Bill Into a Value Package Provide a bundle of partner offers with every qualifying repair. Customers leave with discounts, certificates, and bonus services. The added value can outweigh the emotional pain of the repair bill. Memorable experiences create long-term loyalty. The VCR Formula Creates New Marketing Opportunities Vision + Capability × Reach helps identify additional value opportunities. Every Customer interaction creates new partnership and referral possibilities. Looking beyond the transaction uncovers new revenue opportunities. Community Creates Better Marketing Ideas The live audience contributed creative marketing ideas throughout the discussion. Joe emphasized the power of community-generated insights. Collaboration often produces better marketing than working alone. Resources: ILoveMarketing.com/476

Joe Polish and Dean Jackson go live and ask the audience the same simple question. What is your biggest marketing frustration right now, and what does it actually feel like? The answers cluster into five patterns, and underneath all of them is the same diagnosis. People know what to do. They are stuck on focus and follow-through. This episode is the masterclass that unsticks them. Here's a glance at what you'll learn from Joe and Dean in this episode: Why Dean says "a compelling offer is 10 times more powerful than a convincing argument," and the jet-stream principle that makes it work every time The four-word filter Dean has used for 30 plus years to write every piece of marketing he touches (you can run it on anything you have already written tonight) Why your Customers do not know your biggest advantages, and the Schlitz beer story that turned a forgotten brand into number two in the country with a single campaign The 10-handwritten-notes-a-day discipline that quietly rebuilds the muscle most marketers are losing to AI Why Joe says "most people do not use social media, social media uses them," and the single question that flips it The five clusters of marketing frustration that came up live in the audience poll, and the one thing all of them share The Prospect Vending Machine versus the Prospect Slot Machine: Dean's framework that explains why your funnel feels random The financial advisor case study that produced a billion-dollar honey hole inside a 20 mile radius (you can run this exact play in your own market) Why Gary Halbert made his copywriting students hand-write his sales letters five times in a row, and what that means for working with AI without quietly making yourself dumber Gary Chapman's tip on why complaints are actually love letters from your market, and how to read them Dean's 50-Minute Focus Finder, the simple practice that empties the open browser tabs in your brain so you can actually finish what you start Why selling something nobody wants to buy taught Joe more about marketing than any course or book ever did Show Notes The Question That Started the Episode Paul Colligan opens with a single live prompt. "What is your biggest marketing frustration right now and what does it actually feel like?" Frustrations come in clusters. Lack of clarity on the target market. Censorship. Too many ideas and too little time. Missed calls. Replacing meta ads. Poor organizational skills. LinkedIn that reads like it was written by an LLM. Overspending on stuff you cannot confirm is working. Dean's reframe is the foundation of the whole episode. Marketing is people, and people pursue self-interest with absolute reliability. If you can embrace that, you have a cheat code. If you try to fight it, you are in trouble. Compelling Offer vs. Convincing Argument Dean's signature line: "A compelling offer is 10 times more powerful than a convincing argument." A compelling offer moves people in the direction they are already moving. You get in the jet stream and friction drops. A convincing argument tries to drag people in a direction they are not naturally going. It is exhausting for you, and it feels like pressure to them. Marketing vs. Selling  Joe's working distinction: selling is what you do when you are face to face or on the phone with someone. Marketing is what you do to get them to be face to face or on the phone with you, properly positioned, pre-interested, pre-motivated, pre-qualified, and pre-disposed to do business with you. Frustration is fear plus anger. The reason Joe used to hate marketing was that he did not understand it. He had a definition of marketing that was based on bad salespeople. Trust is not the same as rapport. Rapport is trust with comfort. Rapport can be built quickly. Trust takes time, and trust is rarely destroyed in one moment. It is a series of small choices that add up. Get Benefit Now: The Four-Word Filter Dean got these four words from Jeffrey Lant's 1995 book Cash Copy. He has used them as the through-line on every piece of marketing he creates for 30 plus years. Get. The destination, not the transportation. The outcome the prospect actually wants. Benefit. The result, not the mechanism. What the Customer ends up with. Now. The only time to act. Every piece of communication must tie back to one of these four anchors or it does not earn its space. Select a Single Target Market (Procter and Gamble Style) Profit Activator one is to select a single target market. Most Entrepreneurs try to make it convenient for themselves by bundling people together. Blue collar home service workers is not a target market. Electricians are. Carpet cleaners are.  Procter and Gamble runs 23 billion-dollar brands, each one focused on a hyper-specific market. The biggest companies on earth narrow, they do not broaden. Dean's e-bike catalog Facebook ads ran four different creatives to four different segments. Single guy on a trail for men 25 to 50. A couple riding around a lake for 50 and over. A super-mom cover with a basket on the bike for women 25 to 50, which became the top performer. Handwritten Thank-You Cards  Joe's challenge: write 10 handwritten notes per day, five days a week. 50 a week. Just thank-you cards. Friends. Prospects. Clients. Anyone who has done anything for you. Gary Halbert made copywriting students hand-write his own sales letters five times in a row. When you write the words by hand, the language penetrates your thinking and you start to feel the underlying psychology. Dan Sullivan-linked research has shown roughly 40 percent better retention when you write by hand instead of typing. The pen and the thumb light up memory circuits that a keyboard does not touch. Gary Chapman's Five Love Languages applied to marketing: words of affirmation, physical touch, acts of service, gifts, quality time. A handwritten note hits multiple at once, and a Prospect cannot get that from an email or a Facebook post Listen to What People Complain About Gary Chapman told Joe: if you want to know someone's love language, listen to what they complain about. Complaints are usually people begging for attention. Marketers can read complaints the same way. The negative version of a wish is still a wish. The pain inside a complaint is the outcome the prospect actually wants. Most people find complaints annoying. Marketers should find them useful. The Prospect Vending Machine vs. The Prospect Slot Machine Most marketers are running a slot machine. They put money in, pull the lever, and hope something comes out. They have no way of knowing which input maps to which outcome. A vending machine works differently. You pick what you want, you see the price, you pay it, and you get exactly that. Predictable, repeatable, designed. The goal is to engineer your marketing so it works like a vending machine. Specific input. Specific output. Known cost per ideal Prospect. The Billion-Dollar Honey Hole (Financial Advisor Case Study) Dean worked with a financial advisor whose dream client was someone transitioning into retirement, turning assets into income. They defined the ideal person. 62 to 67 years old, married homeowners with two to three million in investable assets, in a one million dollar plus home, conservative voters. Inside a 20 mile radius of the advisor's office, they found 4,300 of them. Dean reframed it: 1,000 of those people with a million dollars each represents a billion dollars of investable assets.  The tactic: start with 100. Whatever you would pay to get the ideal Client, deploy that across the first 100, and let them teach you what works before you scale to the rest. The Five Clusters of Marketing Frustration Parth (Joe's AI Team Member) parsed every audience response in real time into five themes. Clarity (who is the audience and what is the message). Overwhelm and paralysis (too many ideas, too many shiny objects). Visibility and leads (getting seen without a Team, replacing meta, more discovery calls). Consistency and systems (outreach cadence, tracking, organization). Trust and connection (community, people seeing it for themselves). The audience then voted live on which one mattered most. Visibility and leads won by a landslide, with trust and connection close behind. The diagnosis underneath all five: people already know what to do. They are stuck on focus and follow-through. AI, Cognitive Offloading, and the 50-Minute Focus Finder Joe is training himself to spend three hours a day off-screen. Handwriting. Reading paper books. Time without the device. He locks his phone in a lockbox from 10pm until noon and uses a Remarkable tablet during the analog hours. AI is a productivity superpower and a memory accelerator at the same time. The risk is camouflage laziness. If you let AI think for you, you get the words but you lose the understanding. Dean's 50-Minute Focus Finder is the antidote for Entrepreneurs with too many open tabs in their brain. Get into an infinite white room, lay every idea out on a yellow pad, exhaust the working memory, then evaluate by consequence and timeframe. Most urgent items involve other people who are waiting on you. Daily maximizer (Tetris) versus pre-arranged song (Guitar Hero). Joe runs Tetris, Dean runs Guitar Hero. Both work. The point is to pick the song before the day picks one for you. The Schlitz Beer Lesson Claude Hopkins, the father of modern advertising, was hired to advertise Schlitz beer when it had slipped to roughly number eight in the country. He toured the brewery and took notes on the dark bottles that prevented mold, the four-stage bottle cleaning, the 100 year old mother yeast cell, and the 4,000 foot artesian well they dug for the cleanest water. When he asked the executives why none of this was in their ads, they said: every beer company does this. He replied: but the consumer does not know that. He ran the campaign on those exact details, and Schlitz climbed to number two. The lesson for every business owner: you have a curse of knowledge about your own work. Things that are obvious to you are invisible to your market. Tell them. Ask Joe Polish, Agentic AI, and the Curse of Knowledge Joe has loaded AskJoePolish.com with more than 1,000 of his videos, his books, and his articles. It is free, and it is more focused than Joe is. Robin Farmanfarmaian, points out that even in rooms full of CEOs, fewer than a couple of people in the room know what agentic AI actually is. That gap is the opportunity. Same Schlitz beer principle, modern setting. The market does not know what you know. Your job is to tell them what is in it for them. What's In It For Them (The Closing Principle) Joe's frame: keep your give equal to or greater than your want. If you want money, referrals, attention, time, or effort from someone, your contribution into the relationship has to match or exceed it. Commerce, collaboration, and friendship are all the same equation. The friends who really like you are the ones to whom you genuinely give first. The 80/20 cuts both ways. The best move for many overwhelmed marketers is to fire the half-hard, annoying, lame, and frustrating clients and pour their attention into the easy, lucrative, and fun ones. Resources Mentioned What's In It For Them?  |  Joe Polish, book Breakthrough DNA Report  |  Dean Jackson, free download Scientific Advertising  |  Claude Hopkins, book Cash Copy  |  Jeffrey Lant, book Breakthrough Advertising  |  Eugene Schwartz, book The Game  |  Neil Strauss, book The Truth  |  Neil Strauss, book The 5 Love Languages  |  Gary Chapman, book Tiny Habits  |  BJ Fogg, book We Are as Gods  |  Peter Diamandis and Steven Kotler, book Influence  |  Robert Cialdini, book Ask Joe Polish  |  Joe Polish's AI clone trained on 1,000 plus of his videos, books, and articles Focus Finder  |  Dean Jackson My Metal Business Card  Strategic Coach  |  Dan Sullivan Genius Network  |  Joe Polish's Genius Network Genius Recovery  |  Joe Polish's addiction-recovery foundation Subscribe: I Love Marketing   |   Episode Show Notes: ilovemarketing.com/473 If you'd like to join world-renowned Entrepreneurs at the next Genius Network Event or want to learn more about Genius Network, go to www.GeniusNetwork.com.

Dean Jackson and Joe Polish go live with Entrepreneurs to share the one strategy that keeps working... The Nine Word Email. With real stories, hot seats, and the "mouse brain" insight, they show why simple, personal marketing still wins. Here's a glance at what you'll learn from Joe and Dean in this episode: Why the most powerful email strategy most marketers know about is also the one they're most reluctant to send, and the mindset problem behind the hesitation The two prime directives of a mouse and why Dean says they explain virtually every buying decision your prospects are making right now, including the reason your last campaign probably didn't land the way you expected How a trade show operator sent one text message while literally packing up the booth and generated thousands of dollars in orders from people already on planes flying home The difference between a nine word email that starts a real conversation and one that reads like a salesperson wearing a casual disguise, and exactly how to tell them apart Three live hot seats where Dean and Joe build a nine word email in real time: a medical director company, an AI compliance lawyer, and a St. Lucia adventure tour operator who can't get a list of people on a cruise ship Why Dean says a compelling offer is ten times more powerful than a convincing argument, and what that means for the conversation you're actually trying to start If you'd like to join world-renowned Entrepreneurs at the next Genius Network Event or want to learn more about Genius Network, go to www.GeniusNetwork.com.

Joe Polish and Dean Jackson go deeper into crafting irresistible offers, simplifying your message, and building marketing that sells in advance. Here's a glance at what you'll learn from Joe and Dean in this episode: Why "Horse For Sale" might be the most honest marketing advice you'll ever hear. The Receiving Dock distinction that makes prospects welcome you instead of screen you. The question Dean asks before building any offer that exposes weak positioning immediately. Why some offers pull people in almost automatically and others always feel like work. The Toronto outdoor wedding strategy that created demand early without advertising the actual service being sold. The "prospect vending machine" idea and why your business should never be waiting for leads. The difference between visible and invisible prospects and why not knowing the difference wastes money. The $100 decision filter that can save you months of chasing the wrong idea. Why "Stop Your Divorce" converts faster than "Improve Your Marriage" and what that means for your offers. The three levels of expectation every client experiences and the only one that creates loyalty and referrals. If you'd like to join world-renowned Entrepreneurs at the next Genius Network Event or want to learn more about Genius Network, go to www.GeniusNetwork.com.

I Love Marketing is back—live. In this first relaunch episode, Joe Polish and Dean Jackson break down what never changes in marketing, why timing matters more than tactics, and how to build an asset of future buyers before they're ready to buy. Here's a glance at what you'll learn from Joe and Dean in this episode:  The reason most experienced marketers quietly kill their best campaigns without realizing it A thought experiment Dean uses that makes most people deeply uncomfortable once they actually think it through What changes when you stop judging marketing by short term conversion and start measuring something else entirely Why "educating your market" too early feels responsible but often produces the opposite result you want A subtle distinction between compelling and convincing that explains why so many good offers stall Why Joe says certainty beats tactics consistently and why almost no one ever gets to experience it How leads most people label as "low quality" often become highly valuable over time The overlooked referral mistake that causes even happy customers to stay silent Joe's direct answer to the AI question most marketers are avoiding and what he believes still cannot be automated Where persuasive language actually comes from when people are scared, stuck, and deciding what to do next If you'd like to join world-renowned Entrepreneurs at the next Genius Network Event or want to learn more about Genius Network, go to www.GeniusNetwork.com.

Join Joe Polish and Daymond John as they explore the raw realities of Entrepreneurship. This episode debunks common myths, highlights the intense dedication and sacrifices required, and underscores the crucial role of mentorship. Get ready for candid insights that will reshape your understanding of the Entrepreneurial journey. If you'd like to join world-renowned Entrepreneurs at the next Genius Network Event or want to learn more about Genius Network, go to www.GeniusNetwork.com. Here's a glance at what you'll learn from Daymond and Joe in this episode: Turn Obstacles into Wins: Discover how Daymond John's mindset turns tough situations into big wins, showcasing the power of a positive business outlook. Simple Ideas, Big Success: Learn the importance of clear and simple business ideas for effective communication and success. Winning in the Digital World: Get insights on using online tools and social media to grow your business effectively. Create a Brand That Connects: Find out strategies for creating a brand that people deeply connect with. Smart Decisions for Growth: Learn how to make smart business choices that lead to growth, inspired by Daymond John's approach. Balance Business and Personal Life: Discover how to balance chasing business goals with managing personal life. Grow Your Business with Your Story: Learn how your personal story can be a powerful tool for business growth. Bringing Ideas to Life: Get advice on turning creative ideas into successful businesses. Lead Your Team to Achieve More: Discover tips for effective leadership that drives better business performance. Understanding Money in Business: Highlighting the importance of financial knowledge for making sound business decisions. Mentors Matter: Learn how having mentors can shape your business journey and lead to success.

Uncover the purpose of wealth, the secrets to ethical persuasion, and tips to overcome rejection and skepticism. Plus, Dr. Cialdini shares his advice on maintaining a 47-year-long relationship. If you'd like to join world-renowned Entrepreneurs at the next Genius Network Event or want to learn more about Genius Network, go to www.GeniusNetwork.com. Here's a glance at what you'll learn from Dr. Robert Cialdini in this episode: What one of the richest men in the world said is the purpose of building personal wealth Dr. Robert Cialdini shares some of the latest, most interesting research on persuasion and influence The keys that make someone an ethical influencer (PLUS: One of the best ways to influence almost anyone…) How to deal with being scared or the fear of rejection when it comes to connecting and influence Dr. Cialdini shares some of the best ways to protect yourself against manipulation and unethical influences The best way to influence skeptical people and prospects... Having a 47 years of a relationship with his partner, Dr. Cialdini shares his best advice for having a relationship that works

Kara Goldin, CEO of Hint Water, shares her fearless journey from tech executive to health beverage pioneer. Learn how she overcame industry doubts and personal fears to build a $150 million company. Get inspired by Kara's secrets to staying undaunted and achieving your dreams. If you'd like to join world-renowned Entrepreneurs at the next Genius Network Event or want to learn more about Genius Network, go to www.GeniusNetwork.com. Here's a glance at what you'll learn from Kara in this episode: Kara reveals her Entrepreneurial journey of growing one of the most successful brands in a HIGHLY competitive space The health reasons why Kara started Hint Water (PLUS: What Kara ended up realizing about the big consumer industries) The difference you NEED TO KNOW ABOUT between "healthy perception" and "healthy reality" to PROTECT your health Training Your Brain To Be Addicted: How "Diet", "Vitamin", and "low fat" are Degrading peoples' Health Worldwide What Kara learned about success, mindset, and culture while working at Time, CNN, AOL, AND starting Hint Water How Kara positions Hint Water among an "unconcerned with health and simply wanting to sell" beverage industry The mindset to have during tough times so you can courageously keep moving forward and realize greater success  How the beverage industry creates an uphill battle for healthy alternatives and dismisses new health-focused start-ups Kara discusses what she discovered while writing her new book "Undaunted" and why she decided to share her story How to not let fears get in your way, overcome your self-doubts, and regain control of your health and life

Patty McCord, former Chief Talent Officer at Netflix, shares insights on building high-performance teams and cultivating a strong company culture. Drawing from her transformative experiences at Netflix, Patty offers practical advice for hiring the right talent and managing team dynamics. Tune in for actionable tips to elevate your business and leadership approach. If you'd like to join world-renowned Entrepreneurs at the next Genius Network Event or want to learn more about Genius Network, go to www.GeniusNetwork.com. Here's a glance at what you'll learn from Patty in this episode: How to create a great company that is a great place to be from and that is "resume-worthy" Why you want to seek "A Players" for EVERY role in your company (How to create an amazing team) Know exactly who to hire by looking at the problems you need to solve with your current team Why the first 100 people you hire as a start-up eventually lead to problems of scale When It's Time To Say Goodbye: Why team members don't work out and what to do about it Patty reveals the inside workings of her time at Netflix and the lessons she learned High-Performance Teams: Why behaviors matter for culture and building great teams Why tracking time off isn't useful according to Patty (and what you should do instead) One thing you must get good at (that most people aren't) if you want to hire effectively Context, Not Control: How to intelligently let go when you are delegating to people How Patty and Reid Hastings worked together and why they made a successful team How to give "Good Negative Feedback" versus The importance of being "customer-obsessed" when it comes to your company culture Patty's best advice for resourcing yourself and finding answers when you're in charge

At nearly 92, Harvey shares timeless wisdom on relationship building, effective sales strategies, and the importance of continuous learning. Discover the power of the Mackay 66, how to perfect your practice and invaluable insights from one of the most respected voices in business. If you'd like to join world-renowned Entrepreneurs at the next Genius Network Event or want to learn more about Genius Network, go to www.GeniusNetwork.com. Here's a glance at what you'll learn from Harvey and Joe in this episode: Learn the secrets behind the Mackay 66 and how it can transform your sales strategy. Discover why perfect practice is essential and how to apply it to your business. Understand the importance of continuous learning and how to stay ahead in your industry. Harvey's advice on why you should surround yourself with successful, positive people. Gain insights on building lasting relationships and the power of genuinely caring about your Clients. How volunteering and giving back can not only help others but also boost your own success. Learn the value of trying different approaches when current strategies aren't working. Get inspired by Harvey's lifelong commitment to personal and professional growth.

Learn unique strategies for creating lasting change, boosting conversion rates, and navigating tough situations. Discover ethical ways to use these powerful tools and insights on AI's impact on behavior. Tune in for transformative tips on success and discerning truth in a world of uncertainty. If you'd like to join world-renowned Entrepreneurs at the next Genius Network Event or want to learn more about Genius Network, go to www.GeniusNetwork.com. Here's a glance at what you'll learn in this episode: What the top former FBI hostage negotiator says is the master secret to winning any negotiation A unique way to use behavior to create lasting change when almost nothing else seems to work What the world's greatest social psychologist and "godfather of influence" says is the most important key to influence and persuasion B.J. Fogg's three-part behavioral model that can help you more easily navigate any difficult circumstance or situation The right (and WRONG) ways to use the tools of influence, persuasion, negotiation, and behavior (And why being unethical doesn't pay) A simple set of words you can add to your website to significantly increase your conversion rates What the world's foremost authority on behavioral science says is the simplest way to achieve almost any outcome you want What the smartest people in the world do to know who to listen to and who to learn from Dr. Robert Cialdini reveals 3 ways to reduce uncertainty and increase discernment in a world of lies, propaganda, and media misdirection The way to congratulate your team members so it causes them to put MORE effort and motivation towards your organization's goals The neuroscience behind "feeling heard" that the top hostage negotiators in the world know Chris, Dr. Cialdini, and B.J. give their thoughts about AI's impact on behavior, influence, and negotiation What to do when someone violates your core values (and how to know when to let go of a relationship) One of the richest people in the world says THIS is important to focus on when growing a business Chris Voss reveals the surprising difference between your amygdala and your gut and how to take back control of your emotional architecture  The limiting beliefs B.J. Fogg, Dr. Cialdini, and Chris Voss had to overcome to achieve success

Step into the dynamic world of COO's with Cameron Herold. As he unravels the intricacies of effective leadership, covering key aspects like titles, compensation, and building successful partnerships with CEOs. If you'd like to join world-renowned Entrepreneurs at the next Genius Network Event or want to learn more about Genius Network, go to www.GeniusNetwork.com. Here's a glance at what you'll learn from Cameron in this episode: The diverse positions falling under "second in command," harmonizing them with the entrepreneur's vision The signs signaling the need for a COO and how to proactively hire, addressing the entrepreneurial training gap The importance of aligning titles, roles, and compensation for executive success How a skilled COO can transform your business vision into reality Identifying  the right candidate and the importance of successfully onboarding a COO Understanding the diverse roles and contributions of different COO archetypes Seamless Integration - how to bring a COO into your company with minimal disruption and preempting common challenges Proactive strategies to sidestep common issues and build a harmonious executive partnership Recognizing the natural life cycle with respect, and investing in continuous learning and coping mechanisms

The power of hyper-personalizing your marketing in a way that works in good and bad times. If you'd like to join world-renowned Entrepreneurs at the next Genius Network Event or want to learn more about Genius Network, go to www.GeniusNetwork.com. Here's a glance at what you'll learn from Draye Redfern in this episode: How to plan and operate your business so you make it through the ups and downs of a recession The best way to secure your business financially and predictably before times get tough Questions you should ask yourself to protect your downside AND what you should do going forward How your marketing needs to change during a recession to attract and convert prospects Draye shows you how to mitigate the downside and optimize the upside during a recession"

Simon simplifies sales, reveals the secrets to connecting with Customers, and explores the power of visual models and effective communication. If you'd like to join world-renowned Entrepreneurs at the next Genius Network Event or want to learn more about Genius Network, go to www.GeniusNetwork.com. Here's a glance at what you'll learn from Simon Bowen and Joe Polish in this episode: 3 element of your company's Genius and how it can impact your bottom line How to connect with your customers at a profound level to drive more sales The secret to selling more with visual models and unique communications What people are REALLY buying from you (PLUS: Three things they WANT most) Simon talks about how he communicates complex ideas simply and effectively The consequences of a product or service that doesn't work (and how to fix it) Why context is key when it comes to sales conversations and getting results What the #1 responsibility and focus of any successful business ought to be The limitations (and possibilities) to build human relationships with AI Taking any sales conversation from shallow to deep with the "Iceberg Model." Genius-Level strategies for marketing, selling, and framing almost anything

Dive into marketing principles, the power of sales letters, and the #1 reason people buy from Joe. Join us for inspiring insights, valuable lessons, and Joe's unique ability to connect with high-level Entrepreneurs. Here's a glance at what you'll learn from Tommy Mello and Joe Polish in this episode: How Joe turned his life around from addiction and made his entrepreneurial fantasy come true What Joe did with his carpet cleaning business that made him stand out from everybody else One of the most instrumental conversations Joe had that changed the trajectory of his business The Jet Ski Millionaire: The "first domino" that put Joe on the path to business success Why there's no relationship between "being good" and getting paid (and what to do about this) Secrets of education-based marketing, relationship marketing, and direct response marketing Why any problem in the world can be solved with the right sales letter (and how to write it) How "bad news" in the world could be the best piece of "good news" for your business and life Discover the #1 reason people buy from you and attract more Customers to your business The Million Dollar Racehorse: How to best take care of yourself so you win more often How to create valuable marketing that helps prospects make an informed buying decision Increase your productivity, leverage your capabilities, and 10x your achievements How to create conditions for a business that is E.L.F. (Easy, Lucrative, and Fun!) A valuable insight billionaire Richard Branson shared with Joe about hiring and delegation The power of guarantees, building trust, positioning, and focusing on "What's In It For Them" Two keys to identifying what people want, aligning with prospects, and selling more services The 9 principles of Genius Networking that can help you get what you want in life and business How Joe connects with high level Entrepreneurs, millionaires, billionaires, and famous people

Ever feel like you're constantly giving away your expertise for free, leaving little time for your own priorities? Well, today is the day we put an end to that. Ron shares the ultimate hack to protect your time and prioritize what truly matters while still sharing your knowledge generously. If you'd like to join world-renowned Entrepreneurs at the next Genius Network Event or want to learn more about Genius Network, go to www.GeniusNetwork.com. Here's a glance at what you'll learn from Ron in this episode: The $1,000 Cup of Coffee: Stop doing free consulting and start having people respect your time Ron shares one of the most important things we tend to skip over in relationships and in business How Ron assesses, evaluates, vets, and filters whether an ideas or opportunity is a right fit What Ron learned about grocery stores after working with famous actors and producers in Hollywood Secrets to effective positioning, offers, marketing, infomercials, commercials and much more One exercise to help you get to know someone even better than they know themselves How to quickly discover other people's value system and what makes them tick

Gain valuable insights from Tommy's experiences starting his own business and discover the wealth-creating difference between making money and managing it. Get ready for an inspiring conversation packed with actionable tips for success in any industry. If you'd like to join world-renowned Entrepreneurs at the next Genius Network Event or want to learn more about Genius Network, go to www.GeniusNetwork.com. Here's a glance at what you'll learn from Tommy in this episode: How Tommy builds and grows companies using the right training and focusing on purpose Tommy's vision and strategy for building the largest home service company in the world The right way to use body language and enthusiasm to sell more products and services What Tommy did right (and wrong) when he started his business that you can learn from Tommy shares the wealth creating difference between making money and managing money Elevate: How to make sure your clients, suppliers, and Team members are all winning Why Tommy loves Joe's book "What's In It For Them" and the mindset it talks about The rules of engagement Tommy utilizes to attract and train people to work with him How to effectively and intelligently handle things that go wrong in your business The power of "out-delegating" the competition to take back your time and your life Secrets for maximizing your daily joy, abundant time, and your financial peace What to do when you're starting a business but don't have enough to finance it Tommy shares why marketing and advertising is so important for his business The way to grow your business by building the right operations and systems

Listen in as Mark and Joe explore the fascinating world of advertising and marketing, uncovering the distinctions between "Advertising" and "Marketing" and revealing the power of the Unconscious Mind. Discover techniques to sell more products and services, simplify the neuroscience of consumer response, and learn from real-world billion-dollar advertising examples. Get ready to unlock the secrets behind ads that motivate prospects to buy with Dr. Mark Young and Joe Polish. If you'd like to join world-renowned Entrepreneurs at the next Genius Network Event or want to learn more about Genius Network, go to www.GeniusNetwork.com. Here's a glance at what you'll discover from Mark, and Joe in this episode: The difference between "Advertising" and "Marketing" (PLUS: Overcoming the #1 fear people have) How to sell more products to more people for more money and get better advertising outcomes The power of the Unconscious Mind AND why hypnotherapy and advertising and actually the same thing One word to NEVER use in any of your advertising or marketing (and one word that ALWAYS works) How Mark successfully sells consumer packaged goods for a 4x higher price than competitors Exact steps for creating a response getting ad… AND… the most powerful way to persuade anyone Two powerful techniques (and one simple formula) you can use to sell more products and services Mark simplifies the neuroscience of consumer response so you can apply it to your marketing The mental shortcuts, heuristics, and biases that evil marketers leverage against people Billion-dollar, real-world advertising examples you can use to motivate prospects to buy

How to find your personal abundance and build the life of your dreams on YOUR terms with the writer of Bumpers Nic Peterson. If you'd like to join world-renowned Entrepreneurs at the next Genius Network Event or want to learn more about Genius Network, go to www.GeniusNetwork.com. Here's a glance at what you'll discover from Nic in this episode: What "Bumpers" are AND how to avoid bad things while aligning your values and behaviors What to do if you still feel like you're not getting enough done or enjoying the "grind" Secrets to increasing your power over outcomes, creating reliability, and driving up certainty Why "Solvable Problems" help you determine where to direct resources and what you should do How to discover your non-negotiables and why they help you with your resource allocation A way to transform how you approach each day that increases your enjoyment and effectiveness

In this episode, Dean Jackson and Joe Polish are joined by Russ Hanush, who shares his insights on the value of a marketing education.  As a listener of all previous episodes of I Love Marketing, Russ shares some of his favorite tools for helping Entrepreneurs scale their businesses.  Get ready to discover golden nuggets that can help any Entrepreneur grow their business faster than ever before.  If you'd like to join world-renowned Entrepreneurs at the next Genius Network Event or want to learn more about Genius Network, go to www.GeniusNetwork.com. Here's a glance at what you'll discover from Russ, Joe, and Dean in this episode: The top I Love Marketing tools any Entrepreneur can use to scale their business right now. What Russ learned from "The Magic Rapport Formula", "What's In It For Them", and more! Becoming 5% better in all areas of your life and applying what you learn to get results Why marketing and influence are important skills for helping people and becoming happier Dean shares the 9-word email that works to revive dead leads and makes you more money What Russ shares with his teen students, budding Entrepreneurs, and career counseling Clients The best books for I Love Marketing listeners to grow from start-up to accelerated growth What Russ has learned about bootstrapping and growing from over 450 I Love Marketing episodes The power behind the advice "Imitate Before You Improvise" (AND Russ shares his favorite quote)

The importance of selecting the right leads to generate, and targeting a specific market. If you'd like to join world-renowned Entrepreneurs at the next Genius Network Event or want to learn more about Genius Network, go to www.GeniusNetwork.com. Here's a glance at what you'll Discover from Dean and Joe in this episode: Breakthrough DNA: 8 Profit Activators You Can Trigger In Your Business Right Now Selecting and converting the RIGHT leads Selecting vs. Being Selected Differentiation between visible prospects (e.g. chiropractors) and invisible prospects (e.g. people who just hurt their back) How Proctor and Gamble targets and segments their market Narrowing and getting specific on a target audience and getting repeat business The definition of marketing and what to do to be more effective at it  Invitation to the upcoming I Love Marketing Meetup  

In this episode, we'll be diving into the secrets of success in the coaching business with Brooke, the Founder of Life Coach School, a $40 million a year business.  She'll be sharing her insights on achieving your dreams, overcoming obstacles, and changing your mindset to feel empowered. If you'd like to join world-renowned Entrepreneurs at the next Genius Network Event or want to learn more about Genius Network, go to www.GeniusNetwork.com. Here's a glance at what you'll learn from Brooke in this episode: How Brooke started her Life Coach School and turned it into a $40 million a year business Brooke shares what it takes to achieve your dreams and the obstacles you must overcome The thoughts that make us feel unworthy, frustrated, or anxious and how to change them How Brooke sets goals in her life (and why talking to yourself is a great thing to do!) The most important actions you can take to make your biggest dreams come true What Brooke personally does in her own life when things get hectic and overwhelming How to make tough decisions in the face of personal and professional uncertainty A few of the most valuable and helpful action steps Brooke has taken in life Brooke shares what stops people from achieving (and taking action towards) their dreams The one thing that keeps Brooke focused on growing (and why she's never given up)

Are you struggling to create a great onboarding experience for your new Clients or Members? Look no further because in this episode, Scott Whitaker, an expert in the assimilation process, shares his proven method to take new Members from simply signing up to proudly saying "I'm a Member of."  Get ready to learn the three simple questions to ask and the steps to follow to create a seamless and exciting onboarding process. If you'd like to join world-renowned Entrepreneurs at the next Genius Network Event or want to learn more about Genius Network, go to www.GeniusNetwork.com. Here's a glance at what you'll learn from Scott in this episode: A method for effectively on-boarding paying Clients into your membership so they refer others How to supercharge the growth of your membership without wasting a lot of time or money The secret to scaling your membership numbers with the exact long-term Members you want One strategy you can use to attract Prospects and more easily increase your membership 3 simple questions for simplifying how bonded people feel as members of your group How to create a 'Wow Factor' for your Members and help them achieve and win more

How to sell more and make an impact with your business by leveraging YouTube. If you'd like to join world-renowned Entrepreneurs at the next Genius Network Event or want to learn more about Genius Network, go to www.GeniusNetwork.com. Here's a glance at what you'll discover from Evan in this episode: The importance of using education-at-scale and hooks to build trust with Prospects One of the best (and simplest) videos you can record to be seen as an authority What to do if recording videos is nerve-racking, stressful, hard, or scary for you A fun, easy, engaging way to record a month's worth of content in a single afternoon How to turn one long-form YouTube video into content on every social media platform

Unique marketing methods Cindy Cashman utilized the make "Everything Men Know About Women" a viral sensation. If you'd like to join world-renowned Entrepreneurs at the next Genius Network Event or want to learn more about Genius Network, go to www.GeniusNetwork.com. Here's a glance at what you'll discover from Cindy in this episode: Cindy shares the origin story behind "Everything Men Know About Women: 30th Anniversary Edition" How to make your best ideas happen even if you're scared, uncertain, or overwhelmed The mental game of failure and rejection and how curiosity is key for achieving success How Cindy cultivated an E.L.F. (Easy, Lucrative, and Fun!) life for herself and you can too! Dr. Ong reveals the common fears patients have and the biggest obstacles she helps patients overcome The power of "Active Listening" that helps patients feel seen, felt, heard, understood, and a part of the conversation Why failing your way to success with TESTING could be one of the most important secrets to success

Nick shares the keys to productivity (PLUS: How to save an extra day every week!) If you'd like to join world-renowned Entrepreneurs at the next Genius Network Event or want to learn more about Genius Network, go to www.GeniusNetwork.com. Here's a glance at what you'll discover from Nick in this episode: Fix Your Broken Sink: How to operationally balance the short-term and the long-term One of the biggest mistakes Entrepreneurs make with their time (and how to fix it) How leaders can remove the obstacles in their Teams' way so they can do better work Better ways to find where information is stored so Teams can avoid "Scavenger Hunts" The C.P.R. Framework: How to have happier employees, greater output, and less stress Three methods for increasing your capacity (and why the third method often works best) The cost of ineffective meetings AND proven techniques for having better meetings Build a high-performance team operating at maximal efficiency with minimal burn-out Nick gives his thoughts on AI and how it will impact teamwork and communication

A better, more distinctive way to serve more people and give greater value. If you'd like to join world-renowned Entrepreneurs at the next Genius Network Event or want to learn more about Genius Network, go to www.GeniusNetwork.com. Here's a glance at what you'll discover from Brian and Joe in this episode: Why Brian loves "What's In It For Them" and how he uses the concepts in it How Brian discovered one of the most important self-development concepts The most destructive thing in life (This is especially important if you're a parent) A key to self-confidence, courage, positive relationships, and fulfillment How to make better decisions when it comes to allocating your time and energy One of the major reasons why people are unsuccessful (and what to do about it) Being Responsible: Why blame doesn't work, and the "golden triangle" does A simple step you can take to get more connected when life is painful What to do when you feel resentment so you can let it go and move past it The Brian Tracy Domino: How contribution helps you and other people succeed How to feel better, increase your happiness, and improve your quality of life Available Now! WHAT'S IN IT FOR THEM? 9 Genius Networking Principles to Get What You Want By Helping Others Get What They Want – new book by Joe Polish.

Going into 2023 with more clarity, more compelling offers, and better target marketing! If you'd like to join world-renowned Entrepreneurs at the next Genius Network Event or want to learn more about Genius Network, go to www.GeniusNetwork.com. Here's a glance at what you'll discover from Dean and Joe in this episode: A holiday direct mail campaign Dean is running that you can model for ANY special occasion One of the best drummers in the world shares the best music marketing technique he's seen What Taylor Swift does different with social media to break the internet and reach people How to leverage other people's capabilities and capacity to grow your business and make more money How Lil Nas X, Kylie Jenner, and Mr Beast reach millions of people and make millions of dollars What coaches can do to profitably scale their business, methods, techniques, and results How to generate more leads, increase your conversions, and serve and multiply your Clients The secret to orchestrating a referral system that brings in A LOT more referrals Joe, Mike Koenigs, and Mike Dudley discuss the pitfalls and potential of AI and VR

Available Now! WHAT'S IN IT FOR THEM? 9 Genius Networking Principles to Get What You Want By Helping Others Get What They Want – new book by Joe Polish. If you'd like to join world-renowned Entrepreneurs at the next Genius Network Event or want to learn more about Genius Network, go to www.GeniusNetwork.com.

How to become an even more valuable, contributing, productive and helpful human. If you'd like to join world-renowned Entrepreneurs at the next Genius Network Event or want to learn more about Genius Network, go to www.GeniusNetwork.com. Here's a glance at what you'll discover from Dean and Joe in this episode: How to avoid having your generosity be taken advantage of when networking Why Joe wrote his brand new book and how it can help you more successfully connect with yourself and others How Joe got involved with VR (virtual reality) and why it's transforming our relationships How to quickly spot deceivers who use the guise of 'sincere connection' to try and take from you Where people go wrong when it comes to connection that can lead to addictions and exploitation The power in becoming a 'Pain Detective' in your market and in your personal relationships The single most important question you must answer to get what you want in business and life Joe and Dean share the backstory behind the origin (and early days) of Genius Network How to cultivate relationships that are a lot more E.L.F. (Easy, Lucrative, and Fun!) Available Now! WHAT'S IN IT FOR THEM? 9 Genius Networking Principles to Get What You Want By Helping Others Get What They Want – new book by Joe Polish.

Three secrets for increasing your influence and income using targeted videos online. If you'd like to join world-renowned Entrepreneurs at the next Genius Network Event or want to learn more about Genius Network, go to www.GeniusNetwork.com. Here's a glance at what you'll discover from Robert  in this episode: How Robert achieves 7-figures in new business every year with almost zero expenses An often overlooked YouTube strategy you can use to reach a much bigger audience How to use outcome videos in your sales process to increase your conversions The video marketing strategy Robert uses to generate hundreds of new Clients A strategic way to create deeper Client relationships and provide valuable information What you can do to outsmart and outmaneuver the big spenders in your niche How to reach more prospects, create more trust, and increase your business

Eelco's simple 6-step system for REACHING INFLUENCERS who will promote you ANYTIME you want If you'd like to join world-renowned Entrepreneurs at the next Genius Network Event or want to learn more about Genius Network, go to www.GeniusNetwork.com. A "fast-track" way to get more traction around your brand and get more CONSISTENT SALES A unique way to use your products to build your list that requires almost NONE of your time The secret to getting an army of influencers to promote any of your products ON DEMAND 6 BONUS TIPS for experiencing greater growth WITHOUT relying on social media algorithms How to avoid playing the "asking for a favor" affiliate game (Do THIS INSTEAD to grow your revenue) The way to get MASSIVE promotion for your products, services and business launches

The 3-part direct mail system that can become a primary growth tool in your business. If you'd like to join world-renowned Entrepreneurs at the next Genius Network Event or want to learn more about Genius Network, go to www.GeniusNetwork.com. Here's a glance at what you'll discover from Justin Miller in this episode: Think direct mail is dead? How to resurrect this 'dinosaur' and make A LOT more revenue How to retain Clients, boost repeat business, and massively increase your referrals The secret to getting other people and businesses to refer you to their best Clients The importance of having a multimedia and multi-touchpoint strategy when hunting Prospects

Discover how the top marketing and business growth experts leverage strategies and tactics to acquire, retain and grow Customers in this Hot Seat Featuring Paul Monaco.  If you'd like to join world-renowned Entrepreneurs at the next Genius Network Event or want to learn more about Genius Network, go to www.GeniusNetwork.com. Here's a glance at what you'll discover from Joe, Dean, and Paul Ideas and strategies to acquire new Customers Organizing and rethinking metrics  Gaining clarity on marketing efforts and goals A different approach to lead generation  Adding value to what you are already doing

The expert panel shares content creation tips, tech, and marketing for online course success. If you'd like to join world-renowned Entrepreneurs at the next Genius Network Event or want to learn more about Genius Network, go to www.GeniusNetwork.com. Here's a glance at what you'll discover from Eelco, Sandra Scheinbaum, Dr. Beckman  in this episode: How to stop "trading time for money" and more easily scale-up to an evergreen one-to-many model Secrets for crafting irresistible offers that convert Prospects to buyers, and buyers into lifelong Clients The three pillars successful online marketers use to grow their business and experience more freedom A technique for making your content extra 'sticky' (and why community can supercharge a courses value) Should you take on affiliates or partners?  How to create engaging content Customers love AND how to know the right price to charge for it

The importance of WHAT you're teaching in your YouTube videos and how it can build deeper relationships. If you'd like to join world-renowned Entrepreneurs at the next Genius Network Event or want to learn more about Genius Network, go to www.GeniusNetwork.com. Here's a glance at what you'll discover from Evan Carmichael in this episode: The biggest reasons why YouTube is the single best marketing strategy for growing your business How to get the RIGHT audience to watch you, know you, like you, trust you, and buy from you  The #1 place you and your business need to be if you want to drive 10x more traffic and sales  One of easiest ways to quickly create valuable content for ALL of your business's social media  Secrets for recording YouTube videos that attract new, right-fit leads for your business How to more easily turn even a small number of subscribers and views into A LOT more revenue  

How direct mail can give you a competitive advantage and make you a better marketer both offline AND online. If you'd like to join world-renowned Entrepreneurs at the next Genius Network Event or want to learn more about Genius Network, go to www.GeniusNetwork.com. Here's a glance at what you'll discover from Brian Kurtz and Joe Foley in this episode: Brian Kurtz shares the 101 on direct mail INCLUDING what it is, how it works, how it has changed, and WHY it works Joe Foley explains how physical content delivery like books, event boxes, and more can bring you more revenue Brian explains a secret of the most successful businesses online who have the most diversity in their market Why creating a physical version of your digital products could end up becoming a huge profit center for you Why Customers who engage with your business OFFLINE tend to have higher lifetime values as Customers How to better reach your prospects, WOW your Clients, and create raving fan Clients who stay Clients for life

A collection of the most interesting moments and insights from Joe Polish's sabbatical. If you'd like to join world-renowned Entrepreneurs at the next Genius Network Event or want to learn more about Genius Network, go to www.GeniusNetwork.com. Here's a glance at what you'll discover from Joe and Dean in this episode: Joe Polish returns from his one-year sabbatical Lessons and AHA's that can positively alter your future Joe Polish becomes the mayor of Cleator, Arizona Buying a ghost town and future projects in the works Best allocating Your T.A.M.E.E. (Time, Attention, Money, Effort, and Energy)

The types of videos that help solve people's problems, deliver massive value, and differentiate you from competitors. If you'd like to join world-renowned Entrepreneurs at the next Genius Network Event or want to learn more about Genius Network, go to www.GeniusNetwork.com. What you'll discover from Summer in this episode: How to attract, qualify, and capture more followers, subscribers and prospects and turn them into lifelong Customers One of the best videos for answering objections, educating leads about your offers, and setting yourself apart Summer walks you through the 9 top performing marketing videos you can create and use in your business How to clearly demonstrate your product's value in a way that makes your customers want to start using it Three types of funnels that work together to increase your leads, your conversions and your sales and revenue What sort of video quality do you need? Summer talks about different mediums and video styles you can use

Do you have a big project coming up and feel overwhelmed by the amount of work you need to get done? This episode features Joe Polish and Dean Jackson, who share their secret to creating systems that allow them to get more done faster. If you'd like to join world-renowned Entrepreneurs at the next Genius Network Event or want to learn more about Genius Network, go to www.GeniusNetwork.com. What you'll discover from Joe and Dean in this episode: Dean and Joe share their approach to marketing calendars How to pick your very best opportunities  What to do NOW to get your focus back PLUS: How to be someone who gets stuff done

Dean and Joe discuss the importance of developing and nurturing good ideas as part of your overall goal to produce amazing results. If you're looking to improve your results both personally and professionally, be sure to listen carefully so that you don't limit your focus on faulty execution in place of a better idea whose time has come. If you'd like to join world-renowned Entrepreneurs at the next Genius Network Event or want to learn more about Genius Network, go to www.GeniusNetwork.com. What you'll discover from Joe and Dean in this episode: Ideas vs. Execution Flawless execution of a BETTER idea Dramatically improve what you're already doing

What it means to Pivot and how it leads to an extraordinary life.  The BIG Live Genius Network® Event is coming soon and we can't wait to see you there! Join us February 11-13, 2022 in Scottsdale, Arizona for the "BIG" return of the legend himself – Joe Polish. With incredible speakers including Derek Sivers, Chris Voss, Whitney Jones, and more. To reserve your spot, apply to attend at GeniusNetwork.com Here's a glance at what you'll learn from Adam Markel in this episode: How Adam went from being a workaholic attorney to becoming a transformational leader How to get clear on what you really want in life Joe and Adam discuss how to learn faster, make more money, and become a leader Adam shares how to be happier, more peaceful, and more purposeful How to embrace fear and turn it into creativity, power and opportunity Why failing could be the key to helping you grow faster and get bigger, better results How to increase the quality of your life, elevate your circumstances and become more authentic

The most E.L.F. (Easy, Lucrative, & Fun) thing you can do to jumpstart your marketing plan. The BIG Live Genius Network® Event is coming soon and we can't wait to see you there! Join us February 11-13, 2022 in Scottsdale, Arizona for the "BIG" return of the legend himself – Joe Polish. With incredible speakers including Derek Sivers, Chris Voss, Whitney Jones, and more. To reserve your spot, apply to attend at GeniusNetwork.com Here's a glance at what you'll learn from Dean Jackson in this episode: Dean's unique process for creating your biggest business breakthroughs over the next 12 months How to nurture a lifetime relationship with people who already know, like, and trust you Identify how and where your current marketing plan is growing (or slowing) your business How to create a dream come true experience for your Clients and satisfy more Clients Turning passive and reactive referrals into orchestrated referrals system A simple strategy for turning invisible prospects into visible 'soon-to-be-Customer' Prospects Your Happy Number: How to find it and how it can help you increase your lead generation Two winning strategies you can utilize for increasing your business's Return on Relationship Before Unit Breakthrough: How to nurture a consistent pool of Prospects who want to buy