Expert-Secrets full book

you’re selling a $97 product, you want the stack slide to add up to at least $997,
preferably more. If you’re selling a product for $997, then the value needs to be
at least $9,997.
Some people get concerned about assigning a value to each of the offer
components. Think of it not as the value you’d sell it for, but the value they get
from it. What will the results from each element be worth to them?
Over the years, I’ve developed six types of elements that work best in my
offers.
Element #1: The Opportunity Switch Masterclass The first thing to
include on your stack slide is the actual system that teaches them the new
opportunity. This is what you will teach your beta group during your free
masterclass. After you teach it once for free, it will be fleshed out in more detail
in the actual course you’ll be selling, or it could just end up being the recordings
from your beta masterclass.
Element #2: The Tools As someone participates in your masterclass, what
are some tools you can give them to make the process easier for them and help
them succeed? A tool can be something complex, such as software (one of the
best tools), or something more simple, such as a template they need to fill in or
checklists to follow.
One of my Inner Circle members, Liz Benny, sells a masterclass for people
who want to become social media managers. She gives away all her contracts, so
her students don’t have to hire expensive lawyers or come up with their own.
While they certainly could draft their own, and she could teach them how to do
that in the training, it’s more valuable to just have them already done.
Basically, she’s selling a by-product of her own business. She’s already
created the contracts for herself, so it’s no extra work to offer them to others who
are learning the same process. What by-products have you created that you could
offer your customers?
Extra training is rarely a good stack item because most people assume that
more training equals more work. People want tangible assets that make the core
training easier to implement. Scripts, templates, cheat sheets, checklists,
timelines, and schedules are all valuable tools you could create. Tools often have
a much higher perceived value than the actual masterclass they paid for, so it’s
worth investing some time to make something awesome.
Element #3: Tangible #1 (Related to the Vehicle) You’ll get deeper into
false belief patterns in the next secret, but ask yourself this question: What false
beliefs do your customers have about the vehicle / new opportunity that you’re
presenting to them? What would keep them from believing that this vehicle is
right for them? What tangible thing can you create to help them change their