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.
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.
Speaker 1: 00:00 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. Everybody welcomed back. This is going to be a fun podcast. A. I’ve got an opportunity to bring someone on who I just met at funnel hacking live. Miles introduced me to him and this guy is doing stuff that no one is. I’ve again never even had any idea you could do this kind of stuff inside of click funnels, but I get approached all the time saying, Oh, I’ve got this cool idea and I want to introduce you to guys, to Steven Message. Stephen, welcome to the show.
Speaker 2: 00:42 Hey, how’s it going guys?
Speaker 1: 00:43 So you have to say, this is the 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 $2,000 with his lead Gen and everything else. You use facebook and instagram. He’s just crushing it on instagram. I’ll give you his instagram profile stuff a little bit later where you can get ahold of him, but I just want to make sure you guys understand this is going to 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 Walk, let’s go to just dive right into this.
Speaker 2: 01:25 OK Man. Uh, so, so this is, uh, I guess, uh, in full disclosure, this is my first podcast interview. So where do you want to go from here? I mean, you know, you want to start with Instagram, facebook, uh, how I got here. I mean, not everyone,
Speaker 1: 01:39 so I can tell was one of the main things people are going to be asking about right now is going, how in the world do you, does a guy who doesn’t know anything about chiropractics or stem cells even gets started in that type of an industry?
Speaker 2: 01:51 OK, cool. So one of the, uh, uh, and a lot of the people that listen to this podcast can, can relay, is you just kind of know you’re an entrepreneur from the beginning and you just, you just know, you just know that, that you want to do your own thing. And um, I met a chiropractor, uh, 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, uh, he explained to him that I wanted to be a business, a business owner and uh, and kind of asked him what he did, how he was so successful and he kind of took me under his wing and 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 uh, I just studied it for like two or three years. I, uh, he ate it all up and uh, and I got really good at it. I should say like, it just, I got to the point where, um, I was successfully getting high quality patients for doctors. Um, it’s, you know, I’m so bad at this, you know, long story short,
Speaker 1: 02:57 know. Let me just get you out there. I can tell you one, the things you have to understand is people are listening to this are going, how in the world do you actually do this kind of stuff? So one of the things that you said I think is super, super critical, and I 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 I want you to just 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 gotta be able to make money. You still have to live. How do you actually work for free and yet at the same time
Speaker 2: 03:26 pay your bills? That’s actually a really good question. So for the first three years I worked at a fast food restaurant called five guys hamburgers. By the way, love those and I would work from a, I would work for Scott from nine to 4:00 PM, uh, for totally for free. Like, no, I’m not even joking. This is totally agree. And then I would work from 5:00 PM to 11:00 PM. I will really til like 1:00 in the morning they had clothes and clean up, but a Monday through Saturday and then work like a 10 hour shift on Saturday. So it’s like a 40 hour thing. Uh, you know, so I worked about a hundred hours a week all together, uh, to make it. And I’m telling you like, there is so many times I thought about quitting and thought about not doing, you know, what I was doing.
Speaker 1: 04:06 And what keeps you going because I get this is the story that you’re talking about is I think something to real people have to understand because I get approached all the time here again, we just left funnel hacking live two comma club x program. People pay, you know, invest over $18,000 going how in the world of managed fund this. And I can tell you one of the very first things, anytime someone asks me, I’m gonna tell him, well you’ve got to work for free. And they go, well yeah, but Dave, I gotta pay my bills and everything else and I think you have to be willing to work as hard as you’re just talking about hundred 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, how do you keep going when you’re frustrated through that kind of stuff and feeling like you want to quit,
Speaker 2: 04:46 you just have no choice like you kind of. And I did this just recently. 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, when you’re getting started out like you, like you said, you trade your services for free or whatever training, if you mean you just kind of have to do it, you have to do it. Until then, I didn’t realize this at the time, but 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 and someone said to me, his name is Josh Lannon actually. So if he listens to this, uh, even a lot of the marketing circles as well. But he said, I need one of you. He told Scott that and that’s when I realized like, I’m learning a lot more than I think I am.
Speaker 1: 05:40 I’m going to cut you off on that one because I, I, I hope people understand the importance of that so hard. It’s one of those things where you, you’re learning, you know, line upon line and 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 someone says, Hey, I need to steven to 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. I mean, now you’re sitting out there, you’ve gone from working for free to now you’re basically working with this guy as a partner in what are the businesses?
Speaker 2: 06:20 Yeah, yeah. But we have four locations and uh, I’m still helping out on, you know, with, uh, with his marketing agency. But yeah, it’s, it’s just, it’s been insane. It’s been a wild ride and it’s worked out really well.
Speaker 1: 06:31 So how do you make the transition from free to paid? You sell it?
Speaker 2: 06:39 How do I, let’s see. These are really good question. That was not fair, but he’s feeling OK and so, um, you just saw, I saw that he was bringing on throughout, I would say the first year he was bringing on other media buyers and the people like that and he was paying them and I hated that so much. Right. Because I’d sit there and 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 were 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 of say $30 an hour, I’ll work for $15 an hour. I do just give me the job. That’s when I was able to like push out and five guys and then you know, then it Kinda just kinda grew from there. Like now I had a pe position so now I could get some sleep at night and then Kinda just keep the ball rolling now.
Speaker 1: 07:26 That’s fascinating. Again, congratulations. I think that’s, as you mentioned before, it’s that whole entrepreneurial drive where I don’t care what it takes, you know, we refer to as far as your, your plateau, diploma type of moments, your letter, golden moments. You’re burning the bridges, whatever it takes type of deal. Like 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 things that you’re actually doing now? 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?
Speaker 2: 07:59 So a lot of things we’re doing, uh, is, is
Speaker 3: 08:03 we’ve
Speaker 2: 08:04 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 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, dug into like targeting as far as 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. I’d like sat there and read all kinds of stuff, uh, till I get into the mind of a senior.
Speaker 1: 08:43 Right. Tell me what are some of the tools and resources you guys are using to do that kind of stuff because that’s a, I mean, that’s a ton of data mining.
Speaker 2: 08:52 Facebook. Once we got that all done, facebook ads and then we take them to a click funnels landing page. From there we can sell them, right? And then we get them to submit their information and we follow up with them with a 12 day, a email sequence. Once we do that every day it’s just factual stuff about whatever we’re selling, which in our case is stem cells. Um, 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 the door. We get them together like little seminars, little events. So for people that are marketing, like to fill up little masterminds, things like that, um, you guys should definitely reach out because I have some tips and tricks that, you know, totally present.
Speaker 1: 09:32 Give us some tips and tricks for people want to fill a seminar, small seminars,
Speaker 2: 09:36 so always go totally ridiculous a ad-spend. So one thing that I do is like, I’ll put it at $30,000 a day and we’ll only spend $4,000. I mean they’re, the algorithm won’t let you spend it, but you’ll outbid everyone.
Speaker 1: 09:52 But the key there as you mentioned, is you’ve got to know your Avatar or otherwise you’re going to be going through a ton of cash
Speaker 2: 09:57 and you won’t get an Roi on it. But yeah, like the number one thing I think is like when you put it at $100 a day and that’s really all you can spend. Um, you’re not hitting your full potential. You should put it on like $3,000. 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 tested like just ridiculous ad spend and you’ll get within the first two or three hours always you need and go from there and nurture that lead and take care of it and it’ll work out for you.
Speaker 1: 10:25 No, I love that. You mentioned as far as nurturing that lead, I think that’s the problem most people have is they get the lead and they burned 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 a funnel hacking live about actionetics, md and his 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 your, you’re sending texts and phone calls, so you gotta you have an older demographic. How responsive are they to email and text?
Speaker 2: 10:59 So with texts more and more actually, but with email there they have full blown conversations with you. 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 so once they give you that much trust to do that and you’re not following it up 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, these not so like sales. He just pulled on, hey, just hope you’re having a good day. Here’s one more fact about what we do.
Speaker 1: 11:41 Sorry, I 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 dive in a little more detail as far as what are you, what are the questions you’re asking, soliciting that type of response.
Speaker 2: 12:03 So we’ll just send out emails asking simple questions like, ah, you know, is it FDA approved? What do you think, yes or no about our treatments? A little things like here for the next 10 days, I’m going to send out a one fact today 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 of 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. Does that make sense? Am I explaining myself?
Speaker 1: 12:30 So art. So is the response, 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?
Speaker 2: 12:40 For sure. I mean there’s already there. Yeah, for sure. And they think that they’re having full-blown conversations with Dr. Fantastic. One time they are right. We call that marketing. Exactly. Yeah. Looks like you’re here.
Speaker 1: 12:53 So Steven, 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, or maybe you are. How are you actually getting the phone number?
Speaker 2: 13:13 Like bare minimum when were were opting in? Which his name, first name, email, phone number. Um, that we don’t, I don’t think I’d have to go back and look, but I think our best performing funnel, I don’t think it’s a mandatory things. I think we just click that email. Um, and then yeah, we follow up with the sequence, will send them emails and then we’ll ask for all of them.
Speaker 1: 13:31 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?
Speaker 2: 13:44 No, so we’re using it in the same demographic because, uh, 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, uh, you know, give us a call back and they’ll just text back. So we started running ads on instagram and the cost per lead is still pretty high, but it’s cheaper right now than through facebook. I mean like w, 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 for sure.
Speaker 1: 14:21 Again, I love the idea that what you guys are doing as far as going through multiple social channels, uh, taking the revenue and the generated in one area and using that to augment and supplement advertising and other social platform is fantastic. Super cool idea. So tell me, now that you’ve got people, uh, they’re coming now that you mentioned that going to a seminar. So you basically, you’re, 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? I
Speaker 2: 14:48 literally just don’t like a, depends the area, if you’re like in Oklahoma City a 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 them, 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 out free lunch on us, but it’s all talk. Just get to know each other. Um, and let us teach about stem cell therapy. Um, and so what we’ll do is, like I said, like you said, a, there’ll be an ad to a landing page, will 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. Um, and then just have a simple call to action saying, Hey, if you want just give us your information, tell us how many people are going to come with you, whether it’s your spouse or for your family and friends and uh, and let’s communicate over email for the next 10 to 12 days a until the event.
Speaker 2: 15:43 And then the day before the event we reach out and say, Hey, I just want to make sure you’re still going to come and have lunch with a doctor dinner whenever you’re going to do their. Yeah. And it’s, it’s turned out to be a three insane thing. No, I love that. We used to do this in the financial services industry years and years ago and I think it’s, it’s fast. And we used to do, at that time we were [inaudible] primarily through direct mail, a love. Obviously the social media makes it a lot cheaper as far as generating the lead. Now they come to a, whether it’s a 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 one presentation for about 45 minutes to an hour and then they’ll eat while it’s happening? You’ll answer all kinds of questions.
Speaker 2: 16:21 He’ll kind of, you know, it’ll, it’ll be a full on event. It’ll turn into something that it takes about two hours to do, but um, it works out real well and I think that no matter using click funnels and putting out all that information, having pictures and for this demographic, right, I mean, I say sounds like a no-brainer for anybody, but it’s just, you get so much higher quality of sleep than you would using anything else. Newspaper inserts, magazines, radio. Uh, it just, it just more tangible I feel, you know. Fantastic. So Stephen, 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? He’s still. One thing we’ll do at the dinner or lunch will offer a consultation.
Speaker 2: 17:09 So we’ll say, hey, this sounds like it’s the right thing for you. Um, if it sounds like something that you want to move forward with, we asked for a $40 donation to a children’s miracle network and really cool and we’ll just say, hey, you know, it’s kind of weed out the tire kickers and people like that and uh, 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 uh, the people that do sign up, we’ll schedule them for the next day or the day after coming to the doctor and then the doctor will do his thing and uh, and uh, work his magic and go from there. So what are the typical conversions then say you’ve got 10 people to show up for dinner. How many of them actually are lunch? How many actually paid the
Speaker 1: 17:49 40 bucks and then schedule it? The doc out of 10 people who are [inaudible] well OK, so you got 40 to 50 percent conversion. Now they come to the office, now they’re meeting with the doc. They’ve already spent 40 bucks to donate to the children’s miracle network at that point. Now the meeting with the doc, how many of them convert to actually pain something to the doc [inaudible] I would say. OK, so before. So we’re basically at that point started with 10. We’re down to basically two pain. What is, what’s the typical average cart value or the average costs are what they’ll pay for at the doctor’s office, for the stem cell therapy treatment, $1,000 to 10,000.
Speaker 1: 18:26 Crazy, crazy, crazy numbers of these testimonials. It’s the same. Yeah, I think that’s the part I love so much. Talking with people like yourself and a lot of our two comma club winners and now are eight figure award winners and how many of them basically are using click funnels as even a lead Gen on the front end and taking that offline are so much more money offline. I think at times people are 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 marketing sales and when those two lines actually intersect, the further you’re looking basically at a graph with expense on the left-hand side being your y axis, and it’s super expensive to have a salesperson contact someone at the beginning where you allow marketing to do that as long as possible and that intersection, the fruit, you can push it up time-wise.
Speaker 1: 19:20 The lower the cost is to actually bring a salesperson, and in this case it’s the doc. The Roi on that is usually enormous because you’re closing 50 percent of the people he’s meeting with where he’s not having to sit and talk to 10 people to get to too. He’s meeting with full. Again, congratulations on all your success even when people are going to be dying to talk to you more about what you’re doing, how you’re doing offline funnels, and click funnels using instagram, facebook, how I if people want to reach out to you, see what’s the best way of reaching out to you. The best way to reach out to me is a. You can email me directly at Stephen s, t e p h e n at regenerative health centers, [inaudible], or just right on my instagram if you want to just look up Stephen Massa s, t e p h e n a m e s a r all together.
Speaker 1: 20:06 Uh, I’m more than happy to connect with you. Anyone on how I’m using my facebook and click funnels to, to do what I do and even looking at some of your accounts, you guys can look at mine, you know, I’m pretty transparent guy and I, I think that it’s all in the targeting and it’s all in understanding who your client customer patient is. Um, so yeah, I just want to be as much value to, uh, to anyone honestly. Steven, 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 congrats again and look forward to talk to you real soon. Awesome, man. Thank you. I
Speaker 4: 20:40 know one of the things that means a ton to me is the person who reviews that you guys lead on Itunes, going rate the 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 appreciated all the stars and everything. Everyone 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 you guys do. Have a great day.