Speaker 1This is The Road to 1 Million. I'm Ryan Daniel Moran. Hey, everyone. Welcome back to The Road to 1 Million. Today, I'm going to be chatting with one of our members who has a little bit of an audience. He's done the hard work. He's been listening to what Ryan, that guy on the internet, has been telling him to do, build an audience, and he's got a little one. But when he posts about his product, crickets, no sales, nothing, nada, and it makes him question everything that he's done at this point. Is that Ryan Daniel Moran guy a scam? I knew he was an idiot. Well, he might be right about that, but he's wrong that he has a dud of a product. In fact, once we diagnose the problem, I think he's sitting on a multi-million dollar business. Now, if you've heard me talk about audience building, you might recall that I say you don't need that many people to have the foundation of a million-dollar business. In fact, you only need a few hundred people, not a few thousand, not a few million. You don't need to be an influence, you need a few hundred people that care about what you're doing enough to have a really good launch. Scott has that. Why is he not getting any sales? Well, we're going to unpack that, and we're going to see what he's doing wrong so that you don't make the same mistake. And once you see how he diagnosed the problem and that he's sitting on a million-dollar business, you're going to be like, oh my goodness, I get it now. I only need a few hundred people, and if I communicate to them in this way, I'm going to have an audience of people that wants to buy from me. I'm going to have an audience of people that wants to buy from me. I'm going to have this is going to set you free to finally launch that product and build the foundation for your million-dollar business. Let's go diagnose this broken business with Scott and make it a freaking winner. Let's go. Good to see you. How are you?
Speaker 2Good, good. I'm doing really good. I just want to tell you, every time I listen, my brain just, you just help me unlock my brain a lot. I'm so glad. Good. Thank you, Scott. I just really appreciate it. And the same thing with like Greg and the other guys in the grind, they do a great job of helping unlock my brain. They're good people. Well, thank you, Scott.
Speaker 1Here's where I'm at. Tell me about your business and how I can help.
Speaker 2Awesome. So my business, I wanted to create something that like would help men kind of like myself. And so I created a, I wanted, I read your book. Let me just go. I read your book. I started going through it. I was like, this is possible. This is a possibility. And so Yeah. I thought, okay. And I, I went through it. I did the Venn diagrams of like, like what kind of product to sell, what kind of like audience to create. And so I got started. I think I got a lot of things like out of, out of order. Out of order.
Speaker 1Yeah. A lot of people do.
Speaker 2Yeah. And so I got long story short is right now I have a great following. I have got about, well, I mean, not a great following, but I have about 6,000 or so people that follow my Facebook page. Great. And then I have in my, I, I, the traffic triangle in my Facebook group, I've got about 15, 1,700 guys. And then I have an email list of about 700, getting close to 800.
Speaker 1Good. More than enough to do damage here.
Speaker 2Yeah. My problem is, is I haven't been able to convert them to customers and this is the issue. And this is where I feel like, at least I think this is the issue. And this is where I'd like to maybe get your, um, get your take, get your insight is. I started with a supplement. Um, it's a, it's kind of like a cross between, um, a nootropic, you know, it helps you with your thinking, you know, clarity of mind, but it also is an energy management. So how's a lot of like B vitamins. It's a, and what I decided to do is I, I, I was taking it, um, a little bit of background. I was having some health issues. I went to this company here in my hometown. They actually are, they create supplements and stuff like that. And I said, Hey, could I white label this? And put my label on it. And they're like, yeah. And so we worked that out. And then I had this group and I put it out to them and it just seems like, it's like, man, that's no, what does it mean that you put it out to them? Great question. So, um, I've put it, that's maybe where I need help is I put it in, I put it in Facebook, right? I've, I've done some, not ads, like not paid ads, so to speak, but you know, created a post in Facebook. And then I talked about it and you said, look at this product. It's so great. You should buy it. Yes. Yes. And that's your problem. Exactly. And, and the other parts I've have put it in my email. I've tried to use, I've used some of the email swipes in the training. Um, and yeah, I just, yeah, it just hasn't taken off. And so you're talking about it here. Here's where I'm kind of thinking, talking about it with like Greg talking about it with, um, is maybe it's just a miss it's maybe just a mismatch, right? Maybe the guys. Nope. You're overthinking it.
Speaker 1So, so first of all, we're going to, we're going to back up here. We are going to back up because what, what, what is easy to do when you try something and it doesn't work is to go down the thought train of saying, I tried it. It didn't work. It's not going to work. It's never going to work. It was the product. It was the copy. It was the, this, and then you build this entire military defense around why it can and why it won't work. Imagine the line. Right. So, so, so I, I wanted to stop you before you started, building the army because you were like, I think it might be a mismatch. Oh, we're not even, we're not even go down, go down this route. Right. Right. Because it's a mismatch with the person. And what they really want is this. I should spend six months doing this. Yeah. Did you tell me that you took the product and you felt like it was helpful for you? Yeah. Yeah. Okay. I still take it.
Speaker 2Yeah. Okay. How has it helped you? Um, I just, I just feel like I have all day energy.
Speaker 1What was, what was it like before Scott? Like you went into this, you went into this medical facility for help. What was your life before?
Speaker 2It was pretty bad. Um, I mean, well, like when I say bad, like I had issues with, um, I had, I had this issue where I get sick. Like I used to be in really good shape. I was in the army. I was, uh, I was in, I don't know, 82nd airborne. I was ranger. Like I've been through a lot of stuff.
Speaker 1Okay. So pause here for a second. Men on the call. Tell me in the chat, how many of you can say that you used to be in really good shape? It used to be in really good shape. No, Tiffany's knows where I'm going. Come on, man. You don't want to, you don't want to admit it. I used to be in better shape. Yeah, here we go. Okay. Okay. So one, we've all, we've already hit one point in which 50% of the time, we've already hit one point in which we've already hit 50% of the dudes that follow you are going to be like, Oh yeah, me too. Okay. So you used to be in really good shape.
Speaker 2Please continue. So it used to be, yeah, I used to be in really good shape. You know, even when I left the, um, left the military, you know, 10, it's been a little longer than that. 15 years ago. Um, I, I tried to keep in shape and I did pretty well, but I, I don't know if I, I developed like this thing where I would, if, and I didn't even know what really happened five, six years ago, but I would get really sick to my stomach. When I exerted myself. So if I was like, go ahead. How old were you? Um, so I was in my, uh, so I'm 45 now. So I was like in my late thirties.
Speaker 1Okay. So in your twenties, in your early thirties, you used to be in really good shape and you did what you were supposed to do where you were trying to keep up with it and trying to stay active. And then in your late thirties, early forties, all of a sudden your body just felt like it started to change. Is that right? Yeah. Okay. And when you would exert yourself, you would just start to feel nauseous. Yeah. And so what, and so, and so keep going,
Speaker 2what would happen then? Um, so yeah, I had to kind of back off my, my exercise and like where I used to really like it, I kind of started to be like, well, you know, this, this isn't fun, right? This isn't feeling good. So I, you know, like, I'm not, I'm not going to do it. Right. Like, and so that's kind of not worth it. Right. Yeah. It's not worth it. It's not, if I'm going to get sick, it's not
Speaker 1worth the risk of injury. It's not worth the soreness. You're not getting the results that you used to. Why the fuck do it? Right. A hundred percent. Okay. Keep going. Okay. Okay. Men can tell me in the chat or nod with your head or go like this in the green room. Does anybody see where I'm going here? Jason does a couple of you, a couple of you need us to keep going. Ben sees it. Okay. Keep going, Scott.
Speaker 2So, yeah. So I, I was trying to figure out what's wrong with me. I mean, I would still try to do stuff, you know, stay active, go for a little run here, do this, whatever, but yeah. When you can. Yeah. I get it in when I can. I took a job that, you know, before, you know, I, I usually get up early and do my exercise in the morning. I took a job and like to try to jumpstart the job, I was doing some consulting and I was doing it with like some like a heavy industry companies and local. So I'd get, I was getting up like at five o'clock just to get to, you know, when they started work at like six to do some consulting with them. So I, I kind of burned out my opportunities to, to work out. Cause you know, and I get, I don't know, just mindset. Life happens. Life happens. Do you have kids, Scott? I do. I got four. You have four kids. Okay. Well that changes things a little. I'm trying. Yeah, exactly. Yeah. I'm trying to help, help populate the earth. Yeah. And so trying to keep good people on the planet. So yeah, exactly.
Speaker 1Exactly. So, so you're 45 and you have four kids. Do they impact your workout schedule at all?
Speaker 2Do they impact your health at all? Absolutely. Absolutely. Um, and now, I mean, what's funny, is they impact it and it both positive and negative i have a son that's he's 11 now and he just he wants to be a football player he gets up like at six and hits you know goes down we have a little gym in our garage and like he's start he's after it like and
Speaker 1you're like man i'm a man i missed that you were so so you how old is your son he's 11 he's 11 so you watch your 11 year old son and you were like i remember when i had that much energy you watch your 11 year old son and you're like you keep being a football player man if i could go back in time and i could have your kind of energy i would be getting up hard and working out and i'm good i like i want to be the dad that empowers this 11 year old kid to to stay active to you know keep it as long as he can is is all of this true yes and but the other part of it too is like there's one second scott just notice i haven't talked i haven't said a damn thing about product yet exactly right i've not said a damn thing about product ladies and gentlemen not a damn thing so scott you were gonna say i think you had one more point and then i want to hear the story about you going to the doctor and being like
Speaker 2something right right on so like i'm jealous of him and like i'm not just jealous but like shamed by him in a little bit like here's my 11 year old son getting after it yeah and i'm 45 you know i used to be a ranger you know like all all of these things all of the you know coming out and i'm like oh my god i'm not jealous of him i'm not jealous of him i'm not just like i need to i need to step it up right and so yeah so he's had a positive impact on me so now i'm getting up i'm getting out you know i bought a rowing machine i'm doing in fact i hit my goal today to get 15 minutes of rowing in so
Speaker 1so so so great but you're going a little bit ahead because there was there was a point at which you're like i gotta go do something what was that point in which you went and said i gotta go
Speaker 2do something i think it's when i looked at my weight yeah i saw my weight and i was like that that number seems a little off um and so yeah and and then the other part about it is i think this the psychological end of it was a little bit as like i want to i want to be there for my kids i want to want to be able to do stuff with my kids into my later years right like yeah i mean i got started a little bit late for having kids like um you know i didn't have kids till my early 30s which i mean probably not but like um these days you're early yeah these days i am early but i mean my dad kind of had i
Speaker 1mean i was 27 and i'm running around with kids and my my my friends are like 40 and like i'm thinking about having a family like my kids will be out of the house when i'm your age
Speaker 2i mean it's just you know culture right it's the culture i grew up in but like um but the thing about it is is like i look at my dad like my dad is he's in fairly good shape he's 80 you know like he still picks up my kids and take some fishing okay so i want
Speaker 1you to go i want you to fast forward to going to the doctor okay so i i went to a lot of doctors actually i went to store the plot thickens ladies and gentlemen these b vitamins are getting sexier getting sexier all right so yeah i went
Speaker 2just for the sake of
Speaker 1time i want you to go to tell me the day that you went to the clinic so
Speaker 2i went to this clinic this lady her name all right well i went but she well she did this thorough very thorough um what's called physical she did very thorough physical she checked everything right oh boy this story's getting good she checked everything you know i mean everything under the hood she you know she she checked everything and that's becoming a novel yeah like it it was it was one of those it was one of those you know just make sure there's only one hand on your shoulder that's her i'm sorry but like 51 shades of scott here it goes i had to talk to my wife about it afterwards like yeah it was therapy it was yeah yeah i had to had you know it's caused some more no it was but it was a very thorough thorough physical it was that'll give you
Speaker 1some energy okay so
Speaker 2she did a deep blood test you know like more than they normally do and stuff and at the end she's like okay hey here's what i recommend and she's like i i do take some like um just from my time in the military i have some have some things i'm dealing with uh like psychologically you're right and i'm like okay i'm gonna do this i'm gonna do this i'm right and so yeah and so like we i went through that uh she went through that she's like keep taking those things i'm not gonna tell you but here are some other things here's some supplements that you should take yeah and kind of lined me up with them all of them were great and they all made them right here locally and i was like gosh this makes sense and so i um i bought them and and the one that is so here's
Speaker 1here's so first of all like your path you are passing over some of the best stuff okay right so so i just i just want to stick this in here before you get too far away this story of like ptsd and military and stuff like that is is rich right if you like if you're willing to talk about that because a lot of guys have that right they're like i go to therapy right i've taken meds before right like i've like the more that you talk about that like the dark stuff okay that's and i just mean from like an from an audience connection perspective this this is really strong like i can i can tell i once saw an ad that said i did therapy it didn't help i took lexapro it didn't help i took this it didn't help but i took fish oil and liposomal vitamin c and it changed my life and it was like wow okay everybody who has ever tried any of those things is like i don't even know what it is is but i'll take liposomal vitamin c and and whatever else i said fish oil right and it was such a gripping part of the sales message because i was trying all those things at the time right so so my my point in bringing all this up is pain is what makes people take action and what you did in your product release to say i've got a great product it'll give you more energy it'll let you kill it in the gym and meanwhile just like you've got the military defense of this product isn't going to work your audience has a military defense about why your product won't work for them for example and i don't i don't just mean your product any product any solution because you can say this will make you feel good and give you energy and i look at it i'm like bro i am 45 years old i used to have it and i don't i've done lexapro and fish oil and gone to doctors and this there ain't no way your b vitamins are going to make me feel better it has nothing to do with you but you've shown no ability to connect with what i've really struggled with and my beliefs about your b vitamins you see where i'm going with this yeah so how do you bridge this gap how do you go from i've got something that i know will help them to them actually making an order so that i can serve them so that i can follow up with them so i can get reviews from them so that i can have testimonials and content like jason has and be running ads to it and be be telling their stories publicly you talk about the transformation i was here this is what happened now here's what happened right russell brunson calls this the epiphany bridge my life was this then this happened i walked across the bridge and now my life is like this that's your basic storytelling arc right there my use my life used to be like this then this happened now my life looks like this another way to do that consistently is for you to document your own transformation that means being really humble and honest in front of your audience of 7 000 guys and saying like first post i went to the doctor and these are my labs right you post a picture of that shit and you're like and then it's how did we get here i used to be in shape i used to do this so i'm on a journey now to reclaim my health post number two my doctor gave me these supplements like i'm going back if we could do it all over again right you'll have to find a way to retroactively do this but if you were to go back in time and then say doctor gave me some b vitamins i'm pretty sure these aren't going to work and then day three i'm feeling pretty good hey i hit my 15 minute goal on the rowing machine today i really think these supplements are helping now like that's not great but it sure is better than here's my product you should buy it
Speaker 2yeah no that makes a lot of sense because i mean i i i haven't done it as in depth as what you just explained like i have been kind of like i do a facebook live like every morning after i do my rowing like hey i did my rowing today and you know but i haven't connected the supplement to it and i think i i think what you just said like i've created this defense around the supplement and like oh it's not working just you know toss that aside and just you know let's figure something else out but maybe i guess what i just need to do in doing that like you mentioned the facebook posts i do do a facebook i do i just get on my phone do a facebook live and then i i have been trying to do a facebook live and then i i i have been trying to do a facebook live trying to make some videos and post them on, um, on YouTube, I do send out a newsletter. Um, and doing that, just, just maybe you probably already answered this question, but just make like clarifying for myself, would you recommend just post that just in each of those venues, if you will, or each in those situations,
Speaker 1you're overthinking the strategy. Okay. And I want you to overthink the connection with your audience. That's what I want you to put your effort and your thought into. Okay. So, so what is your Facebook group called?
Speaker 2Called the quiet warriors. That's, that's kind of my brand is quiet. Would you say that most of
Speaker 1your audience relates to your story or is in a similar boat as you 45 used to be in shape, finding their way in the world?
Speaker 2That's a good question. Um, I think so. I need to find that because this
Speaker 1is, this is what I have. Actually, I take that back. You don't need to find that out. You just need to decide if that's who you want to target and then start speaking to them.
Speaker 2And I think that's right. Cause what I did do, and again, like when I created my Facebook following, if you will, and stuff like that is like, I, I put out a message that wasn't necessarily tied to the supplement, right?
Speaker 1It was like, well, you shouldn't, you know, you shouldn't, let me say something very emphatically, Scott, you have done all of the right things up until product launch. Like you've done, you've, and I mean that as a compliment, most people get the product launch right. And they ignore all this other stuff. You've done the hardest stuff very well. Thank you. Which means you're really close. Like you're way closer to the million than most people, because this is the easy part. This is the fun stuff. This is my, this is what I want you to do. I'm just going to give you like, do this. I want you to start a new series in your group, a new theme. Um, and it come up with a name for it. What did you say the name of the group was quiet warriors, quiet warriors. Okay. Okay. So, um, the, the name that that's coming to mind is the not so quiet warrior. Like what, what's it look like to be, you know, I've been a quiet warrior for, for 10 years and I'll tell you how I got here. And the warrior has been kind of dead inside of me. And I watched my 11 year old son and I'm like, I don't want his warrior to be quiet. Right. I want his, I want his word to be loud, you know? And I, and my, I saw my 11 year old son wanting to be a football player. And I were in any, any, any, he almost shamed me. I was like, I used to, I used to attack stuff. I'm talking in your voice, right? Yeah. I get it. I, I, I saw in him what I used to see in myself. And then I wish I would see in myself again. I'm I've gone to the doctor to try and find out what the hell is wrong with me because I just don't have it anymore. And I'm, I'm on a mission to solve this. Like I'm, I'm not going to, I'm 45. I'm, I'm at half, I'm at halftime. Right. And like, I'm not going down. I'm not going to, I'm not going to play the second half. Like I played the first half and I'm, I'm going to, I'm going to reclaim the not so quiet warrior, the loud warrior. I'm going to just reclaim the warrior. I've, I've been quiet. I've been only the quiet part of the quiet warrior. Now I'm going to go find the warrior part of the quiet warrior, right? Say this, however you would say it, but you're going to start a new series. And then you start telling your story about this is what happened. And this is what I started to see. And I went to the doctor and the doctor gave me some supplements and, and like, it's not a magic pill at all, but it's really helping. Like it's, it's, it's really helping if any of you want the, and some people like, what's the supplement, what's the supplement that like, they're just going to be like, what, what is it? What is it? And you're like, honestly, it's just like a collection of B vitamins with a couple of local things. And they'll be like, send me a link, send me a link. Like the more that you talk about the problem and where you're going, the more the natural demand for the supplement will start to generate as opposed to, this is my product. This is my product. I've got my military wall against this. And then your, your profitable product launch will smash.
Speaker 2Awesome. Dude, that I, I'm going to rewatch this. Cause I know these get re this is dude, you're the best. I knew I was like, I was going to give my thought. I was like, I'm so glad I'm going to Capcom, but I was like, Ryan's going to be like, you know, people are gonna be talking to him. There's no way I can. And I, I was like, dude, I was going to, cause I know you're like my rates, like a thousand dollars. I was like, I'm going to save a thousand dollars just to get half an hour with Ryan just, but I so much appreciate this friend. Cause like you have just, yeah. Cause I couldn't figure out that bridge, but you figured it out. Like, and so you, you, you dude, you're I, yeah, I, I'm going to, I'm going to put, I'm going to do something. I I'm going to send you, I'm going to bring you my, uh, a quiet warrior logo. That's what I've been doing to, that's my lead magnet, if you will, to get people to sign up for my, um, I'm going to bring you one. What do you do for, what is your primary occupation? So I, my, I work at the local university here. I, um, I actually just finished a really cool project. Uh, it's called the, we call it the construction combine. Um, my job is to go out to help like businesses create, uh, you know, figure out the training that they need. And so like I, I go out and then I come back to our local university and see if we can do that training.
Speaker 1There's, there's someone I want you to meet at Capcom, write this name down and just look for them. Just go like this because you're going to be looking for them. Okay. This is, this is your Jason Franciosa, Brooke Castillo moments. The person that you need to meet at Capcom is Kyle Carmen, C-A-R-N-O-H-A-N-O-H. Shake his hand and said, Ryan said, I need to meet you. And he'll be like, Hmm. Okay. You've got a million dollar
Speaker 2business in you. I promise. Awesome. I, dude, I so much appreciate this. Like, yeah, thank you. I mean, you're welcome. I'll see you next week, Scott. Hey, we'll see you next week. Thank you so much.
Speaker 1Did you notice how, when we broke apart this business and the person that he's trying to serve, it's really clear that Scott has a product and a vision and a business that can serve this person is going to have raving fans, repeat customers, really strong reviews, because we just needed to tweak a little thing about the business. If you go through the process of building a tiny little audience, you have what you need in order to have a successful launch that at least gets your first product to 25 sales a day. You do that four times. You got four products at 25 sales a day, a $30 price point. That's a million dollar business. We do that four times. You got four products. We just released a new sprint inside the 1% that will help you build your audience of at least a thousand people who are ready to buy from you and implement your traffic triangle so that you've got people seeing you in multiple places. And that's an audience of people who wants to buy from you. If you want to go through that sprint, go over to capitalism.com slash one, fill out the application, set up a time to chat with us, and we'll see how we can get you on the road to 1 million. And now a quick word from Tristina, Tim, one of our members from the capitalism.com. We joined the
Speaker 3incubator because we knew the things that we didn't know. So we didn't know e-commerce at all. And we needed that. We needed somebody to tell us where to go and what to do. Right now we are on track to hit the 3 million mark this year. However, I think next year is just going to double that. We have so many plans for the future and just executing the plan that the incubator brought us. It was fantastic. It was step-by-step what to do, how to execute it. And then if we did fumble the ball, we had somebody there to help us through it and walk us through. Our plans for the future, of course, this year we have 3 million and then next year, 6. And we're hoping to get to 10 million within the next three to four years. Freedom is everything to our family. I homeschool and I love that our family can wake up together every morning. Nobody's running off to school. Nobody's running off to work. If I had to work at a nine to five job, there's no way that I could also homeschool. I get to set my own hours and they're not as many hours as a normal job would be. So that's really fantastic. But again, freedom is everything for our family. And I don't, it's strange that our kids don't know any other way. Mom and dad are home every day. I would describe the capitalism community as family. I mean, you get so many tips from people. We give tips and I think that we're going to start to work with a lot of our fellow community members and everyone really is rooting for everybody else. Nobody is like in competition at all. Like everyone is everyone's biggest cheerleaders.
Speaker 1If you found value in this podcast and you're ready to go deeper, here are three resources where we can help you. One, you can grab my book, 12 Months to 1 Million on Audible or Amazon. It has over a thousand reviews and it's the playbook to building a seven figure business. Second, you can join our community, of entrepreneurs who are following a plan to build a 1% net worth by building businesses and investing the profits. You can get plugged in at capitalism.com slash one. And third, if you're looking to go deeper and build a seven figure business that you can sell, you can work closely with us inside the capitalism incubator and you can get on the waiting list and find out what we do over at capitalism.com slash Inc. That's capitalism.com slash INC.
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