James Kemp

If you're one of the 2688 people who've bought from me in the past 30 months...

Thank you.

My lifetime customer count has crossed 6000.

Yet I've generated over 50,000 leads for myself.

44,000 never bought from me.

If you're reading this and you've never bought from me, it's very likely you never will.

If you're reading this and you have bought from me, it's very likely that you'll buy from me again.

That's just how it works.

There are buyers.

And there are non-buyers.

Yet most everybody lumps leads into their singular idea.

Whereas there are leads who will always be leads

And then there are leads you turn into buyers early, and they just keep buying.

Finding your buyers early is the number one way to make your lead generation sustainable.

If you're running a lead magnet, offer a small purchase straight after the download.

If you're running a workshop, offer a low-cost VIP version that gives them access to the replay and a special Q&A.

The amount that they spend with you is close to irrelevant.

It's just a signal that they are a buyer.

Someone who will put their credit card into a box on the internet with a relative stranger.

These two personality types are invisible to each other.

It's always been funny to me that the people who sell the most are also the people who buy the most.

And the people who buy the least always make the least.

"It takes money to make money" is a hilarious brokey mindset.

"It takes investment to make money" is universally true.

If you both find the buyers early and become a buyer yourself, then I guarantee you'll see your results skyrocket.

1 week ago | [YT] | 3

James Kemp

High Ticket Sucks:
Robert left The Society last week.
It was sad. 161 weeks together. He hit the target some time ago. $100k a month net profit.
Things have changed in the business and it was time. He’s still coming to The Soivereign Weekend in Austin, TX in November. He’s still fam.
I’ll miss yapping with him basically every week.
But it wouldn’t have happened if I had listened to everyone.
High ticket sucks.
I know that is not what you are supposed to say.
You have been indoctrinated to say the opposite.
The people who sell you on high ticket make their money teaching high ticket. Great business. For them.
Package the dream of one big sale, sell it to people who are tired of no sales or small ones. Get paid.
It’s like a drug. The rush for folks when the first time the calendar fills up. The high of the big number hitting the payment gateway.
And then like most drugs, they are dependent on it.
That does not make it a good deal for your clients, and it does not make it a life for you. In fact the opposite.
The problem has nothing to do with the price.
It’s the incentive.
When you take all the money upfront your incentive is to close hard and move on.
You got paid.
Everything that happens next, the result, the follow through, the relationship, is now a cost to you rather than a benefit.
You have taken on an invisible liability.
You are paid before you deliver. Paid whether you deliver or not.
Sell hard, get as much out of them as you can, move to the next one.
That is not a character flaw in the people who do it.
But you will notice the people who keep doing it have very high levels of ‘confidence’ and are pretty quick to shift the blame to the client when it doesn’t work out. ‘it’s all mindset’ right?
In an industry with spectacular failure-to-deliver-result levels you need a special kind of disassociation to keep doing it for long. or be very good which is unfortunatley rare.
That’s why the sensitive and ethical can’t sustain it for long but arent sure why.
I sell High LTV.
Robert handed over the price of a luxury car over 161 weeks.
Weekly.
When you charge every week you only get next week if this week worked.
Their result and your income become the same thing.
You cannot take the money and leave because the money stops the moment you stop delivering.
You are forced by the structure to keep being good.
That’s the contrast.
High ticket pays you for the sale.
Weekly pays you for the result.
One rewards you for closing.
The other rewards you for delivering.
Charge weekly if you know you’re not very good and want to get better.
Charge weekly if you know you’re good and want a very easy way to get people started with you.
The scorebord will show you how good you really are.
Weekly exposes you.
Every seven days someone decides again whether you are worth it.
There is nowhere to hide.
High ticket lets a mediocre operator take a big chunk and disappear before the result fails to show up.
You’ve seen plenty on here try to launder their reputation when the high ticket party ran out.
Weekly gives that same operator nowhere to run.
Which is exactly why the high ticket crowd avoids it and sells you the one big payment instead.
It’s ‘good business’. Correct. The economics play out.
But to survive and thrive you accept you are in the relationship business.
Which is more subjective than a P and L.
High ticket protects them from having to be good for very long.
It is also why most people cannot actually sustain high ticket.
It is a treadmill.
You extract, you leave, and now you have to go and find another one, because you just emptied your own bucket.
You are always hunting and always selling hard, starting every month back at zero.
Weekly does the opposite.
It compounds.
Every good week stacks on the last one and the revenue, relationship and results floor rise.
I sell expensive things too.
They don’t work for everyone. And sometimes they don’t work for those they should work for because stuff happens along the way.
I’m selling Replicants. Done For you. Quite a bit of me in it at the moment. They are expensive.
Am I anti expensive? Far from it.
This was never about the size of the price.
It is about where the incentive sits.
My Replicants and the Install around it will continue to get more expensive as they have me in them.
I’m giving someone a whole business model and it needs to be tuned to the individual.
But simultaneously I am driving the price down elsewhere.
There will be a way to get a Replicant soon which doesn’t involve me.
VirtualJK now does more of the work so it costs less to deliver, so more people can have it.
I would rather be paid a little every week by a lot of people who are winning than a lot once by someone I am never going to see again.
As this works, more people pay me, and each of them takes less of my time.
My time gets more valuable and cheaper to give at the same time.
The opposite of the high ticket model where your time gets scarcer and dearer and the whole thing stops the second you stop selling hard.
Price your work however you want. High, low, in between.
But to thrive and soon, survive, get paid the way that rewards you for their result and not for the sale.
Build it so you keep winning when they win and winning will become normal.
Get that upside down and you will spend your whole career chasing and reinventing.
This upside down has been invisible to most people sold the high ticket dream.
New everything every few months to grab the cash to keep you in the game.
And they will feel it long before you do.
I’m here for a long time and good time.
This is the way.

1 month ago | [YT] | 1

James Kemp

3 things that will help you sell more now:

It's tougher out there.
Folks holding money tight.
A handful are crushing.
3 things from inside those that are doing the crushing...

1/ Don't sell coaching to cold traffic - 99.1% don't want to learn. You have 32 seconds to tell them exactly what you will do for them. You can coach them during an engagement, but don't lead your offer with it.

2/ Shrink the timeline - In uncertain times the future feels more opaque. Hard to sell 12 month commitments when people don't feel they know what's happening in 12 days. Test your offer on shorter timelines. 12 > 6 months. 6 > 4 months. Keep all other variables same.

3/ Reveal pricing early - I see people getting the same traffic but less sales. Marketing needs to disqualify as well as qualify. Price/investment will be always be one of top 3 objections. Reveal price earlier to disqualify and ensure you are spending precious time with folks who (say they) can afford it.

All these working right now.

3 months ago | [YT] | 2

James Kemp

The 80/20 Rule: How To Run A Low Stress Business

My first program, Ecommerce Engine, was $2500 then $4500 then $6800. Once.

Clients could stay as long as they liked.

It took me 2 years to install recurring revenue.

Even then, it was a small proportion of my monthly revenue.

Most months I'd start almost at zero and have to market and sell my way to the number.

Hamster wheel stuff.

These days I focus on velocity.

By using Financial Engineering to generate high conversion on weekly timeframes and a Hybrid Offer to max client value, I get the best of both worlds.

Sales and weekly recurring revenue.

And I 'm going to say something that many Scale Bros will balk at.

If you're at $20-$30k per month you should stay there.

And focus on building a recurring element to 80% of your revenue number.

A $30k per month business owner on the sales hamster wheel starting at zero every month and a $30k per month owner who has $24k locked in are different humans.

One is reactive and chaotically chasing.

The other is deliberate and patient.

Prospects feel it too.

The urgency of the desperate sales person oozes through into neediness and often repels the very people you want to attract.

Ok.

How?

Work with me is the smartest but least acceptable answer you want to see right now :)

So..

First you have to commit to the long term game.

Leading your tribe to long term transformation beyond short, dopamine fuelled transitions.

Lean in to the fact that growth is not linear for you or your clients but ultimately you're moving towards something bigger for them anchored in who they become and what they are part of.

Giving them an identity beyond the one they semi-reluctantly inhabit now.

When you play long term games with long term people the short term numbers become markers along the road rather than huge milestones that are loaded with emotion.

Second you engineer your offers to making getting started natural.

When you are presenting a big vision with small barriers to entry you'll find more people start, more people stay and more of the right people stick.

I've covered the strategies I use above.

Building a recurring base is beyond just slapping a monthly price on your stuff and hoping people stay.

It requires commitment, leadership and discernment.

It's worth it.

1 year ago | [YT] | 7