How To Create More Sales and Revenue Without Selling With Ed O’Keefe

Ed O’Keefe is a father of seven who grew up in a household of 13 children. A serial entrepreneur, he has started multiple companies from scratch to build them up to seven and eight figures, and is the author of Time Collapsing! The New Art of Speed, Money, Power, and Meaning.

In dentistry, Ed sold over $50,000,000 in marketing systems and seminars; he started Marine Essentials and has sold over $60,000,000 in health supplements. Ed hosts his own podcast, the Ed O’Keefe Show and invests in KNOW Foods — a health food company that is disrupting the food industry.

Here’s a glimpse of what you’ll learn:

• [05:19] Ed O’Keefe talks about the offer wingman strategy
• [09:30] Objections to the offer wingman marketing strategy 
• [18:30] How to create profitable offers as a business
• [24:07] Ed explains the value of leveraging the wingman offer strategy
• [28:29] How to overcome objections in business and marketing
• [36:34] The value of investing in personal development 
• [41:50] Who are the ideal clients for Ed?

In this episode…

Are you tired of your business plateauing or backsliding in sales? You’re not alone — many entrepreneurs face this challenge at some point in their journey. However, there’s a solution that’s been gaining popularity.

Ed O’Keefe’s offer wingman strategy is helping entrepreneurs supercharge their sales and take their business to the next level. It involves leveraging a trusted partner to do all of the marketing for you. Your wingman will take care of the marketing and provide potential customers with all the information they need to make an informed decision. Meanwhile, you can focus on what you do best — delivering an exceptional product or service to your customers. 

On this episode of the Inspired Insider Podcast, Dr. Jeremy Weisz sits down with Ed O’Keefe, the author of Time Collapsing! The New Art of Speed, Money, Power, and Meaning, to discuss how entrepreneurs can increase their sales volume. Ed talks about the offer wingman strategy, how to create profitable offers as a business, how to overcome objections in business and marketing, and his ideal clients.

Resources mentioned in this episode:

• Ed O’Keefe on LinkedIn
• Ed O’Keefe Live
• Ed O’Keefe’s email: [email protected]
• Time Collapsing! The New Art of Speed, Money, Power & Meaning by Ed O’Keefe
• Cell Phone: (312) 607-6799 

Special Mention(s):

• Roland Frasier

Related episode(s):

• “Important Numbers for a Successful Customer Acquisition Campaign with Todd Brown” on the Inspired Insider Podcast
• “[One Question] No Furniture, No Bed, No Nothing with Caleb O’Dowd of MultiChannelMarketing” on the Inspired Insider Podcast
• “[Top Agency Series] Sales First, Marketing After With Joel Erway, Founder of The Webinar Agency” on the Inspired Insider Podcast
• “Why Effective Negotiation Is So Important with Roland Frasier Founder of Digital Marketer” on the Inspired Insider Podcast
• “From Maxwell Street to Infomercials with Ron Popeil” on the Inspired Insider Podcast
• “Permission To Be Yourself with Ed O’Keefe Founder of TimeCollapsing.com” on the Inspired Insider Podcast
• “[One Question] Finding the Right Business Coach with Ed O’Keefe Founder of TimeCollapsing.com & EdOkeefeshow.com” on the Inspired Insider Podcast
• “What it is Like Raising Seven Kids and Building a Business with Ed O’Keefe of Wake Up Foods” on the Inspired Insider Podcast
• “Ed Challenged Me… How Do You Push Yourself? With Ed O’Keefe, Co-Founder of Consulting For Equity” on the Inspired Insider Podcast

Quotable Moments: 

• “Ït’s hard to read the label when you’re inside the jar.”
• “An offer that goes to multiple seven figures usually starts by losing.”

Episode Transcript

Intro  0:01 

You are listening to Inspired Insider with your host, Dr. Jeremy Weisz,

Jeremy Weisz  0:22 

Dr. Jeremy Weisz here, founder of inspiredinsider.com where I talk with inspirational entrepreneurs and leaders today is no different. I have Ed O’Keefe. And you can check them out at EdO’Keefelive.com. And before I formally introduce you, I always like to point out other episodes people should check out of the podcast and these are people you know well actually Ed Todd Brown, Todd Brown, the founder of E5 Method considered one of the top authorities, the two people I was falling early on, Ed, way back when was was you and Todd Brown. Todd Brown was marketing to chiropractors. And you were marketing to dentists. Market Yeah, he’s great. Yeah, way back when maybe he doesn’t remember it’s been so long. But check is Caleb O’Dowd is one of the top direct response marketers. And he’s working shoulder to shoulder with the late Gary Halbert. Just one of the geniuses I’ve seen direct response. I know you know Caleb, well, Joel Erway, founder of the Webinar Agency. That’s a great episode. And Roland Frasier, who Ed’s done work with and Ron Popeil, who unfortunately passed away but is considered the infomercial King and this is going to relate to exactly what Ed’s gonna talk about. Because not everyone can be Ron Popeil. They need a Ron Popeil, actually, right. And we’re going to talk about Ed’s wing man offer. Okay, before we do this episode is brought to you by Rise25 and at Rise25, we help businesses give to and connect to their dream 100 relationships. And how do we do that we actually run your podcasts are an easy button for a company to launch or on a podcast, we do the full strategy, accountability and the full execution. Ed we call ourselves the magic elves that work in the background and make it look easy for the host in their company. And for me, the number one thing in my life is relationships. And I’m always looking at ways to give to my best relationships. And I found no better way over the past decade to profile the people and companies I most admire and share with the world what they’re working on. So if you’ve thought about podcasting, you should. If you have questions, go to rise25.com. And there’s not many people I’ve had on three times on my podcast, Ed is one of the only few people. I highly respect Ed on so many levels. And Ed O’Keefe is a father of seven. He grew up in a household of 13 children. Whenever I think I’m gonna I want to give up or things too hard, I think of Ed, I’m like, I have no excuse, zero excuse in my life. He wrote the book Time Collapsing: The New Art of Speed, Money, Power and Meaning. He’s used Time Collapsing methods to leap to the top of several industries. He started multiple companies from scratch, to multiple seven, eight figures in dentistry sold over $50 million in marketing systems and seminars, he started supplement company sold over $60 million in health supplements. And like I said, on top of all that he has seven kids running businesses. He did Kokoro Camp, which is a 51 hour mini Hell Week, created by Mark Devine. And I was like, oh, I got psyched up and I was looking at what it was. And then I saw some of the most in shape toughest people say it’s the hardest thing they’ve done. I’m like, okay, maybe I’m not cut out for it. But Ed thanks for joining me.

Ed O’Keefe  3:49 

I did, you’re making me blush over here. Great to be here. And I think I’m going to actually add some more customers to Rise25 today because we’re going to be talking about why they should be being interviewed in a very structured way but also yeah, great group of people you mentioned prior I mean, what an amazing group of people I think the one topic we’re gonna talk about a lot today is the idea of like the offer wingman and all those guys are some just geniuses that structuring offers and I think that just start out if the big thing on any business whether it’s multiple eight figures multiple seven is it all comes back down to how to get that first sale. Right? And how do you structure your offer in such an unbelievable way? My best offer was definitely to my wife when she was over chocolate martinis, which started out the beginning of the seven kids, so.

Jeremy Weisz  4:52 

People don’t believe me. So I’m like, yeah, really? Come on. He is. Yeah, he’s like, here it is. Right here.

Ed O’Keefe  5:00 

It’s true. True, true. Yeah, that’s true. Here’s my Juliet. Right in the middle. She’s pretty amazing. They all are. They’re all really amazing, differently, beautifully perfect.

Jeremy Weisz  5:09 

Here’s the Time Collapsing book, you can check it out. But talk about the offer wingman. And how you stumbled on it?

Ed O’Keefe  5:19 

Yeah, I mean, just dive right in. I mean, I think the one thing is that I’ve always been really good at first of all, I’ve always been really curious about people. So I like I enjoy, like, selling Jeremy Weisz, way more than I enjoy selling it. Okay, you know, like, just naturally, right. I mean, it just feels better. It’s easier for me to see what’s going on with somebody’s offer. And the quick story behind it was, a few years ago, I get a phone call, a guy wants to spend a day with me, super successful dental consultant, like runs a mastermind, big coaching club, selling $65,000 packages. And I was really, really busy at the time running the supplement brand in the health category of our business. So I wasn’t really doing coaching or consulting as like a model. But long story short, was he comes to the house spends a day with me, great guy love him to death 73 years old. But one of the things that happens a lot of times in coaching clubs, or in masterminds, or in any business or memberships, is that the owner, or the expert, they’re in the fishbowl, right? Like they’re so used to the water that they don’t even see like what’s going on around them. And it’s like the old phrase of, it’s hard to read the label, when you’re inside the jar, it’s hard to see the forest through the trees, like I can give an analogy after analogy. And so with my 27 years of experience of just launching offers, and as we all know, like an offer that goes to multiple seven figures usually starts by losing literally, I’d say nine out of 10 times, you’re usually losing, it could be or it could be like Marini three took off, I was 14, 16 months into it. And I could point out like the different people who gave me different pieces of wisdom that allowed me to create some breakthroughs. And same thing is when I was in dentistry, actually, there was a trick I learned in dentistry, which I can talk about a lot. But it’s very easy for me to see, like when I was talking to Dr. Bill, I just looked at his marketing. And I was like, dude, I love you. Like I see what’s unique about you, but your marketing team is totally missing. What I see about you, and I didn’t crap on his marketing team, that was what was going through my head. I was like, they’ll never get what I’m trying to the advice I’m giving you. So I was like, why don’t I just interview right? And then so as you know, being an interview guy is like I interviewed him but I interviewed in a structured way that brought out the story, brought out every objection that prospect would have. And I was prepared to clobber every objection if he could write like, oh, this is expensive, right and $65,000 I was like yeah, but if I was a product like so that this is my setup on that and we’re gonna talk about how to actually do webinars and a few other because offer wing man has like four components to it. So I just want everyone to know before we go into like telling about how I did an interview. It’s not just an interview, like the concept is that if they are not asking to be in your coaching clever mastermind or membership before you sell it, then your context and your setup is not doing the job. If that makes sense. It’s like when they saw a Ron Popiel and Ron Popiel was famous for doing the infomercials with the knives on TV, right? So people wanted the knives because of the demonstration of the genius which the genius was the knives, not the wingman. It’s very important to understand that like the wingman is almost supposed to be non-important. But what’s super important right like John packs and passing the Michael Jordan to beat the Cleveland Cavaliers sorry for all you Cleveland people. I know the rest of the world has forgotten about you as well. It’s okay. It’s okay. But I’m a Chicago guy. So we got a says if any fisher’s well, we got to get him on this tech.

Jeremy Weisz  9:27 

I was gonna say, video won’t be about that.

Ed O’Keefe  9:30 

But there’s only so many objections that people have when they look at your offer, right? There’s only so many objections but it’s your job as the offer owner or as the entrepreneur, the Chief Revenue Officer of your business to not only clobber the objections, but clobber them in multiple different ways and multiple different times. Okay. So for Dr. Bill, for example, $65,000 sounds like a lot of money except if he’s helping you get one full arch case a month because he taught your team five questions that they can start implementing tomorrow. Now you’re doing an extra $25,000, $35,000, $45,000 a month minimum, with one or two patients, and your investments only $65k divided by 12. What are we looking at there? Right? We’re really only looking at an extra $7,000 a month, if I’m doing something mad expensive. It’s like, $5,800 a month or whatever that number was, that is like the price of one implant, see where I’m going with it. So the same way people would break that stuff down into like, Oh, it’s just a cup of coffee a day? Well, if you’re selling really premium price stuff, you got to, how is that Lamborghini expensive? Well, not when it’s right next to a Boeing 747. Right. It’s not, it’s just not right. And so my job always was if the most people, first of all aren’t phenomenal at doing that, and even the best ones like Roland Frasier is really, really good at selling, it put his selling abilities on steroids, when he’s got somebody who’s serving up the objections, letting him collaborate, and then adding on to another way of looking at that, so like, that’s really powerful. And so depends on like, I’ve worked with experts that are really great on like, the great offers, they’re really good. And they’re the most fun to work with. Because we’re just now finding more money and helping more people and impacting more people. And then with people that are really struggling, I can come alongside them and be like, just do your expert stuff. And then I’ll structure it all for you. And then when it comes time to do the opening, and the close, which are some of the most important things, as long as they don’t over educate, which I know, you’re gonna ask me about, like, what are some of the biggest mistakes people make? But then I could just do the pitch for them. And again, I’m gonna pause for a second, let’s have one. There’s only so many objections, right? You got fear, uncertainty and doubts. That’s what they have. But it’s gonna be time, identity, identity is so important to make sure we have them visualizing in the future. And you can’t say visualize in the future. We got to take them out in the future, right time. Like, that’s why I said like, there’s five questions we can add in your office tomorrow, that your team can start using the tweet within 24 hours? Because they’re asking how fast can I get the result? When I started working with those guys, and frankly, I don’t monitor their sales calls. So they might still be doing this. But they’d be like, well, it’s gonna take us three months and four months and six months. And I’m like, can we just take the most profitable thing that you have in your business and give it to them today, like literally the moment they sign up, we’re gonna do a fast start call, it’s installed in their business, and boom, they get a quick result, because now the rest of the program is absolutely free. The money goes away, right? And so, I mean, I can talk about this stuff all day, Jeremy, I get really excited about it. In dentistry, for example, I work with a lot of professionals that worked in dentistry for 13 years. And one of the things that I would ask is like, would you actually build a business or practice that was designed to bring you price driven patients? Like really like dental implant you want to bring, you’re trying to design a business that brings you only cost driven and price driven patients? Now for all those coaches and experts and clients out there service people out there that are finding they’re dealing with money, objections too much? I can ask you the same question. Right, and the one thing I’d say is that, can you hear me Jeremy? Okay, somehow, some clips were going to say is like, well, then you went out, you spent half a million dollars on a building, you went and got this really expensive implant machine, you went and hired all his team members. So it’s probably costing a couple of million out of the game. Yet the amount of attention in focus you put on pre educating patients, using this type of content is zero. Yet you’re complaining about dealing with cost driven people. And so one of the first things I like doing is looking at people as like, how are we obliterated all these objections before they ever gets to the call to action? And then there’s other things there then how are we you know, I can go through this whole thing with Yeah, but I’ll stop right there. But I want to get the pre J ran would call it the preeminence predominance thing wherever. Well the reason that happens is because you create authority and perceived credibility, through education that identifies all the wrong ways they’re doing it that’s causing them what they are hoping for. So you are now a solution to all their inadequacy and all their emotional issues. And the reason why they don’t feel confident to brag or like when they see their kids or their wife, that’s how we have to look at some of this stuff. And so that’s kind of like some of the stuff I do and make it make the price disappear completely.

Jeremy Weisz  15:26 

So when you mentioned the objections, would you include price money in it? So we have fear, doubt, time, identity and money? Are you saying money should be objection if you position it properly?

Ed O’Keefe  15:41 

No, we have to talk about money. I mean, like, just gonna cost him something. Right. So there’s usually there’s like a handful things right? There’s time, like, do I have the time to do it? And how long is it going to be till I get the result? Right? There’s a reputation and identity, right, which is, what am I escaping that I’m running from? And usually people in almost everything they failed at before they’ve been a failure before? Whether it’s weight loss? The number one objection with why am I not doing this weight loss or fitness thing is because I failed at the 35 other ones that I’ve done. So why is this different? We have to address that. Like, if I’m trying to become an Amazon seller, right? Well, you’ve probably tried other business opportunity things to make an extra $1,000, $2,000, $3,000 before and it hasn’t worked. And wow. It’s the whole let him off the hook thing. It’s not your fault. So same thing in dental marketing. It’s the same thing in podcasting, like, well, you’ve tried podcast before, but you’ve never really gained traction. Well, have you tried to do it before I hired the VA by myself, I suck at all these different components? And then I got really, really busy. Well, which part did you hate the most? Why I hated uploading it and then editing it. It’s like, okay, well, or if you could just hire Jeremy and his team, and they would have we took that off your plate? Would you still want to do podcasts? The answer is well, yeah, of course it would. So you got to go through like you failed in the past? You don’t want to be a failure again? And what is it going to look like when this is all over working together. And we have many ways of doing that. Right? You get some quick wins in your pre education. So they feel like wow, I got a small win, right? Number two is you get case studies that they can identify with. So when I look at everybody’s testimonials, either A, they’re not using specific enough testimonials, that is directly obliterating the top objections in sequence. Okay. And then does not also cover and I learned this when I used to NLP and hypnosis. The thing is, is that if I said hey, there was a former chiropractor who ran a podcast company who had an issue with and this never worked for a while now, you know, I’m talking about you, well, you want people to relate to your testimonials in your case studies. But you needed to use a range of different people, whether it’s the new person all the way to the ideal client. And yeah, those are really important things to obliterate, and move off the table.

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