SFR 139: Walt Disney's Stack Slide...

Sales Funnel Radio

I wanna dive deep into Disney's offer...

What's going on everyone it's Steve Larsen and you're listening to Sales Funnel Radio...

I've spent the last four years learning from the most brilliant marketers today. And now I've left my 9-5 to take the plunge and build my million dollar business. The real question is, how will I do it without VC funding or debt, completely from scratch?

This podcast is here to give you the answer...

Join me and follow along as I learn, apply, and share marketing strategies to grow my online business, using only today's best internet sales funnels. My Name is Steve Larsen and welcome to Sales Funnel Radio.

What's up, guys? Hey, just barely got back from Disneyland and it was a bunch of fun. Brought the whole family over and had our first kind of real vacation ever, and it was a lot of fun. We went and we stayed at a Disneyland hotel and it was kind of nice, especially with little ones.

We could kind of monorail in and out of the park when we wanted to and get in an hour early. Anyway, even with a four-year-old and a two-year-old and my wife being pregnant, we still pretty much went on every single ride at Disneyland and California Adventure. And it was just a bunch of fun.

It was really fun to go do that...

And as we were walking around my wife and I could not help but just kind of contemplate the crazy journey we've been on for the past two years and just to look backward and go, "Oh my gosh. Two years ago there's no way we could have afforded this for all the things we were doing and the experiences."

I always read stories, I always heard stories of guys that'd be like, "Yeah, man I went on vacation. I made more money on vacation then we spent to get on there, and we spent a lot." And I was almost in disbelief.

I would listen to those stories and be like, "Okay, that's cool for that guy, there's no way I'll ever do that." Or I had to work from that place to believe to a spot where I felt like I could actually do that. And it was crazy because it happened. It was amazing. I'd be on a ride, I'd come out and be like, "Well, got seven more sales on that ride."

It's crazy how much, anyway...

So if you're like, "Man Steven, I don't know if this stuff can work or whatever." Just use myself as a point of reference an realize that oh my gosh it's completely doable for wherever you are. And keep moving forward on it. One of the fastest paths to cash that I've ever found ever is selling info products, and doing it through webinars.

You guys know that you guys know I'm a huge advocate of that, and obviously using Click Funnels to do so...

Anyway, it was fascinating though to walk around and see that and look at that. And we'd be like, "Man, we just spent like $100 more just to go hang out with Goofy one morning." You know what I mean? Just like really interesting stuff that we would never have been able to do that kind of stuff.

I mean overall, it was like five grand but it was a ton of fun and it was really, really cool to have that experience with the family, with the kids. And more importantly, I think it was just this really cool milestone for my wife and I, and what we've been doing, and what I've been working on, and all the stuff that we've been doing and going forward on it. It was cool, it was very rewarding. Very, very rewarding to sit back and be like, "Holy crap."

It's the first time I really stopped...

I felt like I was in a bit of a funk there for a little bit and I talked to Russel about it and he was like, "Dude, we've been running hard for so long, this is the first time we've had a chance to breathe."

It's like maybe that's it...

So, anyway, it was a bunch of fun.

Totally got rejuvenated. Very excited for the day. Got a chance to get up work out this morning, do my hit training and scream like crazy on Instagram. If you guys aren't following me on there I think you guys would like it. I get to do really official episodes and thoughts here, however, a lot of the smaller day-to-day things and isms that I'm going through and learning I like to drop on Instagram now, so anyway, would love to have you guys follow me there if you want to.

It's Steve Larsen HQ, that's my handle...

Hey, I wanted to drop something out to you guys here. There was an interesting question that kept getting asked right before I left actually. It was about a couple of weeks ago, two weeks ago. We were there for a week. And right beforehand some interesting questions started getting asked, and one of them was, Steven, how did you get so good at offer creation?...

And I just said the answer, "It's practicing." I practice offer creation like someone would practice their sport, I do, I practice it. It's one of my favorite things to do on an airplane, for some reason. Put some music on, for some reason, 30,000 feet, little caffeine and some dubstep, man you can make some sweet offers. But I'll do that a lot.

I do it a lot for the eComm space a lot. That's a fun one to practice on. I'll pick a random industry and I'll start creating an offer. So, what I wanted to do real quick, it was hard for me to not see the offer that was being handed over to us throughout our Disney experience. I wanted to go through and as an example of how I practice offer creation, I want to use Disney as an example.

So, I'm going to show you what their offer is. You're going to see it, you're going to go, oh my gosh. But I want to point out why it's the offer, what they're doing, and when. They definitely have upsells. They definitely have continuity they're offering. They're breaking and rebuilding belief patterns.

Anyway ... It's pretty strong to see what their culture is. Fascinating stuff, right?

So, one of the ways to think about this because there really are a lot of ways to create an offer, there's a lot of modalities to do so. You can do it through Ask campaigns, and do it explicitly off of what the market's telling you to do, which is great. But if you do that you still have to come in with your own glaze and creativity to make something that's new.

It can't be completely reactionary. It has to be reactionary with a little bit of the ingenuity. You could do it straight off of finding out what false beliefs are, which kind of gets gleaned from Ask campaigns, they might be one and the same.

Another way to think about this offer creation thing if you're like, "Steven, I have no idea how to come up with this offer. I have no idea how to create an offer. I don't get it."...

Here's another way to think about it and look at it. Whatever your main product is, whatever the main product is, let's say it's socks. Whatever the main product is, let's say you're selling socks, you're selling on Amazon, I don't care what it is. You're selling socks or you're a retail store and you sell food.

Think through when you sell your product to somebody, you have to understand that it is like the laws of nature that when you create something you also create something else. When you create something, when you give a product to somebody else you hand them a solution to a problem, but you also hand them a problem.

Most of us don't think of our businesses in that light. And this is where a lot of opportunity actually lies. And if people can learn to see this it is very easy to create offers very quickly.

And if you're like, "Man Steven, I don't totally understand." A lot of people reached out and be like, "I don't understand this whole false belief thing, what is that? I don't understand how does this all happen from the ..."

Another way to think about, if that whole side totally confuses you, one of the ways to do it is to sit back and think to yourself, "What follow-up problem do I create for my customer when they buy my product?" When I had it over ... It's the nature of all opportunity. In order to get the opportunity, you have to solve a bunch of problems.

One of my classic examples is the Olympics. The Olympics just happened. Winter Olympics, my family I grew up skiing like crazy a lot actually.

By the time I was five we were skiing hitting the slopes a lot. All we wanted for Christmas was a ski pass so we'd go 20-25 plus times in a season.

And we skied a lot as a family, and it was just a bunch of fun...

But in order for me to be a really good skier, let's say an Olympic skier, there's a lot of problems I have to go solve in order to get that opportunity. There's a lot of problems I have to solve in order just to qualify for the opportunity to do something like Olympic skiing. What's my coach? What's my diet? What's my daily schedule like? Who am I coaching with? Who am I conveying myself to? What are the times I have to hit? What's my ski's like? What are the brand of my skis? Are they polish are they wax? You know what I mean?

There's a bunch of stuff that you have to go solve, not just to qualify for the opportunity but when you actually get it there's a lot of other follow-up problems.

Let's say I go and I actually get a gold medal in Olympic skiing. What happens? I have to turn around, there's a lot of other follow-up problems that you have to solve. Are you going to do it again? Are you going to stay with the same coach? Who are you going to train with? Who's the person you're going to be competing against? What's the diet? It's more problems. Sometimes it's more of the same problem, but you have to think through this.

And another way to think of it is, what's the follow-up problem I create for my customer when they're using my product? That's the basic question to ask. I have a product, I go forward, I show them the product, there's follow-up problems.

Let's take Disney and what I want to do is I want to walk through Disney's offer with that question in mind. So, let's say I'm Walt Disney. 1955, that's when Disneyland started, I believe. 1955, and I'm Walt Disney, and I'm sitting back and I'm like, "I want to make a sweet theme park." And he's like, "Cool, I'm going to go make a cool theme park." And I start making this theme park and I'm like, "Sweet."...

People are like, "Hey this looks really, really cool." And let's say they call me on the phone. What would be some questions that somebody would ask me about my theme park? These are the follow-up problems.

"Oh my gosh, you know this is super cool but I just don't know where I'm going to stay." The follow-up problem I have created for my customer is I gotta know where a hotel is.

Like, "Oh, you know what this is so cool but I don't know what I'm going to eat." The follow-up problem I've created is they now need to find some food. Does that make sense?...

Transportation, "I don't know how to get there." Does that make sense? This one way to think about that. And so, a by-product of Disneyland the theme park, a byproduct, the business, the side business that they had to get into in order to sell the theme park, they had to get into hotels.

They have hotels. They had to get into the restaurant business. They've got restaurants all over the place. They had to go and they had to get into some kind of transportation business. We took this cool bus into the ... We stayed at the Disneyland Hotel, it was really fun. Does that make sense?

When you hand your product to somebody else, yes you do create, you solve problems, but you also create problems. And when you are a smart marketer who can foresee the problems that you will be creating for them and then you solve those problems, my friends that is one of the keys to creating an amazing offer.

Think of Click Funnels, for example, you guys all know I'm a forever die-hard Click Funnels fan. Russel Brunson comes out he's like, "We're going to make this thing called Click Funnels," or he and Todd. And they go and they put the whole thing together. What's the follow-up problem he created for us? What is it? "Crap. This tech stuff is like figured out now, I actually have to know how to freaking market now."

Russel's like, "Don't worry about it. We got a butt load of info products that's going to teach you how to do the exact same thing." Does that make sense? "Crap. I don't know what to write."

"Don't worry about it. We created Funnel Scripts." Does that make sense? Whatever product you've got there's a follow-up problem, lots of them, that you created for your customer. And if you can just go solve the major ones that you can foresee and bundle it with the original product, man it's like so easy to destroy your competition because they're not thinking that.

Most people are not thinking that...

Instead, they just have their product and like, "This product's the best. This product's the best. Best, best, best, best, best ..." And like, "Okay, cool."

I remember when I was a traffic driver for Paul Mitchell in college. It was one of the Paul Mitchell schools and we ended up chatting with and working with either other Paul Mitchell's down in California. Anyway, it was a bunch of fun.

Bunch of fun...

Well, we were driving traffic to them but the follow-up problem that we created for our customer, Paul Mitchell Schools, that we didn't realize we would have, the follow-up problem that we created was, "Oh my gosh, I don't know if their websites good." We were just driving it to a flat website, we didn't know any different at the time.

It was like four years ago, five years ago. And we were driving traffic directly to their website. And then they're like, "Sweet we're getting lots of traffic but why isn't it converting?"

And I was like, "Crap." And I had to go learn what makes websites convert. And then I was like, "Crap. They don't. I gotta make funnels." And I had to get into the business of the follow-up problem. And that literally guys is actually what put me into funnels. That's what got me started in funnels.

Working for Paul Mitchell, realizing we were driving lots of traffic and it was not converting. And I was like, "Crap. How do I make websites convert?" And then websites weren't converting. And then I went through and I found what funnels were. Does that make sense?

That's literally ... I was trying to solve the follow-up problem. Some of you guys are too concerned with the actual product itself.

Now, it's great to be concerned with the product, obviously, be really, really concerned with it. It's gotta be amazing, obviously, it's gotta over deliver. I'm a huge fan of if you over deliver in the present it sets up your success in the future.

That's one of my little isms...

Over-deliver it's awesome. But if you can foresee the follow-up issue that you created, solve that problem, and then give it away or bundle it when they buy the original product, oh my lanta, you're in business. Does that make sense? So, I was thinking through a lot of their ... like that's their core thing.

You think about like one of the things we always try and teach you and I want you to get as well, you've gotta understand what the core of your business is. One of my favorite books is the book Rework I love that book Rework, go buy that book, go read it. Very, very good, one of my favorites, definitely a top 10.

And in there it gives the example, can you have a hot dog business without ketchup? Sure. Some people won't like it but you could, right? Could you have a hot dog business without the bun? Technically. Could you have a hot dog business without the hot dog? No. Right? Figure out what the core of the business is, that is the core of the business.

Disneyland the theme park is the core of the business. So, let's think this through on a stack slide real fast. Okay. This is a bit more of a technical episode, hopefully, that's cool with you guys. But, let's think through the main item, the first thing on a stack slide is the main item. Theme park.

That's the first thing that we're delivering...

The second thing on the stack slide is what I call the anchor product, it's what they really want. They want to go to the theme park but why? They want to go to the theme park because of the rides. They want to get on the rides, they want to go and they want to experience thrills and you're selling an experience.

They're selling experiences. Pretty much all of us are. If you can start to sell experiences it's a lot more lucrative. So, the theme parks, the anchor product is rides, that's the anchor of the product is rides. That's what they really, really want, that's the anchor.

Then we think about vehicle and when we think about vehicle ... It was kind of funny walking around, we got upsold like crazy ... Anyway, I won't get to the upsells yet. No upsells yet.

The vehicle, they're delivering relationships. They're not promising wealth, they're certainly not promising health. They're promising relationships. Disney sells relationships, that's what they sell. They sell relationships through the commodity of theme parks, of the movies. Does that make sense?

And what they're selling, what their message is, "I'm going to show you how to be at the happiest place on Earth without worrying about a thing." It's going to cost you a lot but you're going to go to the happiest place on Earth without worrying about anything, how amazing is that? They're selling experiences.

That's exactly what, and they're selling relationships, with you, with your family.

You always see pictures with the families. "Let's do it for the kids. You didn't take your kids to Disney when they were young? What kind of parents were you?" That's kind of what they say.

That's what their messaging is...

So, if you think about like a vehicle-related product, there might be, "Man you know what, I really want to go to Disney." What's the false belief that I might have about Disney being able to deliver a relationship? "Oh gosh, you know what I just don't know. I don't know. I don't know if anyone's going to believe me that I went there."

"Don't even worry about it." Well, they have a billion photographers all over the place snapping pictures you weren't asking them to take and then we're just going to sell them straight back to you for $100. That's totally what they do.

We walked into several different restaurants, lots of different rides, in front of the castle, all over the place, pictures, pictures, pictures, pictures, pictures all over the place.

"No one's going to believe that I was there without a billion pictures. Rather than just me saying it."

"What are the kids going to say when you tell them, yeah we went to Disney. What are you going to show them?" It's like a pride game a little bit that they throw on you.

I'm not bashing Disney but think about the sales message. When it comes to internal, maybe some of my insecurities it kind of ties into the last one too, "No one's going to believe me. How am I going to remember this experience afterward?"

"Don't even worry about it." Disney comes back, don't even worry about it we're going to through Mickey ears down your throat. There's going to be a billion different styles, don't you dare just buy one style. There's going to be tons of t-shirts, lots of stuff, tons of shops, which basically sell all the exact same thing.

Lots of swag...

Don't worry about it we're going to give you pictures so everyone knows you're there." And the way you're going to remember it is swag galore. In fact, right now I'm wearing a Disney shirt because I felt the pressure of doing that. And I'm a buyer, I buy stuff real easy.

As far as an external related belief, usually I say time, money, and resources. You might say, "Oh my gosh, I don't know. Time wise, how long are we going to be there?"

"You know what, there's so much for you to experience there's no way you could ever get it done in a single day. You have to spend a few extra days and we'll actually create a special package for you."

If you notice when you go in and you buy stuff their offer is, "You can buy for one day or for slightly cheaper you can buy for three days." I don't think there's an option to buy for two, which is kind of interesting when you think about that.

Three-day hopper pass. They don't sell a two-day option. It's almost like when you're selling supplements, you go from one bottle to three bottles, there's no two. That's obviously drastically increasing their average car value per customer.

Now they have to stay another day in the hotel, they gotta spend $100 a day on food. Lots more opportunity for swag drops. Does that make sense? Very, very interesting. So, as far as external related beliefs like time, money, resources.

Time, "Don't worry about it, it's three days, that's the best." Money, "Don't worry about it if you bundle together if you buy this package here go to the Disney Hotel we'll package it this way."

When it comes to resources things like that, food, hotels, transportation. Disney hotels, Disney food, Disney transportation, Disney restaurants. Does that make sense? They're in the business of all these follow-up businesses because those are problems they created for the customer.

Anyway, that's kind of the stack slide, which is a little bit hard to say over a podcast. But hopefully, that made sense though. In fact, it was funny, literally every single ... Let's talk about upsells. There were upsells all over the place. And I loved it, I was reading them, I was seeing them.

And I was like, "Yes. This is good right here."...

We were offered upsells both in the way of continuity, but also in ways of just more expensive experiences. Upsells, every cashier asked us if we were an annual passholder. "Are you an annual passholder?" And I had to say no every time. No one likes to say that.

No one likes to say that.... For the first time in my life, I've considered being an annual passholder. I doubt we'll ever go back for like three years, four years. It's going to be quite a while before we ever go back to Disney, but I seriously considered becoming an annual passholder simply because they asked me.

And like every cashier asked me, every single photographer asked me, every single ... it was fascinating. They all clearly were trained to do that. And I did not feel bombarded all the way, but just the mere tick tack ninja kick you in the face nugget of just asking is what got me to start thinking about it. Anyway.

There were handouts. There were handouts like crazy. As you exit the park. They're not doing it when you're in the park, which I thought that was a really nice touch. I wasn't walking around being handed all this stuff, which I actually really appreciate, that would have been over ... It already is a little bit sensory overload, but that would have been too much.

As you're exiting the park there's handouts all over the place and they want to ask you, "Hey," you see things for Disney cruises, that's a vastly more expensive experience than what we went through. Actually, it was probably about the same by the time we were done. Does that make sense?

There was upsells all over the place. The parade, guess what, they do a massive parade every single day and fireworks show pretty much every single day. Why? I was listening carefully to the words in the parade. They have thousands, tens of thousands of people lined up all over the streets, I mean it's huge.

If you guys have never been there, it's a cool experience you should go. To look at it as a marketer if anything. Because it was cool. They had tens of thousands of people just lined up all over the place over I don't know how many miles of road. This parade went for quite some time and it was big, it was a huge production.

Guess what it was? It was a freaking sales letter...

I was watching it and I was listening to all the words. And they're singing about how happy it is to be on a Disney Cruise, no joke. They were singing about how cool it is, "Oh my gosh I found out that I got an annual pass." Seriously.

They were singing about other stuff as well but literally, that was the lyrics of the songs and it was a lot of times the exact same songs over, and over, and over, and over, just on repeat. And they're dancing and going all over the place. And your favorite Disney characters are coming out, they're all dressed up, but they're singing.

They definitely had shock and awe value. It was subtle but it was there. And I never in my life have considered that until ... you know what I mean? It works. It totally works.

And they have an ascension process built just after you bought their latest thing. They do exactly what we're teaching you to do. That's why I was laughing so hard about it because I was sitting back and I was like, "Oh my gosh, I just paid for this. They're already asking for the next purchase."

Let alone spending several hundred dollars a day on food sometimes. Let alone all the other stuff that's going to go along with it, all the incidentals, the experiences.

Of course, we gotta get pictures with Mickey, of course, we gotta go to the restaurants, of course, we gotta get the swag and everything, of course, we're going to ... we want the experience. We want to be able to go back and tell about it, no one's going to believe the fact that we were there without us having all this stuff. You know what I mean?

That's exactly ... Anyway, it was so funny. There were many in the rooms themselves. There's stuff all over the place for Disney cruises, there's stuff for annual passes. When we checked into the hotel people were asking, "Well, are you an annual passholder?

"No."...

"Okay." And they don't offer it afterward. That was interesting. I thought that was kind of cool. No one said, "Well do you want to become one?" That was cool. That was clever because that made me ask, "Well, how much is it?"

Which is the only question I wanted to get people to ask on the doors when I did door to door sales. As soon as I got them to ask the question, "How much is it?" That's a buying question. We just shifted from essentially the sales message to the stack section of the pitch. "Well you get this and you get this and you get this. And it's only this much, but if you go there it's only this much."

"What?" And they do a stack, right there. Disney has a stack.

Disney does a stack slide...

It was pretty interesting too, I noticed every single ride was an epiphany bridge script, literally. When you're waiting sometimes an hour in line two hours or whatever. When you're waiting in line, are the liens just normal? Is it literally just a fence? No. They're themed out to the max. You've got whatever ride it is, whatever the theme park ride, like Toy Story ride or whatever.

There's Buzz Lightyear himself he's talking to the people in the line. There's pre-frames galore. Themed stuff all over the place. And opportunity for you to buy swag so you remember that exact ride. At the end of every single ride, the opportunity for an upsell, for swag for that specific ride.

Think about that. Very, very interesting. Very cool, very clever. I imagine their average car value goes way up because of that.

They don't just have shops on like the Main Street there and as you're exiting and entering the park. Literally, after every ride is an opportunity for an upsell. Very fascinating. Every ride was an epiphany bridge scrip. There was a pre-frame, especially even in the ... actually not just in the kid rides.

There was conflict, there was resolution, there was literally, every ride was a story. Sometimes literally, and it would say, "And they lived happily ever after." Or, "Once upon a time ..." and then the ride would start, especially in the kid rides, but even on the roller coasters when you're getting on there was still some theme. There was still some story being told throughout it. Script being said or not, experienced.

Anyway, very fascinating... By the way, how did we know that this whole thing existed? Disney. We would not have gone. Let's just think about this for a second ... last thing I'll say, I know this was a long episode.

But let's just think about this for a second. How did I know that Disney was going to be cool? How did I know that Disney was what they said they were? Besides them constantly putting out the paraphernalia, constantly putting out the stuff. I knew.

Guys, they publish, yes I'm going to get back to that I shove it down your throats I know I do. They publish. How do they publish? Okay, they make full out movies. They make full out movies. Do you think people in the theme parks have seen the movies? Of course, they have.

Who do you think the people in the theme parks represent? Who do you think? It's the fanatic purchasers. They change the selling environment. You get on a freaking airplane, you go and you spend far more money than the eight dollars it costs you to watch the movie in the movie theater.

They went from an eight dollar price point, maybe $15, I don't know. And you go in and you spend ... I mean we spent a grand for our tickets for three days for three of us. Our little one was free. It as another two grand for the hotel. It was another grand for the flights and all that stuff. Does that make sense?

I easily probably spent another grand combined with food and swag and all that stuff...

That's exactly what we're doing. Guys, we're trying to show you that very ... I'm trying to help you understand, when you go in and you start selling your thing there is going to be a percentage of the people who purchase from you who want to spend more money for you.

And the reason that they're willing to do so is because they love your culture...

Culture is brand...

We know that guys. Forever I thought Disney, I thought that first letter was a backward G, I'm sure I'm not the only one that thought that when I was a kid...

But Disney, the word Disney all over the place. Disney, Disney, Disney. What does it mean? What does it represent? What do you feel? What do you experience when you read the word? Their brand is so freaking powerful because they have so much culture that's built.

They've got the swag, they've got the movies, they're telling stories literally through their movies. Then you can go and you can have the extra experiences, have the experiences all over the place. I'm going to go to the theme park, I'm going to meet the characters themselves real or not. I'm going to go over here and I'm going to find other ways to spend. Disney, Disney, Disney, Disney.

Can I go on a different cruise? Of course, I could, but there's a Disney cruise. Can I go to a different theme park? Of course, I could, but there's a Disney theme park. And they just expanded. Guys, their business model, and their value ladder is so freaking nailed down. Continuity programs were all over the place.

Ways for them to purchase more, annual passholder, that's an annual continuity program. You get a different experience with that pass. You get a different experience with this. Core experience, anyway ... Very fascinating.

It was funny, when we were about to go we realized that our little four year old had not seen hardly any of the movies that were going to be rides for. So, we had to go buy all the movies and watch a whole bunch of them.

We had to...

That's exactly what I'm talking about though is that when the brand is that strong when the culture is that strong when the stories. There's heroes to journey stories all over the place. That's all it is. Their actual movies are all about that.

I'm going to go leave ... You know you think about their movies, the protagonist leaves their home, they go towards this main thing but really there's this internal transformation. Cars example, Lightning McQueen, from Expert Secrets, that one's all over that.

But each ride was that...

They're trying to give you the same experience. You're the protagonist, you leave your freaking home, you go over to Disney, you feel as if you have this cool magical experience, actually what you had is this internal transformation, you're closer together with your family or you're closer with yourself.

Does that make sense? It's all throughout it, and it was just buzzing my nogging all over the place. And it is so incredibly important to recognize that. The biggest freaking brands on the planet, a billion dollar industries they're using exactly what we use also to sell seven dollar things.

Guys, hopefully, I was helpful. If you want to know how to get good at offer creation just practice it. I literally wrote out, I figured out their offer, I figured out the storylines, I used all the frameworks that I typically use to coach somebody for Disney.

And I'll go do that for like I said eComm, we'll do that for some retail thing, I'll do it for real estate. It doesn't matter. It's persuasion. This is Persuasion 101. Marketing, not selling, marketing. And it's not something that's taught often.

Anyways guys, hey, thank you so much. Hopefully, that was helpful to you and I'll talk to you later...

Whoa, thanks for listening. Please remember to rate and subscribe. Hey, you want me to speak at your next event or mastermind? Let me know what I can share that would be most valuable by going to SteveJLarsen.com and book my time now.