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Steve Werner: Welcome back to grow your impact income and influence the number one show for monetization storytelling getting your message out there, reaching millions people.

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Steve Werner: Today I am joined by Luke guy and, besides, having the coolest name in the world, he has been in the game since 2013 helping you use social proof to stand out and run ads Luke welcome to the show how are you doing.

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Luke Guy: Good to be on my did love the love the podcast how to love what you’re doing.

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Steve Werner: awesome if you guys can’t see him, he is also wearing the coolest smoking jacket in the world, showing up like Hugh Hefner it’s like this maroon velvet it’s dope it’s something I would wear for sure.

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Steve Werner: i’m Luke how are you doing today, I mean tell us a little bit about I mean ads have come a long, long way since you got started in 2013.

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Luke Guy: Oh yeah oh man no so good good thanks for having me on by the way, stay once again loving your quality of the video guy going over there, that is, like smoking too so good to be on.

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Luke Guy: and has been an absolutely long journey since 2013 things have changed so much.

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Luke Guy: of it for the good in a lot of ways for and bad in some ways, but either way we came out and it’s been it’s been absolutely amazing and love this semicolon entrepreneur entrepreneur life.

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Luke Guy: So it’s a lot of times by there but uh yeah it’s been it’s been a roller coaster like like it’s supposed to be.

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Steve Werner: Well, I mean okay so 2013 For those of you who weren’t even born yet 2013 like so people had like CRT monitors Facebook was like still kind of blown up people still had my space, I think I think my space like MySpace Facebook was probably like 2008 2009.

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Steve Werner: If you don’t know what my space is Google that.

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Steve Werner: But so ads are starting to run on Facebook and we’re talking a little bit before the show, and like.

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Steve Werner: The thing was back then, you could say hey I can run ads for you and people will just throw money at you, because it was this new market right so.

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Steve Werner: talk to us a little bit about what life was like back then, and how you got started in this because I mean there’s so many people who have popped up in the last year or two that say they can run ads.

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Steve Werner: But i’m a big student of history and knowing where you came from, and why people should pay attention to what you’re saying is kind of important so let’s start back then.

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Luke Guy: I think there’s 1000 people who sell you a course on how to run Facebook ads today it’s been absolutely.

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Luke Guy: bomb and saturated but back in the day 2013 Facebook came out with this object, called the conversion object of.

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Luke Guy: Where before I don’t remember the Steve when you would run ads it would send clicks, but it really wouldn’t optimize for like conversions and sign ups and all that when Facebook came out this one day and said hey.

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Luke Guy: we’ve got this new objective, we will help you get more like signups and webinar.

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Luke Guy: webinars were like the thing, like the big thing like you just getting rich running you know simple traveling to a webinar.

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Luke Guy: And I remember like seeing that people flooding over it, you had a few people saying hey we can help you with Facebook ads and I also think a lot of this is actually kind of cool because at the time I was working I was with her day job.

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Luke Guy: And I really wanted, and I was living in a mobile home.

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Luke Guy: The time just be up front like it was you know it was just you know I wanted a way to get get out because my dad was an entrepreneur hit that was entrepreneur his That was a farmer, so it was in my blood, it was bound to happen.

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Luke Guy: And, as I was coolest thing running ads Facebook ads so let’s let’s try it, so I tried it a couple times I hired a coach big moment there.

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Luke Guy: He was a friend of a friend of mine, he was like well i’ll help you out, I think, was from Hawaii I think camera going from I believe I believe was Hawaii.

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Luke Guy: And he’s alright Luke so right as copy out, and I said, who should who should I run ads, for he said well.

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Luke Guy: start with chiropractors i’ll teach you how to do that really easy Facebook is just like the hardest thing ever and I said all right sure let’s do it, and I remember.

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Luke Guy: I think was like $10 a day nothing big I was like man we’re going big time $10 a day, this is crazy and I hit the go button.

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Luke Guy: The next day was the craziest thing because we had CINCO smartphones right into right so long ago, and my calendar was like boom, I remember my first opponent it came up as I.

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Luke Guy: i’m going to be rich like I just got his appointment as like Dr so, and so, once the book could call with me, I was like coats what do I do is I will talk to him today, I can help them okay i’ll do it, and I remember.

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Luke Guy: I remember, I was don’t and, by the way I did pass control it’s gotta be the most exciting jobs, you can ever have like oh you’re the book man wow it’s probably got married man so.

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Luke Guy: But I was crawling crawl spaces in attics talking to doctors about how I could run their ads.

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Luke Guy: And what was amazing was because of how the coach I mean I paid good money and he actually taught me how to do it in we did we actually was because it was so easy we was getting them results, so, while I was booking out my calendar appointments for like $10 it was like insane.

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Luke Guy: we’ve got them results and they I mean, though, and there’s daughters i’m still friends with to this day, not me not quite a decade ago but it’s getting close and we’re still friends to this day, because of you know how much we help them so that’s kind of how it started.

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Steve Werner: Well that’s I mean.

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Steve Werner: It was kind of like the wild Wild West back then, I mean that’s about when I got started and I paid somebody to run my ads in 2014 for an event that I was holding.

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Steve Werner: And then I did the same thing I was like Well, I can probably learn this and I bought somebody course I don’t remember whose course it was it wasn’t all that great, but it got me started, and then I was smart enough to like figure, some of it out and move along with it, but it’s.

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Steve Werner: it’s the market now has become so saturated ads have become a lot harder to run they’ve there’s so many different objectives so many different things you have to know all the different rules but.

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Steve Werner: For someone like yourself, who has mastered it and grown up with it talk to us a little bit about like what are the things that you see.

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Steve Werner: That lead to success when running ads nowadays, because the landscapes changed a lot you can’t just spend 10 bucks you’re spending 10 bucks a day right now you’re probably getting like one opt in and you’re like oh.

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Steve Werner: I got locked in you’re not you’re not booking calendar appointments you’re not filling up a webinar on but talk to me about about what’s changed, and what you think people really need right now to help them run ads.

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Luke Guy: yeah and today getting appointments, for that is very rare However, I did sign up a client and he’s in like a special niche and he’s getting to know.

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Luke Guy: that’s just.

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Luke Guy: Your your database right so i’m actually kind of does he’s like in a smaller small get to it, is that just happened like I sat with him today.

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Luke Guy: it’s kind of working, but that’s not usually like that reminds me so in the region what’s happening is is the world it’s kind of like this, because you see a billboard.

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Luke Guy: You pass it you notice it you read it wow full message, whatever you pass it again i’m going to assign it again and again and again and again, and before you know what that sound is not even exist.

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Luke Guy: that’s called being fatigue well that’s what we’re facing today.

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Luke Guy: Facebook ads people like and they tried Facebook ads Facebook ads ain’t that great right people feel like it’s this old thing.

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Luke Guy: Right like MySpace was you can still get great results Facebook, but cost is going up cost, I mean in the good old days you could get a click for 50 cents to $1.

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Luke Guy: Now, after eating clicks you are like you’re you’re doing something and either you’re selling crack or very legal or you’re just not you’re just out in.

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Luke Guy: Right and if it click rates are like 2% 3% 4% you’re really doubt it, but you can you can scale a six figure seven figure business on a website click rate so.

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Luke Guy: pretty much waste on an ad today it’s just it’s just don’t be boring.

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Luke Guy: I like to be funny and Steve any to tag and one of my videos don’t think you’ve seen him before I need to tag you so you got to fill it and i’m not saying be absolute stupid, but sometimes we are in the act like it’s it’s.

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Luke Guy: So being funny really helps trying to be funny being creative times story people don’t like this, but la la la la la and they want a conversation going back yep.

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Luke Guy: absolutely ridiculous geico got it right, a long time ago right and they there was like 10 years ahead of the game, yes.

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Steve Werner: I mean i’m interested to see where ads are going to go next just because I agree with you, like geico all the I mean geico.

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Steve Werner: let’s see other progressive insurance did all right, anything that was you remember the old spice ads with like the dude that was like on the unicorn and.

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Luke Guy: Like oh yeah.

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Steve Werner: grabs people’s attention it’s slightly funny but, like you, can’t stop watching it and that’s what people entertainment.

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Steve Werner: When it comes to ads or selling anything, entertainment and telling stories is what leads the field i’m just interested to see what’s going to happen.

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Steve Werner: 10 years from now, because you look 10 years in the past, everyone was trying to do and informative ads they’ve started to catch on that it’s more story based it’s more about being funny but now that stuff is starting to get.

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Luke Guy: fidelity yeah and it’s just like well it’s like TV world it’s like what happened to TV will happen on the Internet, I mean.

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Luke Guy: I mean, how long they’ve been running TV ads right it’s been I think it’s been at least 50 years 60 years or even longer than that we’ve been running commercials on TV.

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Steve Werner: Do you know first ad ever on TV was.

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Luke Guy: This isn’t a and i’ve heard this I should know this is what I don’t know if it was about clocks 10.

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Steve Werner: I can’t remember it was about watch it was about I know yeah I know okay.

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Steve Werner: bulava watches, and they ran a it was, I think it was 10 seconds or 15 seconds and they never done it and nobody knew what like they were like.

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This.

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Luke Guy: What is happening right now.

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Steve Werner: yeah like nobody got it, but then within a year, they had sprung up, but they were only in between shows they weren’t in the middle of shows, and then they started adding them in the middle, because that.

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Steve Werner: You got to think back then it’s so crazy right like we have a TV studio we’re producing TV, but we don’t know how to sell anything like we’re just making it and people are going to watch it.

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Steve Werner: And everyone’s like oh I got a TV and i’m just watching something, but like.

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Steve Werner: Nobody was making any money.

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Steve Werner: it’s crazy how how that goes anyway that’s a that’s a rabbit hole um I want to hear more about because you’re you’re specifically.

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Steve Werner: focus on social proof, which I think is huge, because this is, besides telling stories, besides being entertaining social proof is the biggest way.

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Steve Werner: To get people in I use social proof is I tell clients stories all the time, I do client case studies, a new client testimonials I asked them what their pain points are I interviewed them.

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Steve Werner: Like I do whatever I can, with it, but talk to me a little bit about how you use social proof in ads because I think that’s a really unique thing that not very many people do.

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Luke Guy: On it don’t and you’re so.

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Luke Guy: With what we like to do and I don’t know, I have a specific formula to this, but what I like to do first to get them to like me that’s, the first thing I the BAT get them to like me all right and there’s two ways we go about it once I create my crazy funny ad.

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Luke Guy: That because my market is like this man it’s like they jumped out of a helicopter that jumping a Lamborghini.

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Luke Guy: You know, look at me there, there seems like a nice nice Nice or the mind pry Italian $2,000 suit walking out.

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Luke Guy: walk into the mansion you want to be like me we’re going to blow this up for you to get glasses on to just show serious so serious, and here I comb.

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Luke Guy: My crazy so i’m like the complete opposite of that so that’s why and i’ve seen those click rates on those ads is nowhere near what hours are but you’re they’re making money steel, however, I just biggest things being different so first of all tracking them to like.

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Luke Guy: It is probably hard to do, but I do everything I can to get them to like me on that ad and once they click it that’s the whole point.

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Luke Guy: Like hey do you want help with this, like i’ll talk about PR social proof right i’ll do something funny i’m actually did an ad on on.

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Luke Guy: I can do something I did add about sales calls and I was making fun.

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Luke Guy: of how the customer can be like, if you get Ahold of someone who just finds out this like their own sales call and they don’t have the same cost money and the guys, I was like it’s a it’s a dialogue between two people, and I really focus on a pain, let me.

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Luke Guy: make fun of and the it was the most I made that add in like an hour.

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Luke Guy: And though my my lead costs drop down from like $25 down that eight that’s how much that’s how that’s how much people wanted funny but The thing is, I took that traffic and I ran into a group.

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Luke Guy: You can either run into a group or you can run it to a webinar and that’s where I show off my social proof.

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Luke Guy: I either i’ll take that traffic rental webinar and they want something, but the call with us or i’ll take that tracking the traffic and turn turn to a group i’m seeing it to where people want to be pointed to a group when I mentioned go inside a Facebook group.

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Luke Guy: it’s just click the opt in rates are almost double better than when you rent a webinar so it seems to me that people do not want to sit around for two hours or an hour liking anything.

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Steve Werner: that’s.

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Steve Werner: The so I have a couple questions around that first off I build webinars I build stage presentations up until coven.

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Steve Werner: um I ran my well I ran my own live events around live events for customers, anyone who listens to this channel knows that.

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Steve Werner: But then when cove it hit I had to pivot I didn’t go to virtual events, I went to helping people with webinars.

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Steve Werner: The thing that i’ve done is one shorten the webinar to make them incredibly funny and fun to listen to, because that is way more important your.

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Steve Werner: it’s all about the know like trust factor if people know like and trust you they’ll buy, even if they don’t understand 90% of what you do.

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Steve Werner: Which instead of trying to teach them everything which causes them to fall asleep, and like keel over or just leave and go to Facebook.

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Steve Werner: um if you’re funny and entertaining and have like tell jokes and get them to do stuff in their chairs they’re like wow i’ve been stuck in my house with coven forever and this guy’s actually entertaining me this is better than YouTube cool i’ll watch it but anyway, the.

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Steve Werner: How do you drive them to a Facebook group how what are you doing, are you doing a lead magnet or you just putting hey join my Facebook group, are you saying hey the face the lead magnets in the Facebook group, how are you doing that.

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Luke Guy: just sending them an option that they give us info like name number and email, all of them, and then they get sent to a thank you page it’s like a five second load page and then it.

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Luke Guy: is technically can send traffic to Facebook any Facebook assets or properties of Facebook, so I send them to a landing page right and then page loads for five seconds, and then it directs them, because I think Facebook can read pages, even after.

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Luke Guy: pages like way too smart way too smart and wait for them to actually be able to watch video and wait for robots watch videos and when.

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Steve Werner: They do they definitely do yeah.

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Steve Werner: they’re transcribing them and then reading the transcription.

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Luke Guy: that’s true um I people getting away with things that they can say video compared to if this text and they don’t like it will murder you.

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Absolutely, can you.

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Steve Werner: yeah no joke, the okay so let’s go back to because that’s that is interesting, I we used to always send people to a thing like I haven’t.

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Steve Werner: done ads for clients since 2017 but we used to always the Thank you page was always a short video with a call to action to join the Facebook group and get value um.

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Steve Werner: But I know Facebook kind of doesn’t like that, so much so yeah it’s interesting, so you do a five second load page that gets them to like spin a little bit and then it’s like oh here joining the group.

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Luke Guy: Exactly yeah and we do that because pete I mean when you when you ask for a phone number more likely that’s not a real number in fact I may be going to an ex wife or something just aggravate her I don’t know or you’re not gonna.

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Luke Guy: it’s not real must be real, because I got sovereigns like bounce bounce bounce bounce bounce, of course, so when you, but the thing is you can’t fake.

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Luke Guy: A group request like it’s actually you.

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Luke Guy: yeah there’s no hiding, if you want the good stuff you got to go inside of her and no I did not invent this methodology, I saw this somewhere else it’s kind of like where the you know used to be webinars now it’s going to groups.

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Luke Guy: Because people don’t want a webinar one time, you have to break it up inside the group and that’s where our social proof idea came in.

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Luke Guy: And that’s why because a lot of people may be listening this right here that’s one of the things I struggle with because if you have like a ton of social proof.

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Luke Guy: And not just talking head saying Oh, he did a great job makes me lots of money or I can lose weight blah blah but it’s actually other things.

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Luke Guy: Like they don’t want just to talking head because they’re thinking, how do I know you didn’t pay your neighbor to make that video, but how do I know that this was actually real so there’s that that’s why we do things that you cannot fake.

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Luke Guy: And that’s so it’s about serving different angles and that’s why we serve that in our group and it’s just like because Facebook once excitement.

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Luke Guy: Like when they go to one open up the APP is like yay this happened whoa that’s why you want to go out engagement have a baby, I mean you may get like.

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Luke Guy: it’s like oh baby I as I why babies wasn’t a big thing but it’s a big thing or do something exciting make someone I like it love it share all it is amazing.

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Luke Guy: And that’s why, when you create content around this and if you create content around your wins and run your clients wins or you got feature here and that’s a big thing that’s.

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Steve Werner: For sure that’s um I mean that is awesome the.

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Steve Werner: What are you doing inside of your group, then so like you take the social proof talk to us about social proof, because I think a lot of people out there, just like cool I have this testimonial where somebody says, I did a great job.

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Steve Werner: And it’s like that’s not really social proof, I know you just touched on this a little bit, but.

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Steve Werner: talk to me about what like What do you do, for your clients what’s your client journey look like people are listening and they’re like okay I my Facebook ad cost is now up to like six $7 how do I drop that down how do I get appointments.

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Steve Werner: talk to me a little bit about what you do to use social proof to actually build people up and I get them going.

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Luke Guy: Oh man I love that that’s my favorite thing to talk about so So what we do so, for example.

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Luke Guy: So, for example, what we’ll do is so we’ll go at it and just say Okay, where you’re at what concert with you have already.

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Luke Guy: Like we want to bring that excitement I feel into people reviewing and they wanted people love watching other people when include themselves right and making them feel like well people can still win again.

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Luke Guy: So all types of social proof that you can do I like to buy for example being featured in places right getting featured in like I know you heard, I like pat Flynn.

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Luke Guy: Like he’s got a huge party there i’ve actually been featured in some of his stuff you got Michael stelzer at social media examiner if you’re not in marketing.

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Luke Guy: Then all of you listening may not know these people, but these guys in my field is actually a big deal So when I got a video of Mike stelzer talking about me he has a large social media conference that’s the social proof right there.

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Luke Guy: But as for my clients balloon maybe I can’t get that your Luke guy you know I hear that so Okay, you heard my story, I was in I was in crawl space in 2013 so.

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Luke Guy: I mean we all start somewhere set the fact it’s like social pieces getting feature, and this is where we help getting you in headlines getting press releases getting videos of customers that’s cool to that works, but not don’t rely on this one things because you have that doesn’t everything.

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Luke Guy: that’s jumping on podcasts people like Steve has amazing backgrounds and just really good at this, I can tell you that you’ve done a lot of episode just wait just what you’re doing it.

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Luke Guy: So being with you is social proof, because you don’t take this anybody like just anything like this to where.

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Luke Guy: You can say hey guys look and i’ll do this with you Steve.

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Luke Guy: i’ll do that I was on a podcast with Steve Warner whoo like enlightened be like that’s so cool because he’s getting interviewed, so this is little things like that that anybody can do.

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Luke Guy: i’m not a magician to this right anybody can do this, but they don’t they don’t think creative like that, like how do I can look at people’s profiles and it’s like their dog.

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Luke Guy: Their kid can walk that’s great, but this doesn’t make me want to buy from you like, I want to buy from you, but you got to give me reason and that’s why people listening right now I say there’s probably 10 people right now.

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Luke Guy: Who are who are connected with you on Facebook, right now, who would buy from you give you thousands of dollars.

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Luke Guy: And you a lot of you guys have experienced like Steve you have your gift right, you know a lot about this as well, but there’s other people listening, right now, who may not know their buyers watching right now i’m watching for very long time, if you just released some social pieces.

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Luke Guy: anytime I Facebook groups anytime I Facebook grows let’s say, for example, we said we got 1500 people that just came to the group i’ll say hey guys we’re growing.

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Luke Guy: Take a screenshot of that number like little things like that it’s not like having this one big social.

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Luke Guy: Like I got this thing now if I did an interview with ilan musk I mean i’m the stuff like just one of those i’m good right that’s all I need But until then doing the little social proof is actually fun, by the way, like you’re looking for clues.

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Steve Werner: Well, I think it goes back to I think it goes back to.

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Steve Werner: Like you were talking about the roadside earlier right so that roadside that you drive by every day.

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Steve Werner: What Facebook is people are scrolling their feed and instead of a static sign that is there that they’re seeing the same sign every day they’re seeing your dog they’re seeing what you made for dinner they’re seeing where you went.

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Steve Werner: Instead, if you start throwing in some social proof and you’re like hey I was on this interview over here hey I was interviewed in forbes hey I was in the newspaper hey I did this thing.

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Steve Werner: And that’s mixed in there, like Oh, they got a dog oh he’s been interviewed again oh hey you, I must mention him oh hey like.

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Steve Werner: It doesn’t like before like subconsciously they come to see you as.

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Steve Werner: hey that that person’s doing something What are they doing, I want to check them out a little bit when I first released the podcast so I had a podcast three years ago.

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Steve Werner: That we did I did it for 14 months and at 14 months I was getting it’s pathetic I was getting about 30 downloads an episode and I was like.

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Steve Werner: But I did it right, I was like I was going to commit to it for a year I was like i’m gonna do it i’m going to commit to it for a year, but it just wasn’t really going anywhere.

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Steve Werner: When I launched this one.

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Steve Werner: This this one, we launched in August of last year, I did 28 days straight and I did three interviews a day for two.

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Steve Werner: I did interview after interview after interview after interview um but I started tagging everybody and very quickly What happened was people just noticed, they were like oh man.

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Steve Werner: you’re then you’re you’re interviewing people you’re doing stuff I mean we went we went over 100 100 episode 100 downloads per episode within that first month just because I was all over social media i’m plus I enjoyed doing it was super super fun.

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Luke Guy: But as key when you look when you love what you do that, that changes everything you learned to plow it and, obviously, you can tell you really love what you do so that’s what’s going to get you through the hard times is when you actually love it that helps time.

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Steve Werner: I mean, who doesn’t like meeting people and, like you build relationships with them, I like I mean the podcast for me is a way to get to know people in the industry, I miss live events I used to do two to three live events, a month and covert hit, and I was like I can’t do any of that.

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Steve Werner: What what’s going to happen so anyway, I want to go back to the social proof like what because I think a lot of people get confused they’re like well social proof means I need to like get their permission.

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Steve Werner: And I have to have them write this big thing how what are some like very simple things that people can do, maybe they don’t have any social proof.

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Steve Werner: What are some things they can do to get that that I think a lot of people are even scared to ask for social proof as far as like a testimonial um.

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Luke Guy: Well, one thing one thing you can do one thing that I there’s so many ways of doing and I think is like.

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Luke Guy: it’s one of those things that people have not tapped into yet which i’m very excited about because I love new opportunities.

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Luke Guy: But people are not taking advantage of social proof that is around their feet and look as time goes on your social proof gets better.

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Luke Guy: Right you’d if you have to do a free thing with them now and again, like I would honestly go to some free for Elon musk or any billionaire out there just say.

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Luke Guy: I just didn’t interview with a billionaire right that his head, I said, like headline worthy right.

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Luke Guy: For example, i’ve actually thought about this, it would be a dream interview someone like Elon musk right like he’s just like.

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Luke Guy: Number two guy wealthy in the world right, but obviously you’re not going to get him the first shot or even your home that shot right.

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Luke Guy: But if you started at the bottom of the list and work your way up maybe one day because he has our interviews right he has done interviews with people not many, but you got it you start at the bottom.

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Luke Guy: Work your way into the top and eventually It may happen and just like social proof you started the bottom line, what are what are wins around me right now that I can talk about that’s exciting.

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Luke Guy: Because it’s just something that most people are not even doing any way, like, for example, my head like i’m saying like that guy earlier.

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Luke Guy: You had mentioned like $10 appointment days are over, and obviously we’re different whatever the campaign so that’s possible go up.

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Luke Guy: But it looks good on paper right like hey my guy is getting to know the moment right now.

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Luke Guy: And we’re like people that’s how Facebook, is in fact that’s what Facebook was built around was excitement was events like Yahoo moment like yeah yeah hit the like button that’s how it was built by that’s the kind of if you’re boring look at my cupcake you know.

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Steve Werner: Look at my cupcake.

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Luke Guy: What is everywhere look I just had a pop or look i’m you know i’m going to the mall well that’s great, but I just saw hundred posters like that it’s exciting.

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Luke Guy: But my client content all appointments and all my friends are business owners like are you kidding me i’m going to rob homes are you doing it like that’s kinda like boom and Facebook will push that out right so starting small work your way up.

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Steve Werner: So what do you think a quote cards.

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Luke Guy: Like like like, for example, like inspiration.

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Steve Werner: yeah yeah like the crap that i’m giving away what I think of them, but you know, like you pay some social media manager and they make you 8 million quote cards that have like your face a quote and like you just post one every hour on the hour.

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Luke Guy: I mean to me is overrated to me personally.

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Luke Guy: I mean, I know we see it, but to me it’s like a similar Okay, it depends on what your goals are.

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Luke Guy: My goals in life, nor is our book calls from my profile, I want to do that’s just I mean, as I sell something high ticket like we help people get social proof.

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Luke Guy: Would PR and that’s how you can make your ads were right, do you have any social proof and as you’re about to get destroyed like destroyed so that’s why he started on free stuff so.

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Luke Guy: Quote cards is not going to help me like man, did you see looky just like creators most beautiful cool car I think i’m going to hire him.

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Luke Guy: is not going to work out for me right it’s just not but if it’s like look keep pumping out these results for people.

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Luke Guy: here’s another one I made 100 K of war for a client of mine 100 Twitter system, so I made him award.

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Luke Guy: And those they love that like he just wanted the Oscars with Luke guy right, and this is kind of like they love that’s something that really.

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Luke Guy: says something i’ll do like if you, if I mean watch out if you went with me i’ll send you an award amount right i’m gonna pay for it, I mean, I think, if you take a picture with it.

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Luke Guy: yo that’s that’s proven itself.

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Luke Guy: hey guys i’m making this award for somebody whoo i’m about to ship it out as another post I SIP it out he’s taking a picture with it.

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Luke Guy: Who is another piece of content will make a video together, he talks about how he did this thing it’s another piece of content, I didn’t create it four or five pieces of content on one award so it’s five pieces and someone may buy because of one.

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yeah.

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Luke Guy: This is an example, but quote cards overrated.

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Steve Werner: I would, I second that quite a bit all right.

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Luke Guy: Like that okay.

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Steve Werner: What would you tell somebody who says, I can’t do that because it feels like bragging because I know there are a lot of people like I I have.

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Steve Werner: I have some of my listeners some of my friends, some of the people that I work with are in the quote heart centered Community right there like.

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Steve Werner: Because I teach storytelling which.

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Steve Werner: I mean that definitely instead of using a hard sell take me tell stories you get people to lean in, say, how can I do that you have an easy conversation they i’ve i’ve talked to them about even just putting up like a post that says, I got X result for somebody and they’re like.

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Steve Werner: You can tell like they get they get a little anxious about it, so how would you deal with a client that says like I don’t want to brag I don’t want to come across as that.

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Luke Guy: Man well if I get it like you want to be humble Joe nothing wrong being humble I think humbleness is a big key thing kept you know uncharacteristic.

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Luke Guy: But you gotta think about it, though we are called to inspire right like that’s our that as entrepreneurs, we are called to inspire people, so I think I don’t think it’s a bad thought you’re having they’re.

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Luke Guy: Thinking like that, but you have to look at Okay, what is this going to do for me this is this is going to inspire someone we’re live we’re not living in 1950s anymore, she is believe.

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yeah.

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Luke Guy: You got to give them reason to believe your postcards are not going to do that because everybody’s doing that.

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Luke Guy: But if you want to help more people thing with this why.

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Luke Guy: Is it worth getting.

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Luke Guy: results.

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Luke Guy: review system.

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Luke Guy: You have to be introducing you have to show off ricky we are marketers if you’re not a marketer and you do get destroyed and dixie.

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Luke Guy: If you’re if you sell something definitely high ticket.

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Luke Guy: Something premium to think that to me right.

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Luke Guy: Now that you’re amazing but you guys are amazing.

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Steve Werner: Well that’s I think that’s the thing like putting your clients out front.

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Steve Werner: makes everybody, this is what I tell people if you’re talking about your clients, nobody sees it as you’re bragging they see it as like holy crap you change somebody’s life.

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Steve Werner: You made them money you made their business how.

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Steve Werner: Do I get some of that and that is the difference between humble bragging and actually like put stuff out there if you’re helping people do it and I love that you called out like do it for free.

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Steve Werner: If you’re sitting there and you’re listening to this and you’re like I don’t know I don’t have any that go help one person.

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Steve Werner: and tell them like find somebody who has interacted with you somewhere and be like look I don’t normally do things for free, but I will help you in return for a testimonial you have to swear to me you’re going to do everything I say for the next week or two to get the result.

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Steve Werner: or host a free challenge or host a free workshop a free workshop if you get 100 people that say they’re going to come you’re going to get 15 in the room, you will get some testimonials like.

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Steve Werner: If you hold a free workshop, and you get 10 people probably not gonna work out real well but that I would.

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Luke Guy: break free whatever you gotta do to talk about amazing stuff every single day you gotta be talking at least not once a week but i’m trying not once a day i’m trying to five times a day.

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Steve Werner: yeah that’s it well, that actually brings me to the next question how often because you’re you’re doing paid ads.

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Steve Werner: How often do you think like what’s a so we won’t even talk about organic What if somebody like okay i’m going to start running some ads what’s a good budget, what do you think they need to be running in a day.

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Luke Guy: So i’m a good start, like, I will start off with the cost of what is one option, I mean because look, I mean you’re about to get destroyed if you don’t have a plan in place with Facebook, I mean.

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Luke Guy: With all the competition, you have, so I will start off with the price of an option so starting at 10 $15 a good start.

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Luke Guy: Unless you’re just like loaded like you’ve got like half a million in the Bank, and you know you got to get a tax write off anyway so then you’re doing yourself a favor go crazy what start off 15 $20 an hour start small work your way up because, even at that.

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Luke Guy: small amount you’re able to examine data like I can split test two ads or three as I wanted to, and just say Okay, which one is getting the better click rates which one’s getting the best view it, so I would start it there, I would not go like.

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Luke Guy: I mean, I have started $100 a day, just because I thought I had something amazing, but when i’m not being stupid, I will start off it out and 15 a day and I will test it click rates and all that and then double double double like that.

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Steve Werner: What a.

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Steve Werner: And do you always go do you go with a video ad do you go with a picture add what are you.

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Luke Guy: Today, video ads today is going to destroy picture at my video ad will destroy your picture at all day long.

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Luke Guy: Because we have to do things that our competitors are not willing to do if you want to get the results are not getting through anything anyway, so I do videos all the way.

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Luke Guy: And as time goes on those videos are getting more and more like exciting storytelling funny i’m going to have something blow Steve I got a tiger in one man, just to get this to your feedback like.

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yeah yeah.

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Luke Guy: i’m and i’m playing to have me like i’m Luke guy and then I have my client, which is me as well, so I get a split screens or whatever.

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Yes.

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Luke Guy: And i’ve always wanted to be a comedian for the other kid anyway, you know my wife’s not funny and I know if I make my wife laugh i’m doing something like this is going to be a good one, if I can make her laugh so i’ll just i’ll test it but i’m gonna answer the question did I have.

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Luke Guy: A question.

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Steve Werner: yeah I mean i’m just i’m trying to figure out because I like video ads to i’m.

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Just.

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Luke Guy: Video.

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Steve Werner: yeah well alright Luke so if people are interested in contacting you why don’t you tell us one what they what you do and to tell them how they can get to your Facebook group, because I think now everybody wants to go see.

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Steve Werner: Some of your ads so where can they go where can they see some of your videos.

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Luke Guy: Go to the new guy calm okay go go to look at COM, that the address on you about where you like.

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Luke Guy: That is to actually link because they look at I calm and when you go there and send it to the group, the Group is called sold before the call.

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Luke Guy: Because I know I do not, I believe, is a crime try sell people on the phone I think people should be sold already and you’re actually taking the order or you’re going to be created before your 30 so.

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Luke Guy: I would never recommend that, so I like some people for them that’s why social proof is important that’s why.

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Luke Guy: You gotta comes where you can go against that a group and says ads when we come out when we come out with them and and just so you know, like.

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Luke Guy: Social proof is the big thing that I focus on paid ads has been the vehicle how we deliver that since 2013 However, we are going strong organic as well, because I want a four X is not a five X on my return i’ve spent multiple six figures.

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Luke Guy: On as personally not include my clients and that’s kind of all i’m looking for, but.

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Luke Guy: With organic as well i’ve actually hired a coach actually helped me i’ve done i’m getting for a while, but i’m always hiring people to help me like I never feel like i’m at the place of care, nobody like I have people all the time, so.

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Luke Guy: that’s why i’m actually combining paid ads with organic so, for example, what i’ll do is they’ll go to my group and, if I can add them as a friend.

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Luke Guy: And that’s why I really dish social proof between my group and my my profile and any my ad sets i’m constantly like dishing exciting things like that, so they can see and believe.

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Luke Guy: But that’s how you get there, and for people like Luke What do you do exactly the big thing is, I want to, I want to make your people believe, like honestly.

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Luke Guy: i’d like to start with the organic traffic around your feet, I have their afternoon pit we can try paid ads if someone wouldn’t want to work with us.

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Luke Guy: And we can start off $15 a day, but I noticed that you spend a ton of money and feel like you’re sweating bullets i’ve been there is not a good feeling and I wanted to go through that.

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Luke Guy: So what I like to do Steve is let’s try organics let’s look at all the things you’ve done and let’s turn it into content and get get people excited about what you’re doing and turn it into make people you’ll make people believe what you’re doing like the fastest.

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hmm.

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Luke Guy: let’s let’s do this by pumping out social proof about what you’re doing, because that to me and my personal opinion Steve.

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That.

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Luke Guy: series.

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Luke Guy: that’s how to get them to like you was getting them to trust you is the fact your clients trust you and you’re able to pump that because I, you said it, you said exactly right they have to know.

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Luke Guy: Like trust you in fact I think she had get them to know and love and trust you like, if you get your customers to love you before get on the call that’s when the easiest sales call waiting for like a sales call.

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Steve Werner: It right they’re just ready to buy they’re like hey where do I sign up what do I do okay cool let’s go.

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Luke Guy: Straight here right now, like that’s because you you’ve been dishing out social proof so that’s what I hope you do if you don’t have social proof what’s gonna help you create it will look I got clients let’s go get you some PR that social proof.

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Luke Guy: which will be.

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Luke Guy: Interesting headline so they’ll give you some news let’s get you on some podcasts people like Steve are like amazing a podcast we’ve got that voice man like that’s that’s That means a lot so.

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Luke Guy: Let me help you be creative and create your content, not just you know just everyday content but content as powerful and move the needle and get them closer to book and quality that’s why people hire me.

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Luke Guy: People know me for paid media, but you can do the same thing because literally i’m taking paid media run to a group, then, which is organic.

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Luke Guy: You know, because Facebook ads.

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Luke Guy: Second, organic game there so it’s mixing the two together, but it all falls apart, if you don’t have social proof, I can help anybody with social proof anybody.

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Steve Werner: awesome all right well you guys know where to go find Luke go watch some of his videos I may go check them out because I want to laugh, I want to see how funny it is.

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Steve Werner: it’s gonna be awesome Luke Thank you so much for joining me this was super fun and enlightening anything to say before we we part.

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Luke Guy: Oh for anyone with the 2020 which I think is pretty much everyone listening right now.

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Luke Guy: keep pushing like you’re a lot of people are dealing with stuff in their mind like I don’t think I ever went again which a lot of it was going through you’re going to win again.

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Luke Guy: keep pushing keep listening podcast is how it was helps me that’s why i’m on podcast people like Steve like guys like this, what motivates you to keep going so go leave them review.

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Luke Guy: Go subscribe to him do things like listening to podcast like this you’re gonna get through this, but you gotta get through that mental noise appear you’re dealing with so that’s just a personal tip.

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Steve Werner: awesome I love it to everybody else out there, make sure you go check them out everything will be in the show notes until next time take action change lives and make money we’ll see you soon.