Frank breaks down a hard truth that most entrepreneurs avoid because it isn't "sexy": Business is a math game. Whether you are selling vitamins, courses, or cars, success comes down to understanding the multiplication of capital through the leverage of assets. Frank shares a cautionary tale of a marketing funnel that looked good on paper but failed the "math test," and explains why your focus should be on acquisition costs rather than just "pretty" sales letters.

• The Asset Leverage: Business is ultimately about multiplying capital by leveraging assets like ad copy, web pages, and sales systems.

• The Math Blind Spot: Entrepreneurs often obsess over the creative (sales letters, offers) but ignore the underlying math that determines if a business is even viable.

Frank discusses a client's plan to use direct mail to drive traffic to an online funnel:

• The Cost: Sending a 4-page sales letter first-class costs roughly $1.00 per piece.

• The Funnel Math: 1,000 letters → 500 readers → 250 website visits → 50 opt-ins.

• The Problem: At $20 per opt-in, the client needed a 4% conversion rate on a $500 product just to break even. Without a backend or higher price point, the business model was mathematically unsustainable.

To simplify your business, Frank recommends focusing on these core metrics:

• Cost Per Lead: What does it cost to get someone into your ecosystem?

• Cost Per Customer: How many leads does it take to get a sale?

• The Profit Gap: If your cost to acquire a customer is higher than your profit per customer, the business is broken—no matter how good the marketing is.

Frank tells a story of a "scary month" for a radio advertiser:

• The Panic: The client thought the ads stopped working because sales dipped.

• The Reality: All top-of-funnel metrics (calls, appointments, show-up rates) remained consistent.

• The Lesson: With only 20 appointments a month, a small dip is statistically insignificant. Don't blow up a working system because of a "bad" month based on small numbers.

"The money's not in the list. The money is in the math."

"We are really in the multiplication of capital business... it's so unsexy it's hard to even say."

Making decisions is perhaps the most important skill an entrepreneur can possess. To move from a vague idea to a structured project, Frank Kern uses a specific "Decision-Making Worksheet" to ensure every move aligns with long-term success.

Before looking at the decision itself, you must ground yourself in your ultimate destination.

• Clarify Your 20-Year Goal: Define exactly where you want to be two decades from now. For Frank, this is building a sustainable $100M company with a minimum 35% profit margin.

• Define Your Purpose: Identify the "why" behind your business. Frank's purpose is to have a measurably positive impact on the global economy by changing how consumers view marketers.

• Identify the Decision at Hand: State clearly what you are considering. (Example: Launching a flagship program to cold media via a webinar funnel).

• The "Alignment" Gut Check: Ask yourself: Will this move me significantly closer to my 20-year goal? If the answer is no, stop there.

If the decision aligns with your goals, you must define what "winning" looks like.

• Four Indicators of Success: List four specific results that prove the decision was right. Frank's examples include attracting qualified prospects and achieving a 3x ROI on ad spend.

• Set a Hard Deadline: Determine by when these success criteria must be met to turn the decision into a tracked project.

Analyze the impact of the decision across two different timelines:

• Short-Term Benefits: Immediate wins, such as gathering data, building goodwill, or turning a quick profit.

• Long-Term Benefits: Lasting impacts, such as business scalability, permanent list growth, and transforming the lives of clients.

It is easy to get caught up in the "happy world" of benefits; this phase demands total honesty about potential downsides.

• Calculate the Cost: What is the actual financial investment required for the test?

• Identify What Can Go Wrong: List every fear, from suffering core business distraction to losing the entire test budget or "looking dumb."

• The Risk vs. Reward Comparison: Compare your "long-term benefits" against "what can go wrong." Ask: Is the potential long-term gain worth the risk of these downsides?

If you decide the risk is worth it, commit immediately by identifying the three next steps you can take to get the project started today.

I literally replaced myself with AI, and by that, I mean AI took over my actual job.

I've been a professional online direct response marketing copywriter and consultant for the past 26 years, and I handed over all of my marketing to AI.

In this video, I show you exactly how I used my new "Chief Revenue Officer" (an AI agent inside oJoy.ai) to take over my entire marketing department. I gave it my 26 years of experience, and then I stepped out of the way.

Warning: This is NOT for beginners looking for a "magic button." This strategy only works if you have a real business with actual customers.

Chapters:

00:00 - The Replacement: How I fired myself
01:45 - The Audit: What a Marketing Team actually does
05:15 - The "Chief Revenue Officer" Agent
08:45 - The Input: Giving AI my 26 years of data
14:00 - The Campaign: Filtering out the "Lazy People"
17:21 - The Results: 62 Trials from a "failed" experiment
23:00 - The Upsell: How AI found "Free Money" in my funnel

👉 You can hire a marketing team for $15k/month. Or you can hire a Chief Revenue Officer that works 24/7 for $49/month.

🔥 If you have a real business, try it for free here: https://ojoy.ai

#FrankKern #ChiefRevenueOfficer #AIMarketing #BusinessAutomation #DirectResponse

A deep dive between host Frank Kern and marketing strategist Dean Jackson. They discuss the psychological and operational shifts required to scale a business from seven figures to the next level by focusing on "Who" rather than "How"

When entrepreneurs look to reach their next million, they often hit a "ceiling of complexity".

• The "How" Path: This involves the entrepreneur trying to learn and execute every new task themselves (e.g., learning Facebook ads, writing copy, building funnels). Jackson describes this as writing a "blank check" with your time—a non-replenishable resource.

• The "Who" Path: This involves finding a person who already knows "how" to do the task. By hiring the right "Who," the entrepreneur pays with money—a replenishable and multipliable resource—to protect their time.

Jackson introduces the concept of the Self-Milking Cow to illustrate the entrepreneur's true value:

• The Cow's Role: In a dairy operation, the cow's only unique job is to produce milk. It does not pasteurize, package, or market the milk.

• The Entrepreneur's "Milk": In business, your "milk" is your core ideas, intellectual property, and strategy.

• The Dilemma: Many entrepreneurs spend their time acting as the processor and delivery driver rather than focusing on producing more "milk".

Dean Jackson explains his Moo Method (Multiplied Oral Output) used for his podcast and email marketing:

• The Input: Dean simply records himself talking (the fastest way to get ideas out of the brain).

• The Team: A team of "Whos" takes that raw audio and handles everything else: transcription, editing, distribution, and even turning it into books and email series.

• The Result: By only doing what "the cow" can do (talking), Dean generated over $1 million in revenue from his content in a single year while spending minimal time on technical execution.

• Focus on Multiplication: Business is not about selling products; it is about multiplying capital through leveraged assets.

• Embrace Your "Bovinity": Focus on producing the highest-quality ideas and let a system of "Whos" handle the rest.

• Recurring vs. Promotion: Aim to build models where customers recur (like Paul Mitchell or Patron Tequila) rather than one-off promotions that require constant starting over.

Everyone says you need to post "Educational Content" to grow B2B sales.

And technically, the data agrees (94% of marketers use it).

But if you're reading this, you know the truth.

It isn't working for you.

The problem isn't the volume of content you post. It's the mechanism. Educational content "teaches"—but it doesn't necessarily "sell."

The method that actually built my company to nearly $1M/year—without running real ads—is simple: Demonstration.

So today, I'm going to show you how to stop "teaching" and start "showing." We are going to build a high-converting, demonstration-based content asset... without writing a single word from scratch.

IN THIS EPISODE: We analyze why "How-To" posts are failing and break down the "Demonstration" logic that drives Ojoy.ai. We then use Project Shepherd to write a script using the famous "South Park Rule" (But... Therefore...) and instantly turn that script into a social carousel.

Anyway, here is how we will use AI to stop educating and start demonstrating:

Step 1: The "Education Trap." We look at the stats (purchase probability increased by 83.6%) but explain why this advice is outdated for 2026. If you are just teaching, you are attracting students, not buyers.

Step 2: The "South Park" Framework (Project Shepherd). We take a raw idea and use the "But / Therefore" storytelling technique used by the creators of South Park to build tension. This keeps viewers watching your demo instead of scrolling past it.

Step 3: The "Voice Clone" Protocol. Most AI sounds like a robot. We show how to feed the AI samples of your previous writing (or just you rambling into a mic) so the script sounds exactly like you, quirks and all.

Step 4: The "Instant Asset" (Carousel Maker). We take the finalized script and use AI to automatically generate a slide-by-slide social media carousel. This turns one video idea into a multi-platform asset in about 90 seconds.

If you want an audience of buyers instead of students, this video shows you the shift you need to make.

🔥 TRY THE TOOL: Get the AI that did all the work for me (Free Trial): https://oJoy.ai

👉 Watch Next: Stop Posting Value: https://youtu.be/meab02kROwg?si=23hxXDSo3mQBYjdj

Timestamps:

0:00 - Why "Educational Content" is failing
0:45 - The "Demonstration Method" (How we reached $1M ARR)
1:37 - Step 1: Using Project Papillon for raw ideas
4:30 - Step 2: Applying the "South Park" Framework (But... Therefore...)
6:00 - Step 3: Training the AI on your specific Voice/Tone
7:50 - Step 4: Turning the Script into a Carousel (Carousel Maker)
9:40 - The Psychology: Why buyers trust "Showing" over "Teaching"

#ContentMarketing #B2BMarketing #Ojoy #DemonstrationEffect

Identifying your Best Process—the most effective and predictable method for converting leads into customers.

To find your best sales process, list every method you have used to sell products and rate them from 1 to 5 based on these criteria:

• Net Profit: How much actual profit remains after paying affiliates, refunds, and expenses?

• Ease of Entry: How easy is it to get a prospect to say "yes" to starting the process?

• Goodwill: Does the process provide value and make people like you more, even if they don't buy?

• Sustainability: Can the process be automated, replicated, or performed consistently without burning out?

• Energizing: Does the process give you energy to perform, or does it drain you?

• The One Big Thing: Success comes from finding one big process and leveraging it, rather than doing a million different things.

• Goodwill Equals Revenue: Your total revenue is in direct proportion to the amount of goodwill you have created with your prospects.

• Value in Advance: Helping people before they pay you increases the likelihood of them doing business with you long-term.

This episode completes the foundational series for business growth:

1. Best Payday: The most profitable and energizing thing you sell.

2. Best Buyer: The ideal person most likely to buy that product.

3. Best Bait: The content used to attract the Best Buyer.

4. Best Process: The method used to convert those leads into sales.

Everyone thinks AI-generated social media content sucks.

And usually, they're right.

But not for the reason you think.

The problem isn't the AI. It's that people use it to talk about themselves (or random generic topics).

But the data proves that Stories—specifically stories about other people—are the highest converting asset you can own.

So today, I'm going to show you how to create 7 days of high-value, story-driven content... in 7 minutes. And we're going to do it without making anything up or sounding like lame AI.

IN THIS VIDEO: We look at the "Significant Objects" experiment (where a $1.49 object sold for $197.50 just by adding a story) and then use Ojoy to replicate that effect for your business. We also find two completely different pieces of content (one about a Universe Guru and one about Copywriting) and we use oJoy to turn them into stories.

Anyway, here is how we will use AI to find the stories... and turn them into authority content:

Step 1: The "Significant Objects" Logic. We review the data (Motista Study & Hill Holiday) that shows why "Stories" can potentially increase customer Lifetime Value (LTV) by 306%. If you are selling based on features, you are losing money.

Step 2: Finding the Stories (Project Papillon). We use AI to scour the internet for "weird and interesting" success stories relevant to your niche. Note: We don't write them yet. We just find the "Source Material."

Step 3: The "AI + HI" Formula. This is the secret sauce. We don't just let AI vomit out text. We apply "HI" (Human Intelligence) to bridge the gap between the story and the lesson. This prevents your content from sounding generic.

Step 4: The "Voice Clone" & Repurposing. We train the AI on your past posts so it mimics your syntax and tone perfectly. Then, we turn that single story into a LinkedIn post, a Video Script, and a Carousel... in seconds.

If your content feels like a grind, this video shows you how to fix that.

🔥 TRY THE TOOL: Get the AI that did all the work for me (Free Trial): https://oJoy.ai

👉 Watch Next: I tested Un-Clickable Ads and they worked better: https://www.youtube.com/watch?v=AzMf4LReiQ4

Timestamps:

0:00 - Why AI content usually fails
1:12 - The $1.49 vs $197.50 Experiment (Data Proof)
2:25 - My personal results (May - Dec)
3:45 - Step 1: Using "Project Papillon" to find the stories
5:30 - Step 2: Applying "HI" (Human Intelligence)
7:10 - Step 3: Mining YouTube Transcripts (Harry Dry Example)
9:15 - Step 4: The "Voice Clone" & Carousel Creation

#ContentMarketing #Storytelling #AIWorkflow

The concept of "Your Best Bait," the essential marketing material used to attract and magnetically draw in your Best Buyer. Following the two episodes on identifying your Best Payday and Best Buyer, Frank explains how to leverage these insights to create high-value content that generates leads and builds trust before any transaction occurs.

The episode focuses on the core philosophy: "You can't catch whales with minnow bait." If you want premium customers, your marketing must offer value that matches their specific needs and challenges.

Key Highlights

The Power of Magnetic Marketing: Why your current leads might not be the right fit and how to shift your marketing to attract your ideal customer.

Defining "Bait": It is not a nefarious tactic but rather free education and information that helps your Best Buyer achieve significant results in advance.

The Strategy of Value: The more you move a prospect toward their desired result before asking for money, the easier it becomes to acquire them as a customer.

Real-World Example: Frank walks through his own process, showing how identifying the "three big things" you do for a client informs the content of your bait.

The "Best Bait" Framework

Recall the Foundation: List your Best Payday, Best Price, and the three key characteristics of your Best Buyer.

Identify the "Three Big Things": Determine the three most significant actions you would take to get your Best Buyer their results as quickly as possible.

Chunk Out the Content: For each of those "Big Things," define the three steps required to take a prospect from having no result to achieving that specific outcome.

Format Your Bait: These steps become the subject matter for your PDFs, videos, webinars, or podcasts.