Why Dave Decided to talk to Stephan:
Stephen Mesa worked for Free for 18 months learning how to generate 200X returns on ad spend. His skills landed him an opportunity to work with a leading Stem Cell doctor. He reveals what he did to survive and pay the bills and how to go from working for Free to getting paid. He now has others wanting their “Stephen” to do what he does. Stephen details the steps he took and what you can do to go from working in a fast food restaurant to becoming a high demand marketer.
Tips and Tricks for You and Your Business:
-How to keep going when you want to quit (4:46)
-Learning the ROI of working for free and making the transition from working from free to paid (6:00)
-Learn the tools Stephan uses to gather his leads (8:51)
-Tips and tricks to fill a small mastermind seminar (9:21)
“The value of not being afraid to work for free.”
“Leads have a lifetime value.”
Becoming a successful entrepreneur usually takes hard work and more times than not, requires you to work for free. How you use your time in building your market knowledge is one of the major keys to success.
welcome to funnel hacker radio podcast where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales dominate their markets and how you can get those same results here is your host Dave Woodward hey everybody welcome back this is gonna be a fun podcast I’ve got an opportunity bringing someone on who I just met at funnel hacking live miles introduced me to him and this guy’s doing stuff that no one is I’ve again never even had any idea you could do this kind of stuff inside of of ClickFunnels™ but I get approached all the time saying oh I’ve got this cool idea and I want to introduce you to guys – Stephen Meza Stephen welcome to the show hey how’s it going guys so yeah first yeah this is a guy who basically is not a chiropractor and yet is generating leads for stem cells for chiropractors they’ve opened up over four different clinics he’s able to turn less than a hundred bucks into over two thousand dollars with his lead gen and everything else using Facebook and Instagram he’s just crushing it on Instagram I’ll give you his Instagram profile the stuff a little bit later where you can get a hold of them but I just want to make sure you guys understand this is gonna be one of those interviews that is totally out of the normal box because stem cells in and of itself is cutting edge type of stuff but to be able to use funnels for stem cells for chiropractors I’m super super excited about so Steven well let’s kind of just dive right into this okay man so okay so this is I guess a full disclosure this is my first podcast interview so where do you want to go from here I mean you know you let me start with the Instagram Facebook how I got here I mean number one so I can tell you one of the main things people are gonna be asking about right now is going how in the world do you does a guy who doesn’t know anything about chiropractic or stem cells even get started in that type of an industry okay cool so one of the things easy way says I think and a lot of the people that listen this podcast can can relate is you know you just kind of know you’re an entrepreneur from the beginning you just you just know you just know that that you want to do your own thing and I met a chiropractor and he you know his name is dr. Scott gray and he’s really big in the online marketing world and does a lot of stuff but he I explained him that I wanted to be a business a business owner and and kind of asked him what he did how he was so successful and he kind of took me under his wing he said you know I’ll let you work for free pretty much and do like an internship where you kind of just shadow me and learn how to how to drive these leads and how to create landing pages and kind of the whole nine yards and I just studied it for like two or three years I ate it all up and and I got really good at it I should say like it just I got to the point where I was successfully getting high-quality patients for doctors yeah I’m so I’m so bad at those like oh you know long story short you know let me just get out there I can tell you one of the things you have to understand is people who listen to this are going how in the world do you actually do this kind of stuff so I one things that you said I think is super super critical and my hope we’ve mentioned this a ton on this podcast before and that is the value of not being afraid to work for free and wrong I want you to kind of expand on that concept just a little bit as far as obviously as an entrepreneur you still have to pay your bills you still got to be able to make money you still have to live how do you actually work for free and yet at the same time pay your bills okay so that’s it that’s actually a really good question so for the first three years I worked at a fast food restaurant called Five Guys I would worry hamburgers by the way love those and I would work from I would work for Scott from 9 to 4 p.m. uh for totally for free like no I’m not even joking this is wholly agree and then I would work from 5:00 p.m. to 11:00 p.m. well really till like 1:00 o’clock didn’t work so they had to close and clean up but Monday through Saturday and then work like a ten-hour shift on Saturday so I was like a 40-hour thing you know so I worked about a hundred hours a week all together to make it and I’m telling you like there’s so many times I thought about quitting and thought about not doing you know what I was doing and what get you going because I get this is this story that you’re talking about is I think something the real people have to understand cuz I get approached all the time your again we just left funnel AK in live to trauma Club X program people pay you know invest over eighteen thousand dollars going how in the world might have fun this and I can tell you one of the very first things anytime someone asked me is I’m telling well you got to work for free and they go well yeah but Dave I got to pay my bill and everything else and I think you have to be willing to work as hard as you just talked about 100 hour weeks I remember those days and we still do a lot of them even at this point but as you take a look at that the hard part is you’re talking years of doing this type of stuff how do you keep going when you’re frustrated through that kind of stuff and feeling like you want to quit you just have no choice like you kind of I did this just I really did this just recently like I bought a car that is a stretch you know and you just do it and you just know that it’s got to work I mean the same thing happened for me like two or three years ago it was like it was just like it was really frustrating I wanted to quit a million times but you realize like you just have no other choice I mean what else can you do if you don’t know anything I mean if when you’re getting started out like you like you said you trade your services for free or whatever training if you I mean you just kind of have to do it you have to do it until and I didn’t realize this at the time you have to do it until people start recognizing what you’re capable of that’s when you know I think that happened like a year and a half in was someone said to me these names Josh Landon actually so if you listen says he’s in a lot of marketing circles as well but he said I need one of you he told Scott that and that’s and I realized like I’m learning a lot more than I think I am and Steve I’m gonna catch up on that one cuz I I I hope people understand the importance of that so hard it’s one of those things where you can’t you’re learning you know line upon line get this little pieces here and there you really don’t think that you know that much until all of a sudden what you just that epiphany experience where are someone says hey I need a Steven I gotta find myself as Steven and I think that’s the part that I stress to people all the time is if you’ll go out and work for free and develop those skills the return on that investment and return on that time is so invaluable hear you right I mean now you’re sitting out there you’ve gone from working for free to now you’re basically working with this guys as a partner in what four other businesses yeah yeah well we have four locations and I’m still helping out on you know with with his marketing agency but yeah it’s it’s just it’s been insane it’s been a totally wild ride and it’s worked out really well so how do you make the transition from free to paid you sell it so so you you see let’s see these are really good questions I was not prepared okay so um you just I saw that he was bringing on throughout I would say the first year he was bringing on other media buyers of the people like that and he’s paying them and I hated that so much right because I’d sit there do the same amount of work the same hours and not get paid for it until you realize like once you once you realize you look better than that then you just kind of go up and say hey look I’ll do it for half so what I did was I said you’re paying this guy for a number say $30 an hour I’ll work the $15 an hour if you just give me the job that’s when I was able to like push out five guys and then you know then it kind of just kind of grew from there like now I had a paid position so now I could get some sleep at night and then and they kind of just keep the ball rolling yeah Stephen that’s fascinating again congratulations I think that’s as you mentioned before it’s that whole entrepreneurial Drive where I I don’t care what it takes you know we refer to as far as your your plot domo type of moments your letter Gold moments you’re burning the bridges whatever it takes type of deal and I I appreciate you coming on and just being just as open and transparent about that kind of stuff so tell me now that you’ve gone from that situation now you’re getting paid what are some of the things that you’re actually doing now so I don’t even you’re driving a ton of leads through Facebook and you’re getting huge ROI on these so what are the what are you actually doing so a lot of things we’re doing is is we’ve really dialed in on who are perfect like our avatar our audience who that is I mean we’ve totally reverse upended everything and like we spent weeks I mean at a time right we have spent weeks and weeks on what the perfect person would be for this kind of stuff and it’s like people 65 plus we’ve dug into they’re like targeting as far as like purchase behaviors what someone like that would be interesting I mean down to like choosing like tennis as an interest I mean we have we have studied everything I like subscribe to newspapers I’m 21 years old like I’ve like sat there and like read all kinds of stuff till I get into the mind of a senior right tell me what are some of the tools and resources you guys are using to do that kind of stuff because that’s I mean that’s a ton of data mining so Facebook once we got that all down Facebook Ads and then we take them to a click funnels landing page from there week I mean we sell them right and then we get them to submit their information and we follow up with them with a 12-day email sequence once we do that it’s like it every day is just factual stuff about whatever we’re selling which in our case is stem cells and we kind of keep it top of mind and then we follow up with them with even just phone calls text messages things like that to get these people in the door and when I say in the door we get them together for like little seminars little events so for people that are marketing like to fill up little masterminds things like that you guys should definitely reach out because I’ve some tips and tricks that you know totally free stuff I mean I just give you some tips and tricks for people want to fill a seminar small seminars where some yeah always go totally ridiculous ads fence so one thing that I do is like I’ll put at thirty thousand dollars a day and will only spend $4,000 I mean the algorithm won’t let you spend it but you’ll outbid everyone but the key there as you mentioned you got to know your avatar or the waiter to be going through a ton of cash oh yeah and you won’t get an ROI on it but yeah like the number one thing I think is like when you put it out a hundred dollars a day and that’s really all you can spend you’re not hitting your full potential you should put it on like three thousand dollars spend that hundred dollars in like the first three hours but you’ll have gotten you’ll have like we call it breaking the ice but you guys really test it like just ridiculous ad spend and you’ll get within the first two or three hours always you need and go from there i nurture that lead and take care of it and that’ll work out for ya you know I love the idea mentions far as nurturing that lead I think that’s the problem most people have is they get the lead and they burn through that lead or they forget the importance of that lead I can tell you for us leads have a lifetime value that are it’s real quick at first but then the follow-up sequences you know we talked funnel a can live about action etics empty and this whole multi-dimensional opportunity I know you made mention Steven as far as you’re not only following up with you got 12 different emails you’re sending out you’re you’re sending texts and phone calls so you have an older demographic how responsive are they to to email and text so they’re super so with text more and more actually but with email that they’re they have full-blown conversation I mean if you’re just if you’re marketing to anyone about 50 years old and you’re not following up with just an email you’re leaving so much money on the table because they already feel skeptical about putting their phone number on the computer and putting their something mean so once they if they give you that much trust to do that and you’re not following it up like with whatever you’re doing if you’re not following it up you’re just going to lose a ton of money I think once we implemented like email sequences and just having conversations with them through email I mean these not so like sales they just full-blown hey just hope you’re having a good day here’s one more fact about what we do so some people I’m sorry to keep cutting you off here but I’m really excited about what you’re talking about here and that is a lot of times people will send out autoresponders or broadcast emails without any intent to get a reply so it sounds that you’re actually asking for a conversation or or for them to reply to you so to dive in a little more detail as far as what do you what are the questions you’re asking that’s a soliciting that type of a response so we’ll send out emails asking simple questions like you know is it FDA approved what do you think yes or no about our treatments little things like here for the next ten days I’m gonna send out one fact a day about what we do if you don’t want us to do that go ahead and reply to us if you have any other information that you want us to send you just reply like I read all these make sure you leave in there like I read all of these I’m here for you kind of a thing does that like that make sense am i explaining myself yeah so art so is the response yeah is the signature then being signed by the chiropractor the doctor or is it being signed by who do they think they’re communicating with the doctor for sure I mean there’s already there yeah for sure you may think that they’re having full-blown conversations dr. fantasticks they are right we call that marketing so Stephen now that you’ve got this conversation going with them that demographic as you mentioned is really skeptical as far as putting data out online especially a phone number so how are you capturing that phone number I’m assuming you’re not doing it through an opt-in funnel you’re doing it more through email or maybe your how are you actually getting the phone number we ask for the flight bare minimum plan which is name first name email phone number the don’t I don’t think and I’d have to go back and look but I think we’re best performing funnel I don’t think it’s a mandatory thing so I think we just collect that email and then yeah we follow up with the sequence we’ll send them emails and then we’ll ask for all that then great so you’ve got an older demographic who’s responsive to you on Facebook and now you also made mention that you’re starting to use Instagram is Instagram being used in the same demographic or is this a different project no so we’re using it in the same demographic because it seems like and like with the demographic we’re in a lot of them are starting to text a lot of them are like we’ll leave a voicemail and we’ll say hey like you know we tried to reach you whatever you know give us a call back and they’ll just text back so we started running ads on the Instagram and the cost per lead is still pretty high but it’s cheaper right now then through Facebook I mean like it’s kind of a good supplements like when you use the audience Network like you’re gonna it’s it’s hit or miss but it’s always good to allocate a little bit of a budget to Instagram ads or short leave on that again I love the idea that what you guys are doing as far as going through multiple social channels taking the revenue and the generate in one area and using that augment and supplement advertising another social platform is fantastic super cool idea awesome so tell me now that you’ve got people they’re coming now you mentioned that going to a seminar so you basically you’re taking from a Facebook ad or an Instagram ad from that ad to a landing page they land on the landing page what is the offer on the landing page literally just a like so it depends on the area if you’re like in Oklahoma City we’ll just offer just to come to an event to talk to a doctor about stem cell therapy just sit in there talk to him you get one-on-one time whatever and it works really really well and more crowded markets like Miami Los Angeles things like that we invite them to places like Golden Corral say hey come have free lunch on us let’s all talk just get to know each other and let us teach you about stem cell therapy so what we’ll do is like I said like you said it’ll be an ad I’ll go to a landing page we’ll give them all the information like we give a ton of value about stem cell therapy how it’s not illegal and it’s not everything they’ve heard and then just a simple call to action saying hey if you want just give us your information tell us how many people are gonna come with need whether it’s your spouse or five of your family friends and and let’s communicate over email for the next 10 to 12 days until the event and then the day before the event we reach out and say hey she want to make sure you’re still gonna come and have lunch with the doctor dinner whatever you’re gonna do there yeah and it’s it’s turned out to be a pretty insane thing no I love that I we used to do this in the financial services industry years and years ago and I think it’s it’s fascinating you at the time we were doing a lot primarily through direct mail I loved obviously the social media makes it a lot cheaper as far as generating the lead now they come to whether it’s lunch and dinner or meet and greet with the doc is doc giving a presentation there for a certain period of time is it just open presentation for about 45 minutes to an hour and then they’ll eat while you know it’s happening you’ll answer all kinds of questions he’ll kind of you know it’ll be a full-blown event it’ll turn into something that it takes about two hours to do but it works out real well and I think that no matter using ClickFunnels™ and putting out all that information and having pictures and for this demographic right amount a sounds like a no-brainer for anybody but it’s just you get so much higher quality of belief than you would using anything else newspaper inserts magazines radio it’s just just more tangible I feel you know fantastic so Steven tell me then what’s the call to action at the dinner is it to come to the office to come for an actual appointment are they paying for anything at the dinner what’s what’s the next step in the in the offline funnel here so one thing we’ll do at the dinner our lunch will offer a consultation so we’ll say hey this sounds like it’s the right thing for you on if it sounds like something that you want to move forward with we ask for a forty dollar donation to Children’s Miracle Network and right cool and we’ll just say hey you know it’s kind of weed out the tire kickers and people like that and and and it’s you know for a good cause you know you feel good about doing good right so we’ll offer that and the people that do sign up we’ll schedule them for the next day or the day after come in doctor and then the doctor will do this thing and and work is magic and go from there so what are the typical conversions then say you’ve got ten people show up for a dinner how many of them actually or a lunch how many actually pay the 40 bucks and then schedule at the dock out of 10 people who are by well okay so you got a 50% conversion now they come to the the office now they’re meeting with the dock they’ve already spent 40 bucks donated to Children’s Miracle Network at that point now they’re me with the dock how many of them convert to actually paying something to the dock Bob forty percent I would say okay so for so we’re basically at that point started with ten we’re down to basically to pain what is what’s the typical average card Valerie the average cost or what they’ll pay for at the doctor’s office for the stem cell therapy treating another five to ten thousand yeah mm-hmm that’s fantastic dude that’s just crazy crazy numbers it’s the same yeah I think that’s probably love so much talking with people like yourself and a lot of our to comma Club winners and now our eight figure Award winners and how many of them basically are using ClickFunnels™ as even the lead gen on the front end and taking that offline there’s so much more money offline and I think it times people afraid to sit face-to-face or pick up a phone and call somebody or or have those types of conversations but realize you actually I talked about this a while back regarding there’s a there’s a crossover between you know marketing sales and when those two lines actually intersect the further if you’re looking basically at a graph with expense on the left hand side being your y-axis and time being your X it’s super expensive to have a sales person contact someone at the beginning where you allow marketing to do that as long as possible and that intersection the further you can push it up timewise the lower the cost is to actually bring a sales person and in this case it’s the doc well the ROI on that is usually enormous because you’re closing 50% of the people he’s meeting with where he’s not having to sit and talk to ten people to get to two he’s meeting with four and I think it’s just again congratulations on all your success Stephen well I hope people are gonna be dying to talk to you more about what you’re doing how you’re doing offline funnels utilizing click follows using Instagram Facebook how do if people want to reach out to you Steve what’s the best way of reaching out to you well the best way to reach out to me is you can email me directly at Steven ste Phe n regenerative health centers calm or just write on my Instagram if you want to just look up Stephen Meza ste pH en mes a all together I’m more than happy to connect with you anyone on you know how I’m using my you know Facebook and click funnels to do what I do and even looking at some of your accounts you guys can look at mine you know I’m a pretty transparent guy and I think that it’s all in the targeting and it’s all in understanding who your client customer patient is so I just want to be as much value to anyone honestly Stephen thank you so much I appreciate your time love your transparency your energy I wish you all the success in the world I think it’s just fantastic what you’re doing so congratulate forward to talking real soon awesome man thank you you know one of the things that means a ton to me is the personal reviews that you guys leave on iTunes you wouldn’t mind going out rate this show let me know how I’m doing just go to iTunes click on the episode and rate it leave a comment I read all the comments I’ve appreciate all the stars and everything did when you already left for me again I really appreciate it and it’s my way of finding out how I’m doing so if you don’t mind I’d really appreciate it and I again thank you so much for all that you guys do have a great day
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Five Guys To Stem Cell Marketer in 18 Months – Stephan Mesa – FHR #215
Five Guys To Stem Cell Marketer in 18 Months – Stephan Mesa – FHR #215