beautiful humans let's talk about the super sexy topic of closing in the DMS without sales calls so in the last 21 months I have closed 359 people without a sales call of any kind into different tiers and different offers within my world and I want to walk you through exactly how I do that and more importantly how I teach other people to do that because this doesn't just work for me we recently had a client whiz he got 52 uh weight loss coaching clients in 8 weeks uh and then we also have clients like Jason
he just recently at 100K a month and he uses this system as a hybrid version what I mean by that is he does 90% of it but then he will offer a quick closing call on the other side but they've already seen the offer he's already used the system and that's simply a way to create like a hybrid approach to this and so how I came to discover this was kind of by accident in 2018 when I started my business I was running an agency little bit of coaching doing everything for everyone and I started
getting asked Dan how do you do this and keep in mind I was pretty fresh figured some stuff out but I was being asked like can you coach me can you tell can you you know meet me for lunch and so I ended up deciding to take like the typical Guru path I I launched a course and this course was a 997 it was called six figure side hustle and it was basically the idea was like how to run a Facebook ads agency running simple ads for local businesses in your spare time and I took
on my first client January 6th of uh 2019 and my first client my first like five to 10 people under this offer were all sold via call and so my idea was like this is a cheaper offer and so it's probably going to be easier to sell via a call um because I can get so many of those calls and uh it was proven right and it was proven very wrong uh in my first week I basically promoted it the next week I had 25 calls in my calendar and once I completed that week I
was like no amount of money is worth this level of Hell uh and to figure out a different way to do it and I was working with this amazing coach at the time who's a great friend of mine now a guy called Taki Moore and he was sharing with me like basically this is how he closes by chat and for him he basically had leads everywhere and then he had a team in the in the inbox kind of sending this PDF out so he gave me that system and kind of walked me through it and
then I created this kind of tweaked version for myself I would run ads to a Facebook group and then uh in that process people would kind of reach out and I would send the PDF over and I was starting to close people but I realized that there was kind of something missing some people were warm the people that kind of knew me had followed my journey on Facebook those people were easy to sell to but what about the people that were coming right in obviously they're much colder so I created a vssl and basically what
the vssl did was it warmed people up it walked people through my story walked people through the mechanism kind of like why Facebook ads are such a powerful way to start a business and then I sent them the PDF and I realized that that vssl was like now a prerequisite it because I was looking at conversations I was having where I was letting people skip that process basically no one was converting and then I made a prerequisite where I was basically like you need to watch this video first so if someone reached out for the
doc then I would send them to this video first hey before I send this over have you check this video out great no worries go check it out and this worked really well I got to a point where I was selling two to three people a day into this offer hitting about 20 to $30,000 a month obviously a lot of people on payment plans and so on and so forth well the reason I stopped that was because it was a 997 for Lifetime access and that was the whole lcv right so very hard to kind
of scale with that plus it became very ads dependent and for an offer that cheap it was it was really really hard to scale with good margins so I shelved that idea for a second and my experience was this works really well for kind of mid- tick stuff a th000 maybe $2,000 um but for high ticket stuff you have to be on a phone call so that's what I did for the next few years I took the calls myself and I freaking hat needed it I hated sales calls never enjoyed them and then I hated
them so much I built a sales team so I never had to look at them again but at the end of 20122 I realized I didn't want to have a sales team either and so I was going to have to try and figure out like how to sell uh in a simple scalable way that's enjoyable for me without having to manage this big team so entering the strategy that I kind of um tested out in 2019 and I was really really skeptical of whether or not this would work for higher ticket folks um basically the
program price that I was selling at that point I think it was uh 16 it was about 8 Grand I think and so I simply tested it I wrote out a doc and I was like hey you know this is what you get da d d da and I had enough of a warm audience where I started to get sales and I was like whoa this is crazy but then I ran into the same challenges that I had back when I had the Facebook group which is like some people were cold and some people warm
and like some people have no idea who I am and so obvious the results VAR it well over the last 21 months I have refined this system down to a science so much so that a couple months ago I I ran some ads behind this kind of automated IG funnel which is a an topic for another video and I was able to get 30 clients in 30 days with this and this has worked really really well I when I launched one:1 back in 2023 I sold all of my spots had 31 to1 clients got to
95,000 monthly profit all through docs then I sold a group offer got 35 clients in 30 days same system and so what I want to do is walk you through exactly how to think about this and then how to implement this whether you want to kill sales calls for good fire your sales team or simply like create a hybrid version where your marketing and your doc is doing the majority of the heavy lifting and then maybe do a sales call on the end so let's walk through this the first thing to understand is the the
goal and the idea of selling at least the way that I do it in the DMS is not replicating a sales call so I had an ex-client reach out recently and he's like dude how good is selling in the DMS and obviously he's preaching in the choir I'm like yeah dude it's really good and he's like yeah it still takes a bit of time and like the voice messages can get a bit tedious but it's still really good way better than calls and I was like voice messages what do you mean and he's like you
know cuz I'm asking them like you know tell me your goals and da d d and then they respond and then I'm saying like what are you looking for right now and basically what he' done is he'd taken like what would happen on a zoom call and he'd spread it out now over hours and sometimes days with these voice messages with people and I want to be very clear that is not at all what I'm talking about the way that this system works for me is like I send the doc to people who are ready
and there's basically no discussion after that maybe one or two questions and people are in or out so I'm really talking about something that is almost automated almost on autopilot and is a completely hands-off system so the most important thing to understand with this is that there is no magic that will sell you from crappy marketing sorry save you from crappy marketing if you have strong marketing it will equal easy sales if you have weak marketing equal it will equal hard sales so no fancy dock or fancy DM script is going to save you from
weak content from a weak funnel from people feeling unconvinced the moment that you're sending them the doc you need to warm people up to get them to the point of pre-old so a couple of Qui quick anecdotes here Google did a study and I can't remember what industries they looked at but basically they were trying to figure out like what happens before a sale is made in certain industries and one of the things that they found was that basically really good prospects who eventually were really easy in the sales process consumed a lot of content
from this company and they found this magic number that was like 7 hours of content consumed and I haven't seen that to be true as in it has to be 7 hours but one of the things that I found is the more long form content I create the easier all of this gets and this came about again kind of by accident where I was really really passionate about starting this YouTube channel back in 2018 but all my mentors were like you need a funnel run ads and vssl and so I I put the YouTube dream
uh you know on the back burner but the end of 2022 I started a YouTube channel and it sounds funny I was trying to make money at that point but I was not trying to make money with YouTube I was literally like just putting my lessons documenting my Journey on YouTube well the craziest thing happened I started putting together this offer doc this new offer and people would come to me and say dude I just watched like 5 hours of your content and it's amazing and none of my videos had any calls to action in
them at all and they were like how do I work with you and then I'd send them over the do and many of them were like yep I'm in and I was like whoa that's this is awesome and that just happened again and again and again but the second thing came from that testing period that kind of uh period where I was figuring this out in 2019 which was the introduction of the vssl when I introduced the vssl into the mix everything got easier so I created this video back in 2023 and it was like
exact I think it was called exactly how I make 880 to 100K a month in profit in 3 hours a day with zero sales calls and when I put that on H YouTube and then I linked every other YouTube video and basically every call to action in my world to go watch this video it was staggering like I had 5 to 10 inbound leads every single day for months now keep in mind not all the people were like credit card in hand ready to buy perfect fits but of those 5 to 10 people that would
reach out I was getting to a very consistent point where no ads no sales calls enrolling 10 to 15 clients a month it was sick and the only thing that I needed to do when they would reach out and this was all manual there was no mini chat I was using I wasn't using a Setter was people would message me the word community and I would literally have text replacement like text shortcuts um where I'd have these codes that I would type and it would autop populate these kind of recurring messages I would send and
I would just send those out and then the doc would be sent and people would come back and say yay or nay or again they might have a question or two and then I refined this more and more over time to where I have like my VA as her like hey Maria here from Dan team she deals with a lot of those things and so between mini chat and and her a lot of this process is automated for me but the first thing I want you to understand is that you cannot hope to replace sales
calls and not do anything extra with marketing for me you can basically have a marketing focused business or a sales focused business sales focused businesses are push energy it's where you're having to follow people up 27 times you're having a call DM people would you be opposed to XYZ using all those stupid scripts and and I've just decided that I don't want to spend time selling anything to anyone I don't want to convince anyone I don't want to deal with objections my goal is to make my product so good and my marketing so good that
sales becomes effess so if you're hoping to do this you need to understand you need to move towards being a marketing focused business so instead of having push energy you have pull instead of pursuing prospects and potential clients you are attracting them this is the key this is the absolute key to getting this to work is specifically like creating long form content it can be written it can be audio it can be video but people should be able to binge content before they come into your world that's the first key the second key is creating
some kind of a mini vsl so what you'll see below this video here is an example of my current mini vssl it's the only video I have on the internet beside the old Min vsl that has any sort of call to action so all of my other videos link to the Min V L people watch that if they Vibe with me if they Vibe with the value creative way and what I teach they then reach out to the document and they they DM on Instagram mini chat tease it all up my VA checks it occasionally
I'll check in but most of that is on autopilot now so you need those two focuses long form content a mini vssl the mini vsl's job is really to sell people on who you are and to sell people on your unique mechanism now when I say unique mechanism in our context I don't mean like you just make up some stupid name to a system and then hope that that convinces people to want to work with you like the secret flywheel Inception backflip method like no like it's not about a fancy name what it is is
it's your unique perspective on the prospect's challenges and and how they like basically Russell Brunson talks about it in terms of the new opportunity you're trying to present a new opportunity and so that's like almost like your gospel it's the way that you teach and that is what people are going to resonate with and if they get sold on you and they get sold on that then the most logical next thing is they're going to want to reach out in some capacity and obviously that's the goal of the Min sers you tell them how to
do that and where to do that and then the only next step is like is what you have uh applicable and and like relevant for them right now in this stage is it the right price is it the right timing does it hit on the right things does it solve the right problems and obviously doesn't move them to the place that they want to get to but how I think about this is a framework that I got from Aristotle which is Aristotle's framework of persuasion ethos pathos and logos so ethos is that selling of of
who you are so they can trust you pathos is that emotional connection you draw between the struggles that they're having and the unique new pathway that you you you're showing them that will solve those struggles and then logos is like The Logical piece it's the rational argument and that's what the offer do is so the offer do is not there to like uh you know tell them your life story in th000 words and share all of your best content and then like sprinkle in some offer stuff it's like a little bit of ethos a little
bit of Pathos and a lot of logos if we were to work together this is what it would look like so principle number one if you're actually wanting to consider doing this you have to move towards being a marketing focused business pulling people in through the value of your content that is what's going to pre-sell them and allow them to be ready to simply be sold via an offer do as opposed to a sales c number two let's talk through the doc so the magic here is that there are lots of different styles of docs
that work like I don't teach that there's like you got to say this this and this cuz here's the problem in my case with having the amount of clients I have if I go this is the the process and then I flood the market with like just the exact same replica dog it's going to work for like 5 minutes and so I really teach it from a first principles base so how I think about creating a document and I try and keep it personally as unfancy as I can but people can also do fancy and
that converts better it's kind of what's most authentic you I have a client called John he just got 20 clients last week uh doing a launch for his new offer and he had like a really fancy sales page the same principles but that's what works for him it was like beautiful looks amazing consistent with his brand for me it's a notion dog I threw it together no designers involved really straightforward the first thing the Offa dog has to do is it has to really repel the wrong people and attract and kind of resonate with the
right people so a simple like who is this for who is this not for Section can do but what you're really looking for is to think Beyond Simple qualifications so in Myspace it's like you can think about revenue or size of audience or or size of team for example but I think beyond that I think those things are important but more importantly you're looking for resonant values you're looking to really have people understand your Vibe understand like how you're wired what types of people really thrive in your world this speaks to dream clients more deeply
your dream clients are being inundated with offers every day whether it's on their news feed or in their inbox and what you're trying to do is to break through to not try and make the same blunt boring promises that everyone else is saying but to really show people that you're a values match to not just hit demographic but hit psychographic that's the first piece the second piece is obviously tying it to to a dream outcome so you need to have a clear and compelling like if you think about it like you're a plane right and
someone's going to board where is the destination and most people get this wrong because they only think about it from the perspective of like unnum so if you're a weight loss coach it's like you will lose like 20 in 90 days that's okay but you need to think beyond that which is like what are some of the benefits that they're going to experience so for me I help people reduce their workouts so I work 3 to 4 hours a day so I move people in that direction I help them eliminate sales calls I help them
increase retention I help them simplify delivery and the more I can quantify that dream outcome not just as a one number but like painting the picture of what the destination looks and feels like the more compelling it is third piece is obviously rehashing the model rehashing your unique way people need to understand like when they come in how are you different to other people and it's not about being better it's about being different what's your unique take your unique way your unique model or mechanism that's going to allow them to go from where they are
to where they want to get to and then of course it's like the ROI and the COI so it's really understanding the return on investment like at what times might they experience certain wins no guarantees in my world right we're not making any crazy promises but help people understand like how long is this going to take what Milestones could I expect to hit and win and then the COI which is the cost of an action if they don't take action on this offer what might be the things that they continue to uh experience now this
isn't about manipulation this is just simply about painting the picture of like the pain they're already in and then lastly of course it's the details right how long what do they get uh exactly like calls modules Live Events and the price and then a simple CTA of like if you've read this and you resonate this is the next step from here that is the Simplicity of the doc it does not need to be a mini ebook 17 Pages I've seen people rip this with just a few paragraph ask maybe a page or two on a
Google doc or a notion doc the key is everything that happens before the offer doc getting to the point where now they're ready to consider working with you in the offer do not overselling them not overhyping it but realistically walking out this is what I looks like to work with me this is who it's for this is what you can expect and these are kind of the next steps though that's the second key piece of this overall system working is creating a really simple concise easy to read andoss to misunderstand doc let's talk about the
flow so how I think about this is there's really no set script to do this the most important piece that has worked for me is becoming detached from the sale what I mean by this is you get those DMS on Instagram or Facebook where people are saying like hey would you be opposed to and then they have like some you know irresistible thing like would you be opposed to more money and of course you and I aren opposed to more money what we're opposed to is their stupid way of dming uh there is something so
sleazy about our industry where we try and like word trick people and pressure people into taking next steps and there is something really powerful when people experience someone like you or I that is detached from the outcome meaning we're having a conversation with someone and we're not trying to sell them into our program right that's what amateurs do what Pros do is they simply present it and they help the prospect take the right Next Step for them over the last two years I made more money than I ever have in my career before then I've
just crossed $10 million in cash collected and that last two years has really come down to this idea that I never interact with anyone trying to sell them anything so if you come across this a video like this if you uh experience the offer doc if you have a conversation with me and the DMS none of it is ever trying to convince you of anything my job is to Simply guide you to WS helping you make the best next step for you so when you think about designing any sort of a chat flow I want
you to think like speak like a human right almost think like 14-year-old girls texting the more informal you can make the chat flow and the more kind of relational uh and in the moment you can make it feel that the better it will convert not huge blocks of text not crazy interrogation 37 questions one of the things that I found depending on what you're optimizing for like if you're trying to filter out bad fits or you're trying to um uh create a little bit of friction so the wrong people don't get through is you can
even have like an application process set up by mini chat so I've done this in the past I've used it worked phenomenally well where people would DM me the keyword for the doc and then it would literally walk them through like multi-choice questions through mini chat like hey are you this person right a coach consultant an agency owner or other and if they clicked other it would direct them to a bunch of free resources and like hey you know what we're doing is not a fit for you then it might ask about Revenue the point
I'm trying to make is you can make this process as simple as possible before I had all of the fancy Min chat stuff that now kind of makes it automated um I would literally manually with those text Replacements like I said actually reach out and say hey it would be something like this hey thanks for reaching out uh this is how many spots I have le left for the month and I would manually do that cuz I was running a weightless model here's the doc let me know if you feel like this could be what
you're looking for and then if I haven't heard from them in like 24 hours i' reach out and say hey just checking in did you get a chance to check out the doc but if they ghosted me Bond end I do no follow-up really for me it was just kind of making sure that they actually got a chance to read it and if they had any questions I'm here to answer them but there was no like fancy uh crazy chat flow the more you try and over engineer like the 1% incremental gains the more you
miss the whole point which is that number one you are going to attract the the right people by creating consistently good content if you have strong marketing it makes for easier sales when you focus on also peering that with something like a mini vsl you then sell people on you you sell people in your unique way the only thing that's left is do you have an offer that makes sense for that dream client because they're already sold on you they're already sold in a unique way you don't have to convince them now the offer is
just about laying out the facts plain and simple and then from there you've got options you you don't have to go from the sales core model to ditching it and wondering if your income is in Jeopardy one of the ways that I've seen people do this is taking everything I've said right increasing content right simplifying the call to action through a vsl sending a doc but then at the end of the doc instead of saying like let me know if you're in saying no chance no doubt you still have questions uh if you if you
would want to you can go ahead and book a call with me here and we can jump on and really talk through whether or not this is a good fit for you and so that's a great way to to again demonstrate more Authority but also make sure that you're not like terrified about losing any sales the overarching theme Here is that when you show up on the internet with no desperate energy no scarcity no manipulation you are able to pre-sell people way more effectively when you shift from a push business model to a pull business
model a client pursue like like a a pursuing prospects model to a client attraction model selling becomes way easier because you're not really selling you're just serving you're just helping people understand here's what you got to offer here's who it's for and really helping them make an educated best next step for them so hoping this video has been helpful if you have any questions at all let me know below and I'll catch you in another video
