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Welcome to episode four of $100 million dollars offers in this episode. We'll be

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coming the thought process behind making a grand slam offer value offer part

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one and value offer part two. It was such an in-depth media chapter. This is the

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meat and potatoes. This is where the rubber hits the road. This is where you

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actually make something that people cannot say no to as soon as you show it to

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them. I hope you enjoy and use it.

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Chapter eight value offer the thought process. If at first you don't succeed try try

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try again Thomas H. Palmer teachers manual. I want to do an exercise with you

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right now. I want to show you the difference between convergent and divergent

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problem solving. Why? So that you can actually create the grand slam offer that

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will become the cornerstone of your business. Convergent and divergent

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thinking. In simple terms, convergent problem solving is where you take lots of

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variables all known with unchanging conditions and converge on a singular

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answer. Think math. Example you have three salespeople who can each take 100

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calls per month. It takes four calls to create one sale including no shows. You

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need to get to 110 sales. How many salespeople must you hire? Deduced

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information. One salesperson equals 100 calls. Four calls equal one close. 100

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calls divided by four calls per close equals 25 closes per 100 calls. 25

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closes per rep. Go 110 sales total divided by 25 sales per rep equals 4.4. Since

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you can't hire 4.4 reps you decide you must have five answer and since you

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have three you hire two more. Math problems are convergent. There are a lot of

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variables and a single answer. We are taught all our lives in school to think

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this way. That's because it's easy to grade. But life will pay you for your

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ability to solve problems using a divergent thought process. In other words,

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think of many solutions to a single problem. Not only that, convergent

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answers are binary. They either write or wrong. With divergent thinking you can

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have multiple right answers and one answer that is way more right than the

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others. Cool, right? Here's what life presents us for divergent thinking.

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Multiple variables known and unknown, dynamic conditions, multiple answers. As

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such, I want to do an exercise with you right now that will engage the part of

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your brain that you will need to use in order to make something magical. I call

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it the brick exercise. Don't worry, it will take 120 seconds. The brick exercise.

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Right now, I want you to set a timer on your phone for 120 seconds. What you

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need to do, think of a brick. Write down as many different uses of a brick as

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you can possibly think of. How many different ways could a brick be used in life

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to provide value? Ready? Go. It's okay to write in the book or write on a note pad

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on the side. All right, stop. Now, before I show you my list, did you consider the

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following? How big is the brick? A tap of gum, three to five by eight, two to one by four,

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standard, two feet by two feet by six feet. What's the brick made of? Plastic,

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gold, clay, wood, metal? How's the bear shaped? Does it have holes in it? Does

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divots for interlocking? Now, as you think about that, can you think of even more

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uses for the brick than you probably wrote down? Well, here's my list. Paperweight,

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doorstep, building things, home for a fish and a fishbowl, plant holder with dirt

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holes, hold brick, as a trophy painted brick, rustic decoration, to brick a window,

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make a mural, tiny bricks painted, a wait for resistance training, a wedge under

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an uneven platform, pen holder for hold brick, children's toy, Lego bricks,

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flotation device, plastic brick, payment for goods, gold brick, stabilizer for leaning

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in something, retainer of value, holder for flagpole, hold brick, a seat, jumbo brick.

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Every offer has building blocks, the pieces that when combined, make an offer irresistible.

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Our goal is to use a divergent thought process to think of as many easy ways to combine

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these elements to provide value. So, if I were selling a brick, I would find out what

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my customer's desire was, and then devise how many ways I would create value with my brick.

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Now, let's do it for real.

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Chapter 9. Value offer.

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Creating your grand slam offer, part one, problems and solutions.

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ABC, easy as one, two, three, aw, simple as doughraining, Michael Jackson, ABC.

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When I started my gym, I struggled. I wanted so deeply to be successful,

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prove my dad wrong about my decision to start my own business, and prove to myself that I was

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worth something. But, tries I did, I couldn't even sell people into a $99 month bootcamp.

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People would say, LA Fitness is $29 a month. This is expensive.

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I even tried getting people to start for free. They said they wouldn't bother because $99

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a month afterwards was still too much, and they didn't want to start something they couldn't

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continue with. It's a new level of frustration when you can't even give your services away for

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free to people. I felt worthless, and I didn't know what to do.

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Thankfully, during this time, I was in groups with other gym owners, and I started hearing about

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marketers and books. I devoured everything I could, and as soon as I stumbled on dank Kennedy's

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books, I was hooked. In his books, he talked about making ears as the blog offers.

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Again, this theme of making an offer so good, people would feel stupid to say no, kept reappearing.

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But this time, remembering what TJ had told me, I did decided to go all in on this concept,

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rather than just do what everyone else was doing. But how? Everyone else was selling $99 per month

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bootcamp. How is I going to compete? So I decided to look at what we did differently. I thought,

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what do they really want? No one wants membership. They want to lose weight.

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Step 1. Identify Dream Outcome. I had heard of weight loss challenges, so I started there.

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Lose 20 pounds in six weeks. Big dream outcome, lose 20 pounds, with a decreased time delay,

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six weeks. Note, I wasn't selling my membership anymore. I wasn't selling the plane flight,

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I was selling the solution. When you are thinking about your dream outcome, it has to be them

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arriving at their destination and what they would like to experience.

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Step 2. List Problems. Next, I wrote down all the things people struggled with and their

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limiting thoughts around them. When listing out problems, think about what happens immediately

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before and immediately after someone uses your product or service. What's the next thing they need

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help with? These are the problems. Think about it in insane detail. If you do, you will create

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a more valuable and compelling offer as you'll continually be answering people's next problem as

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they manifest. So let's go ahead and list out the problems from a prospect's perspective as

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you think about them. What points of friction exist for them? I like to think about it in sequence

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that the customer will experience each of these obstacles. Again, channel insane detail,

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the more problems the better. Example problems list, weight loss. The first thing they must do,

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buying healthy food, grocery shopping. Problems. One, buying healthy food is hard,

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confusing and I won't like it. Two, buying healthy food will take too much time. Three, buying

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healthy food is expensive. Four, I will not be able to cook healthy food forever. My family needs

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will get in the way. If I travel, I won't know what to buy. Next thing may most do, cook healthy

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food. One, cooking healthy food is hard and confusing. I won't like it and I will suck at it.

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Two, cooking healthy food will take too much time. Three, cooking healthy food is expensive.

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It's not worth it. Four, I will not be able to cook healthy food forever. My family's needs will

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get in my way. And if I travel, I won't know how to cook healthy. Next thing they must do, eat healthy

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food. Next thing must do, exercise regularly, etc. Now we're going full circle here. Each of the

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above problem says four negative elements and you guessed it, each aligns with the four value

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drivers as well. Dream outcome, receive likely of achievement, time delay, effort and sacrifice.

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One, dream outcome. This will not be financially worth it. Two, likely of achievement,

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it won't work for me specifically. I won't be able to stick with it. External factors will

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get in my way. This is the most unique and service specific of the problem buckets. Three,

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effort and sacrifice. This will be too hard, confusing. I won't like it. I will suck at it.

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Four, time. This will take too much time to do. I'm too busy to do this. It will take too long

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to work. It will not be convenient for me. Now go ahead and list out all problems your prospect has.

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Don't let these buckets which are just meant to help your brain get going constrain you.

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If it's easier for you, just list out everything you can possibly think of. What I showed here

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isn't just four problems though. We have 16 core problems with two to four sub problems underneath.

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So 32 to 64 problems total. Yeah, I was there. No one or most people don't achieve their goals.

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Do not get overwhelmed. This is the best news ever. The more problems you can think of,

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the more problems you get to solve. So to recap, just list out each core thing that someone has to do.

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Then think of all the reasons they wouldn't be able to do it or keep doing it using the four value

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drivers as a guide. Now we go to the fun part, turning problems into solutions. Now that we have

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our dream outcome and all the obstacles that we'll get in someone's way, it's time to define our

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solutions and list them out. Creating the solutions list has two steps. First, we're going to

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transform our problems into solutions. Second, we're going to name these solutions. That's it.

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So let's take a look at our list of problems from earlier. What we're going to do is simply turn

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them into solutions by thinking, what would I need to show someone to solve this problem?

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Then we're going to reverse each element of the obstacle into solution oriented language.

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This is copywriting 101. It's beyond the scope of this book to get into, but simply adding how to,

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then reversing the problem will give most people new to this process a great place to start.

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For our purposes, we are giving ourselves a checklist of exactly what we are going to do

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for our prospects and what we are going to solve for them. Once we have our list of solutions,

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we will operationalize how we are actually going to solve these problems, aka create value in the

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next step. And I want to be 100% clear. You will solve every problem. We'll explore how together

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in the next step, problem, solution, problem, buying healthy food grocery shopping is hard,

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confusing. I won't like it. I will suck at it. It becomes how to make buying healthy food easy

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and enjoyable so that anyone can do it, especially moms. Buying healthy food takes too much time.

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How to buy healthy food quickly? Buying healthy food is expensive. How to buy healthy food for less

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than your current grocery bill? Buying healthy food is unsustainable. How to make buying healthy food

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take less effort than buying unhealthy food? Buying healthy food is now my priority. My families

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need to live in the way. How to buy healthy food for you and your family at the same time?

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Buying healthy food is undoable if I travel. I won't know it to get. How to get healthy food when

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you are traveling? Problem. Cooking healthy food is hard, confusing. I won't like it. I will suck at

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it. Turns into how anyone can enjoy cooking healthy meals easily. Cooking healthy food will take

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too much time. How to cook meals in under 5 minutes? Cooking healthy food is expensive and it's

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not worth it. How eating healthy is actually cheaper than unhealthy food? Cooking healthy food is

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unsustainable. How to make eating healthy last forever? Cooking healthy food is not my priority.

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My family needs to live in the way. How to cook healthy food despite your family's concerns?

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Cooking healthy food is undoable if I travel. I won't know how to cook healthy. How to travel and

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still cook. Problem. Eating healthy food. It's hard, confusing, etc. How to eat delicious food

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without following complicated systems? Problem. Exercising regularly. It's hard, confusing, etc.

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Easy to follow exercise system that everyone enjoys. Okay, that was a lot of problems and a lot

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of intuitive solutions courtesy of divergent thinking. You'll also notice that a lot of them are

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repetitive and that's totally normal. The value drivers are the four core reasons. Our problems

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always relate to those drivers and our solutions provide the needed answer to give a prospect

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permission to purchase. What's even crazier is that if even only one of these needs is missing in

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a solution, it can cause someone not to buy. You would be amazed at the reasons people do not buy,

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so don't limit yourself here. Brooke Castillo is a friend of mine who runs an enormous life

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coaching business. To give you a different take on the problem solutions list, Brooke sent me her

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list as she was going through this book to make a grand slam offer for a 90 day relationship course.

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Take a look to see this process through a totally different lens. The main takeaway though,

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don't be fancy. Just get all the problems down then turn them into solutions. Regardless of

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whether the offer you created is their own fitness, like the example, a relationship course,

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like Brooke, or something wildly different, like earaches, we now know what we need to do.

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Step four is the how and how to do it without breaking the bank.

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Free gift number five bonus tutorial offer creation part one. If you want to walk through the

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process with me live, go to acquisition.com trainings for slough offers, then select offer creation

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part one to watch a short video tutorial with yours drilling. As always, it's absolutely free.

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I also have a free offer creation checklist for you that you can swipe into me to put in your business

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and enjoy. Now we will read Brooke's list that she gave and she sent to me, which you probably

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can't see because you're listening to this dream outcome, amazing loving relationship in 90 days,

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no good options, no one's attractive, no one's available, boring, no chemistry, poor communication,

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not hot enough, sex isn't good, no intellectual stimulation, not enough effort in the relationship,

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no time insecurity, needs aren't being met too many unmet expectations, acting crazy emotional,

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relationship is dull, want different things, not get it relationships too much pressure,

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move too slow, fizzles out fast, sexual incompatibility, solutions list, how to get a list of

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prospective partners chosen in 90 days, how to be attracted to your chosen partner, how to feel

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available to your partner, how to make sure 90 days is exciting and never boring, how to create

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chemistry like you've never known, how to communicate in sexy, fun, meaningful ways, how to make the

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relationship hot by being hot, how to have great sex for 90 days, how to create intellectual stimulation,

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how to put the effort in the relationship for max return, how to make time for hourly dopamine

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love hits, etc. Hey guys, real quick, if you're enjoying the audio, just want to let you know,

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there's a physical copy and a Kindle copy available on Amazon for your consumption.

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I'm the type of person who likes to consume things in multiple formats and if I love a book,

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I buy every format because I like to have it on my phone, I like to have it on my desk, I like to

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have it when I'm listening in the car, I like to have it in every place I possibly can't.

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We also have an audible format if you just prefer listening to audible instead of podcast,

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you can do that too, but just figure it out, let you know.

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Chapter 10. Value offer. Creating your grand slam off for part two. Trim and stack.

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Cut, cut, cut. Friends to Rachel Green in friends. I divided this chapter into two parts because

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it's the media section in the book. It's also the most important. Without a valuable product or

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service, the rest of the book won't be as actionable. We just covered all the problems we're going to

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solve. The second half of making your offer is breaking down tactically what we are going to do or

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provide for our client. In theory, we'd all love to fly out and live with our customers to fix

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their problems, in reality, that wouldn't make a very scalable solution. We need our offer to

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be incredibly attractive and profitable. That being said, if this is your first grand slam offer,

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it's important to over-deliver like crazy. Maybe flying out isn't such a bad idea in the beginning,

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make some sales, then think about how to make it easier for your clients. You want them to think

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to themselves, I get all this for only that. In essence, you want them to perceive tremendous value.

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Everyone buys bargains. Some people just buy 100,000 dollar things for only $10,000. That's

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where we want to live. High prices, but a steal for the value. Like hopefully this book has been so far.

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Sales to fulfillment continuum. Something that is easy to sell is typically hard to fulfill.

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Most things that are hard to sell are typically easy to fulfill.

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In order to best absorb the notions of trimming and stacking, we need a mental reframe.

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Enter the sales to fulfillment continuum. Whenever you are building a business,

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you have a continuum between ease of fulfillment and ease of sales. If you lower what you have to do,

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it increases how hard your product or service is to sell. If you do as much as possible,

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it makes your product or service easy to sell, but hard to fulfill because there's more demand

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on your time investment. The trick and ultimate goal is to find the sweet spot where you sell something

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very well that's also easy to fulfill. I have lived by the mantra, create flow, monetize flow,

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then add friction. This means I generate demand first. Then with my offer, I get them to say yes.

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Once I have people saying yes, then and only then will I add friction in my marketing or decide

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to offer less for the same price. Practicality drives this practice. If you can't get demand

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flowing in, then you have no idea whether what you have is good. I'd rather do more for every

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customer and have cash flow coming in than optimize my business but have zero cash flow coming in

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after and have zero idea about what I needed to adjust to better serve my customers.

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Here's a perfect example to drive this home. When I started gym launch, gym owners reached out

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asking for help. They needed so much help I didn't know where to start, but I wanted to make sure

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they got more than what they paid me. So here's what I ended up doing to fill their gyms.

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I would fly out to their gym for 21 days, spend my own money on hotels, car rentals, eating out,

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advertising, generate the leads, work the leads, then sell for them. I would even do the first

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onboarding meeting with the clients to get them started. In short, I did everything. I took on all

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the risk. They only had to put $500 down to reserve their date, which I made refundable at the

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end of their launch. So they had zero financial risk, zero time risk, zero effort and the deal was,

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I got to keep all the upfront cash collected from selling their services and they got all the

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clients are free. You can imagine how this was a pretty compelling offer. On my own, I was able to

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sell about $100,000 per month and cash up front for myself. So these deals were very lucrative for

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me. Over time, I scaled that to a team of eight guys selling a month, but this began to wear in

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me and the team. It was at that point that I realized that if I were to simply teach them how to

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do what I did, I would charge maybe a third of what I would normally make, but I would be able to

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help hundreds of gyms a month instead of eight. And I could do it all while slipping in my own bed

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every night. My promise was fundamentally the same. I will fill your gym in 30 days. It was simply

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the how and the what I did that changed. The how and the what is what we are breaking apart.

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When talking to business owners about their model, I tell them to create cash flow by over

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delivering like crazy at first, then use the cash flow to fix your operations and make your business

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more efficient. This revision process can be pretty seamless. You may not even have to change

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what you offer. You may just end up creating systems that create the same value for the customer,

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but cost you significantly fewer resources. Ultimately, this is how businesses beat one another,

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understanding this will be important as you scale your business. Now that we've established the

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importance of the full-crumb and how to approach the sales to fulfillment balance at the outset,

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let's cover the last few steps of creating our grants I'm offering. To recap quickly, remember

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that we've covered identifying dream outcomes, step one, listing problems, step two,

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determining solutions, step three, step four, create your solutions delivery vehicle, the how.

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The next step is thinking about all the things you could do to solve each of these problems you've

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identified. This is the most important step in the process. This is what you are going to deliver.

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This is what you're going to do or provide an exchange for money. For the purposes of keeping

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creativity high, divergent thinking, think about anything you could possibly do. Think of all the

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things that it might enhance the value of your offer, so much though that it would be stupid to say

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now. What could you do that someone would immediately say, all that, seriously? Yes, I'm in.

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Doing this exercise will make your job of selling so much easier. Even if you come up with something

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you're not actually willing to do, it's okay. The goal here is to push your limits and jog your

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brain into thinking of a different version of the solution you'd normally default to. This is where

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you get to flex your entrepreneurial creativity. Remember, you only need to do this once, literally

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one time for a product that may last years. This is high value, high leverage work. You ultimately

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get paid for thinking. You got this. This should be fun. Go ahead and list out all your possibilities

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now. Then I'll take you through my example. I'll just use the buying food problem from earlier as

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an example. I like to group things by how many people I'm going to deliver this thing to at once.

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My list is below. At the bottom, I've given you my quote, cheat codes and quote,

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for how to think through this to get even more creative. Problem. Buying healthy food is hard

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confusing and I won't like it. If I wanted to provide a one-on-one solution, I might offer

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A, an in-person grocery shopping experience where I take clients to the store and teach them how to

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shop. B, personalized grocery list where I teach them how to make their own list. C, full service

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shopping where I buy their food for them. We're talking 100% done for them. D, in-person orientation,

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not at the store where I teach them what to get. E, tech support while shopping where I help

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them if they get stuck. F, phone call while grocery shopping where I plan to call them when they

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go shopping to provide direction and support in real time. If I wanted to provide a small group

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solution, I might offer A, an in-person grocery shopping where I meet a bunch of people and take

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them all shopping for themselves. B, personalized grocery list where I teach a bunch of people how to

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make their weekly list. And I could do this one time more every week if I wanted to. C, buy

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their food for them where I purchase their groceries and deliver them as well. D, in-person orientation

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where I teach a small group offsite what to do, just not at the store. If I wanted to provide a

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one-on-one solution, I might offer a live grocery store tour where I might stream me going through

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the grocery store for all my new customers and let them ask questions live. B, a recorded grocery

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store tour where I might shop once, record it and then give it as a reference point from that point

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onwards to my clients to watch on their own. C, a do-it-yourself grocery calculator where I create

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a shareable tool or show them how to use a tool to calculate their grocery list every week. D,

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pre-determined lists where each customer plan comes with its own grocery list for each week.

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I could make this ahead of time so they have it. Then they could use it on their own time. E,

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grocery buddy system. Rocket pair each customer with another which takes no time and let's them

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go shopping together. F, pre-made, instacart, grocery carts for delivery. Rocket pre-make,

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instacart lists so clients could have their groceries delivered to their doorstep with one click.

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As you see, the list can really go on and on here. This is just to illustrate the many ways to

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solve a single problem. Now do this for all the perceived problems that your clients encounter before

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after and during their experience with your product or service. You should have a monster list by

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the end of this. Product delivery cheat codes. What's that? You're having trouble being creative?

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I'm going to give you the cheat codes right now, kind of like I did with a brick example.

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Like the brick could be gold or plastic or half holes in it or be a Lego, etc. Here are my

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cheat codes for product, variation and enhancement and a visual to break down the process for you

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from my consulting deck for my private portfolio companies. Delivery cube. A, what level of personal

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attention do I want to provide? One on one, small group, one to many. B, what level of effort is

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expected from them? Do it themselves, figure out how to do it on their own or do it with them,

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done with you? You teach them how to do it or done for you, done for them, you do it for them.

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C, if doing something live, what environment or medium do I want to deliver it in? In person,

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phone support, email support, tech support, zoom support, chat support. D, if doing a recording,

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how do I want them to consume it? Audio, visual, written. E, how quickly do we want to reply

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on what days during what hours? 24, seven, nine to five within five minutes within an hour,

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24 hours a day? How do I want to support? F, 10x to one tenth test. If my customers paid me 10 times

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my price or $100,000, what would I provide? If they paid me one tenth of my price and I had to

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make my product more valuable than it already is, how would I do that? How could I still make them

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successful for one tenth of the price? Stretch your mind in either direction and you'll come up with

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widely different solutions. In other words, how can I actually deliver on these solutions I am

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claiming I will provide? Do this for each problem because solutions from one problem will give you

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ideas for others you wouldn't normally have considered. Remember, it's important that you solve

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every problem. I can't tell you the amount of times one single item becomes the reason someone

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doesn't buy. An anecdote, why we must solve every perceived problem. When I started selling weight

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loss, I insisted that folks prepare all their food at home. I found it too difficult to help clients

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lose weight when they ate out because they always blew their diets. Rather than solve the problem,

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I insisted they do it my way or not at all. As a result, I lost many sales. One month, I really

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needed to make some sales to pay rent. My next sale walked in the door. It was a business

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exact looking to lose weight. As we got into the sales presentation, she told me the program

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wouldn't work for her because she went out to eat for lunch every day. Normally, I would have

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lost the sale. I was a stakeholder for making people not eat out, but I really needed the money.

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Refusing to lose the sale because of this one thing I conceded. I'll make you a needing

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out guide for when you go to restaurants so you can eat out 100% of the time and still hit your

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goal. How does that sound? She agreed. And I closed the sale. I took the time to make an eating

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out guide for her. But from that point going forward, whenever someone said, but what about eating out?

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I had the solution. Over time, I continued solving obstacles with templates and trainings until

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there were no more one things to prevent my sales. This lesson has stuck with me to this day.

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Don't get romantic about how you want to solve the problem. Find a way to solve every problem

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a prospect presents with. When you do that, you make an offer that's so good people just can't

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say no. And that's what we're building here. Note, you must resolve every obstacle a buyer believes

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they will have to convert the highest amount of people. That's not to say that if you don't,

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you won't sell people, not at all. You just won't sell as many people as you otherwise could have.

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And that's the goal to sell the most people for the highest possible price with the highest possible

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margin. Step five, trim and stack. Now that we've enumerated our potential solutions, we will have

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a gigantic list. Next, I look at the cost of providing each of these solutions to me, the business

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owner. I remove the ones that are the highest cost and lowest value first. Then I remove low cost

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low value items. If you aren't sure what's high value, go through the value equation and ask

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yourself which of these things will this person one financially value? Two, cause them to believe

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they'll be likely to succeed. Three, make them feel like they can do it with much less effort and

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less sacrifice. And four, help them accomplish their goal and see the result they want in far less time.

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What should remain or offer items that are one, low cost high value, or two, high cost high value?

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Example, let's say I moved in with someone and did their shopping, exercising and cooking for

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them. They would probably believe they would definitely lose weight. But I am not willing to do that

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for any amount of money short of a gazillion dollars. The next question becomes, is there a

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lesser version of this experience that I can deliver at scale? Just take one step back at a time

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until you arrive at something that has a time commitment or cost that you are willing to live with.

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Or obviously, massively increase your price so it becomes worth it for you, i.e. the gazillion

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dollars to live with someone. If there's one type of delivery vehicle to focus on, it's creating

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high value one to many solutions. These will be the ones that typically have the biggest

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subscribe and see between cost and value. For example, before I started my gym, I had an online

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training business. I created a small excel sheet application that after inputting all of someone's

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goals automatically generated 100 meals perfectly suited to their macro nutrient calorie needs.

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Better yet, depending on which meals they selected, it would tell them what they needed to buy

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at the grocery store in exact amounts and how to prepare them in bulk for the exact amounts.

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It took me about 100 hours to put together this entire thing. But from that point going forward,

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I sold truly personalized eating plants for very expensive prices, but they only took me about

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15 minutes to make. High value, low cost. These types of solutions require a high one-time cost

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creation, but infinitely low, additional effort thereafter. FYI, this is exactly why software

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becomes so valuable. That doesn't mean you don't want to ever do something in a small group,

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or 101 model. After all, I do 101 with all my portfolio company CEOs that we help scale past

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30 million plus. You just want to make sure that you save those high cost items for big value ads

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only. If you think you can accomplish the same value with a lower cost alternative, then do that

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instead. When I was running my gym, I went through this exact exercise and created,

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walking blueprints, and eating out system, a travel eating and workout guide, meal plans for

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every bodyweight and gender, a grocery list calculator, plateau-busting meal plans for when they got stuck,

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fast cooking guides, partnered with a meal prep service, and did in-person nutrition

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orientation with every client 101. Many of the one-to-many solutions require more work up front,

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but once created, they become valuable assets that create value in perpetuity. It's worth putting

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in the time to create these because they will create high margin profit four years to come.

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Real talk. The meal plans I made for my gym have been used by 4000 plus gyms now,

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and literally hundreds of thousands of people. They are simple and easy to follow,

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so they've provided ample return for the week or two of dedicated time I spend making them.

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And if you ever have the desire to build a repeatable business model,

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something that scales, these assets you create will become the bedrock. This book, for example,

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is a high value asset that is low cost overall. Sure, it costs me a lot up front. But each

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additional book I sell after my first one will cost me very little and provides tremendous value.

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The final high value deliverable. Let's sum this up before we configure our final high value

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deliverable. Step one, we figured out our perspective client stream outcome. Step two, we listed

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out all the obstacles that are likely to encounter on the way. AKA, our opportunities for value

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creation. Step three, we listed out all those obstacles as solutions. Step four, we figured out all

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the different ways we could deliver those solutions. Step five, A, we trimmed those ways down to

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only the things that were the highest value and lowest cost to us. All we have to do now is

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step five, B, put all the bundles together into the ultimate high value deliverable.

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So let's go back to the example. We see our prospects struggled with the following,

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buying food. How anyone can buy food fast, easy, cheaply, which we turn into,

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foolproof bargain grocery system that'll save hundreds of dollars per month on your food and take

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less time than your current shopping routine. $1,000 of value for the money it'll save you from

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this point on in your life. A, 101 nutrition orientation, why explain how to use. B, recorded grocery

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store. C, do it yourself grocery calculator. D, each plan comes with its own list for the week. E,

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bargain grocery shopping training. F, grocery buddy system. G, pre-made Instagram grocery carts for

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delivery. H and a check-in view text weekly. Cooking, to solve this problem, ready in five minute

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busy parent cooking guide. How anyone can eat healthy even if they have no time. $600 value from

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getting 200 hours per year back. That's four weeks of work. A, 101 nutrition orientation where

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I explain how to use. B, meal prep instructions. C, do it yourself meal prep calculator. D,

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each plan comes with its own meal prep instructions for the week. E, meal prep buddy system. F,

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healthy snacks and under five minutes guide. G, weekly post they can tag me in for feedback.

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To solve the eating problem. Personalized liquor fingers good meal plans so good it'll be easier to

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follow than eating what you used to cheat with and cost less $500 value. A, 101 nutrition orientation

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where I explain how to use. B, personalized meal plan. C, five minute morning shake guide. D,

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five minute budget lunches. E, five minute budget dinners. F, family size meals. G, a daily

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picture of their meals. H, 101 feedback meeting to make adjustments to their plan. Which FYI was

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an upsell exercise problem. Fat burning workouts proven to burn more fat than doing it alone.

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Adjusted to your needs so you never go too fast plateau or risk injuries $699 value.

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Just off the traveling problem. The ultimate tone up while you travel eating and workout blueprint

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for getting amazing workouts in with no equipment so you don't feel guilty enjoying yourself.

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$199 value. How to actually stick with it. The never fall off accountability system.

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The unbeatable system that works without your permission. It's even gotten people who hate coming

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to the gym to look forward to showing up. That's not our value. How to be social. The live it up while

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slimming down eating out system that will give you the freedom to eat out and live life without

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feeling like the odd man out. $349 value. Total value. $4,351 all for only $599.

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Author note. Most of our facilities now sell this bundle for longer periods of time.

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For $2,400 to $5,200. As we got better at creating a monetizing value, the prices and

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profit of our facilities skyrocket. Once you start this value creation process,

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each additional piece of value creates stacks up over time. This is why it's important to begin.

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Can you see how much more valuable this is than a gym membership?

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The bundle does three core things. One, it solves all the perceived problems, not just some.

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Two, gives you the conviction that what you're selling is one of a kind. Very important.

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Three, makes it impossible to compare or confuse your business or offering with the one down the street.

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We finally have what we are going to deliver in all its glory. That being said,

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it's unlikely we would present it this way. Depending on whether we sell 101 or one to many,

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we would present this differently. I will address how to present each of these bundle

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items in the bonus section, which is the next section. Summary points. We went through this entire

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process to accomplish one objective to create a valuable offer that is differentiated and unable to

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be compared to anything else in the marketplace. We are selling something unique. As such, we are no

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longer bound by the normal pricing forces of commoditization. Prospects will now only make a value

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based rather than a price based decision on how they should buy from us. Hurrah. Now that we have

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our core offer, the next session will be dedicated to enhancing it. We will employ a combination of

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psychological levers, bonuses, urgency, scarcity, guarantees, and naming.

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Free gift number six bonus tutorial offer creation part two. If you want to walk through this

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profit maximizing trimming and stacking process with me live, go to acquisition.com for slash

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training for slash offers. I also have some free checklists for you that you can use as always.

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It's absolutely free. Hey guys, hope you enjoyed the value offer part one and part two.

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And the real meat potatoes of making something so good, people feel stupid saying no. Next episode,

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we've got another heater coming up, which is the next section of this, which is offer enhancers.

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And we're going to talk about probably my two favorite and some of the ones that move the needle

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the most, scarcity and urgency. And believe me, you've never seen people move and take their

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credit cards out fast, unless or until you master those two things. All right, so I can't wait to

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see see what you guys use from the scarcity and urgency section. And I'll see you in the next episode.