The “Golden Window” For Upsells

Is your first upsell converting within the “golden window?”

If not, then you have a problem.

Chances are:

  • Your AOV isn’t as high as you’d like it to be.
  • Your lifetime values are suffering.
  • And your funnel is probably stuck and can’t seem to scale.

Sound familiar?

Then listen close…

Recently, I was listening to an interview with Rich and Justin Goff for the upcoming issue of Steal Our Winners. If you don’t know Justin, he’s a legit pro when it comes to crafting high-converting funnels that scale on sub-zero-cold traffic.

And during the call, he revealed that he always aims for his first upsell to convert between 30%-50%.

In other words: a golden window for upsell profits.

Anything lower than 30% means that your upsell isn’t congruent enough with your initial offer… while conversion rates over 50% often signal that you’re leaving money on the table and should consider upping your prices.

Point being…

Until you hit this “golden window,” you have ZERO business trying to “optimize” the second or third upsells in your funnel.

You’re just not ready yet.

Instead, you need to tweak and test the 4 most important parts of your first upsell: the offer, length, opening, and format.

And for even faster results…

Implement the best practices that Justin revealed inside his new interview in Steal Our Winners. During the 40-minute call, you’ll discover:

  • 3 types of proven offers Justin always uses as his first upsell
  • The big misconception people have about upsell length (and how to fix it)
  • Swipeable upsell opening copy that goes against conventional wisdom… increases customer satisfaction… and boosts conversion rates
  • The simple upsell page format that almost always increases sales

It’s all inside the December issue of Steal Our Winners.

So if you want access, make sure you sign up by Wednesday at midnight to guarantee that you get the latest issue as soon as it’s released.

Your pen pal,

Matt Rizvi

Why Marketers Should Jump Into Clubhouse

Have you heard about Clubhouse? The new social media ‘invite only’ app…

If not, you need to asap…

Right now, it is a goldmine for sharp marketers who are willing to jump in and seize the moment.

I played around yesterday and ended up staying on for 4 hours.

Maxwell Finn and I started a room last night “marketers talking about marketing to marketers and stuff.’

Within 15 minutes we had more people listening in and participating than my weekly livestreams.

I was immediately hooked. And the ability for anyone to get an audience right now is so easy – as every social media channel was when they were first launched.

That’s why tonight I reached out and literally begged the two people I know that know clubhouse best to join us tonight and share what they know.

So, Alicia Lyttle and Deb Cole changed their Christmas eve plans to share with us some killer strategies for Clubhouse.

On top of that – I AM GIVING AWAY A FREE INVITE TO CLUBHOUSE for one lucky attendee.

You definitely want to be on tonight’s stream and ask.

Here are the details…

  • WHAT: Why Marketers Should Jump Into Clubhouse
  • WHO: Rich Schefren
  • WHERE: Facebook Live
  • WHEN: 6:00pm ET (3:00pm PT)

And as always…

I’ll stick around afterwards to answer any follow-up questions, business questions, or even personal questions you might have.

Click Here To Watch My Facebook Livestream

To higher profits,

Rich Schefren

P.S. If you missed any of my previous livestreams, you can watch them right here.

The Sneaky Lie I Tell Myself Over The Holidays

Every holiday season, I tell myself a “sneaky” lie.

It seems harmless on the surface.

But recently, I was thinking about all the damage it’s done:

  • Increased stress
  • Disappointment
  • And less energy to attack the new year

But here’s what you may not realize…

I bet you tell yourself the same thing… and are likely experiencing the same negative side effects.

So what is this little white lie?

It goes something like this:

“I don’t need to take a break over the holidays.”

Sound familiar?

It’s a belief that’s been engraved into my brain for a looonnngg time.

But I realized this year (while attempting to renovate + move into my new house, grow our biz, and spend time with my family all at the same time) that this guilt trip I give myself does more harm than good.

By trying to juggle everything at once…

My work projects get delayed anyways. My anxiety spikes. And my family hates me because I become an inattentive, resentful a-hole instead of the caring husband / son / brother that I know I can be.

It’s just not worth it.

Now, I’m not saying that you should do ZERO work over the holidays.

You’ve still gotta keep the lights on. And if you manage the day-to-day operations of your business, you know that there’s no such thing as a day off.

But don’t kid yourself into believing that you can (or should) experience the same level of productivity that you do during any ordinary two-week stretch.

Heck, even if you don’t celebrate a single major holiday during this time of year, you have to recognize that your employees… or coworkers… or vendors… or JV partners… all likely do.

And while you might be able to work at full capacity, they surely will not.

So what should you do instead?


Plan to slow down in advance.

Check off all your major projects a few days before the holidays begin and don’t dive into your new ones until January 2nd.

That way, you won’t be disappointed when the holiday lull hits your team… you’ll get to recharge your AAA batteries with some legit R&R… and by the time your New Year’s hangover wears off, you’ll be ready to roll full steam into 2021.

Alright, that’s all I got for ya tonight.

Gotta help my wifey unpack.

Your pen pal,

Matt Rizvi

My notes on Breakthrough Advertising

I’ve been asked countless times on recent livestreams…

Will I walk you through my notes on one the greatest marketing books of all time?

Breakthrough Advertising. Written by one of the greatest copywriters who ever lived, Eugene Schwartz.

You should already know how valuable this book is. And if you do, you recognize how valuable it is to have a voracious reader, top marketer, and compulsive note-taker like me share my biggest takeaways with you.

So, today, that’s exactly what I am going to do.

You should be there.

Here are the details…

  • WHAT: My Notes On Breakthrough Advertising
  • WHO: Rich Schefren
  • WHERE: Facebook Live
  • WHEN: 2:00pm ET (11:00am PT)

And as always…

I’ll stick around afterwards to answer any follow-up questions, business questions, or even personal questions you might have.

Click Here To Watch My Facebook Livestream

To higher profits,

Rich Schefren

P.S. If you missed any of my previous livestreams, you can watch them right here.

The REAL Reason I’m Addicted To Exercise

You may not know this about me, but I consider myself a fitness junkie.

In fact, if I don’t hit the gym at least 3 days a week (not including cardio), I feel like total garbage.

The truth is though, I wasn’t always this passionate about my fitness. It took me a long, long time to foster that addiction.

But in the process, I learned an important lesson about motivation — one that can be applied to any goal you set for yourself, whether it’s boosting your income, becoming a better parent, or getting in the best shape of your life.

Here’s how it all started…

Back in my early 20s (and most of the years before then) I was NOT in fantastic shape. I was far from having an “athletic” body.

But just a couple years ago when living in San Francisco, I discovered a gymnastics gym not far from me that offered adult classes.

“Gymnastics?!” I thought. “That sounds fun!”

And boy was it ever. I had a blast. And the enjoyment I got from doing back handsprings and front tucks motivated me to hit the gym 3-4 days a week.

But then, at the beginning of this year, I moved back to Baltimore and lost that driving force in my fitness.

And as a result, I started slacking.

I could tell that I was getting weaker and I quickly lost the 6-pack that I worked so hard to sculpt.

And that’s when I found a new source of motivation: my self-esteem.

You see, once I got really fit, I loved looking at myself in the mirror. And it worked wonders for my ego to hear friends and even random strangers compliment me on my body.

And when I started to lose that feeling, I got a renewed sense of urgency to build out a home gym… take advantage of the pandemic… and get into even better shape than I was before.

Now, I know this was a long story that’s not about marketing or business.

But the point I’m trying to make is this…

The “reason why” you do something is different for everyone (and it can even change over time).

For some, it’s internal.

And for others, it’s external.

Both types of motivation can be powerful.

But the key is sustained success is to identify which one pushes you the most for any given action.

Do you want to be the world’s best copywriter because you love to write… or because you’re uber competitive and enjoy the feeling of beating controls?

Do you want a 7-figure income because you have a deep desire for financial security… or because you want to impress your family?

Do you want to be a world-renowned coach because of the ego boost you get from others wanting your advice… or because of the satisfaction you get from seeing your clients get results?

None of these answers are wrong.

It’s just critical that you get clarity about which reason motivates you the most so that you can turn to that well of inspiration whenever you need a push to get stuff done.

So ask yourself:

“What’s the ONE thing I want most?”


“What’s the ONE reason why I want it so bad?”

Answer both questions and achieving your goal becomes a whole-lot easier.

Your pen pal,

Matt Rizvi

My Top Marketing Book Notes of 2020

Early this year, Todd Brown called me and told me to buy this book.

I did.

He said it was right up my alley – and he was spot on.

I read it, highlighted it, and transferred those highlights to Evernote.

Next, I read those highlights in Evernote and bolded what was most important.

After that, I read those bolded parts and highlighted the most important parts of what was already bolded.

Next, I took what I had both bolded and highlighted and created an outline of it.

On today’s livestream we will go through that outline.

I can assure you that you will be a better marketer at the end of the livestream than when it began.

Here are the details…

  • WHAT: See Your Biggest Opportunities For 2021
  • WHO: Rich Schefren
  • WHERE: Facebook Live
  • WHEN: 2:00pm ET (11:00am PT)

And as always…

I’ll stick around afterwards to answer any follow-up questions, business questions, or even personal questions you might have.

Click Here To Watch My Facebook Livestream

To higher profits,

Rich Schefren

P.S. If you missed any of my previous livestreams, you can watch them right here.

Non-negotiable Offers

If you hate negotiating and want to charge premium pricing… or set strict terms and conditions… all while having customers blow up your inbox asking to take advantage of your offer…

Then listen to this story.

As some of you know, my wife and I just bought a new house and are now in the process of moving. It’s been a bit stressful so far. And part of that has been because we need to quickly buy and sell several pieces of furniture.

For instance, we have a large sectional couch that we don’t have a spot for in our new home.

So last night, my wife posted it on Facebook marketplace.

“What should we charge for it?” she asked.

“$400 is fine,” I said. “I want to get rid of it fast.”

And that’s exactly what happened.

In less than 24 hours, she received over 60 messages from people wanting to buy it.

Many of them wanted to negotiate.

“Will you take $360 instead?”

“Will you hold it for me if I pay half now?”

“Can you deliver it and I’ll pay you extra?”

No. No. And No.

Normally, I might consider some of those counteroffers. But because there was such strong interest, we were in the driver’s seat. There was no need to negotiate.

So how can you make your offer THAT attractive?

Well, usually it comes down to these 3 things:

  • Price
  • Scarcity
  • Urgency

In our case, we were selling our less-than-one-year-old couch for 65% off — making the price irresistible.

That allowed us the stay firm on the terms (i.e. “first come, first serve… you pick it up… no haggling). And in the end, we got someone to Paypal us our full asking price, sight unseen.

But the same can happen if you’re selling something that no one else has.

In other words, if it’s scarce. Either you’re offering a service that none of your competitors can match… or you have a product that’s of superior quality… or you’ve simply got something that’s flat-out rare. And because you’re the only one selling it, you get to dictate the terms and conditions.

And lastly, there are times when you’re selling something that’s urgent. People need what you’ve got RIGHT NOW.

For example, every football season I inevitably cough up a couple hundred bucks to buy NFL Sunday Ticket. Because while I can watch most of my Washington Football Team games on local TV, whenever there’s an out-of-market game, I get desperate and will pay whatever it takes to stream it.

Cause if I don’t, I’ll miss it. And that’s no bueno.

So there you have it folks…

3 things that make a legit non-negotiable offer (technically, you could consider all of them “scarcity,” but that’s a conversation for another email).

Make dollars ‘n cents?

Good. Cause I gotta skedaddle and meet with a contractor who’s working on our new house.

Your pen pal,

Matt Rizvi

See Your Biggest Opportunities For 2021 By Leveraging Subject-Object Theory

This might sound crazy, but it’s true.

Successful entrepreneurs live in a different world than the unsuccessful ones.

You might be wondering – what do I mean by “different world?”

Well, it’s based on the work of Robert Kegan, a world renowned expert on adult development. Who’s also a Harvard Researcher & Professor.

You see, according to Kegan, we evolve in life by transitioning to what he calls ‘higher stages of development.’

At each stage of development, the way we know and understand our world changes. In other words, our entire conception and perception of the world is transformed at each stage.

Obviously, this isn’t accomplished just by learning new things. (I’ll share how it’s accomplished on today’s livestream.)

So, when I say they live in a different world I mean – what a successful entrepreneur sees, believes, and acts on is completely different than an unsuccessful entrepreneur standing right next to him/her.

Want an example?

Many times a coaching client will come to me for advice on an obstacle they currently believe is keeping their business stuck.

But I don’t see their situation in the same way. I see their ‘obstacle’ as an opportunity to gain a competitive advantage. And after I break it down for them they see it too (that’s why I get paid the big bucks — *smile*).

A critical step in getting to higher stages of development, or being a better entrepreneur is what Kegan refers to as ‘subject-object shifts.’

I’ll be breaking that down on today’s livestream – and how it applies to being a better and more successful entrepreneur.

Here are the details…

  • WHAT: See Your Biggest Opportunities For 2021
  • WHO: Rich Schefren
  • WHERE: Facebook Live
  • WHEN: 2:00pm ET (11:00am PT)

And as always…

I’ll stick around afterwards to answer any follow-up questions, business questions, or even personal questions you might have.

Click Here To Watch My Facebook Livestream

To higher profits,

Rich Schefren

P.S. If you missed any of my previous livestreams, you can watch them right here.

How I Knew I Should Radically Change My Life

On Friday, I sent an email about professional priorities and how they can change over time.

And apparently the idea resonated with a lotta folks. Because I got more responses to that message than any email I’ve sent in a while.

But some wanted more.

For instance…

Subscriber Elijah S. wrote:


Thank you for sending this mail.

I feel like there is a whole lot deeper in this mail than you have shared or revealed.

Can you delve a little deeper on this particular topic, please?

For instance, when you said

“But when I realized that I was sacrificing the chance to learn from world-class mentors, develop a REAL business, and push my growth to new professional heights, I started to question my values.”

Can you go a little bit deeper on that?


Absolutely, Elijah.

You see, back when I first left my in-house copywriting job to become a self-employed copy consultant, there were several benefits of the freelance lifestyle that I coveted.

…All of which revolved around FREEDOM.

In a nutshell, I wanted to:

  • Pick and choose my clients instead of being beholden to a single employer…
  • Set my own hours so I could hit the gym or run errands in the middle of the day…
  • And work from anywhere, whether that’s a park in San Francisco… a beach in Tahiti… or a dispersed campsite in the middle of the Mojave.

And frankly, that lifestyle was awesome!

I had a very comfortable (and profitable) business as a freelance copywriter.

But at the same time, it had some limitations (which I alluded to in my previous email).

For example, I started missing the camaraderie of working in an office and sharing ideas around the water cooler. And I missed working closely with rockstars who constantly raised the bar in our business and worked as mentors to help me improve.

But it wasn’t just the people I missed.

I also missed the growth opportunities.

I realized that I’d never learn how to become a great leader by operating alone in my home office. As Joe Schriefer always reminds me:

“When you work from home, you’re always the smartest person in the room.”

And even though I made solid money, I also wanted the chance to run a business with 8 and even 9-figure potential.

In other words…

I wanted to stretch myself and push my limits.

I wanted to raise the stakes.

And I wanted to be in a situation where I had people count on me, day in and day out.

Now, that’s not to say this lifestyle is right for everyone…

People have different priorities at different points in their life. And for me, even though there was a time when I valued freedom and wanted complete autonomy in my work, I realized that I had my fill.

It was time for a change.

And that’s why I’m writing to you now. Not as a well-paid, freedom-loving freelance copywriter. But as the publisher of Strategic Profits.


I hope that answers your question, Elijah.

And I hope that whatever your professional priorities are, you recognize that you have the right and the obligation to change them whenever you see fit.

Your pen pal,

Matt Rizvi

My Revelation About Professional Priorities

Forgive me if this is too personal, but I really want to know:

What motivates you professionally?

Do you want to achieve the freedom to work from anywhere on your own schedule?

Do you want to afford the house of your dreams and never worry about money again?

Or do you want the personal challenge of growing a multi-million-dollar business?

There’s no “right” answer here.And the response is different for everyone.

But I’ve noticed that people’s professional priorities often boil down to 6 things:

  • Freedom
  • Money
  • Personal growth
  • Influence
  • Recognition
  • Or a larger purpose

And so here’s what I did…

Near the beginning of last year, I wrote down these 6 value on a lined piece of paper in order of their priority to me. Then, I used that list to help make decisions that aligned with my top values.

And at first, I considered freedom my most prized possession.

And for a while, it was.

But a few months later, I started accepting that freedom also comes with tradeoffs.

For example…

Unaccountability, a lax work schedule, and never being required to go into the office, sound great on the surface.

But when I realized that I was sacrificing the chance to learn from world-class mentors, develop a REAL business, and push my growth to new professional heights, I started to question my values.

And then, my priorities have started to evolve — especially as I think about my future and long-term goals.

It was been a light-bulb moment for me.

And it’s taught me an important life lesson.

In other words:

Your values aren’t set in stone.

In fact, they may be costing you more than you realize.

Your pen pal,

Matt Rizvi