09:45Taki Moore · Tutorial
How To Sign Clients In The DMs (Without Being Creepy)
A dockside marker-board lesson on turning DM replies into paying clients, without sliding into anyone's inbox uninvited.
September 12thThe argument in one line.
Selling high-ticket coaching doesn't require a live sales call: a written offer document paired with a real deadline and enough upstream demand can outproduce a call-based funnel, because it removes the steps where prospects drop out.
Read if. Skip if.
READ IF YOU ARE…
- You sell a high-ticket coaching, consulting, or service offer and currently rely on booked sales calls to close deals.
- You have an existing audience or content engine and want to reduce the number of live conversations needed to convert them.
- You're comfortable writing (or hiring someone to write) a persuasive multi-page offer document instead of running live sales conversations.
SKIP IF…
- You're pre-audience with no consistent traffic. This model still needs upstream demand; it doesn't create demand on its own.
- You sell a low-ticket, high-volume product where a sales call was never part of the funnel.
- You want a tactic to copy today with zero offer-clarity work already done. This depends on already having a strong, dialed-in offer.
The full version, fast.
Taki Moore used to believe high-ticket coaching had to be sold on a call. After locking his nine-person sales team out of the process for a 90-day trial, he found a written offer document outproduced calls entirely: 636 clients and $21 million in 19 months with no setters, closers, or sales team. His argument is that every extra step in a call funnel (book, show up, qualify, book again, show up again, buy) is a place for buyers to disappear, so a shorter path converts more people even at a lower rate per person. The system needs three pieces: a document that covers the full offer, a dated deadline that forces a decision, and enough upstream demand that spots sell out instead of needing to be chased.
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00:00 – 01:08
01 · Chasing Money vs. Choosing Your Squad
Hook: he used to believe high-ticket coaching needed a sales call. States the result: 636 clients at just under $30K each, $21 million in 19 months, with no setter, closer, chat, or sales team. Promises the three things needed to sign clients without a sales call.
01:08 – 03:45
02 · The Old Belief and Why It Broke
His old rule: anything under $2K sold by chat, over $2K needed a call. Explains why that broke: buyers are high-agency and have seen every trick, and he personally hates being sold on a call. Frames coaching as bought, not sold, positions salesless as optional (roughly 40% of clients use it), and sets this up as video 10 in the marketing map series, comparing the offer-doc path against the appointment-engine path.
03:45 – 05:30
03 · The 90-Day Experiment
Origin story: the business had plateaued, chasing calls every month to replace lost clients. He locked his nine-person sales team out of client conversations for a 90-day trial to test whether Black Belt and Boardroom could sell without calls, setting bronze, silver, and gold goals of one sale, matching the team's usual 9-10 a month, and a stretch goal of 30 a month.
05:30 – 07:35
04 · From 12 Sales to 45 a Month
The first month blew past bronze and silver with 12 sales, then scaled month over month (15, 20, 25, 30, 35, 40, 45), deliberately capping at 45 despite demand for 60 because of team capacity. Introduces Roderick, a custom-home-builder coach who went from $60,000 a year to $1.13 million a year in seven months and got back 50 hours a month.
07:35 – 10:10
05 · Why the Call Funnel Leaks
Breaks down the traditional call funnel: book a call, show up, get qualified, book a second call, show up again, buy, and how each added step is another chance for a prospect to disappear. Calls out sales-call conversion rate as a vanity metric, since it's measured only on the tiny group who survive the whole funnel.
10:10 – 11:15
06 · The Salesless Funnel
Introduces the salesless funnel: content, email, or an ad sends people straight to a one-or-two-page offer doc, with no leaky middle steps. Argues the doc doesn't need to convert as well as a call because throughput is so much higher: 'you don't deposit conversion rates, you deposit cash.' Names the three ingredients: doc, deadline, demand, and cites a viewer DM claiming $300K in sales from the doc alone.
11:15 – 12:50
07 · What Goes in the Doc
Lays out what belongs in the offer doc: the offer diamond, the promise across short, medium, and long-term results, phase 1-2-3 outcomes, bonuses, risk reversal, pay plan, and urgency and scarcity, all folded into one document people can 'read and buy like a grown-up.'
12:50 – 14:20
08 · Prerequisites for a Working Doc
Two things needed before the doc works: an already dialed-in offer (covered in the prior video in the series) and a real template to model. Points to his own live Black Belt offer doc as the example to copy.
14:20 – 16:15
09 · Deadlines Turn Maybes Into Decisions
The deadline layer: most sales conversations produce too many 'maybes,' which cost time and make no money, so a deadline turns a maybe into a binary yes or no. Lays out a five-day deadline campaign: an announcement email, then four content angles (problem, proof, philosophy, plan), then a doors-closing email.
16:15 – 18:15
10 · Chasing vs. Choosing
The demand layer: most coaches sit at the excess-supply end of the spectrum, chasing buyers; the goal is to flip to excess demand so you get to choose instead of chase. Explains Black Belt's application process (a real questionnaire plus a deposit, accept or refund) and the two demand levers: build brand upstream, and deliberately constrain supply to manufacture scarcity.
18:15 – 18:44
11 · Why It Doesn't Work (and What's Next)
Closes by naming the three reasons salesless fails: a bad doc, no scarcity campaign, or zero demand, tells viewers to start with the offer doc, and routes them to the next video for either the appointment-engine path or the bigger roadmap.
Lines worth screenshotting.
- A 90-day trial with the sales team locked out of client conversations turned into $21 million in 19 months and 636 signed clients, with no setter, closer, or sales team.
- Every additional step in a sales funnel, booking a call, showing up, qualifying, booking a second call, showing up again, buying, is another chance for a prospect to disappear.
- A sales call conversion rate calculated only on the small group who survived every prior funnel step is a vanity metric that hides how few people ever reached the offer.
- A lower-converting sales asset that reaches far more people can produce more total revenue than a high-converting one that reaches almost nobody.
- The three ingredients for selling without a call are a document, a deadline, and demand, in that order of priority.
- An ambiguous 'maybe' from a prospect costs more than a clear 'no': a no frees your time, a maybe keeps consuming it for nothing.
- Deliberately capping supply below what you could sell is what manufactures the scarcity that makes an offer sell out.
- One case study went from $60,000 a year to $1.13 million a year in seven months after switching from a call-based funnel to a written offer document, and got back 50 hours a month.
- A written offer document should cover what a live salesperson would: the promise, phased results, bonuses, risk reversal, payment terms, and urgency.
- When a self-serve offer document underperforms, it's almost always one of three causes: a weak document, no deadline, or no built-up demand.
Selling without a call comes down to doc, deadline, demand.
SALES SYSTEMS
Replacing the sales call with a written offer document works when three things are in place: a document that covers what a good salesperson would say, a deadline that turns maybes into decisions, and enough upstream demand that you're choosing buyers instead of chasing them.
01Chasing Money vs. Choosing Your Squad
- A sales process built for a world of scarce information stops working once buyers can research every option themselves before ever talking to you.
- Removing a whole step from your sales process, like the call, can outproduce optimizing that step, because throughput beats conversion rate.
02The Old Belief and Why It Broke
- A price threshold for when you 'need' a sales call is usually a personal habit, not a law. It's worth testing whether it still holds for your market.
- If you personally dread being pitched on a call, your prospects likely feel the same. Your own resistance to a sales tactic is real market research.
- There's no single correct way to sell. Calls, chat, workshops, and self-serve documents can all convert; the right mix depends on your personality, business stage, and the operation you want to run.
03The 90-Day Experiment
- Before you believe a sales-process change will work, set explicit tiered goals (a good, better, best outcome) so you can tell a real win from a fluke.
- Removing your team from the sales conversation for a fixed trial period is a low-risk way to test whether the team is actually necessary for the result.
04From 12 Sales to 45 a Month
- Scale a new sales process gradually against your own delivery capacity. Hitting a demand ceiling on purpose beats overselling past what your team can service.
- The upside of removing sales friction compounds when it removes hours, not just dollars. One case here got back 50 hours a month, not just revenue.
05Why the Call Funnel Leaks
- Every extra step in a sales funnel, book a call, show up, qualify, book again, show up again, buy, is a place for a prospect to drop out, so a multi-step funnel accumulates leaks fast.
- A high conversion rate at the last step of a funnel is a vanity metric if it's calculated only on the tiny group who survived every step before it.
06The Salesless Funnel
- Measure a sales channel by total revenue produced, not by its conversion rate. A lower-converting channel that reaches far more people can outproduce a high-converting one that reaches almost nobody.
- A written offer document that removes an entire negotiation step can work at price points usually assumed to require a live conversation.
07What Goes in the Doc
- A sales document that replaces a live pitch needs to cover the same ground a good salesperson would: the promise, bonuses, risk reversal, payment terms, and urgency.
- Writing out every phase of the expected result, not just the end state, gives a buyer a way to picture progress instead of one distant, hard-to-believe outcome.
08Prerequisites for a Working Doc
- A written sales asset only works once the underlying offer is already strong. Fix the offer before you fix the copy.
- Modeling a real, currently-working example is faster than writing a sales document from a blank page.
09Deadlines Turn Maybes Into Decisions
- In any sales process, an ambiguous 'maybe' costs more than a clear 'no,' because a no frees your time while a maybe keeps consuming it for nothing.
- A short, dated campaign, days rather than weeks, forces fence-sitters to convert their interest into a decision instead of letting it decay indefinitely.
- Cover an offer from four angles across a campaign (the problem, the proof it works, why your approach differs, and the plan) rather than repeating the same pitch.
10Chasing vs. Choosing
- Picture your business on a spectrum from all-supply-no-demand (constant chasing) to demand-exceeding-supply (you get to choose your clients). Most operators default to the chasing end without realizing it's a choice.
- An application step, a real questionnaire plus a deposit, filters for people worth accepting instead of accepting everyone willing to pay.
- Deliberately capping the number of available spots, even below what you could sell, is what creates the scarcity that makes an offer sell out.
11Why It Doesn't Work (and What's Next)
- When a self-serve or salesless sales asset underperforms, the cause is almost always one of three things: a weak document, no deadline forcing a decision, or no audience demand built up before the offer goes out.
- Fix the sequence in order: get the offer document right first, then add urgency, then invest in building demand. Skipping to demand-building without a working document wastes the traffic.
Terms worth knowing.
- Offer Doc
- A one-or-two-page written document, often a Google Doc, that lays out an offer's promise, bonuses, risk reversal, and pricing so a buyer can decide to purchase without a live sales conversation.
- Offer Diamond
- A framework for describing an offer's core promise and results, referenced here as the content that gets folded into an offer doc.
- Salesless
- A sales model that replaces booked calls and a sales team with a written offer document, a deadline, and demand-building content.
- Appointment Engine
- The traditional funnel that drives prospects to book and attend sales calls, positioned here as the alternative path to the salesless, offer-doc model.
- Chasing vs. choosing
- A framing for whether a business has more supply than demand, meaning it has to chase every possible buyer, or more demand than supply, meaning it gets to choose which buyers to accept.
Things they pointed at.
Lines you could clip.
00:08
“I've never been more wrong about anything in my life.”
01:40
“I think coaching is bought, not sold.”
09:59
“You don't deposit conversion rates at the bank. You deposit cash.”
13:34
“Yeses are great. They make you money. No's are great. They save you time. Maybes are a killer.”
16:26
“When you've got more demand than supply, you get to be in the choosing business, which is way more fun.”
Word for word.
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metaphoranalogystory
I used to believe that to sell high -priced coaching, you needed the sales call. I've never been more wrong about anything in my life. In the last 19 months, we've signed 636 clients at just under 30 grand each.
I mean, 21 million bucks with no setter, no closer, no chat, no sales team, no nothing. So in this video, I just want to show you the three things you need to do to sign clients without a sales call so you can experience the same joy, bliss, and liberation that I get to experience every damn day. It's really freaking good.
For years, I practiced what I preached and what I preached was in order to sell coaching, it needs to be sold on a call. I had this belief that anything under $2 ,000, you could sell by chat. Anything over $2 ,000 needed the call.
I was so wrong. Turns out you can sell five, 10, 20, 50, $100 ,000 coaching programs without a call and you don't even need the chat either. You don't need anyone in sales.
So the old way, sold on a call. This whole system came out of a world that doesn't exist anymore where information was scarce and the seller had the information. And so the only way to get the answers you need was to talk to the sales dude.
Those days are long gone. There are no high ticket versions anymore. We're dealing with high agency buyers.
They've seen all the tricks. They've been in seven other coaching programs already. They know how the game works.
So the world's changed. But also, think about your own behavior. That's probably changed too.
I know for me, I hate sales calls. Anytime somebody offers me a call, I do everything I can. to avoid it.
And every time I get one of those DMs, like you probably get as well on Instagram going, hey, I could fill your calendar full of appointments. Everything in my soul just screams, ew, my calendar is empty. And that's how I want it to stay.
So in the old days, it was sold on a call. Nowadays, I think coaching is bought, not sold. And instead of being sold on a call, it's bought without it.
So the mechanism has changed, but the fundamental things which have to happen for somebody to say yes. haven't changed at all. It's just that instead of happening on a call, they all happen upstream before they even see the offer.
What I'm about to teach you is what I'm currently doing and what about 40 % of my clients do. It's completely optional. The most important thing is that you figure out a way to sell your coaching that works for you.
Because whether you're selling on calls or in chat or from an event or on a workshop or salesless like us, they all work. The question is, what works best? for you, for your personality, your stage of business, and the kind of operation you want to run.
I don't want a sales call. I don't want a sales team. I don't want to manage people.
I don't want any of that stuff. So I've gone completely salesless and it's crushing, but you do you. So this is video number 10 in the marketing map series.
In each of these vids, I'm showing you exactly what I'm doing and what my clients are doing to market and sell high ticket coaching. We've walked through lead gen, lead nurture. We've talked about the offer and there's two ways, two main ways that our guys sell their stuff.
With an offer doc, like I'm about to show you today, and with the appointment engine if you want more calls into a call funnel. Today, offer doctor, so let's jam on that.
A couple of years ago, my business was flat. We'd hit the plateau in the slowdown. We were getting clients and losing clients.
And every single month, we had to chase, chase, chase, book calls, follow people up, all this stuff just to... get a sales call booked to sign a client to replace somebody who left. It was super, super frustrating.
19 months ago, as part of a crazy experiment, I took my nine -person sales team and . And I asked them, please, for the love of all that's holy, don't talk to anyone. I want to try something.
I was pretty sure that we could sell Black Belt, our flagship coaching program, and even Boardroom, our high -end thing, without sales calls. And that just came out of my own experience. I don't like a call.
I just need to know, is there a problem that's real? Is there a solution that makes sense? And is there a price that I can afford?
And if I know those three things, I'll make a decision just like I do for every other decision in my life, just like you. So when we first started this experiment, we had three goals. Like it was an experiment.
We didn't know if it was going to work. There was a probably 50 % chance, 50 -50 chance that I'd have to go back to the sales team and say, you were right and I was wrong. I'm really sorry.
But what we thought was if we could sell one, just like get one person to buy coaching without talking to a person, that'd be like vindication, proof that it was possible. Not that it was good, but it was possible. That was like the good.
the better would be like, if we could match the sales team's numbers, which is like nine or 10 sales a month, that'd be great. That'd be better. And then the best, like our stretch goal would be like, if we could get to the point where we're signing a new client every day, that'd be 30 a month.
That'd be amazing. So like bronze, silver, gold, good, better, best. So here's what happened.
The very first month we tested this out, I was hoping we'd get one. But the truth is we didn't just get one. We got our good.
and our better goal we actually signed 12 new clients the very first month and then every single month since then the numbers have like ratcheted up here we went from 12 we set a goal of 15 and we hit 15 and then 20 and then we hit 20 and 25 and then 30 and then 35 and 40 45 and we've stopped it right there there's demand for 60 but 45 is a great number for us with the team we've got we upped it we need more team and frankly i'm very happy with how things are going we've got enough which is a kind of a cool thing to be able to say So we're at 45, not 30, but 45.
I'm going to show you the three steps that you need to get your first sale with a doc, a sale every week or a couple of sales a week, and then how to scale it up from there. That was 19 months ago. And since then, we're on a bit of a tear.
Obviously, our job is to experiment and figure out new ways of doing stuff and then let our clients choose. Do you want to keep doing it with sales calls? In which case, amazing.
There's this whole system for that called the appointment engine, all like this. So I started talking about salesless. just after we'd done it, after the successful 90 -day trial, and it's just gone up and up since then.
A guy joined us, his name's Roderick, super good dude. He coaches custom home builders, usually in the States, quite large businesses, you know, doing $5 to $20 million a year. The crazy thing about Roderick is he's got money from his custom home build business, and the coaching doesn't need the money at all.
So every single cent they make goes to sending student leaders abroad. with a charity called Send Our Student Leader Abroad, S -A -S -L -A .org, I think. Anyway, super cool.
When he joined us, he was doing $60 ,000 a year, a whole year, 60 grand as a coach. Frustrated that he wasn't growing fast enough and also that he was spending an awful amount of time chasing people to get on calls and then trying to convince them on a call to join his program. He'd heard about sales and thought it might be the ticket.
In seven months, he went from 60 grand a year. to $1 .13 million a year. That's cool.
The best part for him though was like money's great because it sends a bunch of student leaders abroad, but also it saved him 50 hours a month in chasing sales calls and follow -ups. 50 hours. That's precious.
If you're new to this whole selling without sales calls thing, it can sound kind of freaky and daunting until you understand the mechanics behind why the old way, the appointment funnel way, isn't quite as dope as everyone tells you. So let me sketch out. the traditional funnel and I'll show you what I think is wrong with it.
In a traditional call funnel, it goes like this. You get people to book a call and usually that's with content or emails or ads. And they land on a page where they can book a call.
Ideally, they book a call, but sometimes they don't. In fact, most of them don't. Then once they book a call, the next question is, do they show up?
And hopefully they do, but often. They don't. Then they show up and then we hope that they're both qualified and ready to take the next step.
So let's call that qualified. And sometimes they're not. If you're running a two call model, a triage and a strat session, then the next step is to get them to book the next call and then show for that call.
And you guessed it. Sometimes they don't want it and sometimes they book it and don't show up. Then on the call, the strategy session, then the job is to get them to buy.
And at the end of this, hopefully we get a happy client paying you money, but often they don't book the second call. They don't show up for the second call or on the second call, they don't buy and you end up not doing that great. And a lot of coaches brag about their sales call conversion rate.
I used to do this. Oh, our conversion rate's like 75, 80%. Yeah, cool.
Of the people who made it to the last step, most coaches aren't getting anywhere near that. that conversion rate on the call if not strategy session our process will fix that but you're talking about getting even 50 of those guys to buy but the truth is that by the time if 100 people start at this end it's 50 of five dudes who get to like 50 of the five maybe who even get to that step and so we're counting this and cheering and we're forgetting about all of the people who fall out of the process because every time we add a step to a sales process we increase the number of people who don't do the step.
The truth is, if you're not signing enough clients, it's probably not that you've got a conversion rate problem. What you've really got is not enough people even saw my offer problem at this last step. And so that's what I don't love about the sales call process.
There's a lot of steps and every step is an opportunity for them to not do the thing that you want them to do. So in this new model, we call it salesless. The start process is the same.
People are going to start with either watching some content. or clicking on an email or an ad. But we're going to skip out this whole middle step and go straight to the offer bit.
And in this case, our offer just leaves in a simple one or two page document, Google Doc or whatever you use. And we go from here to there. So we fixed the call problem that you've got, which is not enough people even got to your offer in the first place.
In this case, everybody who clicks sees the offer because there's no leaks in between. Does this doc convert as well as the call? Probably not.
But when you go to the bank, do you deposit conversion rates or cash? You deposit cash. So this way, because the throughput is so much bigger, you sign so many more clients.
It's not funny. With 100 % transparency, we signed five times more clients every single month doing this than we ever did with that. And we were really good at this.
Remember before when I said we had three goals? You make first sale, make a sale or two every week, and then make a sale every day? To pull that off, you need three things.
To make... your first sale all you need they all start with d so you know it's legit to make your first sale you need a doc it's a simple page which explains how your offer works we'll talk about that if you wanted to you could do that today and make a sale this afternoon in fact i got a dm i don't know if i told you sean got a dm the other day from a dude's like i watched your video on how to sell without sales calls i've added 300 grand in sales without it my life is so great thank you so much awesome bro now you should invest a little bit of that me and we could anyway he's happy um So the first thing we want is we want a dock and we can make a sale instantly.
If you want to go to a sale or two each week, then the second thing we want to add is a deadline. A reason for people to do it right now. That's meant to be a bomb.
It's not my best bomb. Because you've got a bunch of fence sitters in your world right now. People who've like checked you out and haven't taken action.
They need something to get off the fence or else they'll and we owe them that favor. If you want to scale it all the way up to the point where you're getting a sale a day, or more like us, then we want to create demand.
This is what's the marketing need to look like to drive people into the deadline funnel to the doc. And this just ramps it up from there. So let's talk about these three things and have some fun.
Okay. So let's get you your first sale without a sales call at all. We're going to do this with a simple tool called the offer doc.
Depending on your offer, it's a page or two. The tone really, really matters. It's compelling, not convincing, it doesn't need to try hard.
If you read ours, in fact, I'll link it down below so you can see a real example and use it to model yours. It's written in a very just the facts sort of way because I don't need to convince you. By the time people have got here because of content like this and emails, et cetera, they're already pretty convinced that I'm the guy and they just need to read this and go, okay, that offer makes sense for me.
What goes in it? Well, really a verbal explanation of your offer diamond. The promise of your program, both short -term, middle -term, and your phase three, your phase one, two, three results, the bonuses they get if they do it now, the risk reversal, your pay plan, how that works, and then the urgency and scarcity, how many spots for how long.
All of those pieces just get folded. into a simple document that people can read and buy like a grownup. It's like self -checkout at Amazon, but the margins are way better.
Again, sounds simple. The devil's in the details. Highly recommend you check out the one below.
It's working right now. It's signed 600 clients in the last little while. It works to be good to model.
So if you want to build one of these things, you're going to need two things. Firstly, your offer diamond dialed in. So your offer is sexy as it possibly can be.
That's what I shot in the last video. I'll link to that below as well. It's called the, it's about upgrading your offer.
And then a sample or a template that you can model for the offer doc itself. And that, my friend, is linked down below. I'll make it say something like, check out my offer doc here or something like that.
Something profesh so that you can see a real example. Also, when you read it, just understand that it's a live doc. If it says it's sold out, it's because we're sold out.
If it says there's a space, feel free to apply. So that's the doc. You could literally get that up live today and have a client.
this afternoon or tomorrow morning, depending on what time it is. So how do you turn your first dock sale into consistent sales without sales calls? I think the biggest thing your prospects need, honestly, is a reason to do it right now.
There's a lot of fence sitters in your world. And if you think about it, in a sales situation, we typically get lots of, you know, we don't get many yeses. We get a bunch of no's and we probably get way too many maybes.
Yeses are great. They make you money. No's are great.
They save you time. Maybes are a killer. They eat up a bunch of time and they're making no money.
So you'll lose out both ways. And so a deadline campaign is just about giving people a binary offer that they say yes to, or they say no to, and you can move on with your life. The way we like to schedule these things is over the course of up to a week.
For us, it's usually five days. And over the course of the week, we do an announcement. Hey, I'm doing this thing.
You might've seen an email from me that says something like this. Either. Starting next month, I'm going to work with a small group of coaches to help them insert result here.
Would you like to join us? Click here for the deets. That is an announcement email.
Super fast, super easy. I'm just letting people know that they exist. Then we take your offer and we look at it from four different angles.
The problem that they've got. In other words, the pain they're experiencing or the mistakes that they're making. Next up, proof that your thing really works.
Either your results or a client's results are even better. Your philosophy. How is this different to how they've been doing it?
In your old way, new way. And finally, the plan, which is if we work together, we're going to do one, two, three. This plus a really simple doors closing or spots running out email, that little campaign over the course of a week will sell the pants off your offer.
Next, you'll have the problem that your offer has no pants and we'll fix that in another video. So this campaign, like I said, is typically over a week. It's probably by email and mirrored across Instagram, your reels and carousels, but you do whatever channels make sense for you.
If you do this, you'll make a month's worth of sales. in a week which is kind of dope so we've got a dock to make our first sale we've got a deadline to escalate that to a couple of week and if we want to really ramp this thing up the thing that's going to move the needle is always upstream so if you want more sales yeah you can attack the sales piece but it's even easier if we build a bunch of demand so that when we announce the spots are available people jump that's what's missing for almost every coach i know all right This is probably the most important two or three minutes we're going to spend together.
Almost every coach I know has a problem where they've got almost unlimited supply and almost no demand. On this spectrum, they're way down at the red end. Lots of available slots, wanting as many clients as they can get and not enough people asking for the help.
What we want to do is we want to get you way down this end where demand outstrips supply by so far that you sell out. every single month. When you've got more supply than demand, we do a bunch of chasing, which is hard, annoying, lame, and frustrating.
And when you've got more demand than supply, you get to be in the choosing business, which is way more fun. In our world, a bunch of people apply to join Black Belt. We look at their applications like they've filled in a lengthy questionnaire.
They've paid a deposit. We review their applications and go, do i think i can help this person do i think they'd be a great match for my community do they look like fun if so yes we invite them in if not we refund and say thanks and send them somewhere else if you've ever got a steady stream of referrals from me it's because you're the somewhere else thanks so there's two levers we can pull here the demand side and the supply side for the demand we're really talking about how do we build brand with which is what our first few videos in the series were all about.
How do we bring people into our world and have them binge your content because binges are bias. This is critically important. The building demand side is critical.
The truth is though, the very first level we pull is we actually deliberately constrain supply. There's nothing worse than trying to fill out a stadium and only selling 10 tickets. It's really nice to say there's only 10 tickets available and selling 10 and having two other people knock on the door going, can I get in?
You say no. So first move, shrink supply and sell out and then ratchet up. the available spots as demand increases.
That's a quick move. There's trainings about that. And then we get to be in a really fun position where supply is capped and demand is growing because we're building brand width.
And if you're not sure exactly how to do that, refer to exhibit A, the marketing map. We get people in here, we build demand there so that when we make an offer, it sells out. Every now and again, I'll bump into someone and they'll be like, I tried salesless.
I tried to sell by a dock and it didn't work for me. There's only three places that could have gone wrong. Either the dock was crap, or more likely, they didn't put an actual scarcity campaign around it.
And even more likely, they've got zero demand. So listen, I don't know where you're up to on that process, but the very first step is to build yourself a really compelling offer dock. Again, see mine below.
So right now you're in one or two places. Either you want to keep selling with calls or you like this model and you want to scale it up. If you want to sell with calls, link down below to a video about how to book more calls with the appointment engine.
If you want to scale it up and this looks sexy, this video next will show you the whole system to get you to add your next million bucks as a coach. Check it out.
The Hook
The bait, then the rug-pull.
Taki Moore spent years teaching that anything over $2,000 had to be sold on a call. Then a 90-day experiment with his sales team locked out of the process turned into $21 million and 636 clients, with no calls, setters, or closers at all.
Named ideas worth stealing.
10:09list
Doc, Deadline, Demand
- Doc
- Deadline
- Demand
The three things needed to sell without a sales call, in the order you build them: a document that explains the offer, a deadline that gives people a reason to act now, and demand so enough people want the offer that you choose instead of chase.
Steal forany high-ticket offer, course launch, or application-based program page
12:03concept
The Offer Diamond
A framework for the offer's core promise and results, referenced as the content that gets written into the offer doc: the promise, phased results, bonuses, risk reversal, and pay plan.
Steal forstructuring any sales page or offer document
16:26model
The Demand:Supply Ratio
- Supply
- Demand
A spectrum from all-supply-no-demand, where you constantly chase buyers, to demand-exceeding-supply, where you get to choose which buyers to accept. Moving toward the demand end is treated as the real lever for easier sales.
Steal fordiagnosing why a launch or cohort isn't selling out
13:34concept
Yes / No / Maybe
A prospect's response sorts into three buckets: yes (makes money), no (saves time), or maybe (wastes time and makes nothing). A deadline exists to collapse maybes into a yes or a no.
Steal forany sales conversation or application review process
04:09concept
Bronze, Silver, Gold goals
Before running the 90-day experiment, he set three tiers of success: bronze (prove it's possible with one sale), silver (match the sales team's usual output), and gold (a stretch target). This let him judge a genuinely uncertain test against real thresholds instead of vibes.
Steal forstructuring any go/no-go business experiment
How they asked for the click.
VERBAL ASK
18:15next-video
“watch the next video on booking more calls with the appointment engine, or the Million Dollar Plan for the bigger roadmap”
Branches viewers into two next steps depending on whether they still want a call-based funnel or want to scale the salesless model. The actual offer doc and video links live only in the description, not spoken on screen.
MENTIONED ON CAMERA
FROM THE DESCRIPTION
PRIMARY CTAWhere the creator wants you to go next.
OTHER LINKSAlso linked in the description.
Visual structure at a glance.
