when you have a struggling product or brand?

The man who helped create

some of the biggest names in fitness today

and one of the leading business coaches

for fitness professionals online, Vince Del Monte.

Dan Lok interviews Vince Del Monte on how he closes sales

through Instagram DMs and how he's helped dozens of clients

and business professionals scale their businesses

to six and even seven figures through Instagram.

- Talk to us maybe a little bit about,

'cause I know you've got some creative ideas

about filling the Mastermind, selling high ticket.

Like when you told me about, oh, you're marketing

your Mastermind high ticket program through like Instagram,

I thought that was pretty interesting.

- Yeah, I built that entire Mastermind off of Instagram.

And I only started Instagram a year and a half ago.

- There you go.

- Like I didn't even have an account.

I didn't take it seriously at all.

- And your Mastermind group is now at 18,000?

- At 23.8.

- 23.8, so 23, 24k, right?

- A little less if they pay in full.

(Vince laughing)

- Okay, so now how do we do this?

Say someone has a high-ticket program,

they wanna utilize Instagram to sell them.

So what do you recommend?

- We found that conversions happen from conversations.

All right, and the most instantaneous place

to get those conversations started is in the DM

with people watching your stories.

Right now we're living in a golden era of Instagram stories.

You know, if you think about it compared to email,

what happens when you send someone an email?

Well, they opted in a long time ago.

They forget who you are.

You probably sent them some junk along the way.

Now you're not an invited guest but an unwanted guest.

- Like a spamming, like you're spamming, kind of.

- Yeah, but think about Instagram.

If you watch someone's story--

- You're there.

- Get your phone, you have to turn it on,

you have to scroll across, find them, press the button.

There's no distractions, you're going to them,

so it's a completely, knowing now who's on the other side,

people who want to follow you,

I think there's an opportunity to really connect

and every story I ever put out, well,

first of all, I did 90 second stories every single day.

I had a little simple framework.

Monday Motivation, Teaching Tuesday.

Wow Wednesday, which was featuring a success story.

Throwback Thursday, which was a lesson

I wish I learned many years ago.

Freedom Friday, which would be,

"Hey, look, I'm with Dan.

It's Friday and we're hanging out together

and this would never be possible

if I didn't invest in myself many years ago."

- Got it.

- Social Status Saturday, which was kinda something similar,

and then Sunday is Spiritual Sunday,

where I'm at church and I'll share

something that my pastor's sharing

and I'll kinda reframe the lesson.

- So that is second, kinda like your content calender.

Right, that is second. - Every day.

- Every single day. - Every day.

- A different theme, and then from there,

how do you transition into, like,

do you drive them to an application page?

Do you say swipe up?

- Initially, it was right to the counting link.

It was just, if you're ready to start

a successful and profitable online business,

you know, swipe up.

And we saw obviously change,

and now we're coming up with a quiz which is framed around,

"See if you're even cut out to be an entrepreneur,"

because really most people aren't, you know what I'm saying?

- Yeah, they don't have what it takes.

- No one has a clue what this whole world is about.

Right, everybody sees the car.

Everyone wants financial security.

This is the most insecure industry ever,

being an entrepreneur, the amount of risks you have to take.

- If you want financial security,

being an entrepreneur is not it.

- Yeah, yeah, right?

And personal trainers are the worst entrepreneurs

in the world because, you know,

they want to spend three hours in the gym,

they want to make their own meals,

they want to just be a big fish in a small pond.

So like, you're likely not cut out for this,

so why don't you take this quiz and find out

if you are, and if you're cut from the right cloth,

if you got the right DNA, then we'll set up a call,

and yeah, we do everything over the phone.

Everything's done on the phone, so.

- So from there, and so they fill out a little form

and then you get them on the phone.

- Yup, count on the app to on the phone,

and I did it for a year, longer than I should have,

and that was a part of the reason we connected.

You know, find a phone closer.

We've got a full-time phone closer now

and yeah, he's writing himself some great paychecks,

and we're mastering this.

It's incredible, Dan, how much money you can make

when you get good at this one thing.

My closer just text me

the other day for his side business.

He sells a $7,000 course which teaches people

how to get their first 100,000 Instagram followers,

and he's just mastered the ability

to take someone at rock bottom and overcome objections,

and just like, every coaching call is just a rope play.

It's getting better at that one skill.

Like, we're not building new funnels

and automation sequences,

and just like he's getting better at selling

and his income's going up.

It's almost too easy.

To just get better at one thing, that's it?

And that's what I did for a year and a half.

- So with talking about with DM,

with getting people on the phone,

with closing, which is awesome.

Like, I think that makes a lot of sense.

In terms of Instagram, swipe up,

they go to a page, they book a call, and you close them.

It's, again, like you say,

it almost sounds too simple, right?

It cannot be that simple!

Give me a 10 step funnel, you know?

Upsell, downsell, right?

- I'm not a complicated guy.

I build a seven figure business off the words no nonsense.

I thought I always aced my exams in high school.

97's, 98's, I'd call home, I'd tell my mom,

and she'd go, "Awesome, son!"

I'd get my mark back, 62, 63, and I'm a simple guy.

I'm a simple guy, and I've discovered,

to multiply, you need to simplify,

and I feel like there's a lot of opportunity here

to skim a ton of cream off the top.

And yes, do you want to evolve beyond that?

But what's happened is now I have a full-time guy

that does the chat for me and from that,

I discovered the six C's to effective chat,

so we have a very specific way to take somebody

from top to bottom, increase trust,

qualify better, before we get on the phone.

So we kinda triage them off in a 10 minute conversation,

and now that's one of our most profitable places of ROI,

'cause I get a guy in there who's DMing.

He builds them up, they're ready,

we get them to watch a ton of stuff, move 'em over,

phone closer closes, it's simple.

And because what I do is coach fitness business coaches

on how to have a high ticket coaching program themself,

when they see us do it on them,

they're like, "This works!"

And then we're basically teaching them how to do that

so that they can create some capital,

because people don't understand,

you can't build a business on credit cards.

- No, no, no.

- You know what I mean?

- That's not good.

- You gotta get some cash going,

but they don't have the funds,

so we have to show them these non-paid ways,

and we've discovered that virtually everyone

has about six figures in their ether.

Everybody has access to about, you know,

25 to 50 people who will pay them

a couple hundred bucks a month,

which is immediately a six figure income,

so you don't have to do all these complicated strategies.

It's almost too simple, what we do, Dan.

You know, do a free give-away

and then boost it and then get people to raise their hand

who try and win it and then bring 'em into the DM, or, uh--

- So from the DM, then you kinda have the conversation.

We're not talking about spamming people, by the way.

- No.

- You have that conversation, asking them questions, right?

- The first question would be, "Hey Dan!"

And then wait for you to reply.

And then you come back and say,

"Hey, Vince, how's it going?"

"Hey, what kind of clients do you coach, Dan?"

"Oh, cool, cool, hey, yeah, awesome, good stuff.

"We coach lots of guys just like you.

"So what's the vision for your business?"

"Oh yeah, I'm trying to do this."

"Awesome, awesome, really good stuff.

"What's working, what's not working right now?"

So it's a real conversation.

"Oh, right on, right on.

"Anything you're struggling with?"

"Ah, yeah, I'm kinda struggling with that."

"Okay, good, good, yeah.

"We've got a lot of guys struggling with that.

"Okay, would like you some help?"

"Yeah, yeah, yeah, what do you guys do?"

"Well, we've got, you know..."

So we're just, it's literally like one sentence questions.

It's like the same thing on a phone call.

- Yeah, yeah, but you do it on a DM.

- Like, if you look at the conversations, it's like this.

- But this is not happening, like,

it could be a few days over, right?

- Yeah, sometimes it will, because we go back and forth

because our final question is after,

we've asked them, "Would you like some help?"

We say, "What would you like some help with?"

And they'll tell you two or three things

and that's how we start kinda sliding in our IP,

and the way I teach guys is

that you've gotta prescribe pills.

So if you're not sleeping well, I'm a doctor,

I'm gonna say, "You gotta get some magnesium threonate."

"Oh, magnesium threonate, that's my problem."

So every solution, just like you asked me

how do you make the money, we have a course

called Converting From Chat.

Oh, name your IP, right?

So we own everything that we teach,

and then, you know, someone says,

"Ah, I can't scale my coaching program.

"I don't know how, I can't increase my retention."

"Okay, we have to teach you how to unpack your IP."

"Oh, how do you do that?"

"We teach you coach-directed curriculum,

"not client-dictated chaos."

"Oh, what's that, what's that?"

"Oh, it's a module we have, you know..."

So we're peaking curiosity, we're naming our IP,

and we're letting them know we've got pills.