The Marketing Strategy to Get Clients Chasing You

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[SPEAKER_01]: And I have a specific model that I've used to generate millions of dollars, I've grown two businesses with this.
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[SPEAKER_01]: I noticed you launched your consulting business using the same format, essentially.
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[SPEAKER_01]: And you've taken it from nothing to multiple seven figures in a short period of time, relatively short.
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[SPEAKER_01]: And so this works from two people who have been doing it and I think the thing that people just need to realize in the beginning is like if you look at a continuum like a spectrum there's this sliver of people who just they're not interested in whatever it is that you offer then on the opposite side there's people there's a sliver of people who are ready to buy whatever it is that you offer these are the ready now people but in the middle and I would say this is 80% of the audience it's this crowd I would call not yet
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[SPEAKER_01]: They're not ready to do whatever it is that you offer.
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[SPEAKER_01]: Maybe they're not even aware of it.
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[SPEAKER_01]: They're not problem where or they're not solution aware or they're just in this area.
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[SPEAKER_01]: And this is the area that is most ignored, but that's where all the money is with content.
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[SPEAKER_01]: So everybody is, I would say, losing because they're just focused on this sliver.
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[SPEAKER_01]: It's like 5% ready to transact.
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[SPEAKER_01]: So we're all fighting over this like vultures.
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[SPEAKER_01]: when if you just go back just even if you just moved up back a little bit there's people who are just a few questions away that's a good thing they just need to talk about it so that's the part that when i started serving that group that's when all the views went up honestly that's also where all my conversions went up and that's how i was able to do this
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[SPEAKER_00]: Yeah, and the powerful thing about this is I don't think it's not, it's not inherently bad to want to grow, but when you serve this group and you get insight from this group that we're talking about this 80% it influences your content to actually speak to them in your content because you're, your, your, your, your, your point you might be missing them, honestly.
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[SPEAKER_01]: Yeah, this is so similar conversation when we tell people why they're not getting views because they're just selling right in this last thing so I work with people real estate mortgages.
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[SPEAKER_01]: They're just selling their service people aren't even ready yet.
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[SPEAKER_01]: Yeah, so we got to move back and then same thing with when we're when we do want to sell instead of selling the product to service which people aren't ready for yet.
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[SPEAKER_01]: There's a few people who are but most aren't.
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[SPEAKER_01]: Then we would sell something else to that group.
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[SPEAKER_01]: So if we know that 80% of the audience is not ready for our product or service, selling our product or service is the wrong move.
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[SPEAKER_01]: Like that's why you run into resistance and you people message just a little time of like, hey, I got some views, but I'm not getting any clients from this, or I'm not getting any traction with my content or my offer.
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[SPEAKER_01]: Right.
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[SPEAKER_01]: So it's just like shift over to serving these people.
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[SPEAKER_01]: I realized the reason why I struggled with content and making money online was I was talking to people too late.
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[SPEAKER_01]: So I was just like talking to them at the time when the ready to transact when you're just a choice amongst all these people.
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[SPEAKER_01]: If you talk to people earlier, build it up relationship earlier, you're the one person that they truly trust.
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[SPEAKER_01]: Yeah, so then I think like they're not yet.
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[SPEAKER_01]: If you want to pre-contact you, not yet, on yourself somewhere, if you're a creator, that's what's going to make you a lot more money.
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[SPEAKER_01]: These are people who are interested, but the time is not right.
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[SPEAKER_01]: These are people who don't even understand what it is that you offer.
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[SPEAKER_01]: And they just haven't been educated enough.
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[SPEAKER_01]: So they just need to be nurtured.
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[SPEAKER_01]: And then getting them from not yet to...
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[SPEAKER_01]: Like now, I think my card.
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[SPEAKER_01]: Yes, is the purchase is the the process that we're going to talk about today, but before we get into that, what do you think?
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[SPEAKER_01]: Just from coaching people because I know you talk people every day.
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[SPEAKER_01]: What do you think of the biggest mistakes creators are making with this?
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[SPEAKER_00]: I believe one of the biggest mistakes is they aren't okay with delaying the ask.
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[SPEAKER_00]: So I like.
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[SPEAKER_00]: It's like, and I'm a case study.
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[SPEAKER_00]: I had an audience, you know, I had a personal brand.
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[SPEAKER_00]: I had people that wanted to buy for me, but because I didn't know how to sell, or I didn't know, I didn't have the patience to carry them through a process like you said.
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[SPEAKER_00]: I made zero sales when I made a full-on course and tried to launch it.
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[SPEAKER_00]: And I most people try to do this.
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[SPEAKER_00]: Yeah.
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[SPEAKER_00]: Here's the thing I've been working on and it's like, I didn't want it, like, well, and no one wakes up wanting to give you money.
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[SPEAKER_00]: That's not like what people really think about.
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[SPEAKER_00]: And so I like to say, the longer you can delay the ask, the more you can ask for.
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[SPEAKER_00]: and something I've learned from my business coaches, immersion yields more conversion.
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[SPEAKER_00]: So the longer people spend time with you, and you got to consider the time spent and how it spent, not just videos, not just YouTube, but getting people in a room, getting people in a Zoom call, which we're going to talk about.
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[SPEAKER_00]: But that time spent together, it increases the likelihood that they'll buy, and it also increases your chances for being able to charge more.
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[SPEAKER_00]: You could literally charge more money simply from the idea that people have spent a lot of time with you.
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[SPEAKER_00]: What about, what do they buy?
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[SPEAKER_00]: It doesn't matter.
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[SPEAKER_00]: They have spent time with me.
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[SPEAKER_00]: Therefore, whatever I've made important to them is this is increased this high.
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[SPEAKER_01]: Yeah, and I see this in our industry where people have a commission rate or out they make per transaction and they're trying to maximize that, right?
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[SPEAKER_01]: Nobody wants to make less, they want to make more.
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[SPEAKER_01]: They want to be the premium offer, right?
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[SPEAKER_01]: But it's hard to be the premium offer if you're just a vendor.
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[SPEAKER_01]: Right?
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[SPEAKER_01]: And so there's a study.
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[SPEAKER_01]: It's it was done by Google and it's been published about decoding this decision that consumers make and they said that you need seven hours multiple touch points all this other stuff in there, but basically seven hours of content, which is what you're talking about immersion.
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[SPEAKER_01]: Now it can happen before then, but they're just saying on average, this is what it takes somebody.
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[SPEAKER_01]: So it's really hard to get to seven hours
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[SPEAKER_01]: Um, you know, just in a short period of time, because people are consuming 20 seconds, 30 seconds, right?
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[SPEAKER_00]: And so obviously long form like this helps, but it helps, but even contextually, like you're probably multitasking listening or watching this.
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[SPEAKER_00]: So it does help, but even getting about seven hours, because we, it's not full attention, but that's why I think the thing you're going to share, it literally is the fastest way to expedite those seven hours.
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[SPEAKER_01]: Yeah, so we were trying to see like how do we hit fast forward or watch the seven hours on 3x 2x speed like most people are watching and so there is a way to do this But previous to that I've had more success with like planning the seeds having the content there's a lot of content that you should be putting out that has no expectation of any sales thing like
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[SPEAKER_01]: I guess the accident I had was like, I didn't even have a conversion or an offer.
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[SPEAKER_01]: I just wanted to make videos that people want to watch.
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[SPEAKER_01]: So I actually, I got to the part where people start.
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[SPEAKER_00]: This is what you came to move.
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[SPEAKER_00]: I would like for you to speak to.
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[SPEAKER_00]: Yeah.
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[SPEAKER_00]: And it's most people are desperate for a sale because they need to make money.
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[SPEAKER_00]: Yeah.
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[SPEAKER_00]: You're saying that you showed up online to freely give value.
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[SPEAKER_00]: Well, in order for you to have been able to do that, you were taking care of from another source of income or something.
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[SPEAKER_00]: Like, how would you encourage somebody who's in a season that needs to make money with this thing?
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[SPEAKER_00]: But that's a good point.
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[SPEAKER_01]: So if you need to make money now, you know, a long-term strategy is probably not the best move.
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[SPEAKER_01]: A short-term sales transactional strategy with you.
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[SPEAKER_01]: So that's like literally buying leads, cold-calling, knocking doors, hustling.
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[SPEAKER_01]: And so I did that for 10 plus years, stacks of money, and then was burnt out.
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[SPEAKER_01]: And honestly, saw my business plateau and maybe even started to cheer in.
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[SPEAKER_01]: And then I was like, OK, I could start making videos.
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[SPEAKER_01]: But in the beginning, the goal was definitely not, hey, I want to make money from this.
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[SPEAKER_01]: It was like, I hope I do.
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[SPEAKER_01]: I know there's a path.
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[SPEAKER_01]: But for now, I just want to make a video that someone would watch online.
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[SPEAKER_01]: That's it.
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[SPEAKER_01]: Like, just give the value.
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[SPEAKER_01]: But I think that's an important point because if you come in thirsty, it's not going to work.
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[SPEAKER_00]: Yeah, I mean, people could feel that in your content.
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[SPEAKER_01]: Yeah.
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[SPEAKER_01]: And so we know this when we see people who barely have an audience, they're not getting much views and they're just selling nonstop.
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[SPEAKER_01]: It's just, it's just, it may as well be running ads, which by the way, if you are broke or you are in a rough spot, that is a way to get business.
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[SPEAKER_01]: Is to set up a funnel, run ads to that funnel and take calls or send them to a webinar or of ESL or whatever.
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[SPEAKER_01]: So there's like, there is a path to getting transactions.
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[SPEAKER_01]: But I would say, if you can delay it and just get good at communication, get good at video first, that would be step number one.
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[SPEAKER_01]: That's like the work you've been doing.
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[SPEAKER_00]: Did I not come into this?
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[SPEAKER_00]: I got DM the other day.
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[SPEAKER_00]: It was like, hey, bro, I know I'm not in your coaching program yet, but all your content you put out.
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[SPEAKER_00]: I just made 20 grand or 15 grand from all the information you put out.
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[SPEAKER_00]: I'm like, that's why I have a successful business is because people are winning with the free content.
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[SPEAKER_00]: Yes.
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[SPEAKER_00]: And I want that to happen.
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[SPEAKER_00]: I'm like, let's go.
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[SPEAKER_00]: We do.
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[SPEAKER_01]: That's the other point of like a lot of people will push back on, especially in my business where people are very salesy and transactional is like, hey, I don't want to just give away all this information because then why would you hire me?
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[SPEAKER_01]: know the higher you specifically because you gave it.
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[SPEAKER_01]: So like, don't sell your service, give them the blueprint.
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[SPEAKER_01]: So just people love DIY.
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[SPEAKER_01]: So people love going to IKEA, building their stuff.
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[SPEAKER_01]: I think they'd love it till they get home and open the box.
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[SPEAKER_01]: They're like, oh, I need to help now.
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[SPEAKER_01]: But for that whole trend of DIY, why don't we just let them?
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[SPEAKER_01]: Lure.
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[SPEAKER_01]: So you notice that the plumber that gets the most views and clients on social teaches you to fix your own stuff, right?
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[SPEAKER_01]: Same thing with all the fitness.
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[SPEAKER_01]: It's booming, but they give you the blueprint.
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[SPEAKER_01]: Like, here's the workout plan.
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[SPEAKER_01]: Here's this thing.
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[SPEAKER_01]: Like, I, I, I follow this guy who was on your show, who helps people with back pain.
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[SPEAKER_01]: Yeah, and so you have this.
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[SPEAKER_01]: Because I got back pain, right?
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[SPEAKER_01]: And so like, I'm watching this stuff.
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[SPEAKER_01]: He literally tells me what to do.
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[SPEAKER_01]: You don't have to hire him.
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[SPEAKER_01]: It's free.
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[SPEAKER_01]: Now, if you want to put together a custom plan and get on a call with them and get into this program, yes, an accountability now it can hire him, but he's given away the blueprint, and I think his content has blown up 100 by just giving people.
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[SPEAKER_01]: So I would say give freely first and foremost, and then just imagine that they're going to take the stuff and never work with you.
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[SPEAKER_01]: Which is fine, but because of that you get this huge top of funnel awareness and then a few people do end up choosing to move with you And you're also building something which is really important for when we get to this Conversion style is people have some trust and they already have some relationship with you already
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[SPEAKER_00]: Frank Kern says proof to people, you can help them by actually helping them.
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[SPEAKER_00]: Yes.
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[SPEAKER_00]: And here's what's cool.
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[SPEAKER_00]: Something I've learned with a friend of mine's brand, she'll just give random tips on her stories.
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[SPEAKER_00]: Like, yeah, I bought this thing from Amazon.
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[SPEAKER_00]: It helps me get ready in the morning.
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[SPEAKER_00]: Hey, I started using this protein, and it is kind of like all over the place on Instagram stories, but for every little person that did what she said and their life got better for it, even if it's as little as a container to put your groceries away or something like, I bought this because of you, you influence my behavior.
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[SPEAKER_00]: There is a psychological bias to a person
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[SPEAKER_00]: Yeah, so I think that's why you should just be okay with literally helping people Like that's the goal.
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[SPEAKER_00]: It just help people and don't don't ask for anything in return Just help them and what people don't realize too.
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[SPEAKER_00]: It's being a paid ads Like if you have zero
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[SPEAKER_00]: you have no plan to make money and you just want to get really give content.
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[SPEAKER_00]: What you're actually doing is you're bringing your ad costs down when you decide to run ads.
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[SPEAKER_00]: Yes, it's going to be so cheap.
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[SPEAKER_01]: And it's going to bring your, bring your conversions up because people already trust you and just you've already given them.
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[SPEAKER_01]: So I have a framework for this.
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[SPEAKER_01]: It's called, uh,
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[SPEAKER_01]: move, okay?
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[SPEAKER_01]: I don't think I've ever told you this one before.
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[SPEAKER_01]: So move, MLVE, make them notice with the content, so get them attention, make them notice, offer them clarity, so give them like freely given information, give them the blueprint, and then the V is important, it's vibes.
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[SPEAKER_01]: Okay, this is the personal content, this is you telling those stories and just them getting to know you a little bit Like pull back the curtain on a few things there, whatever you're comfortable with and then E is what we're gonna get in today Which is enabled the next step.
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[SPEAKER_01]: That's the conversion point and so if you've been making if you haven't been making content that people watch I would go back to that just ask yourself the question like this lady approached me at dinner In I was speaking in an event in Orlando.
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[SPEAKER_01]: She comes up to me at dinner and she's like yo
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[SPEAKER_01]: Could you just look at my IG?
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[SPEAKER_01]: I'm not getting anywhere.
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[SPEAKER_01]: And I was like, I had food in my mouth, literally.
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[SPEAKER_01]: And she's like, I don't want to interrupt your dinner, but could you do this 30 minute conversation?
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[SPEAKER_01]: Yeah, just go straight in there.
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[SPEAKER_01]: And so I'm like, good for her, she's taken advantage.
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[SPEAKER_01]: But I look at her page, and I said, can I be honest with you?
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[SPEAKER_01]: And she's like, yes, please, that's why I'm asking you.
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[SPEAKER_01]: I said, OK, good.
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[SPEAKER_01]: And by the way, you should always ask people if it's okay to give them feedback.
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[SPEAKER_01]: I noticed, especially if you're going to give them, because if they're not open to it, they'll always say yes, but now they've given you permission, but if they're not open to it, you're just speaking to a brick wall.
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[SPEAKER_01]: So she said yes.
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[SPEAKER_01]: So look at her page, and all the stuff is just lecturing people, like talking down to them, telling them what they need to do,
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[SPEAKER_01]: And I just said, does this like just look at it from the audience point of view, does this helpful?
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[SPEAKER_01]: Do you see the how you're positioning yourself also your tone and the stuff the way you write?
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[SPEAKER_01]: And she's like, oh my god, like she just had this epiphany right there and she's like her tone was turning people off.
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[SPEAKER_01]: nobody wants to work with her because she's just lecturing people.
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[SPEAKER_01]: So I found that a lot of people who have expertise, they're approaching their content wrong because they're just lecturing and turning people off.
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[SPEAKER_01]: So get over that part first.
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[SPEAKER_01]: But now that you've got some people watching your stuff, it does not have to be a lot and you can run ads to get even more.
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[SPEAKER_01]: But now we want to get them to work with you.
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[SPEAKER_01]: Okay, so instead of asking them to move from not yet to ready, I'm placing a step in the middle, and that's what this is.
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[SPEAKER_01]: And we call this a conversion event.
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[SPEAKER_01]: Here they go, so they go at this.
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[SPEAKER_01]: Yes, and so I remember you ended up implementing it as well, but I remember when I stumbled onto it,
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[SPEAKER_01]: It was like a cheat code because that seven hours we talked about earlier which can take months if not years depending on how often you touch people and it might even be worse today because people's brains are so overloaded we have never had this much inputs coming at us and people are just kind of getting burnt out on content.
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[SPEAKER_01]: So instead of having to do that, I'm just like, how could I expedite this process and I was like, okay, we can give a blueprint today on this podcast for someone to do it within an hour, one hour.
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[SPEAKER_01]: Because you have their attention now.
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[SPEAKER_00]: You can get the, you'll get the seven hours needed in an hour of time spent.
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[SPEAKER_01]: Yes.
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[SPEAKER_01]: And you'll get great, great results if you do this properly.
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[SPEAKER_01]: So what is a conversion of
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[SPEAKER_00]: Okay, I think people would probably know what an event is in their minds, but I just want to share the biggest mistake people tend to have about the idea of an event because some people put on events, but don't even know it should be a conversion event which you're going to break down because people think that the event is the goal.
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[SPEAKER_00]: Like just to get people to do something with you and you stand on a stage proverbial stage or whatever a room or what a zoom call that that's the goal And no when you think of it with the end in mind It changes how you approach the whole situation and I know so many people that put on events and then it ends and then they break even and it's a loss I know people that will get on a discovery call
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[SPEAKER_00]: and not make an offer.
15:49.948 --> 15:59.021
[SPEAKER_00]: Because I'll let you know later, but I just want people to know that because we were raised to think that the events were the goal.
16:00.142 --> 16:01.464
[SPEAKER_00]: That's the goal.
16:02.205 --> 16:06.972
[SPEAKER_00]: And then there's no reason for the event other than inspire.
16:06.952 --> 16:08.674
[SPEAKER_01]: Yeah, that's what people lose money.
16:08.734 --> 16:14.721
[SPEAKER_01]: That's why they might host a webinar, for example, because somebody might be like watching or listening, like, I don't want a host event.
16:14.761 --> 16:15.822
[SPEAKER_01]: That sounds like a lot.
16:15.842 --> 16:17.865
[SPEAKER_01]: Well, you can make a Zoom link.
16:17.885 --> 16:25.273
[SPEAKER_01]: Okay, if you go to Zoom and you have a free Zoom account and you turn registration on, you now have a online event.
16:25.554 --> 16:26.094
[SPEAKER_01]: That's a webinar.
16:26.635 --> 16:26.715
[SPEAKER_01]: Yep.
16:26.735 --> 16:28.617
[SPEAKER_01]: It's a meeting disguised as a webinar, essentially.
16:28.637 --> 16:29.558
[SPEAKER_01]: But you don't have to pay anything.
16:29.619 --> 16:31.761
[SPEAKER_01]: It's just, and it could be 20 people.
16:31.741 --> 16:39.672
[SPEAKER_01]: It could be 200 people, it doesn't matter, but you just would need people to attend a room, virtual or in person, and learn from you.
16:40.494 --> 16:43.919
[SPEAKER_01]: And I think people put that on, teach, and then go home, right?
16:44.139 --> 16:46.042
[SPEAKER_01]: They don't make the next step known.
16:46.122 --> 16:47.464
[SPEAKER_01]: So that's, we'll get into that.
16:47.484 --> 16:52.010
[SPEAKER_01]: But I think, just knowing that it doesn't have to be in person, it can be online.
16:52.131 --> 16:58.139
[SPEAKER_01]: That was a freeing thing for me because I'm like, I started off thinking, oh, I got to get all these logistics together.
16:58.159 --> 16:58.820
[SPEAKER_01]: I got to get a room.
16:58.860 --> 16:59.621
[SPEAKER_01]: I got to get speakers.
16:59.661 --> 17:01.444
[SPEAKER_01]: I got to do all this.
17:01.424 --> 17:02.247
[SPEAKER_01]: You can just be on Zoom.
17:02.267 --> 17:11.502
[SPEAKER_01]: Now, I notice another thing that prevents people from hosting one of these is they feel like they don't have all the plan for what they're going to do on it.
17:12.224 --> 17:16.030
[SPEAKER_01]: So I think that could be figured out by just scheduling it.
17:16.991 --> 17:19.996
[SPEAKER_01]: We had a situation the other day where somebody was planning on doing this.
17:20.857 --> 17:22.219
[SPEAKER_01]: And I said, they wanted my help.
17:22.480 --> 17:24.603
[SPEAKER_01]: And it was in one of our coaching groups.
17:24.623 --> 17:26.045
[SPEAKER_01]: And I said, OK, I'm willing to help you.
17:26.526 --> 17:28.028
[SPEAKER_01]: But fill this worksheet out first.
17:28.048 --> 17:30.652
[SPEAKER_01]: And the worksheet requires them to pick a date.
17:31.714 --> 17:35.660
[SPEAKER_01]: Use AI and come up with some ideas for names, brainstorm some names.
17:36.080 --> 17:37.623
[SPEAKER_01]: Three things you're going to learn on this thing.
17:38.023 --> 17:39.005
[SPEAKER_01]: Do all that first.
17:39.385 --> 17:41.168
[SPEAKER_01]: But if you schedule it first,
17:41.148 --> 17:46.365
[SPEAKER_01]: Like, I don't know about you, Robert, a lot of my prep ends up expanding to the time that I allow it.
17:47.105 --> 17:47.966
[SPEAKER_00]: Harkison's law.
17:47.986 --> 17:49.207
[SPEAKER_01]: Yeah, there's a rule.
17:49.247 --> 18:01.021
[SPEAKER_01]: So like, my PowerPoints and presentations for webinars are like, and I don't wanna advise people doing this, but like, they're timestamped the night of sometimes the morning of, right?
18:01.041 --> 18:05.927
[SPEAKER_01]: It's kind of like, I don't know, I'm getting a little risky now, cause I'll finish it up that day.
18:06.187 --> 18:07.449
[SPEAKER_01]: Maybe because I can pull it off now.
18:07.709 --> 18:07.869
[SPEAKER_03]: Sure.
18:08.149 --> 18:13.255
[SPEAKER_01]: But you'll be surprised, like if you put a deadline on it, it will happen, you'll make it done.
18:13.275 --> 18:13.956
[SPEAKER_00]: 100.
18:13.936 --> 18:20.944
[SPEAKER_00]: I mean, I've been working through that because we're becoming, we're always investing in ourselves, we're always becoming better.
18:20.984 --> 18:23.127
[SPEAKER_00]: We watch educational content for entertainment.
18:23.527 --> 18:29.234
[SPEAKER_00]: Like, so that when we, when we do show up, it's not like this crazy prep.
18:29.715 --> 18:39.927
[SPEAKER_00]: But I think the Parkinson's law, the way you, the way you allow Parkinson's law to work in your favor is that when you don't have a deadline, you're developing yourself.
18:40.295 --> 18:47.584
[SPEAKER_00]: Yes, so that when there is a deadline, the person that's meeting it is a better you and that's how you're actually getting better ready.
18:47.744 --> 18:48.325
[SPEAKER_01]: Yeah, you're ready.
18:48.705 --> 18:52.670
[SPEAKER_01]: Yeah, so I have a thing on my desk that says stay ready because you don't know when you're going to need it.
18:52.690 --> 18:52.870
[SPEAKER_00]: Right.
18:52.990 --> 18:57.295
[SPEAKER_01]: And so we we're getting to that point what like watching listening to this is going to get ready.
18:57.336 --> 19:02.942
[SPEAKER_01]: So that is a that's the thing of like, okay, don't overthink it, just schedule it.
19:02.962 --> 19:05.205
[SPEAKER_01]: Now we're going to reverse engineer this.
19:05.185 --> 19:08.309
[SPEAKER_01]: So that's what you said, think about the end and then work backwards.
19:08.769 --> 19:10.592
[SPEAKER_01]: People think about the start and never get going.
19:10.792 --> 19:12.594
[SPEAKER_01]: So let's flip the whole model on its back.
19:13.055 --> 19:16.158
[SPEAKER_01]: So we want to think, what's the goal of this?
19:16.739 --> 19:19.903
[SPEAKER_01]: The goal should be to take the next step with you.
19:19.943 --> 19:23.227
[SPEAKER_01]: Now, if you, like, let's just say, you sell homes.
19:23.427 --> 19:25.990
[SPEAKER_01]: The goal should be to start the process of buying home at the end of this call.
19:26.651 --> 19:33.960
[SPEAKER_01]: If you sell a product, a service that helps people start a business or market themselves, the goal should be to take that next step with you.
19:33.940 --> 19:43.015
[SPEAKER_01]: But the thing that we're going to put before that now is what would be required or what would someone need to hear from me in order to take that next step?
19:43.716 --> 19:46.882
[SPEAKER_01]: If you break it down that way, you'll get way more people to take the next step.
19:47.463 --> 19:53.132
[SPEAKER_01]: Most people are like, they think about all the meat of the presentation and then they just throw in a random next step at the end.
19:53.333 --> 19:54.835
[SPEAKER_01]: If you work backwards, it works way better.
19:54.916 --> 19:55.397
[SPEAKER_00]: 100.
19:55.637 --> 20:09.865
[SPEAKER_00]: So if we keep in line with this real estate example, because it's kind of like your subject matter of expertise, if the goal is for them to buy a home, would you say then you need to unpack why people aren't buying homes right now?
20:09.965 --> 20:10.185
[SPEAKER_01]: Yes.
20:10.586 --> 20:13.291
[SPEAKER_01]: So we want like, okay, what's the problem?
20:13.652 --> 20:15.355
[SPEAKER_01]: You know, what's the opportunity?
20:15.335 --> 20:17.641
[SPEAKER_01]: We also need to break beliefs.
20:17.982 --> 20:27.608
[SPEAKER_01]: This is something I wasn't doing during these webinars and our events is I was just going into teaching, giving a bunch of facts, and then offering my service at the end.
20:27.989 --> 20:31.318
[SPEAKER_01]: Well, there's a large segment of the room.
20:31.298 --> 20:34.764
[SPEAKER_01]: or audience online, that's not even open to what you're saying, right?
20:35.165 --> 20:36.447
[SPEAKER_01]: They think they don't qualify.
20:37.088 --> 20:44.220
[SPEAKER_01]: They think that you need a bunch of money or down payments or this, so you have to show them why those beliefs aren't true, give them proof.
20:44.480 --> 20:48.447
[SPEAKER_01]: We just helped somebody do this, who was just like you.
20:48.427 --> 20:56.677
[SPEAKER_01]: they had this problem and now they're in home and so you're breaking beliefs throughout your presentation and then now people are more bought into when you're ready to move forward.
20:57.197 --> 20:57.718
[SPEAKER_00]: Yeah, so good.
20:58.318 --> 21:05.467
[SPEAKER_00]: I found people that have a hard time speaking to the belief in a person is very is is a type of person.
21:06.288 --> 21:10.873
[SPEAKER_00]: Yeah, like your you love ticks tips.
21:10.853 --> 21:11.955
[SPEAKER_00]: tricks and hacks.
21:12.415 --> 21:13.076
[SPEAKER_00]: You're cheap.
21:13.637 --> 21:15.721
[SPEAKER_00]: You're just cheap approach to life.
21:16.782 --> 21:19.206
[SPEAKER_00]: And I mean this is just like work.
21:19.507 --> 21:21.650
[SPEAKER_00]: Everyone needs to go through because we were all this at one point.
21:21.670 --> 21:25.256
[SPEAKER_00]: We're all taught from our parents that we should get a discount.
21:25.416 --> 21:33.148
[SPEAKER_00]: And then we actually are looking for anyone who actually wants tactics needs mindset.
21:33.128 --> 21:39.117
[SPEAKER_00]: And when we say you need to break beliefs, you need to build in somebody's mind that this is possible for them.
21:39.718 --> 21:44.906
[SPEAKER_00]: When you go into the nitty gritty of all this stuff, you're making it seem more impossible.
21:45.507 --> 21:47.270
[SPEAKER_00]: Like, and I thought this was impossible.
21:47.750 --> 21:52.558
[SPEAKER_00]: Now I first sure don't want to do this, because I always call this out on my calls.
21:52.718 --> 21:56.864
[SPEAKER_00]: Like, when they start asking, when my people start, like, can you just show us how you do it?
21:56.884 --> 21:58.647
[SPEAKER_00]: I'm like, I'm going to show you.
21:58.627 --> 22:00.269
[SPEAKER_00]: But I want you guys to watch the comment section.
22:01.109 --> 22:06.915
[SPEAKER_00]: And as I show you, look at all the million questions that are in come up from me actually showing you exactly what to do.
22:07.976 --> 22:10.318
[SPEAKER_00]: And then, and like, look, I lost you all in the call.
22:11.199 --> 22:12.840
[SPEAKER_00]: Because you guys are like, what about what about that?
22:13.100 --> 22:13.821
[SPEAKER_00]: And what about this?
22:14.081 --> 22:23.350
[SPEAKER_00]: And it's like, and now if the goal is to get somebody to take action, and in this case, most cases, businesses are designed to help people solve problems.
22:23.990 --> 22:27.874
[SPEAKER_00]: And if you're not solving a problem,
22:28.158 --> 22:35.238
[SPEAKER_01]: Well, people don't take action, the reason they don't take action is not because they don't have enough information, it's because they haven't decided.
22:36.201 --> 22:43.180
[SPEAKER_01]: So I think the novice or this person that you're talking about thinks that when I have this information, then I'll do this.
22:43.767 --> 22:44.970
[SPEAKER_01]: But it's the opposite.
22:45.190 --> 22:49.239
[SPEAKER_01]: It's when you've decided to do the thing, then you'll find all the information.
22:49.259 --> 22:50.021
[SPEAKER_01]: You'll find all the resources.
22:50.041 --> 22:51.103
[SPEAKER_01]: You'll put all the pieces together.
22:51.123 --> 22:52.005
[SPEAKER_01]: And that's what we're here for.
22:52.607 --> 22:54.390
[SPEAKER_01]: But they have to make that decision first.
22:54.551 --> 23:00.544
[SPEAKER_01]: So you kind of structure the content around, how could we get someone to say yes to the decision first?
23:00.524 --> 23:11.481
[SPEAKER_01]: without overwhelming them with steps and information, you and I both coach a gal and she was not getting any conversions from one of these presentations, and it was because she was overteaching.
23:11.862 --> 23:13.644
[SPEAKER_01]: The people left overwhelmed.
23:13.985 --> 23:14.846
[SPEAKER_01]: They were like, oh my God.
23:15.227 --> 23:16.929
[SPEAKER_01]: And she thought she was overdelivering.
23:16.949 --> 23:19.193
[SPEAKER_01]: She's like, oh my God, I'm giving you, I'm delivering.
23:19.253 --> 23:21.857
[SPEAKER_01]: Not only did I give you this, I gave you this, this, and this.
23:21.837 --> 23:23.959
[SPEAKER_01]: then they just left confused and overwhelmed.
23:24.159 --> 23:25.500
[SPEAKER_01]: So there's a balance there.
23:25.941 --> 23:26.682
[SPEAKER_01]: No, I don't teaching.
23:26.802 --> 23:31.606
[SPEAKER_00]: I think you should over-deliver when somebody becomes a client.
23:31.626 --> 23:32.087
[SPEAKER_00]: Yes.
23:32.107 --> 23:42.777
[SPEAKER_00]: So like go above and beyond what, but when you're getting somebody to build the confidence to take the next step, you have to know that over-delivering isn't a form of service.
23:42.797 --> 23:44.238
[SPEAKER_00]: And it also doesn't mean gatekeeping.
23:44.678 --> 23:47.961
[SPEAKER_00]: Because I think sometimes people will be like, well, does that mean I'm not sharing?
23:47.981 --> 23:50.764
[SPEAKER_00]: No, that's not what it means.
23:50.744 --> 23:53.310
[SPEAKER_00]: you understand humans and how they function.
23:54.031 --> 23:55.555
[SPEAKER_00]: And really what we're talking about is sales.
23:56.677 --> 24:00.165
[SPEAKER_00]: And sales can be masked and covered in so many different ways.
24:00.546 --> 24:06.660
[SPEAKER_00]: But when you understand sales, you'll understand that selling is simply understanding the person that is interested.
24:06.640 --> 24:31.787
[SPEAKER_01]: Yes, and so there's a few things you have to do during this, but then the other thing you just mentioned is we don't want to over-teach, we don't want to overwhelm people, but at the same time I think my best events, and there's been a little bit of like disagreement on this with people in the industry, like some people who are more in, I guess marketing info selling, they'll be like, well if you give too much away, they won't hire you.
24:31.767 --> 24:38.036
[SPEAKER_01]: I have found that you don't want to do too much and you don't want to go beyond a certain point, but you do need to make whatever you're teaching valuable.
24:38.697 --> 24:47.208
[SPEAKER_01]: So I want whatever it is, the webinar, event, whatever my talk to be valuable, whether or not they pick me or not, like whether or not they take the next step.
24:47.329 --> 24:50.453
[SPEAKER_01]: So that daily you've been like, do you love the way he presented that?
24:50.593 --> 24:53.337
[SPEAKER_01]: He changed the way I thought about X. I'm good.
24:53.317 --> 24:56.723
[SPEAKER_01]: Like, I didn't end up working with them right now, but great job.
24:56.743 --> 25:04.997
[SPEAKER_01]: Because you might get them on the next one, they might tell their friend, like, there's a lot of goodwill built from just educating without having to sell them today.
25:05.057 --> 25:05.437
[SPEAKER_00]: 100.
25:05.838 --> 25:08.543
[SPEAKER_00]: But I love that you said that thought that comes in person to mine.
25:09.344 --> 25:13.030
[SPEAKER_00]: This person changed the way I thought about this.
25:13.010 --> 25:30.850
[SPEAKER_00]: not this person changed the way I'm going to do this it starts with the thought which is why even even when you do teach quote unquote tactics you're still you're still like showing the picture and this is so basic if we're talking about real estate which is just a simple example let's say I'm going to teach you a tactic
25:30.830 --> 25:38.457
[SPEAKER_01]: There's a piece of software and a way of searching in that software to find undervalued homes, like homes that are priced below the market cool.
25:38.957 --> 25:40.579
[SPEAKER_01]: I could just go ahead and to show you that.
25:40.959 --> 25:46.764
[SPEAKER_01]: But what if 80% of the call believes that the markets in a bubble and homes are overpriced?
25:47.225 --> 25:50.588
[SPEAKER_01]: What I'm teaching doesn't matter, they just like it's useless to them.
25:51.108 --> 25:53.330
[SPEAKER_01]: So first we need to break the belief, right?
25:53.350 --> 25:56.073
[SPEAKER_01]: Then we can show them a few things that they could do on their own.
25:56.473 --> 26:00.837
[SPEAKER_01]: So think about that and it just works no matter what business you're in.
26:00.817 --> 26:10.892
[SPEAKER_01]: B2C with consumers, but then I also sell people in our industry on why they need to be doing marketing and do that stuff and same thing with you Like it's the same process whether it's consumer business person.
26:10.932 --> 26:22.249
[SPEAKER_01]: It's just a little bit of a tweak of like what you can be offering them next So that would be the next step and then the I think that psychology or the other reason and I'd love your opinion on this bro.
26:22.589 --> 26:23.871
[SPEAKER_01]: I asked people
26:23.851 --> 26:25.275
[SPEAKER_01]: why don't they do more of this?
26:25.716 --> 26:26.458
[SPEAKER_01]: We know it works.
26:26.959 --> 26:29.686
[SPEAKER_01]: We've shown you proof, why aren't you doing it?
26:30.047 --> 26:34.418
[SPEAKER_01]: Because even your buddy over here did it and Susan did it and John did it, why aren't you doing it?
26:34.719 --> 26:38.890
[SPEAKER_01]: And they'll tell me their biggest fear is that no one shows up.
26:39.663 --> 26:44.149
[SPEAKER_01]: And I'm like, okay, oh, driving traffic is keeping you from doing this.
26:44.950 --> 26:48.215
[SPEAKER_01]: When that can all be solved with just a few simple things.
26:48.936 --> 26:51.199
[SPEAKER_01]: And so, I have something to say about that.
26:51.339 --> 26:51.920
[SPEAKER_01]: Yeah, let me know.
26:51.960 --> 26:54.083
[SPEAKER_01]: Do you think they're not telling the truth?
26:54.303 --> 27:05.679
[SPEAKER_00]: I think it's an early excuse, because if a thousand people showed up, you'd poop your pants.
27:05.699 --> 27:06.700
[SPEAKER_00]: That's true.
27:08.030 --> 27:08.892
[SPEAKER_00]: So it's not that.
27:08.912 --> 27:09.734
[SPEAKER_00]: You'd be so nervous.
27:09.794 --> 27:11.478
[SPEAKER_00]: It's not about attendance.
27:11.498 --> 27:13.343
[SPEAKER_00]: It's about you actually going for it.
27:13.924 --> 27:16.831
[SPEAKER_00]: It's actually you in the way of yourself.
27:18.134 --> 27:23.828
[SPEAKER_00]: And they say like, you know, one of the biggest fights or things fears is stage fright.
27:23.808 --> 27:26.372
[SPEAKER_00]: You're not normally in front of people.
27:28.254 --> 27:46.721
[SPEAKER_00]: So the idea of getting in front of one person, like when you're thinking about yourself on a stage, it's all this, and so my thing is, you know, this is the part in business where you could be selfish, and I always say, do it for the data.
27:48.063 --> 27:52.009
[SPEAKER_00]: So if you go do it and no one shows up,
27:53.204 --> 28:13.693
[SPEAKER_00]: number one you don't have to do the presentation like go grab a coffee with somebody yeah that's amazing number two go back to the drawing board yeah what what were you only wanting to do the presentation once were you only wanting to do this conversion you need you need practice you need practice yeah so i think that i think there's so much why because i i know people that did
28:13.673 --> 28:22.126
[SPEAKER_00]: I have this person in my program, she paid an ad agency to fill a room, five minutes before they're called, she just didn't show up to it.
28:23.388 --> 28:33.623
[SPEAKER_00]: So I think when people say, I'm afraid no one's going to show up, well you don't know that, and so that means you will do it when one person shows up.
28:33.603 --> 28:36.428
[SPEAKER_00]: I mean, they'll still say, only one person showed up though.
28:36.448 --> 28:38.452
[SPEAKER_00]: If they were telling you, oh, yeah, I did my call.
28:38.833 --> 28:39.794
[SPEAKER_00]: Only one person showed up.
28:40.215 --> 28:43.381
[SPEAKER_00]: So, you have to remove like that approach.
28:43.401 --> 28:46.767
[SPEAKER_00]: Like the approach is like, I'm doing this to get better.
28:46.807 --> 28:51.175
[SPEAKER_00]: I'm doing this because guys like Neil are telling me that this is the future.
28:51.235 --> 28:54.902
[SPEAKER_00]: And I'm watching him make so much money in his business by doing this.
28:55.503 --> 28:56.505
[SPEAKER_00]: Like, I could do this too.
28:56.485 --> 28:58.814
[SPEAKER_01]: Yes, this is one too many selling.
28:58.854 --> 28:59.397
[SPEAKER_01]: It's one too many.
28:59.457 --> 29:05.280
[SPEAKER_01]: If you send if you stay with one to one forever I think you'll you'll get burnt out
29:05.783 --> 29:07.685
[SPEAKER_01]: but you're honestly going to get left behind.
29:08.446 --> 29:15.835
[SPEAKER_01]: So it's doable, but I remember just, I talked to people every day who are just stuck in making calls, one to one, and it's important.
29:15.855 --> 29:17.397
[SPEAKER_01]: Like you have to do that to close the circle.
29:17.477 --> 29:35.740
[SPEAKER_01]: We have to have a conversation with the client, but if you could just transition some of your time, and I'm not asking for much, just a few hours a week to selling one to many, with content and with this type of thing, you'll see just a massive change because the same reason why somebody picks you and works with you on a one to one,
29:35.720 --> 29:37.122
[SPEAKER_01]: 20 people 200 people, whatever.
29:37.162 --> 29:38.904
[SPEAKER_01]: Like the same numbers are going to start to play out.
29:39.505 --> 29:43.209
[SPEAKER_00]: Dude, and you don't want everyone to show up at your first at bat.
29:43.810 --> 29:44.771
[SPEAKER_00]: Yeah, that's true.
29:44.791 --> 29:45.813
[SPEAKER_00]: Because that happened with me.
29:46.734 --> 29:48.456
[SPEAKER_00]: Like people get hundreds of people.
29:48.496 --> 29:54.604
[SPEAKER_00]: Dude, my first two web classes or master classes I've done over 400 years ago.
29:54.624 --> 29:57.087
[SPEAKER_01]: We just really talk how nervous were you on the call.
29:57.269 --> 29:58.552
[SPEAKER_00]: Oh, dude, you have no idea.
29:58.853 --> 30:00.457
[SPEAKER_00]: Yeah, you make something like that.
30:00.477 --> 30:01.600
[SPEAKER_01]: No, that's crazy.
30:01.881 --> 30:04.527
[SPEAKER_00]: And then it's like the million things that are going on around the call.
30:04.668 --> 30:06.773
[SPEAKER_00]: Like, you know, like, all the links working.
30:06.793 --> 30:07.134
[SPEAKER_00]: Yeah.
30:07.475 --> 30:12.628
[SPEAKER_00]: And dude, just take it every one did show up and no one bought.
30:13.182 --> 30:13.603
[SPEAKER_00]: that one.
30:13.743 --> 30:14.103
[SPEAKER_00]: Not one.
30:15.325 --> 30:18.189
[SPEAKER_00]: So you don't want a ton of people right now.
30:19.290 --> 30:23.516
[SPEAKER_00]: You want to extract as much data as you can so that you can actually start teaching the right thing.
30:24.077 --> 30:31.266
[SPEAKER_00]: And this is the process I want to, I know we peruse through it, but I have to think people are probably like, think this over-teaching thing, this overwhelming, this over-delivering thing.
30:31.286 --> 30:39.037
[SPEAKER_00]: That is actually like, that was a process for me to get over, because when I sent my web class that didn't convert to a bunch of friends of mine, they're like, bro, you're just teaching too much.
30:39.157 --> 30:39.257
[UNKNOWN]: Like,
30:39.237 --> 30:41.040
[SPEAKER_00]: What I don't know what that means.
30:41.882 --> 30:42.042
[SPEAKER_00]: Yeah.
30:42.062 --> 30:43.064
[SPEAKER_00]: Isn't that what you want to do?
30:43.445 --> 30:44.126
[SPEAKER_01]: Less is more.
30:44.567 --> 30:44.867
[SPEAKER_00]: Yeah.
30:45.107 --> 30:45.648
[SPEAKER_01]: Let it go about.
30:45.749 --> 30:49.014
[SPEAKER_01]: If we got 200 things you could teach, you've got 20 things you could teach.
30:49.455 --> 30:50.758
[SPEAKER_01]: What are the top three?
30:50.778 --> 30:51.820
[SPEAKER_01]: What are the top seven?
30:51.900 --> 30:52.020
[SPEAKER_01]: Yeah.
30:52.040 --> 30:53.042
[SPEAKER_01]: You could teach on this thing.
30:53.623 --> 30:54.925
[SPEAKER_01]: And then we can get the rest later.
30:55.105 --> 30:56.227
[SPEAKER_01]: So just prioritize.
30:56.247 --> 31:01.918
[SPEAKER_01]: And if you need help prioritizing, brain dump all your stuff in the AI, and just talk back and forth.
31:01.938 --> 31:03.861
[SPEAKER_01]: Say, hey, I need to condense this.
31:03.841 --> 31:18.611
[SPEAKER_01]: Now, I will say that asking people for an hour commitment in the B2B world, they're more used to that, but in the consumer world less commitment is better, and then if you don't have a lot of brand, like meaning they haven't seen your face a lot, this is your first time doing this.
31:18.792 --> 31:21.377
[SPEAKER_01]: I would go on the side of a shorter presentation.
31:21.357 --> 31:25.683
[SPEAKER_01]: So I think for your first presentation I would say 27 minutes.
31:25.763 --> 31:26.203
[SPEAKER_01]: That's great.
31:26.264 --> 31:29.908
[SPEAKER_01]: Now, that reason why I picked 27 set of 30 because it sounds better.
31:30.369 --> 31:31.250
[SPEAKER_01]: It's specific.
31:31.270 --> 31:32.752
[SPEAKER_01]: Like I planned something for you.
31:33.033 --> 31:34.495
[SPEAKER_01]: It's going to take 27 minutes.
31:34.735 --> 31:35.436
[SPEAKER_01]: Now it's worth more.
31:36.277 --> 31:39.281
[SPEAKER_01]: The biggest mistake I see people make once they've decided to do it.
31:39.721 --> 31:41.524
[SPEAKER_01]: So the first thing is like you just needed to decide.
31:42.065 --> 31:44.648
[SPEAKER_01]: When you decide, you'll get people on the thing.
31:44.628 --> 32:00.586
[SPEAKER_01]: It's literally impossible to fail because like you said, you even losing is winning because you get the rep, but there's no way that it would be no people there because you can check the day before and if there's only a few people signed up, you can cancel, you can reschedule it.
32:00.767 --> 32:09.597
[SPEAKER_01]: So you're not going to be stuck either way, but I would just say that the number one reason why people don't have enough people attend is they didn't do enough volume of asking.
32:10.398 --> 32:12.340
[SPEAKER_01]: And so you just want to think to yourself,
32:12.320 --> 32:16.187
[SPEAKER_01]: How many people would I have to ask where it would be unreasonable for me to fail?
32:17.365 --> 32:18.607
[SPEAKER_01]: almost impossible to fail.
32:18.627 --> 32:24.934
[SPEAKER_01]: So does that mean you need to send, if you want 20 people, if you sent out a thousand emails, 2000 emails, could you get 20 people?
32:24.954 --> 32:33.585
[SPEAKER_01]: Probably, if you sent out calls, DMs, whatever your method is, just do more volume of that tweak, if it's not working, but do more volume and then you'll get the people.
32:34.286 --> 32:34.386
[SPEAKER_01]: Yeah.
32:34.406 --> 32:34.906
[SPEAKER_01]: It's solved.
32:35.067 --> 32:42.335
[SPEAKER_01]: I've seen people like, they've messages a day before and they're like, man, only have 14 opt-ins for this web class.
32:43.056 --> 32:45.139
[SPEAKER_01]: And I'm like, okay, well, 14's a lot.
32:45.199 --> 32:46.140
[SPEAKER_00]: Let me ask you a question.
32:47.369 --> 32:54.048
[SPEAKER_00]: How much money would you make if 10 people process the loan or sold a house?
32:54.289 --> 32:56.997
[SPEAKER_01]: Let's just say like if you're making $5,000 per person.
32:57.258 --> 32:58.361
[SPEAKER_00]: Okay.
32:58.381 --> 32:59.384
[SPEAKER_01]: What are we talking about?
33:00.066 --> 33:00.908
[SPEAKER_01]: Yeah, that's true.
33:00.928 --> 33:01.530
[SPEAKER_01]: That's how I take it.
33:02.084 --> 33:07.892
[SPEAKER_00]: I'm like, this is where people are like, you were gonna do an hour call with the client one to one anyways.
33:07.952 --> 33:11.617
[SPEAKER_00]: I'll do a one-on-one call in this capacity in this time of my season for $5,000, 100%.
33:12.117 --> 33:17.024
[SPEAKER_00]: This is why my friend Rich Menden who teaches this thing called tiny challenges.
33:17.825 --> 33:24.193
[SPEAKER_00]: It's just essentially like, you can do and you could do a sales call or a presentation with one person.
33:24.173 --> 33:31.086
[SPEAKER_00]: Oh, yeah, my most expensive investment in myself, my highest, it was a one-on-one presentation.
33:32.489 --> 33:33.551
[SPEAKER_00]: David Simmons, KSM.
33:33.931 --> 33:35.675
[SPEAKER_00]: He's like, I'm going to let me share the screen real quick.
33:35.995 --> 33:38.700
[SPEAKER_00]: He's like, I'm just going to show you what we do.
33:38.841 --> 33:39.562
[SPEAKER_00]: It was a sales call.
33:40.063 --> 33:42.267
[SPEAKER_00]: And there could have been more people on this call.
33:42.247 --> 33:47.798
[SPEAKER_00]: But it was a presentation, let me see the possibility of what it looks like to work with him.
33:48.299 --> 33:51.906
[SPEAKER_00]: And I ended up after that presentation in about a year and a half.
33:52.086 --> 33:53.569
[SPEAKER_00]: I think we've paid him over $200,000, geez.
33:54.811 --> 33:58.939
[SPEAKER_00]: And he got me, if he was afraid to show up, because in one person.
33:59.020 --> 34:04.471
[SPEAKER_01]: Yeah, so it's like get more people if you want more people just invite more people.
34:04.631 --> 34:16.995
[SPEAKER_01]: Yeah, that's it So literally this person's like I only have 14 Perth the math that you gave us which is half aren't gonna show to a free thing maybe even 40% show up to a free thing I'm only gonna have low single digits
34:16.975 --> 34:18.076
[SPEAKER_01]: that would be weird for me.
34:18.236 --> 34:30.547
[SPEAKER_01]: I'm like, first of all, it's not weird because they're selling high ticket, but if you want double digits, let's just double the amount of people that you asked, you asked a certain amount of people and you got 14, if you asked double the people that you'd get 28, let's just do that.
34:30.628 --> 34:32.629
[SPEAKER_01]: So it's just a math equation at this point.
34:33.210 --> 34:39.596
[SPEAKER_01]: And if you don't have the email list, you don't have the context, you don't have the views on social media, I would just say to DM people.
34:40.897 --> 34:45.261
[SPEAKER_01]: AOMR, I don't know if you saw this, but on Thursday I'm hosting this thing and I thought of you.
34:46.203 --> 34:48.627
[SPEAKER_00]: Dude, was it Daniel Presley said it on one of your podcasts?
34:49.248 --> 34:49.469
[SPEAKER_00]: Yeah.
34:49.569 --> 34:51.753
[SPEAKER_00]: DM30 people every day for 30 days.
34:52.534 --> 34:52.635
[SPEAKER_00]: Yeah.
34:52.655 --> 34:54.097
[SPEAKER_00]: So like, if you want it, you'll get it.
34:54.197 --> 34:55.119
[SPEAKER_00]: That's crazy volume.
34:55.700 --> 34:57.503
[SPEAKER_00]: But then also, but it doesn't even take that much time.
34:57.543 --> 34:58.044
[SPEAKER_00]: No, it doesn't.
34:58.305 --> 34:59.226
[SPEAKER_00]: It's pretty creepy.
34:59.286 --> 35:00.148
[SPEAKER_00]: And then we'll get it.
35:00.409 --> 35:02.372
[SPEAKER_01]: I was, I was a go in your phone book.
35:02.352 --> 35:02.713
[SPEAKER_01]: Yeah.
35:02.733 --> 35:05.777
[SPEAKER_01]: Go through your freaking, uh, your text, your contacts.
35:05.797 --> 35:05.897
[SPEAKER_01]: Yeah.
35:05.917 --> 35:06.638
[SPEAKER_01]: Invite everybody.
35:06.739 --> 35:06.899
[SPEAKER_01]: Hey.
35:06.919 --> 35:11.305
[SPEAKER_01]: And then say, hey, if you're, if it's not for you, would you mind sharing this with someone who might get value from this?
35:11.566 --> 35:12.507
[SPEAKER_01]: They're going to know somebody.
35:12.707 --> 35:12.868
[SPEAKER_01]: Yeah.
35:13.248 --> 35:15.071
[SPEAKER_01]: And so I just think you're not asking people.
35:15.151 --> 35:18.616
[SPEAKER_01]: Oh, my first business coach said, I said, hey, I want to make more money this year.
35:19.217 --> 35:21.400
[SPEAKER_01]: He said, well, how many people did you ask to do business with you today?
35:22.141 --> 35:23.463
[SPEAKER_01]: I said, no one, because it's the morning.
35:24.265 --> 35:26.868
[SPEAKER_01]: I said, how many people have you asked to do business with you this week?
35:27.790 --> 35:30.013
[SPEAKER_01]: And the number I gave him was embarrassing.
35:30.888 --> 35:32.311
[SPEAKER_01]: He's like, that's why you don't make any money.
35:33.332 --> 35:34.474
[SPEAKER_01]: You just need to ask more.
35:34.835 --> 35:37.660
[SPEAKER_01]: So you want to talk to, we could just end the podcast now, bro.
35:37.680 --> 35:38.862
[SPEAKER_01]: Yeah, you are.
35:38.882 --> 35:38.962
[SPEAKER_01]: Yes.
35:39.103 --> 35:40.966
[SPEAKER_01]: But we're giving you a better way to ask more people.
35:41.206 --> 35:45.714
[SPEAKER_01]: So now you got them, you've got 14 people, 28 people, maybe 200 people, doesn't matter.
35:46.496 --> 35:48.880
[SPEAKER_01]: And you're on the call with them, OK?
35:49.681 --> 35:53.368
[SPEAKER_01]: I just noticed that a shorter tighter presentation is going to work.
35:53.348 --> 35:57.935
[SPEAKER_01]: One of the biggest reasons why some of these don't work is because of how they're packaged.
35:58.235 --> 35:58.596
[SPEAKER_02]: Yeah.
35:58.616 --> 35:59.898
[SPEAKER_01]: The best webinar doesn't win.
36:00.118 --> 36:01.660
[SPEAKER_01]: The best packaged webinar wins.
36:01.700 --> 36:03.443
[SPEAKER_01]: The first part of the packaging is the title.
36:03.983 --> 36:06.187
[SPEAKER_01]: So you need to make your title outcome based.
36:06.207 --> 36:08.570
[SPEAKER_01]: We could do a whole conversation about coming up with titles.
36:08.590 --> 36:15.060
[SPEAKER_01]: We don't have to do that today, but I would just say the biggest mistake I see is your thing is you're talking about the thing, not the outcome.
36:16.241 --> 36:17.323
[SPEAKER_01]: So what do people want?
36:17.383 --> 36:18.765
[SPEAKER_01]: They want the outcome, not the thing.
36:18.897 --> 36:23.921
[SPEAKER_00]: Yeah, they say don't judge book a book by its cover, but you've never read a book without reading the cover.
36:24.662 --> 36:25.463
[SPEAKER_00]: Or the title.
36:25.483 --> 36:25.863
[SPEAKER_00]: Or yeah.
36:26.283 --> 36:48.482
[SPEAKER_00]: So like, it this matter so much, I would, in my, in the skill of marketing, I would get so good at email subject headlines, at titling things, titling YouTube because the thing that's inside, it doesn't, you don't have to try, you don't have to be as good,
36:48.462 --> 36:54.648
[SPEAKER_01]: if you're really good at getting the best Webinar doesn't win the best title to Webinar win.
36:54.708 --> 36:55.129
[SPEAKER_01]: Exactly.
36:55.329 --> 36:58.772
[SPEAKER_01]: So the title, the reverse engineer is like, make it about the outcome.
36:59.373 --> 37:07.982
[SPEAKER_01]: So seven ways to get X or, you know, and I've noticed this, you can insert something that breaks a belief even in the title.
37:08.863 --> 37:13.187
[SPEAKER_01]: So if I was teaching how to get more followers on Instagram, I would say like,
37:13.167 --> 37:27.207
[SPEAKER_01]: how to go viral on Instagram, even if you don't have followers, even if you suck on video, even if you're not tech savvy, because I know that somebody's thinking that when they're reading the headline, so where did you get that insight from somebody who's thinking that?
37:27.467 --> 37:28.629
[SPEAKER_00]: Yes, just conversations.
37:28.789 --> 37:29.530
[SPEAKER_00]: Just asking people.
37:29.570 --> 37:31.773
[SPEAKER_00]: Yeah, people will tell you these things.
37:32.274 --> 37:33.636
[SPEAKER_00]: It's almost like people tell you the title.
37:34.097 --> 37:38.483
[SPEAKER_01]: Yeah, but one thing you can do, and I just learned this hack is when they opt in,
37:38.463 --> 37:42.151
[SPEAKER_01]: You say a quick question, and you can do it after the option page so you don't lose anybody.
37:42.471 --> 37:47.763
[SPEAKER_01]: If you do it before, you'll lose a few people because any extra steps, friction causes less options.
37:47.783 --> 37:49.626
[SPEAKER_01]: But let's just say you get the email first.
37:50.749 --> 37:52.733
[SPEAKER_01]: Next page, they're opted in now for sure.
37:53.354 --> 37:54.216
[SPEAKER_01]: A quick question.
37:55.118 --> 37:58.986
[SPEAKER_01]: When it comes to this, which is what you're about to teach, what's your number one struggle?
38:00.232 --> 38:01.253
[SPEAKER_01]: they'll tell you right there.
38:01.433 --> 38:03.735
[SPEAKER_01]: You can give it multiple choice so it's easy to answer.
38:04.456 --> 38:10.160
[SPEAKER_01]: Now, you can adjust the content based in real time, based on what they just told you.
38:10.981 --> 38:15.085
[SPEAKER_01]: And maybe it's something in there, like you're like, man, 70% of people picked that.
38:16.126 --> 38:17.267
[SPEAKER_01]: I wasn't even thinking that.
38:17.367 --> 38:19.028
[SPEAKER_01]: So let me adjust my presentation.
38:19.588 --> 38:20.709
[SPEAKER_01]: You'll get more conversions.
38:21.150 --> 38:23.732
[SPEAKER_01]: So like, yes, listen to the audience.
38:24.072 --> 38:25.554
[SPEAKER_01]: But yeah, the most important thing is the title.
38:25.974 --> 38:29.597
[SPEAKER_01]: I see pretty title you've ever created
38:29.577 --> 38:32.741
[SPEAKER_01]: The one that I did the most on was the new formula.
38:32.961 --> 38:41.852
[SPEAKER_01]: So the new way to X, it could be the new way to buy a home in Las Vegas, the new way to win on social media in 2025.
38:42.252 --> 38:50.202
[SPEAKER_01]: I had 9,880 to be specific, options for that webinar, the new way to win on social media.
38:51.413 --> 38:58.663
[SPEAKER_01]: because it just implies, obviously, that there's something novel, something new is about to be taught, it's not gonna be the same old crap.
38:58.924 --> 39:01.027
[SPEAKER_01]: So that formula works.
39:01.427 --> 39:08.738
[SPEAKER_01]: I've seen so many different plug-in play formulas for these, but it's like, I'm teaching a thing and showing you winning.
39:10.080 --> 39:13.064
[SPEAKER_01]: And I think like, go for a clear, not clever.
39:13.785 --> 39:17.050
[SPEAKER_01]: I've seen one, like my sister did one in a ticker a while.
39:17.030 --> 39:19.393
[SPEAKER_01]: And I told her this in the meeting, but she's stubborn.
39:19.433 --> 39:20.995
[SPEAKER_01]: She's like, yeah, I don't care.
39:21.015 --> 39:22.917
[SPEAKER_01]: And I get it because I did the same thing with forward.
39:23.298 --> 39:23.858
[SPEAKER_01]: What is forward?
39:25.040 --> 39:25.701
[SPEAKER_01]: It's kind of egg.
39:25.861 --> 39:26.221
[SPEAKER_01]: You don't know.
39:26.602 --> 39:27.042
[SPEAKER_01]: Until you know.
39:27.543 --> 39:29.265
[SPEAKER_01]: So she started something called the future as female.
39:29.766 --> 39:34.011
[SPEAKER_01]: Or she's going to teach women how to make more money and invest in real estate all these things.
39:34.852 --> 39:37.215
[SPEAKER_01]: But it doesn't quite tell you that with the future of female.
39:37.235 --> 39:37.876
[SPEAKER_01]: That could be anything.
39:38.076 --> 39:38.637
[SPEAKER_00]: That's what I think.
39:38.657 --> 39:39.778
[SPEAKER_01]: But it took her years.
39:40.058 --> 39:41.841
[SPEAKER_01]: Now it's a brand and it's crushing for her.
39:41.981 --> 39:42.261
[SPEAKER_01]: But it
39:42.241 --> 39:45.105
[SPEAKER_01]: It does sign you up for more pain if it's not clear.
39:45.526 --> 39:50.073
[SPEAKER_00]: Yeah, I mean, my, my business is called the video department and it's kind of, it is general in nature.
39:51.014 --> 40:01.389
[SPEAKER_00]: And I, and even my podcast is called the department, but the, the things that drive the perception are the title of things and it's how you show up consistently.
40:01.910 --> 40:12.045
[SPEAKER_00]: So I found that like you can call your business whatever you want, just whatever you're using to market people, it just has to be just
40:12.025 --> 40:12.946
[SPEAKER_01]: Yes, I'll come base.
40:12.986 --> 40:14.488
[SPEAKER_01]: So I would pick an outcome based headline.
40:14.829 --> 40:22.959
[SPEAKER_01]: If you use AI, just ask it to help you come up with some outcome based headlines for this thing that you want to teach and we'll give you 20 options and then you can pick the best one.
40:22.979 --> 40:36.396
[SPEAKER_01]: So now that you got that you've got the people on the call, I just have like a quick framework people can use, which would be just to define a problem in the beginning, break beliefs and then, uh,
40:36.376 --> 40:37.758
[SPEAKER_01]: cheat them, the tactics.
40:37.859 --> 40:45.312
[SPEAKER_01]: So before you get into tactics, make sure you've defined problems and broken beliefs because they may not even be aware of the issue that's happening right away in the market.
40:45.452 --> 40:59.177
[SPEAKER_01]: So we do that and then we teach something tactical and so in this you would adjust it based on the time you have and then at the end I would give them a quick story of why you're doing the next step.
40:59.596 --> 41:06.345
[SPEAKER_01]: So I found that my conversions went up a lot when I would tell them the reason why I'm making this offer.
41:06.946 --> 41:13.235
[SPEAKER_01]: So instead of just going, so the simple framework is like, if you liked what I taught here, you're gonna love the next step, which is what you're offering.
41:13.976 --> 41:16.559
[SPEAKER_01]: The thing that you offer should be directly what you taught.
41:17.601 --> 41:23.649
[SPEAKER_01]: I know that kind of goes out saying, but you'd be surprised how many people teach something and then the offer feels like it's from left field.
41:24.250 --> 41:26.633
[SPEAKER_01]: It needs to be like this nice moving train.
41:26.613 --> 41:30.438
[SPEAKER_00]: I love that you said, like, give people the reason why you're doing this next step.
41:30.658 --> 41:30.878
[SPEAKER_01]: Yeah.
41:31.139 --> 41:39.449
[SPEAKER_00]: Something I found is very powerful in just your approach to business is demonize what it is you don't do.
41:40.610 --> 41:48.600
[SPEAKER_00]: So if you choose a route to do something and this is the way you do something, it's probably because you don't like whites.
41:48.620 --> 41:50.663
[SPEAKER_00]: Someone else over there is doing it.
41:50.727 --> 41:58.535
[SPEAKER_00]: And so, you demonize the grind of going one to one, knocking doors, making phone calls and grinding.
41:58.555 --> 41:59.416
[SPEAKER_00]: You demonize it.
41:59.957 --> 42:01.539
[SPEAKER_00]: Like people are winning with that strategy.
42:01.979 --> 42:03.401
[SPEAKER_00]: They're just grinding for sure.
42:03.421 --> 42:04.482
[SPEAKER_00]: It's a different model.
42:04.502 --> 42:04.722
[SPEAKER_00]: Yeah.
42:05.803 --> 42:08.947
[SPEAKER_00]: But then I do that even from the standpoint of the offer itself.
42:09.307 --> 42:15.694
[SPEAKER_00]: Like I say at the end of my presentation, I was like, I'm gonna tell you something I could do right now and you would buy it.
42:16.414 --> 42:18.777
[SPEAKER_00]: So I'm gonna do right now, I was like, it's tell you, of course.
42:19.027 --> 42:21.641
[SPEAKER_00]: and you would buy it because right now all you guys want to buy something.
42:22.928 --> 42:26.387
[SPEAKER_00]: But here's why I don't like that because it just makes you do it on your own.
42:26.840 --> 42:28.243
[SPEAKER_01]: that's crazy.
42:28.263 --> 42:29.485
[SPEAKER_01]: I did that by accident once.
42:30.106 --> 42:31.349
[SPEAKER_01]: I was selling a workshop.
42:31.870 --> 42:32.672
[SPEAKER_01]: People in my industry.
42:32.712 --> 42:39.966
[SPEAKER_01]: And I said, I could do online education for you, but I found that this percentage of people don't get anything from online education.
42:40.467 --> 42:42.671
[SPEAKER_01]: This is why I did the live impression.
42:42.872 --> 42:45.918
[SPEAKER_00]: You're making the thing you don't do seem like the terrible option.
42:46.278 --> 42:49.084
[SPEAKER_00]: And the thing I'm doing right now is the best option.
42:49.064 --> 42:51.166
[SPEAKER_00]: It's, yeah, it's a great point.
42:51.186 --> 42:55.351
[SPEAKER_01]: Yeah, that might be worth the whole episode right there, because that's going to improve conversion for sure.
42:55.632 --> 43:05.583
[SPEAKER_01]: So think about, oh, and by the way, I forgot about this and I know we both do this is let the people know in the beginning of the presentation that you do have something for them later.
43:05.844 --> 43:06.104
[SPEAKER_01]: That's good.
43:06.304 --> 43:07.926
[SPEAKER_01]: Then there's not going to be any awkwardness.
43:07.966 --> 43:12.251
[SPEAKER_01]: You cannot have your energy change when you're teaching and then you go into selling.
43:12.271 --> 43:13.212
[SPEAKER_01]: It needs to be the same energy.
43:13.252 --> 43:18.058
[SPEAKER_01]: So you tell them why you are doing this,
43:18.038 --> 43:21.024
[SPEAKER_01]: why it's important for them, and this is why I launched this.
43:21.665 --> 43:31.403
[SPEAKER_01]: So if it was for people in real estate, for example, it'd be like, I found that the most successful buyers if I look back at all my clients, the people who did this got this.
43:32.204 --> 43:38.997
[SPEAKER_01]: This is why I put together this 10-minute call, this 12-minute call, where you figure out these problems, and then you have a roadmap for success.
43:39.077 --> 43:41.582
[SPEAKER_01]: Whether you're doing an hour in the future, this is going to be so valuable.
43:41.562 --> 43:44.750
[SPEAKER_01]: And then over like you need to give it the importance of deserves.
43:44.850 --> 43:48.839
[SPEAKER_01]: I found people underplay their expertise because they take it for granted.
43:49.220 --> 43:51.365
[SPEAKER_01]: I would tell people, look, I just want to be very clear.
43:51.425 --> 43:57.580
[SPEAKER_01]: This 12 minutes with me, if you take the next step, is worth thousands of dollars.
43:57.560 --> 44:03.426
[SPEAKER_01]: So, if you're willing to trade 12 minutes for 10k, here's the link, you're not, you know, God be with you.
44:03.446 --> 44:05.429
[SPEAKER_01]: Like, you should tell people how important it is.
44:05.949 --> 44:06.910
[SPEAKER_00]: I mean, enthusiasm.
44:07.791 --> 44:09.593
[SPEAKER_00]: Sales is a transference of enthusiasm.
44:10.034 --> 44:13.197
[SPEAKER_00]: People move because they believe you believe what you're saying.
44:13.697 --> 44:13.998
[SPEAKER_00]: Yeah.
44:14.018 --> 44:18.383
[SPEAKER_00]: And you get to this place when you actually see life change or you get to this place.
44:18.403 --> 44:20.665
[SPEAKER_00]: When you believe in what you do, like, I,
44:20.645 --> 44:29.937
[SPEAKER_00]: And it was, I think I have an ability to absorb the belief for someone else and like you then make what you sell essential.
44:30.798 --> 44:36.766
[SPEAKER_00]: You're like, to buy a home will change the rest of your family's future, think about your kids.
44:37.868 --> 44:45.178
[SPEAKER_00]: I've never lived in an apartment because my mom and my dad have always owned the homes that we lived in.
44:45.738 --> 44:48.542
[SPEAKER_00]: So I don't know what that life is like.
44:48.522 --> 44:52.568
[SPEAKER_00]: But I'm so grateful my parents did that and like this could be you.
44:52.628 --> 45:00.541
[SPEAKER_01]: You could start this generational cycle of what happened to investors just speaking to you know the audience tell them a story that would resonate with them.
45:00.581 --> 45:09.455
[SPEAKER_01]: So and you can if you don't have the story just look through your your history of working with people and find one case study.
45:09.575 --> 45:13.922
[SPEAKER_01]: Yeah, meet Susan meet the meet the Johnson family.
45:13.902 --> 45:14.943
[SPEAKER_01]: they came to me with this.
45:15.624 --> 45:20.191
[SPEAKER_01]: This is the problem and make sure you tell them the pain like again like and then we were gonna solve it.
45:20.231 --> 45:22.594
[SPEAKER_01]: So this is why I still do this job.
45:22.614 --> 45:23.816
[SPEAKER_01]: This is why I'm so passionate about doing this.
45:23.836 --> 45:27.221
[SPEAKER_01]: I've been doing 20 years and I still get excited when I get texts like these.
45:27.661 --> 45:29.504
[SPEAKER_01]: So tell them why you do what you do quickly.
45:29.544 --> 45:34.070
[SPEAKER_01]: Don't like bore people with the with a long thing because you're trying to keep in that time slot.
45:34.190 --> 45:35.472
[SPEAKER_00]: That is also an unlock.
45:35.452 --> 45:53.967
[SPEAKER_00]: for like the like the points in the presentation or what like what you're teaching is if you just allow stories that you've actually experienced like real life things that have taken place and at the end of that story you use that story to expose the limiting belief that it broke.
45:53.947 --> 45:58.051
[SPEAKER_00]: So like this family came to me, you might be in this position, but here's where they are.
45:58.331 --> 45:59.392
[SPEAKER_00]: They didn't think they make it a lot of money.
45:59.953 --> 46:01.755
[SPEAKER_00]: You know, you have a photo of them and you're just telling a story.
46:02.175 --> 46:03.497
[SPEAKER_00]: You know the story more than anybody else.
46:03.957 --> 46:05.539
[SPEAKER_00]: And like this is something AI can't do, by the way.
46:05.899 --> 46:13.006
[SPEAKER_00]: It's like, you know what you brought them through and like you can choose the principle of this story that will help somebody else.
46:13.186 --> 46:20.714
[SPEAKER_00]: And the principle is you don't need a large income to start your home ownership journey.
46:21.074 --> 46:23.076
[SPEAKER_00]: Next point is a next story.
46:23.056 --> 46:24.517
[SPEAKER_00]: And like that's all people need to know.
46:24.718 --> 46:27.320
[SPEAKER_00]: And as you tell the story, you're not going to get into the nitty gritty.
46:27.961 --> 46:28.181
[SPEAKER_00]: Yes.
46:28.321 --> 46:31.844
[SPEAKER_00]: It's just don't because you just you need to get the story along the way.
46:31.985 --> 46:38.231
[SPEAKER_01]: But yeah, so it's kind of like you're giving them your rebraking the belief again for anybody that didn't already learn.
46:38.411 --> 46:38.971
[SPEAKER_01]: Right.
46:39.292 --> 46:44.417
[SPEAKER_01]: And you're just getting more people on board with you, plus there's something really likable about this, right?
46:44.437 --> 46:47.119
[SPEAKER_01]: So people want to work with people they know like and trust, right?
46:47.540 --> 46:52.084
[SPEAKER_01]: If you tell these stories, people like you, they say that 60% for I per cent of information
46:52.064 --> 46:56.689
[SPEAKER_01]: is remembered when it's tied to a story versus just five percent when it's tied to facts.
46:57.189 --> 47:05.939
[SPEAKER_01]: So if it's all tactics and facts, like it's all going to come in one year out the other versus you tell this story about specific results, boom people, it like it resonates with them.
47:06.539 --> 47:11.825
[SPEAKER_01]: So then I think if you like this or like that's the vibe then here's the next step.
47:11.965 --> 47:15.369
[SPEAKER_01]: And it almost looks like we're just moving along this continuum.
47:15.389 --> 47:16.570
[SPEAKER_01]: It's not like
47:16.550 --> 47:17.351
[SPEAKER_01]: a big deal.
47:17.752 --> 47:21.216
[SPEAKER_01]: It shouldn't be a huge thing or that you have to overcome.
47:21.277 --> 47:24.361
[SPEAKER_01]: It's like, okay, here's what I just taught you.
47:24.421 --> 47:25.162
[SPEAKER_01]: That's the blueprint.
47:25.302 --> 47:26.804
[SPEAKER_01]: Now we're going to go to the implementation.
47:27.826 --> 47:30.189
[SPEAKER_01]: And I think that people need to narrow the audience here.
47:30.810 --> 47:37.479
[SPEAKER_01]: And I think this is where people get in like tactics of countdowns and scarcity and all this and a lot of it seems fake.
47:37.499 --> 47:39.722
[SPEAKER_01]: But if the scarcity is real,
47:39.702 --> 47:42.745
[SPEAKER_01]: then I found it to be one of the most powerful things to move forward.
47:43.285 --> 47:48.951
[SPEAKER_01]: If the time deadline is real, now if it's fake, it blows up in your face because then people don't trust you.
47:49.071 --> 47:55.176
[SPEAKER_00]: I will say, there's a difference between it being fake and you manufacturing it, that's true.
47:55.256 --> 48:01.282
[SPEAKER_00]: Like we could manufacture scarcity by just choosing a date on the calendar where you fulfill on this next step.
48:01.882 --> 48:03.324
[SPEAKER_00]: Yeah, you know, like maybe it's the discovery calls.
48:03.364 --> 48:04.725
[SPEAKER_00]: It's like, dude, I don't do these next step.
48:04.805 --> 48:06.807
[SPEAKER_00]: I don't do these calls any other day.
48:06.787 --> 48:07.588
[SPEAKER_00]: There's the deadline.
48:07.608 --> 48:08.189
[SPEAKER_00]: There's the deadline.
48:08.349 --> 48:08.990
[SPEAKER_00]: There's the deadline.
48:09.010 --> 48:09.350
[SPEAKER_00]: There's scarcity.
48:09.370 --> 48:09.691
[SPEAKER_00]: Or, you know.
48:09.851 --> 48:10.111
[SPEAKER_00]: Yeah.
48:10.131 --> 48:12.715
[SPEAKER_01]: So it's like, oh, how many people could you serve on Thursday?
48:12.855 --> 48:18.162
[SPEAKER_01]: If you wanted to do these calls and you wanted to be at your full energy and really pour into people, maybe four.
48:18.883 --> 48:19.063
[SPEAKER_01]: Okay.
48:19.083 --> 48:20.325
[SPEAKER_01]: You have four slots on Thursday.
48:21.186 --> 48:21.746
[SPEAKER_01]: That's real.
48:22.527 --> 48:23.268
[SPEAKER_01]: You're not bullshitting.
48:23.288 --> 48:24.089
[SPEAKER_01]: It's totally true.
48:24.190 --> 48:30.157
[SPEAKER_01]: So come up with a true, you know, limit to what you're offering because if it's for everyone, it's for no one.
48:30.338 --> 48:30.718
[SPEAKER_01]: Yep.
48:30.698 --> 48:43.261
[SPEAKER_01]: And so there's a number of there, now you can give people bonuses, like that's more tactical, but we can get into like, hey, if you take action today, you get this thing, or you get this additional service, or if it was in real estate, maybe you get a credit towards your purchase.
48:43.962 --> 48:45.946
[SPEAKER_01]: For the people that take action today, you get this.
48:46.587 --> 48:50.635
[SPEAKER_01]: So that will get people who are just on the fence to make the next step.
48:50.675 --> 48:52.538
[SPEAKER_01]: It sounds transactional, but it works.
48:52.518 --> 48:57.443
[SPEAKER_01]: So that would be the next steps and then now the fortune's going to be in the follow-up.
48:57.463 --> 49:04.351
[SPEAKER_01]: There's going to be people who are not quite there that could have moved forward, maybe you follow up in other ways afterwards.
49:04.591 --> 49:08.435
[SPEAKER_01]: So there's going to be, if you do this correctly, you will get people to take the next step with you.
49:08.896 --> 49:11.018
[SPEAKER_01]: But then there's even more people who are almost there.
49:11.419 --> 49:11.899
[SPEAKER_00]: Yeah.
49:11.919 --> 49:14.062
[SPEAKER_01]: So we'll be advice to those people who are like, didn't buy.
49:14.582 --> 49:16.264
[SPEAKER_00]: I mean, the reality is, is,
49:17.763 --> 49:45.643
[SPEAKER_00]: no one's not everyone is supposed to buy ever right so like even in your your conversion event forward every summer yeah but if all 1,000 you would literally have to jump off the cliff every couldn't serve yeah you can serve so like that's also a level of manufacture scarcity it's like we only have room for this yeah we like we have a vision for what this next group would be like yeah and these are the types of rooms
49:45.623 --> 49:46.848
[SPEAKER_01]: It gets above a certain amount.
49:46.868 --> 49:47.350
[SPEAKER_01]: It doesn't work.
49:47.491 --> 49:47.712
[SPEAKER_00]: Right.
49:47.993 --> 49:49.278
[SPEAKER_01]: So, but that's a limit.
49:49.359 --> 49:56.207
[SPEAKER_00]: What I'm getting at is what you need to know is when you really pour out and you serve people in this way.
49:57.588 --> 49:58.730
[SPEAKER_00]: it didn't end there.
49:59.411 --> 50:00.372
[SPEAKER_00]: It started something.
50:01.754 --> 50:06.862
[SPEAKER_00]: The Bible says, you know, some plant, others water, but God makes it grow.
50:07.383 --> 50:13.332
[SPEAKER_00]: Dude, if you just focus on sewing, good seed, let this is what I love about.
50:13.592 --> 50:16.997
[SPEAKER_00]: It's why I love about the, it being a numbers game.
50:16.977 --> 50:17.979
[SPEAKER_00]: because nuance.
50:18.640 --> 50:25.490
[SPEAKER_00]: You don't know that like three weeks from now, this person that was on your presentation got a crazy bonus.
50:25.871 --> 50:31.800
[SPEAKER_00]: And because they were on your presentation, they weren't ready, but because something had happened in their life that you couldn't control, now they can do it.
50:31.860 --> 50:32.441
[SPEAKER_00]: Now they can do it.
50:33.543 --> 50:38.370
[SPEAKER_00]: So that helps you like even serve even better because it's like, I know, just know it.
50:38.590 --> 50:40.674
[SPEAKER_00]: Not everyone's going to take the next step to begin with.
50:40.894 --> 50:41.315
[SPEAKER_01]: That's okay.
50:41.435 --> 50:42.276
[SPEAKER_00]: And that's okay.
50:42.256 --> 50:45.281
[SPEAKER_01]: And it shouldn't be weird either, like they see you after and it's fine.
50:45.401 --> 50:50.590
[SPEAKER_00]: Yeah, that's why I love following Daniel G because he's really good at these like follow-up things.
50:51.031 --> 50:56.700
[SPEAKER_00]: Like, hey, I know, you know, Thanksgiving is coming up and I'm just thinking about all the people.
50:56.741 --> 50:59.105
[SPEAKER_00]: And I just want to say thank you for hopping on that call.
50:59.165 --> 51:02.931
[SPEAKER_00]: Dude, I was very nervous when I presented it, but I hope that call serves you.
51:02.911 --> 51:06.216
[SPEAKER_00]: A friend of mine texted me.
51:06.557 --> 51:08.360
[SPEAKER_00]: He said, hey, I don't have much work going on.
51:08.380 --> 51:11.064
[SPEAKER_00]: Do you guys need anything at your studio or your house done?
51:12.266 --> 51:17.073
[SPEAKER_00]: I wasn't thinking about it, but now that you ask me, we do want stuff done in our house.
51:17.614 --> 51:17.714
[SPEAKER_00]: Yeah.
51:17.734 --> 51:18.876
[SPEAKER_00]: And he gave us the quote.
51:18.896 --> 51:25.847
[SPEAKER_00]: I was like, I did not plan on spending this much money before the end of the year on our house, but because you followed up.
51:25.827 --> 51:29.152
[SPEAKER_00]: Yeah, follow up games in the follow-up.
51:29.172 --> 51:30.534
[SPEAKER_00]: Did your follow-up games week, bro?
51:31.095 --> 51:32.117
[SPEAKER_00]: No, just 1,000 percent.
51:32.137 --> 51:32.257
[SPEAKER_00]: Yeah.
51:32.818 --> 51:34.020
[SPEAKER_01]: Everybody's follow-up games week.
51:34.060 --> 51:34.421
[SPEAKER_00]: Honestly.
51:34.441 --> 51:38.427
[SPEAKER_01]: But now you know, because you have the signal that they're interested.
51:38.587 --> 51:40.510
[SPEAKER_01]: They weren't in a bin on the call if they weren't interested.
51:40.871 --> 51:43.435
[SPEAKER_01]: So a lot of times people don't want to call people because they feel like they're bothering them.
51:43.935 --> 51:45.238
[SPEAKER_01]: They're afraid of rejection.
51:45.378 --> 51:46.840
[SPEAKER_01]: They're not going to reject you.
51:46.820 --> 51:48.722
[SPEAKER_01]: They showed up, if they stuck around to the end.
51:48.742 --> 51:52.907
[SPEAKER_01]: So that's where the data counts, like, look at the people and you can pull this up on Zoom or anything.
51:53.348 --> 51:56.351
[SPEAKER_01]: As you use, look at the people who were there towards the end.
51:57.833 --> 51:58.754
[SPEAKER_01]: Those are great leads.
51:59.054 --> 52:00.236
[SPEAKER_00]: Do you know where your best leads?
52:00.536 --> 52:02.639
[SPEAKER_00]: We need to look at when people leave the call.
52:03.199 --> 52:03.419
[SPEAKER_00]: Yes.
52:03.820 --> 52:07.564
[SPEAKER_00]: Because then probably need to throw a slide in or cut a slide out.
52:07.584 --> 52:08.145
[SPEAKER_00]: That's a good point.
52:08.265 --> 52:10.388
[SPEAKER_01]: You can look at when people are leaving the presentation.
52:10.408 --> 52:10.608
[SPEAKER_05]: Right.
52:11.629 --> 52:15.814
[SPEAKER_01]: But then, yeah, if you saw these people stayed till the end
52:16.638 --> 52:22.832
[SPEAKER_01]: Those would be the first people who should get that text on Thanksgiving, or when something has changed.
52:22.852 --> 52:30.951
[SPEAKER_01]: Daniel G says, yo, he says, uh, here's a format for sending out a text, like he'll be like yo.
52:31.032 --> 52:34.677
[SPEAKER_01]: Two things have changed, like there's something new for you now.
52:34.898 --> 52:35.519
[SPEAKER_01]: Again, the new.
52:36.140 --> 52:39.404
[SPEAKER_01]: Like, dude, hey, I want to get back on the call because two things have changed.
52:39.785 --> 52:40.927
[SPEAKER_01]: I want to let you know about this.
52:41.488 --> 52:43.811
[SPEAKER_01]: And then people are like, they're right back in the conversation.
52:43.851 --> 52:45.914
[SPEAKER_01]: Maybe something changed on their part, too, to your point.
52:45.974 --> 52:48.839
[SPEAKER_01]: So I think just make sure that the thing is valuable.
52:48.879 --> 52:52.524
[SPEAKER_01]: Don't worry if what your conversion rate is at this point.
52:52.544 --> 52:53.425
[SPEAKER_01]: It's just to get started.
52:53.465 --> 52:56.550
[SPEAKER_01]: But if you do the things we're talking about, you're going to get more people to take the next step.
52:56.530 --> 53:04.481
[SPEAKER_00]: If you do the things we're talking about, every no is a not yet, yeah, like you're still in the not yet.
53:04.641 --> 53:04.861
[SPEAKER_00]: Yes.
53:05.342 --> 53:11.670
[SPEAKER_01]: So you're not going back to known, no, no, no, the no, no is the last part of that continuum.
53:11.690 --> 53:21.103
[SPEAKER_01]: So this would be, I guess the the ecosystem content, just to get people into your process.
53:21.083 --> 53:22.965
[SPEAKER_01]: then conversionement, then your service.
53:23.566 --> 53:26.509
[SPEAKER_01]: So right now people have content, whatever it is I sell.
53:26.729 --> 53:29.372
[SPEAKER_01]: I'm asking you to just insert one little thing in the middle there.
53:30.113 --> 53:32.915
[SPEAKER_01]: And that thing will move people between the two.
53:33.096 --> 53:34.217
[SPEAKER_01]: It will move people along this.
53:34.918 --> 53:41.785
[SPEAKER_01]: And if you do that, I think your content will serve a purpose now because now you won't be selling your service.
53:41.805 --> 53:43.887
[SPEAKER_01]: You'll be selling this conversion event.
53:44.287 --> 53:44.508
[SPEAKER_01]: Dang.
53:44.908 --> 53:45.589
[SPEAKER_01]: That's the difference.
53:45.989 --> 53:47.631
[SPEAKER_01]: And so I think,
53:47.611 --> 53:56.900
[SPEAKER_01]: the the big shift for me is making the content just a micro conversion not trying to do too much with one single piece of content because not possible.
53:57.381 --> 54:00.364
[SPEAKER_01]: You can get lucky but it's not possible overall like in the long run.
54:02.126 --> 54:02.386
[SPEAKER_01]: Fire.
54:02.726 --> 54:03.007
[SPEAKER_01]: That's it.
54:03.948 --> 54:04.728
[SPEAKER_01]: That's the podcast.
54:05.089 --> 54:06.090
[SPEAKER_01]: I'll just do the thought.
54:06.410 --> 54:07.251
[SPEAKER_00]: What's how should I wrap up?
54:07.371 --> 54:11.355
[SPEAKER_00]: No, the thought about this packaging is you're selling the wrong thing.
54:11.956 --> 54:12.336
[SPEAKER_00]: Yeah.
54:12.552 --> 54:15.797
[SPEAKER_00]: or I was stuck because I was selling the wrong thing.
54:15.917 --> 54:16.198
[SPEAKER_00]: Yeah.
54:16.979 --> 54:18.962
[SPEAKER_00]: Well, like that's everyone selling the wrong thing.
54:19.203 --> 54:20.625
[SPEAKER_00]: You're saying sell this instead.
54:20.985 --> 54:21.306
[SPEAKER_00]: Yeah.
54:21.326 --> 54:24.932
[SPEAKER_00]: So when you, when you, when you do the intro, I think it's something along those lines.
54:25.412 --> 54:27.235
[SPEAKER_00]: Yeah.
54:27.255 --> 54:32.704
[SPEAKER_00]: Because if you have a business, but you're not happy, it's because you're selling the wrong thing.
54:33.359 --> 54:33.820
[SPEAKER_00]: That's it.
54:34.521 --> 54:34.621
[SPEAKER_00]: Yeah.
54:34.641 --> 54:44.475
[SPEAKER_00]: I'm going to show you in this conversation or this part of this video, what to sell instead of what you're selling so that you could sell more of what you want to sell.
54:46.137 --> 54:47.539
[SPEAKER_05]: Yeah.
54:47.559 --> 54:48.060
[SPEAKER_00]: The wrong thing.
54:48.801 --> 54:49.161
[SPEAKER_00]: Right thing.
54:49.301 --> 54:49.762
[SPEAKER_00]: The right thing.
54:49.782 --> 54:49.962
[SPEAKER_00]: Yeah.
54:50.002 --> 54:59.856
[SPEAKER_00]: I mean, that you're giving a product, like this is just a framing thing, like you're giving a product for every entrepreneur to sell with this cut conversation.
55:00.545 --> 55:09.655
[SPEAKER_01]: Yeah, you know, because the product is a conversion event, you know, like, um, then they can design that to whatever it is, because you could not even have an offer.
55:09.976 --> 55:10.196
[SPEAKER_01]: Yeah.
55:10.336 --> 55:11.858
[SPEAKER_01]: What if you do a conversion event, you can make the offer.
55:11.878 --> 55:14.541
[SPEAKER_01]: That's what I did the first, uh, with the big forward event.
55:14.561 --> 55:19.106
[SPEAKER_01]: It was like, look, we just did the event and I thought the event was purpose was to build my brand.
55:19.707 --> 55:22.650
[SPEAKER_01]: But then at the event, somebody's like, hey, you don't sell anything of your dumb.
55:22.891 --> 55:24.512
[SPEAKER_01]: So then I came up with an offer to sell at the event.
55:25.033 --> 55:25.333
[SPEAKER_01]: It's great.
55:25.514 --> 55:26.294
[SPEAKER_01]: So you did it backwards.
55:26.395 --> 55:26.755
[SPEAKER_01]: But,
55:27.612 --> 55:29.477
[SPEAKER_01]: So let me just send this to wrap up.
55:29.919 --> 55:30.901
[SPEAKER_01]: Thanks for being on the show, bro.
55:31.022 --> 55:38.423
[SPEAKER_01]: And then if you guys have questions, just drop them in the comments in terms of like, what were the things that you wanted to go deeper on in our future episode?
55:38.804 --> 55:40.970
[SPEAKER_01]: Should we even have Omar back on these conversations?
55:40.990 --> 55:43.698
[SPEAKER_01]: Let me let him know if you like him because then you'll come back on.
55:43.999 --> 55:46.887
[SPEAKER_01]: And I will see you guys on the next show.