Have You Heard to Just Work on the 80%? Let's Talk about the 20% that is left...

Hey, course launchers. In today's episode, I want to talk

about the other 20%. Okay, so you've probably been told, it's

all about getting 80%, right? Just just work on the 80%, get

it 80% of the way there. And it's all good, right? You just

have to keep doing the 80%. But today, I want to talk about the

other 20%. Because I don't think people spend a lot of time

talking about the 20%. Because here's the reality is when

you're starting out, when you're working on your MVP, when you're

first starting a business, whatever it is, you're putting,

you're starting a new product, you're building something new,

getting 80% is amazing. Because you are getting out of your

head, you're packaging it, you're putting it together,

getting something out there, which is so so very important.

We talk a lot about that, right? If it's in your head, if it's

something that's not out in the world, and people need it.

That's a travesty. Right? So the very first step is absolutely

100%. Get it out into the world, get it into something that you

can sell something that people can consume, that they're

getting results from, like 100%, all day long. Go for it. But

that's awesome. So however, one day, you actually have to land

the plane and do that extra 20%. And I want to talk about why.

And I want to talk about how in today's episode so first is the

TSS. Like if you think about Tony Robbins, for example, who

if you don't know Tony, he is a self or personal development

coach. Right. So he has been doing this for 100 years. And,

and literally, Tony, actually, he's been doing this for a very,

very long time. And he talks about the same things over and

over and over and over again. So he isn't recreating the wheel.

He isn't like making up new material. He is literally he's

had the same programs, in in various modalities for I don't

know, maybe 40 years literally is how long he's been doing

this. And, and so it's not what he's not doing is recreating

things to get to 80% every single time he does a new event,

every single time he helps people. He is literally doing

the same thing that he has been doing. But each time he is

dialing in his craft even more, right. So he has gotten from

that 80% to that 20% by repetition by continuing to

teach the same thing by getting, you know, so good at helping

people and making his message so clear and simplified that he can

help people faster than anybody else because he has perfected

the art of what he does, right. But when he started he was doing

80% In the years that he has been doing the same programs. He

has really gotten that whole last 20% dialed in. And because

of it, it's made him very successful. This week, one of my

mentors Russell Brunson. He is doing

your first funnel challenge. And so he is literally showing up

every day for about two hours teaching people how to build

funnels. Well, Russell has been in this game for a long time, he

has probably taught, I don't know, maybe a million people how

to build funnels. And I was in one of his high level

masterminds years ago, and I tuned in just the other day. In

fact, I just went to his live event a couple of weeks ago. And

the man is talking about exactly the same things. He has the same

stories. He has the same methodologies for how he's

teaching what he's teaching. He has books, he has live events,

he is doing this challenge. He's doing all these other things,

and he's talking about funnels. Do you think that Russell, who

has created a billion dollar valuation business is ready to

move beyond funnels? Probably, right. But that is what he's

teaching. He has perfected the art of funnels, he's perfected

the art of teaching people how to create funnels, how to build

their businesses, with funnels, and how to get people to move

from not thinking that it's, it's something that's for them

to, to getting, you know, completely well versed in it and

not only that, but you know that you can actually start a

business, helping people with funnels. He has been teaching

the same thing over and over and over and over and over again.

Right when he started it was 80%. Now he's got it dialed in.

Now he's taken that last 20% and perfected it, he can help people

faster and easier, and in a more clear manner than he could when

he first started the 20%. He is also very successful, right? I

think about over and over and over again, all of these people.

They're not creating things, randomly willy nilly. All the

time they have their main offers their main things. And they are,

they're working on perfecting them. They're doing the MVP,

they're doing the v1, they're doing the v2, they're doing a

v3, they're getting to that last 20%. So one of the things that I

find fascinating about this world that we live in is I think

the message has been lost. For a lot of people where they hear

we'll just get to 80%. And then they stop. And what happens is

that, when you when you operate it the 80% forever as it as it

pertains to your business model. There's, there's always this

sense of chaos that's happening, either, from a company

perspective, right, you don't have the right systems, you

don't have the right teams, you don't have the right things

happening, you're sort of making decisions on the fly. And also

on the product or service side, right, the customer always feels

like you're just sort of making it up, right, you're things just

aren't quite dialed in as exactly as they should be.

Right. So you've gotten to the 80%, it's great. But at one

point in time, it starts to show that last 20% starts to show.

And so one of the goals in building your business and

getting to the place where you can grow and scale it is to

really dial in that last 20%. And in so when you're not doing

this, it looks like customers leaving customers not completing

your programs, customers are frustrated. They're they're

calling with lots of questions, there's miscommunication,

there's a lack of sort of consistency and how things are

done. That's on the customer side. On the team side, you have

turnover, people aren't sure what to do. There's sort of, but

I always call it like the conundrum of the Dropbox folder,

right? Like you have a million things all over the place,

things aren't dialed in you, you're continuously re

recreating things, right, it's almost faster to recreate

something than it is to find what you have in there. All of

that are signs that you need to dial in that 20 That last 20%

I'm working with a client right now who has a really awesome

thriving business, right, they've been able to dial in

their front end, they have a solid offer in terms of

fulfillment. But what's happening is that 20% is

starting to show to their customers, it's starting to show

in the way that they deliver their services, it's starting to

show in their communication, it's starting to show in what

what what happens is it starts to erode your professionalism,

it starts to erode people's confidence. And they start

thinking, Well, I don't know, maybe these people aren't who I

want to be working with because of X, Y and Z, right? There's

just like,

certain amount of chaos is always present in a business.

Because if it's not, you're not growing, and you're not

evolving, and you're not changing, but it's how you deal

with that. And at some point saying it's all about the 80%.

And being okay with that, when you're serving your customers is

going to come back to bite you. And and this particular customer

is, is it's interesting. So they have a really strong front end,

they're able to get people in, but they're not staying. And

they're not attending their higher ticket offers that they

have on the back end. And in this, this customers really

frustrated by that they're like I don't understand, like we we

can get all these people in. And we have all of this content, we

have all these things for them. But people aren't showing up,

people aren't coming. They're not staying, we have we've hired

all of these people to help them get personalized attention,

because they're not going through the material. And so it

just feels like something's missing. And like, it's that

last 20%. So for example, this is a really small example, but

I'm gonna give it to you because it is for me, and I'm in this

space all the time. But for me, one of the one of the indicators

that there's a little bit of this going on and accompany is

when they're email auto responders, right? So the

reality is people are sending automated messages, but it for

me, and again, this is small, but when they're not tagging

people when they purchase so they they they fall off or not

even purchase but complete an activity that they fall off of

that email. Sequence, right once they've done the activity with

if you do not have that tag and your customer continues to get

things even when they've they've taken that particular action And

that is a is a indication that that last 20% is not dialed in,

in your company. It's it's such a small thing, but it's, it's so

telling. Because if you're trying to sell something, or you

want somebody to attend an event, or you want them to do a

particular action, and then they do that action, and then you

don't actually take them off of the reminders to do that action,

there's nothing that makes somebody feel like a number and

that they're not important and that you're not paying attention

to them. More than than that, because, yes, we all have auto

email autoresponders. But don't you really, it just in your

heart, feel like when you're reading that message, it's for

you. Right, and, and then it has been sent directly from

somebody's desk to you. Right? Like, we feel that as a

customer. And when there's evidence that we're not actually

we're just a number and, and we're not important, that starts

to erode, their confidence starts to erode their their

ability to see that, well, maybe they're not paying attention to

me, maybe this isn't a personalized experience, maybe

they can't meet my needs, because they don't even know who

I am, or what I need. Those types of things. That last 20%

is what will make the difference between you having a customer

and keeping them or having a customer and having them leave.

And most of the time, people don't even worry about well, it

doesn't really matter, right? It doesn't matter if they've bought

the ticket to the event tonight, continue to remind them like, I

guess it's a good thing that they're getting that no, that

shows that you're not paying attention to them, you're not

personalizing the experience for them. So if you're using email,

auto responder, autoresponders, and you're not tagging people to

leave that list, leave those reminders, when they've taken

the action you want them to take, you're not using your

tools correctly, right.

But on the flip side of that, think about what it does to your

customers. Right. So I have a dozen dozen examples of that.

But I do just want to emphasize that other 20% does make a big

difference. How do you welcome somebody in to your program?

What do you do when they finish? How do you help them actually go

through the program and make sure that they're getting

results? What are those personal touches that you're adding, and

don't Don't kid yourself, you can add personal experiences and

have them automated at the same time. Just pay attention to the

details. Right. But the difference between somebody who

get it become successful, and the person who does not, is when

they have that personalized. And I say personalized, it can be

automated, but it's still personalized, personalized

approach to their experience and their journey and what they're

going through. And you always have to keep that in mind that

you're actually serving a person at the end of this, right. You

can automate, you can package you can do all the things that

you want to do to grow your online business. But at the end

of the day, what you're doing is you're literally just serving

the person who you are best to serve. And the more you can

remember that the more you can remember, like, Oh, I'm like,

This person is just sitting in front of me. How can I give them

an awesome experience, you can do that by dialing the last in

that last 20% it will make the biggest difference in your

business, in retaining your customers and, and then taking

your customers to the next level. Because the reality is,

is it costs a heck of a lot more to get a new customer than it is

just to keep the ones that you have. So there you go. That is

my tip for today is don't forget about that extra 20%. My

disclaimer for this is do not think about the 20% before

you've done the 80%. Right, like you've got to get in the game,

you've got to get it get it out there into the world, the

perfecting part of it, the personalization, part of it,

that last 20% comes when you have some experience with your

people, right? It comes when you are able to see what they need

in order to be successful, some of it that you can anticipate

that's what we specialize in is helping people anticipate those

things based on when they know they're going to struggle. But

either way, don't worry about the 20% before you've done the

80% but eventually, you've got to dial in that 20% In order to

keep growing so if you're at that place where you're like,

you know what things are dialed in, things are great. I've I

feel really confident that we're ready to grow and scale. It's

time to dial in that extra 20% Alright, there we go. That is my

course building tip for today. Enjoy