A wealthy author is a marketer who wrote a book, not an author hoping for marketing. In this episode, Steve J Larsen shares the one skill no author can skip, and why the smartest authors build a sales system so they never have to do the selling themselves.

In this episode:

• The professor who said the worst students think he’s responsible for their education
• From door-to-door security systems to telemarketing: how Steve learned to sell
• The moment he realized he was building a marketing company instead of a sales company
• The internet is great for getting leads. The phone is where the sales happen.
• Why we measure revenue added to your business, not copies sold
• General marketing vs. direct response, told through an NBA arena
• The 4 functions every business needs to make money: leads, sales, delivery, and repeat sales
• Author vs. business owner: “If you don’t have systems, you are the system”

Timestamps:
00:00 Intro
00:50 The professor who rebuilt the Freedom Tower
02:30 Kiyosaki: if you can’t sell, you’re not in business
03:15 Door-to-door: the basic training of sales
04:30 Marketing company vs. sales company
08:00 The internet is for leads, the phone is for sales
10:00 12 phone reps and the studio bullpen
11:00 Revenue added, not copies sold
14:00 Our early mistake: asking authors to learn phone sales
17:00 How a $19 book can be worth $2,000 to your business
18:00 Three ways to measure your book’s success
20:00 Questions to ask your publisher
20:50 General marketing vs. direct response
24:30 What 100 books a day costs in ads
25:00 A wealthy author is a marketer who wrote a book
27:50 80% of every business is the same
29:00 The 4 functions that make a business money
31:30 34 failed products before one hit
32:00 Business owners build systems
37:40 Why publishers may not want you too big

Links:
Free workshop, The 7 Figure Book: https://7figurebook.com
Record a question for the show: https://thewealthyauthor.com
Pursuit of Profit Publishing: https://pursuitofprofitpublishing.com