Dan Martell - February 23, 2024


How I Made $3M+ Using Instagram DMs


Episode Stats


Length

13 minutes

Words per minute

223.94191

Word count

3,053

Sentence count

172

Harmful content

Misogyny

2

sentences flagged


Summary

Summaries generated with gmurro/bart-large-finetuned-filtered-spotify-podcast-summ .

In this episode, I talk about how I built my personal brand and how you can do the same with your personal brand. I break down the 4 components of the Character Diamond and explain why you need to know who you are at your core so you can be the best version of yourself online.

Transcript

Transcript generated with Whisper (turbo).
Misogyny classifications generated with MilaNLProc/bert-base-uncased-ear-misogyny .
00:00:00.000 I personally sold over $3 million on Instagram DMs in seven months, and I'm going to show you
00:00:05.900 the entire blueprint on how you can do it. We're talking no funnels, no VSLs, no ads,
00:00:12.920 no sales calls. This is the simplest way to build an online business today. Here's how it works.
00:00:18.220 The first step is the content. Our goal on social media is to become the best version of ourselves,
00:00:23.840 to give ourselves to our audience, to share ourselves with the world, unfiltered, exactly
00:00:29.080 who we are, no constraints. And to do that, you need to understand the character diamond.
00:00:34.320 And I learned this a long time ago from my buddy, Ryan Dice. And essentially it's a process or
00:00:39.100 different components so that you can communicate the depth of a character. And I use this exact
00:00:45.720 strategy to build my personal brand so that people get to know me because what we want to do is we
00:00:50.000 want to break the trust barrier. So there's four components. The first one is understanding what
00:00:54.820 is your North Star? What are you uniquely known for? Think about people like Elon Musk. He wants
00:01:00.460 to colonize Mars. Gary V wants to buy the jets. Everybody that you follow online, you know what
00:01:06.180 their North Star is, but for a lot of content creators, they don't ever tell anybody what that
00:01:10.360 is. The other side of the character diamond is their kryptonite, right? It's the flaw. See,
00:01:14.580 some people are such perfectionists and experts. They don't want anybody to know that they have
00:01:18.820 any dark side or the shadow side. I mean, personally, my thing, and I'm a big fitness
00:01:22.980 person. I do Ironmans. I work out is I love chocolate and peanut butter. It is one of my
00:01:27.680 favorite things. I'm also a big fan of comedy. Kill Tony is one of my favorite shows on the
00:01:32.680 internet. It's what I watch to go to bed every night. And I mean, think about Elon. Elon's
00:01:36.140 favorite thing to do is memes. He's got some kryptonite, right? And then quirky. What is
00:01:40.880 something about you that you would share that would make the person feel, well, that's kind
00:01:44.160 of quirky. My personal one is I kind of have a secret addiction to real housewives. And I mean,
00:01:48.580 if you want to get into debate of which one's my favorite, I'd have to probably put New Jersey in
00:01:52.500 the hat, followed by a close Beverly Hills.
00:01:55.220 But that's my quirk.
00:01:56.260 What is your quirk?
00:01:57.100 I had a friend, his thing is he cooks himself
00:01:59.420 fresh made pasta every night.
00:02:01.340 It's just a little something
00:02:02.560 that makes somebody uniquely them.
00:02:04.480 And then finally, what are your passions?
00:02:06.440 What do you love to do?
00:02:07.740 For me, I love snowboarding.
00:02:09.180 I love mountain biking.
00:02:10.180 I share these things with the world.
00:02:11.940 Yes, I share stuff around content and business
00:02:15.260 and growth and strategies and all those things,
00:02:17.560 but I've given myself permission to share all aspects of me.
00:02:21.840 So if you're struggling on being you,
00:02:24.360 give yourself permission to be yourself.
00:02:26.960 And unlike anybody else, using the character diamond,
00:02:30.280 you'll be able to demonstrate who you truly are at your core
00:02:33.840 and have your audience trust you.
00:02:35.720 So a lot of people have these belief blockers
00:02:37.860 about content, I wanna break them apart.
00:02:39.600 These are the three biggest fears
00:02:41.260 and how to reframe them for you to take action.
00:02:43.580 The first one is your life isn't that interesting.
00:02:46.420 Here's the deal, is you've gone through some challenges,
00:02:48.800 some setbacks, and your best content
00:02:51.280 will be you sharing those transformation,
00:02:54.040 those moments where you overcame.
00:02:55.820 The second belief blocker
00:02:57.040 is that I don't have anything of value to share.
00:02:59.080 I'm just getting started.
00:03:00.040 I don't feel like I'm that smart.
00:03:01.660 I believe that every person
00:03:03.300 has done something impressive with their lives
00:03:05.240 and whatever you know is gonna help everybody
00:03:07.520 that's just behind you.
00:03:08.800 You wanna share that.
00:03:09.720 You wanna literally give it all away.
00:03:11.720 If you're a consultant, share all your secrets.
00:03:14.280 I think information should be given away for free
00:03:17.280 and then people will pay for implementation.
00:03:19.840 The third blocker is what are other people gonna think?
00:03:22.700 Your high school friends, your coworkers, whatever it is.
00:03:25.960 Here's what I know.
00:03:26.800 If your ambitions to help people and create content
00:03:29.240 is bigger than your fears,
00:03:30.460 then your life will be way bigger than your dreams.
00:03:33.620 Do not hold back from sharing your true unique giftedness
00:03:37.040 with the world, because that's how we create connection.
00:03:39.540 The second step is what I call the opens.
00:03:42.320 I remember I was talking to a client of mine
00:03:44.300 and they were like,
00:03:45.140 you know, I don't have enough leads
00:03:46.140 and I need to do more marketing.
00:03:47.880 And I opened up their profile and I was like,
00:03:49.800 you literally have 6,000 followers.
00:03:52.960 I go, have you messaged every one of them?
00:03:56.000 No, why would I do that?
00:03:57.940 Every one of your followers are essentially an opt-in
00:04:01.000 for somebody who's shown interest
00:04:02.560 to wanna learn from you
00:04:03.940 and you haven't even started a conversation with them.
00:04:06.480 So here's how you turn those followers into leads.
00:04:09.120 This is the opener framework and it is awesome.
00:04:12.080 So there's two big strategies.
00:04:13.500 First, we start with inbound.
00:04:15.000 The inbound is a hand raiser.
00:04:17.280 On your social media account,
00:04:18.500 Ask people if they want something of value
00:04:20.920 that you've created.
00:04:21.840 It could be a template, a blueprint, a script,
00:04:25.280 any kind of playbook and saying,
00:04:26.660 if you want this, then just message me
00:04:28.820 and I'll send it to you.
00:04:29.740 That's the inbound, because they're messaging you.
00:04:31.920 Interact with those people and see if you can be helpful.
00:04:34.200 The second is outbound,
00:04:35.960 which is all about messaging every new follower.
00:04:38.580 First off, you say hello to them,
00:04:40.060 thanking them for the engagement.
00:04:41.420 Hey, Jane, thanks for the follower. 0.77
00:04:43.060 Thanks for the engagement.
00:04:44.060 And then asking them, are you here for the content?
00:04:46.380 are you looking to and get the results?
00:04:48.480 So whatever it is, for me, it's are you here for the vids?
00:04:50.840 Are you looking to grow your business?
00:04:52.320 Are you here for the content?
00:04:53.540 Are you looking for a new logo?
00:04:54.860 Whatever it is, it's a this or that,
00:04:56.880 but always end with the thing you want them to do.
00:04:59.180 I keep seeing people mix those up.
00:05:00.980 You don't go, are you here to grow your business
00:05:02.900 or you're just here for the videos?
00:05:03.940 Whatever is the thing that you can help people,
00:05:06.020 make that the second call to action.
00:05:07.740 And when they say both or the second or just the first one,
00:05:11.400 you can then engage with them.
00:05:12.860 The third step is to qualify.
00:05:14.680 So when you go to a doctor and you sit down with them,
00:05:16.640 they don't just say like, what do you want?
00:05:18.200 And then they give you a prescription
00:05:19.500 and then you walk out.
00:05:20.520 And the reason why is any prescription
00:05:22.140 without diagnosis is malpractice.
00:05:24.340 So for you to try to sell something to somebody
00:05:26.480 and you don't even know if it's really the right thing
00:05:28.240 for them or if you can actually help them,
00:05:30.200 it's not only wrong, it'll waste your time.
00:05:33.520 So I wanna teach you a framework
00:05:34.940 that's gonna help you get through it
00:05:36.080 so that you can move to the next step
00:05:37.540 only if the person is ready for you.
00:05:39.920 So there's four steps to qualifying somebody.
00:05:42.580 The first step is asking them about their desire.
00:05:44.980 So you might say, where do you wanna be
00:05:46.740 by the end of the year?
00:05:47.720 Or what is your dream weight?
00:05:49.200 Or what is a ideal outcome for your new brand?
00:05:51.720 And they start telling you about it.
00:05:53.260 Then you wanna go to their current state, their reality
00:05:55.380 and ask them like, well, what does it look like today?
00:05:57.780 See, if you ask their desire first,
00:05:59.300 then you have the permission to ask about their today.
00:06:01.460 If you say, where is your goal for your revenues?
00:06:03.200 And you can say, well, what do revenues look like today?
00:06:05.360 Or what do your profit look like today?
00:06:06.660 You really wanna get descriptive.
00:06:08.320 So tell me about your situation.
00:06:09.720 How many people do you work with?
00:06:11.120 What have you tried so far?
00:06:12.920 That kind of stuff.
00:06:13.820 Then we wanna talk about impact.
00:06:15.700 So asking them questions like,
00:06:17.180 how does this impact your life today?
00:06:19.240 How does it impact your time?
00:06:20.920 How does it impact your emotions?
00:06:22.460 How does it impact other people in your family?
00:06:25.080 How does it impact people at your work?
00:06:27.240 But really understanding the pain
00:06:29.840 around their current state,
00:06:31.300 the reality helps the prospect
00:06:32.960 understand their current situation.
00:06:34.980 Then once you do that,
00:06:36.340 you then earn the permission
00:06:37.420 to ask them this beautiful question,
00:06:39.180 do you want my help?
00:06:40.840 And that is where we give the permission back
00:06:42.980 to the person to lean in or lean out.
00:06:45.600 They either say, yes, I'd love to learn more.
00:06:47.520 Or they'll say, I don't really know what you do
00:06:49.480 or I don't even know who you are,
00:06:51.140 which gives you an opportunity
00:06:52.320 to try to overcome that objection.
00:06:54.420 But you wanna get it out of the way upfront
00:06:56.280 so you qualify them, have them lean in,
00:06:58.780 and then you get to move to the next step.
00:07:00.620 That's when we use the buying zone.
00:07:02.760 Some people are either too far on the left
00:07:05.140 where they have no hope that they can solve the problem,
00:07:07.840 no confidence in themselves,
00:07:09.480 or they think that what you're selling
00:07:11.180 is maybe too advanced for them.
00:07:13.360 And then you have people on the other side of the spectrum
00:07:15.680 that have too much hope,
00:07:17.320 that feel that, hey, I can figure this out myself
00:07:19.240 or too much confidence, like I've done this,
00:07:21.860 I can do this myself,
00:07:22.860 or maybe think it's too simple
00:07:24.920 or too Fisher-Price for them.
00:07:26.580 And what you wanna do is you wanna use reframes,
00:07:28.720 I'm gonna teach you in a second,
00:07:30.040 to get them into the buying zone.
00:07:32.140 And the buying zone is this perfect place
00:07:34.200 where they have enough trust, they have enough hope,
00:07:37.020 they feel like it's a perfect fit for them.
00:07:39.320 So what do you do when you're on either side
00:07:41.180 of that spectrum?
00:07:42.380 These are the three reframes that I use
00:07:44.580 to get the prospect in the buying zone.
00:07:46.260 First off, a comparison reframe.
00:07:48.380 So some people will be like,
00:07:49.400 I don't know if I could ever be a millionaire.
00:07:51.140 And you might ask them, you say,
00:07:52.320 do you know what percentage of the entrepreneurs
00:07:54.080 are millionaires or how many millionaires are in the US?
00:07:56.960 And they go, no.
00:07:57.660 They go, there's actually 22 million millionaires
00:08:00.300 in the US.
00:08:00.940 Do you think it's possible
00:08:02.000 that maybe you could be one of them?
00:08:03.760 Wow, I didn't know there were so many.
00:08:05.420 That's a comparison reframe or a calculation reframe.
00:08:08.520 So some people, they might have a lot of confidence in what they're doing.
00:08:12.160 And I might ask them a question like, well, what are your profits at?
00:08:14.920 And they'll go like, oh, we haven't made any profit.
00:08:17.340 So that's somebody had too much hope and you want to bring them back a little bit to get
00:08:21.000 them into the buying zone.
00:08:22.300 Or you might ask them to like talk about revenue numbers.
00:08:24.700 So it's like, what's your goal?
00:08:26.120 How many units would you have to sell to hit your goal?
00:08:28.920 When people start running the numbers in their head, they go from not enough confidence to
00:08:33.020 confidence because we say, hey, that's only like five more units per month.
00:08:36.620 So that's a calculation reframe.
00:08:38.520 And then another one that I love using is a correlation reframe.
00:08:41.900 And that's like, for example, with business coaching or people that hire agencies or other
00:08:46.560 experts to help them, you might say like, wouldn't it be weird if you met an athlete
00:08:51.280 at the Olympics that said they didn't have a coach?
00:08:54.440 They go, yeah, that'd be pretty weird.
00:08:56.340 Well, do you want to be somebody that performs at the highest level or at the lowest level?
00:09:00.780 And that helps somebody going from too much confidence to just perfect to allow them to
00:09:05.840 make the decision to purchase.
00:09:08.500 The fourth step is make the offer.
00:09:10.760 Most people get stalled at this level
00:09:13.060 because they don't feel like what they can do
00:09:14.860 to help somebody is valuable enough
00:09:16.800 or it's need to be packaged
00:09:17.900 and all this whiz bang marketing site and copy
00:09:21.000 and it's gotta have a video and all these things.
00:09:23.160 I will tell you, every one of my software companies,
00:09:25.900 all my coaching companies, everything I've ever sold,
00:09:28.520 I sold it before I ever designed it or built it.
00:09:31.540 Over time, you can develop it.
00:09:33.400 Over time, you can add all the bells and whistles,
00:09:35.720 but you just wanna go out there
00:09:37.300 and have people lean in, make an offer,
00:09:40.460 validate that what you have is valuable to them
00:09:42.960 by them transacting, and then from there, keep going.
00:09:46.220 When I launched this new coaching program,
00:09:48.300 I didn't even have the call scheduled.
00:09:50.380 I didn't have a payment link on Stripe.
00:09:52.060 All I had was an outline of something
00:09:54.040 that I was thinking of doing.
00:09:55.360 I copied and pasted, I sent it, people said I'm in.
00:09:58.340 Then I had to go call my team, create a link,
00:10:00.520 send it to them, and then we got it going.
00:10:02.300 These are the two things that are needed
00:10:04.000 to create a great offer.
00:10:05.620 First off is you have to map to pain.
00:10:07.520 Whatever the conversation you've had with them
00:10:09.400 and all the pain points that they're saying
00:10:11.000 is a struggle from my team doesn't listen
00:10:13.020 to I don't have clear vision or I feel unmotivated
00:10:15.580 or I don't feel consistent, whatever the pain is,
00:10:17.840 your offer needs to map to the pain
00:10:19.860 and overcome those concerns, overcomes those objections
00:10:22.740 so that they feel like this is a killer offer.
00:10:26.220 So once you have an offer outline,
00:10:27.940 I'll give you a template below
00:10:29.020 that you can just copy and paste and play with.
00:10:30.960 Keep it simple.
00:10:31.940 I wanna make this simple
00:10:32.900 because I think complexity fails simple scales.
00:10:36.440 That's number one.
00:10:37.640 Number two is you either win,
00:10:39.160 the person decides to buy from you,
00:10:40.800 or you follow up
00:10:42.160 because fortunes are made in the follow-up.
00:10:44.740 Probably 50% of the revenue that I have
00:10:46.880 is because I kept them on a list on my phone
00:10:49.480 and I kept following up.
00:10:50.960 I kept showing up.
00:10:52.060 I kept adding value.
00:10:53.140 I kept doing hand raisers.
00:10:54.440 I kept sharing wins.
00:10:55.480 I kept doing the things
00:10:56.600 that proved to the people following me
00:10:58.800 that I was able to deliver on the thing
00:11:00.860 that we had chatted about
00:11:01.840 and eventually say, I'm ready, let's do this.
00:11:04.920 These are the three things
00:11:05.920 that actually hold people back from selling. 0.66
00:11:08.040 The first one is they're too transactional.
00:11:10.360 There's no empathy.
00:11:11.420 It's almost like back and forth without conversation.
00:11:13.920 The key there is to echo the feelings.
00:11:16.300 Whatever the person says to you,
00:11:17.920 you wanna acknowledge that, send it back.
00:11:19.940 So what I hear is this, did I get it right?
00:11:21.820 Yes, perfect, and move on.
00:11:24.000 The second one is you don't have the proper expert frame
00:11:28.140 and what you get is you get put in the friend zone.
00:11:30.520 So when you're chatting with somebody,
00:11:32.160 you might ask them what their goals are and they go,
00:11:33.640 what are your goals?
00:11:34.640 That is the friend zone.
00:11:35.820 You don't wanna be put there.
00:11:36.840 Instead, you wanna lead the conversation.
00:11:39.060 You wanna take control of it.
00:11:40.520 It is actually perfectly okay
00:11:42.080 to not even acknowledge a question
00:11:44.160 and just keep moving the conversation
00:11:45.900 to the next level of qualifying
00:11:47.540 so you can get the person to a place
00:11:49.180 where you can maybe be of help.
00:11:50.940 The third is just being lazy.
00:11:52.460 I see people all the time, they're like in momentum
00:11:54.820 and they're chatting and they're making revenue
00:11:56.700 and then they get busy with the business
00:11:58.120 and then they get non-responsive
00:12:00.000 and they drop the ball and they don't follow up.
00:12:02.960 And that is probably the biggest killer of revenue.
00:12:05.940 And that's why in the next step,
00:12:07.220 I'm gonna teach you the process
00:12:08.300 you gotta follow to make this easy.
00:12:10.000 The fifth step is process.
00:12:12.180 See, the secret that no one else talks about
00:12:14.600 is that sequencing equals success.
00:12:17.400 So when we're doing chat,
00:12:19.000 when we're having sales conversations,
00:12:20.520 you just can't just go all over the place
00:12:22.240 and talk to the hottest qualified lead
00:12:24.600 and try to move that forward and skip all around.
00:12:26.700 You need a process.
00:12:27.880 And for me, I do the reverse of what most people do.
00:12:31.260 See, most people do their opens,
00:12:33.100 then they qualify, and then they make offers.
00:12:35.760 My nuance here is to go from offers.
00:12:38.460 So what I do is I start with everybody
00:12:39.820 I've made an offer for in the past,
00:12:41.840 maybe yesterday, the day before,
00:12:43.180 and I process from the bottom,
00:12:44.600 the oldest, all the way up to the top.
00:12:46.600 Then I go to qualified.
00:12:48.000 So these are people that have already qualified,
00:12:49.880 and I start at the bottom, and I go the way up top.
00:12:51.560 And then I go and I do my opens, and I do my leads.
00:12:54.120 That way, I'm always moving
00:12:55.480 the most qualified pipeline forward to increase revenue if i only have 45 minutes on chat that's
00:13:01.560 what i'm doing now instagram actually makes this really easy if you go into your business account
00:13:06.680 they have these things called tags or labels and the way i do it is that if i find somebody leaning
00:13:12.040 in i tag them as a lead then if i qualify them i tag them as booked then if i make the offer i tag
00:13:18.920 them as ordered and if eventually by i change it to paid that's way they're green and i put them
00:13:24.040 in my primary inbox in my Instagram
00:13:26.160 because now they're a client.
00:13:27.620 So if they chat with me,
00:13:28.720 I know to prioritize those messages.
00:13:30.700 That's how I made 3 million on Instagram DMs.
00:13:33.100 If you wanna learn the only four skills
00:13:34.720 you need to build a billion dollar company,
00:13:36.440 click the link and I'll see you on the other side.