MBA2664 Why I Hate Selling My Program But Still Do

Summary

The $100 MBA Show: Episode MBA2664 - "Why I Hate Selling My Program But Still Do"

Release Date: August 15, 2025

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Introduction

In episode MBA2664 of The $100 MBA Show, host Omar Zenhom delves into a topic that resonates with many entrepreneurs and educators alike: the paradox of selling educational programs. Despite his aversion to the sales process, Omar explains why charging for his $100 MBA program is essential for ensuring student commitment and achieving meaningful results. Drawing from personal experiences, research studies, and practical insights, Omar provides a compelling argument for the necessity of monetizing educational content.

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The Value of Free vs. Paid Content

Omar begins by highlighting his preference for offering valuable content for free. With over 2,600 business lessons available at no cost, he emphasizes the benefits of free content in building trust, generating leads, and expanding his brand. “Your listening to this podcast which has over 2,600 business lessons. 2,600 episodes, completely free.” (01:20) However, he acknowledges that while free content is excellent for introducing ideas and fostering initial engagement, it falls short when it comes to driving significant change and ensuring the application of knowledge.

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The Importance of Commitment

Transitioning to the core of his message, Omar discusses the critical role of commitment in educational outcomes. He cites a study from Harvard and MIT revealing that free online courses have a completion rate between 3% and 6%, starkly contrasted by paid courses that achieve completion rates ranging from 30% to 60%. “Let me hear you with some real numbers. A report from Harvard and MIT found that an average completion rate for free online courses is between 3 and 6%.” (02:15) This data underscores the idea that monetary investment correlates with increased dedication.

Further reinforcing this point, Omar references the Journal of Economic Psychology, which found that even a minimal price tag can elevate the perceived value of a product by over 80%. “A study from the Journal of Marketing Research found that even a dollar price tag on something increases the perceived value of the actual usage by over 80%.” (03:10) This phenomenon, often referred to as the "zero price effect," suggests that anything given for free is subconsciously valued less, irrespective of its intrinsic usefulness.

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Personal Experiences and Data

Omar shares his firsthand experiences to illustrate the effectiveness of a paid model. When he initially offered free scholarships for the $100 MBA program, out of ten selected participants, none completed the course. “Out of the 10 people that were desperate for this program, you know how many people finished the program? Zero.” (04:30) In stark contrast, paying students demonstrated high engagement, completing lessons, asking questions, and taking actionable steps. This discrepancy served as a wake-up call, reinforcing the necessity of financial commitment for genuine effort and success.

He further elaborates on an experiment where a free mini version of the program saw thousands of sign-ups but less than 6% completion. Upon reverting to the original $100 pricing, completion rates soared to 61%, with participants actively engaging and implementing what they learned. “We had thousands of signups, but very few people actually completed the lessons and implemented what they learned. In fact, less than 6% of the people completed the free mini course.” (05:20)

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The Structure of the $100 MBA Program

Detailing the structure and benefits of the $100 MBA program, Omar emphasizes its comprehensive nature. The program includes practical templates, workbooks, and robust AI tools designed to guide students through starting and scaling their businesses efficiently. “My pay program, the 100 MBA, is a full business training program to help people start, grow, and scale their business profitably from scratch, without fluff or theory, even if you're starting out with no money.” (10:35)

He also highlights the affordability of the program, priced at $100 a month, which strikes a balance between accessibility and ensuring that participants are invested enough to commit to their entrepreneurial journey. “So, yeah, I would prefer to give away everything for free, but I still don't, because I know that charging works, not for me, but for my students...” (11:15)

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Conclusion

Omar wraps up the episode by reaffirming his commitment to providing valuable business education while maintaining the integrity and effectiveness of his programs through a paid model. “When you pay for something, it forces you to take it seriously, to commit, to finish, to actually execute on what you're learning. And when that happens, your business and your life will change forever.” (12:00) He emphasizes that while free content serves a vital role in brand building and initial engagement, charging for in-depth programs like the $100 MBA ensures that participants are dedicated to applying the lessons learned, ultimately leading to tangible business growth and personal development.

Omar concludes by encouraging listeners to subscribe to the podcast for continued free content that supports their entrepreneurial endeavors, balancing the free and paid offerings to maximize both reach and impact.

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Key Takeaways

1. Monetization Ensures Commitment: Charging for educational programs significantly increases student engagement and completion rates.

2. Perceived Value Increases with Price: Even a minimal cost elevates the perceived worth and seriousness with which participants approach the material.

3. Balance of Free and Paid Content: Offering free resources builds trust and brand presence, while paid programs ensure dedicated participation and meaningful outcomes.

4. Personal Experience Validates Theory: Omar's transition from offering free scholarships to a paid model demonstrably improved program effectiveness and student success.

5. Comprehensive Program Structure: The $100 MBA provides practical tools and structured guidance, facilitating real business growth for participants.

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Notable Quotes

• “Free feels good, but it doesn't actually work all the time.” (01:50)
• “People who pay pay attention. They value what they pay for.” (03:45)
• “When you pay, you show up. When you show up, you do the work. And when you do the work, things change.” (10:55)
• “The truth is, is that results don't come from free stuff.” (05:50)

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Final Thoughts

Omar Zenhom's candid exploration of the intersection between free content and paid programs offers valuable insights for entrepreneurs, educators, and content creators. Balancing generosity with strategic monetization can lead to both widespread brand growth and impactful, results-driven education. This episode serves as a testament to the importance of aligning business models with the desired outcomes, ensuring that both the provider and the participants derive meaningful benefits.

Transcript

[Omar Zenhom]

Going up.

[Metro Representative]

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[Omar Zenhom]

Customize and save.

[Limu Emu]

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[Doug Limu]

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[Verizon Representative]

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[Omar Zenhom]

You know what? I honestly hate selling my program. If I can give everything away for free, I would. And for the most part, I do. You're listening to this podcast which has over 2,600 business lessons. 2,600 episodes, completely free. I don't hold back. I give everything I know here on the podcast. And that model works. It brings in leads, it builds trust. I grow my brand and it's monetized through sponsorship, which makes the podcast a seven figure business alone. But when it comes to the $100 MBA program, I charge for it. And I do it very intentionally, not because I love selling. The truth is I would prefer to just create content, but because not charging for that program would hurt the people it's meant to help. Let me explain why. Welcome Back to the $100 MBA Show. I'm your host, Omar Zenholm, where I deliver practical business lessons three times a week, Monday, Wednesday and Friday, to help you start, grow and scale your business. Free feels good, but it doesn't actually work all the time. We all love free. And free has a place, right? Free samples, free YouTube videos, free newsletters. All great for learning something new and exploring an idea. But when it comes to making a real change in your life, in your business, free doesn't cut it. Let me hear you with some real numbers. A report from Harvard and MIT found that an average completion rate for free online courses is between 3 and 6%. Meanwhile, paid courses consistently see completion rates between 30 and 60%, depending on the price point and the structure. A study from the Journal of Marketing Research found that even a dollar price tag on something increases the perceived value of the actual usage by over 80%. So if someone asks, why don't you just give your full program away? My answer is, because then you probably won't finish it. This is why I only charge $100 a month and not thousands of dollars. Because I need my students to have enough skin in the game to get the most out of it. And this is not theory. This is proven through time. When I first launched the hundred dollar MBA program over a decade ago, I gave away ten free scholarships. I handpicked a few people that were really ambitious dreamers, people who just needed a break. And you know how many of those 10 people logged in? 2. 2. Out of the 10 people that were desperate for this program, you know how many people finished the program? Zero. Meanwhile, paying students who invested in the program were logged in, showing up, completing the lessons, asking questions, taking action. Right? That was a wake up call for me. It taught me what every experienced entrepreneur eventually learns. People who pay pay attention. They value what they pay for. And you don't just want attention. You want commitment. And a commitment often requires a transaction, something that allows you to have. Like I said, skin in the game allows you to feel invested in this experience. I wish it wasn't this way, but that's just the facts. Here's another experience we had backed with real data. In the first few years of the $100 MBA, we launched a free mini version people absolutely loved. We had thousands of signups, but very few people actually completed the lessons and implemented what they learned. In fact, less than 6% of the people completed the free mini course. They most likely bookmarked the page and said, I'll come back later. Spoiler alert. Later never came. After the experiment, we canned the free course, charged $100 for the program, which was the original price when we launched it. And suddenly, people paid attention. They completed the course. And actually 61% of the people that took the course completed it. They asked questions, they took action. And in fact, one of our students emailed me and said, the fact I paid for this made me carve out the time every night to go through it. And now I've got my first paying client. That's the power of skin in the game of investing in yourself. Here's some research to back this up. A study from the Journal of Economic Psychology showed that people value a product more when. When they pay for it, even if it's the same product they could have gotten for free. Think about that for a moment. People value something more because they gave up something, they gave up their money for it versus having it without giving up anything. Dan O'Reilly, author of Predictably Irrational, writes about the zero price effect and how people perceive free items as less valuable, even if they're incredibly useful. The example that comes to mind when I hear this is Google Maps. Google Maps is absolutely free, but if they charge $10 a month, I would gladly and actually would value it more. I'm kind of taking it for granted right now. So yes, I could go fully free and monetize the podcast through ads and partnerships and sponsorships alone and just focus on that. And honestly, that model might even be easier. But again, I believe in results. And we've learned over and over through all these studies and examples that results don't come from free stuff.

[Odoo Representative]

Running a business is complicated. There's dozens of software programs that you need, and they're all so expensive and, and since they come from different companies, they don't always play nice with one another.

[Omar Zenhom]

But what can you do, right? Odoo. That's what.

[Odoo Representative]

Odoo has all the software business owners need. We're talking sales, CRM, manufacturing, websites, literally every kind of software. And it's an all in one platform. So it all works together and it's quality software, so you're not sacrificing.

[Omar Zenhom]

It's simply a better experience than a hodgepodge of programs trying to fit together.

[Odoo Representative]

You'd expect to pay a premium for it, right? But that's the most amazing part about Odoo. This interconnected suite of business software costs less than the mismatch of disconnected programs you're currently using. So the question is, why spend more on software programs that are less efficient when Odoo's simple software program can handle.

[Omar Zenhom]

Everything for a fraction of the price?

[Odoo Representative]

Discover how Odoo can take your business to the next level by visiting odoo.com.

[Omar Zenhom]

That'S o d o o dot com. You know what I've realized? Some of the smartest moves I've made in business came from outside the office. I've been taking a few classes on Masterclass lately, and I've got to say, it's like learning the cheat codes of life. Like Phil Ivey's class on poker strategy. I'm not saying I'm ready for the World Series just yet, but let's just say I've stopped donating my chips every Friday night. It's not just about cards. It's about reading people, timing, and controlling your emotions under pressure. Sound familiar? Entrepreneurs? Phil Ivey taught me to trust my hand on the poker table.

[Limu Emu]

And.

[Omar Zenhom]

And in business. Then there's Kevin Hart. Yeah, the comedian. His class on using humor to make your mark. Absolute gold. As someone who leads a team, it's helped me lighten up and connect better. And of course, Richard Branson. His class on disruptive entrepreneurship was like having a mojito with a billionaire on Nectar Island. While he explains how he hires delegates and lets ideas fly with his team, not just in his own head. Inspiring and super practical. With Masterclass, you get unlimited access to over 200 classes from the best in the world. Business leaders, athletes, chefs, you name it. And it starts at just $10 a month, billed annually. Right now, our listeners get an additional 15% off any annual [e-mail] MBA100. That's 15% [e-mail] MBA100.masterclass.com MBA1. Here's the thing. I'm not one of those always be closing guys who absolutely love sales. I don't mind it. I don't hate it. I've learned to start to enjoy the sales process. But if I could choose not to sell, I would choose not to sell. I was a teacher before I was an entrepreneur. I love teaching. That's why I started this podcast, to allow me to teach business lessons three days a week. That's why I built the $100 MBA program. But I still sell that program because it's the only way I can ensure that we're maximizing the potential for our students to get results. You have to actually complete the program. You have to learn what's in there so that you can implement. Can't implement what you don't know. When you pay, you show up. When you show up, you do the work. And when you do the work, things change. And that's what I care about. The truth is, is that I make enough money with the podcast and sponsorships, but I need results. I need to prove that what I am teaching actually works. And that's why we have the program, because it allows people to be invested in their progress, invested in starting their business, and they apply the things they learn and then tell us, hey, thanks, this actually works. And let's be real. Giving away free content is better for me. It grows my brand. It builds my trust with my audience. It lets me help a lot of people at scale. But if all I did is give away content, I wouldn't be doing right by the people who really want to change their lives and build a business. Because to really help somebody, they need to be Invested, like I mentioned, you know, they need to be financially, emotionally, mentally invested. And that's where pay programs come in. My pay program, the 100 MBA, is a full business training program to help people start, grow, and scale their business profitably from scratch, without fluff or theory, even if you're starting out with no money. It's more than just tools. It's more than just video lessons. It's practical templates. It's a workbook that tells you what to do next. So you're building your business business as you're watching the videos. It also has some really robust AI tools that allows you to ask questions and validate ideas and make sure that you're on the right path. It's the culmination of everything I've learned along the way as an entrepreneur in a structure that allows you to start and grow your business as fast as possible. And yes, I charge for it. I don't charge thousands of dollars a month. I charge $100 a month. And that price point came about because we found that that is enough money for people to feel like they need to log in every month and do the work. So, yeah, I would prefer to give away everything for free, but I still don't, because I know that charging works, not for me, but for my students, but honestly, for me, too, because I need case studies to show that what I'm teaching actually works. And the only way I can get that is if people actually do the work that is required to get the results. When you pay for something, it forces you to take it seriously, to commit, to finish, to actually execute on what you're learning. And when that happens, your business and your life will change forever. So if you're ever wondering why somebody like me who loves free education still has a paid program, well, now you know. And the honest truth is, is that, like, the money that we make from the program is so insignificant compared to what we make with the podcast with free content. So it's not about the money, it's about the results. Thank you so much for joining me here at the $100 MBA show. Every single episode, I'm going to give everything I can to help you grow as an entrepreneur, build that business of your dreams, and live the life that you want. If you found today's episode helpful, and you want more practical business lessons to help you start, grow, and scale your business, the best thing you could do is subscribe to this podcast, hit subscribe, or follow on your favorite podcast app, the one that you're using right now, whether it's Apple or Spotify or ever. You listen to podcasts by hitting subscribe. You get our next episode automatically, and it's the best way to support the show. It's absolutely free, and it's a way for you to commit to growing your business. And now that you subscribed, I'll check you in the next episode.

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